LinkedIn Social Selling Playbook 2026

September 9, 2026

Tools used

Download playbook

Enter your email

By clicking download you subscribe to our marketing communications.

A workflow that turns LinkedIn into a full acquisition channel by building the right audience, warming them, running a tiered content mix, and converting captured interest into pipeline.

Dan Rosenthal

How it works

Step 1: Build two audiences

Grow the right audience across ICP buyers and creators in your niche.

ICP audience:
- Build a target account list in Clay
- Source contacts from those accounts using AI Ark and Apollo.io
- Send connection requests via HeyReach
Creator audience:
- Shortlist creators in your niche
- Send connection requests
- Comment valuable insights on their posts

Step 2: Warm the audience

Get on prospects' radar before they see your content.

Visit their profile so it shows up in "who viewed your profile."
Engage with their posts through likes and thoughtful comments.
Start non-sales DMs to build the relationship.

Step 3: Run a tiered content mix

Publish across three funnel stages in a 70/20/10 split.

70% top-of-funnel for awareness and authority:
- Thought leadership, educational posts, carousels, giveaways, storytelling
20% middle-of-funnel for problem education:
- Demos, how-tos, frameworks, playbooks, webinars
10% bottom-of-funnel for conversion:
- Case studies, testimonials, product marketing, launches, promotions

Step 4: Capture engagement signals

Turn LinkedIn activity into captured leads.

Track post engagement and profile visits via Jungler.
Capture lead magnet downloads and profile CTA clicks.
Route inbound DMs and comment engagement into HubSpot as leads.

Step 5: Convert interest into pipeline

Route captured leads into revenue channels.

Enrich and score every captured lead in Clay.
Route by tier:
- Tier 1: manual outreach via HeyReach and LinkedIn DMs
- Tier 2: nurture flows via newsletter, retargeting ads, and email sequences
Book meetings directly from the profile CTA or DM flow.

Scroll to zoom in and out, drag to navigateUse 2 fingers to drag, zoom in and out

+48

The 2026 Signal Playbook

A workflow that captures buying signals across three categories (1st, 2nd, and 3rd party), centralizes them in Clay, and routes them into five activation channels.

RevOpsABMOutbound

Fivos Aresti

September 25, 2026

Automated Outbound Reply Management System

Automated Outbound Reply Management System

A workflow that captures every outbound reply from email and LinkedIn, enriches the lead, classifies sentiment with AI, and routes interactive notifications to Slack for sales reps.

RevOpsOutbound

Daniel Martinez

September 4, 2026

The SEO + AEO Playbook

A workflow that researches, drafts, optimizes, and publishes content to rank in both search engines ad LLMs, then captures and nurtures every visitor into pipeline.

ContentRevOps