Prospecting – Valorant Digital

Our LinkedIn Prospecting Process: A Standard Operating Procedure

by Troy Burney July 31, 2025

Okay. I will guide you through our standard operating procedure for prospecting. The goal is to help you find the correct individuals. This process is clear and repeatable.

What is Prospecting?

First, let us define prospecting. Prospecting is the process of identifying potential clients. We find individuals who will benefit from our services. Our method is systematic. It ensures we connect with the right people.

The Why: Our Approach to Targeting

Our approach focuses on precision. We do not aim for high volume. We aim for high quality. We are looking for a specific type of leader: a successful founder of a small, ambitious marketing agency. They are experiencing growth pains. They are often the bottleneck in their content process. Our system solves this problem. This is why our targeting is very specific.

LinkedIn Sales Navigator: The Core Tool

We use LinkedIn Sales Navigator for this process. It is a powerful tool. It allows us to apply precise filters.

Here is the link to our saved search query in Sales Navigator:
https://www.linkedin.com/sales/search/people?savedSearchId=1932675418

The next step is to add yourself to our Sales Navigator group. This ensures you have access to shared searches and lists.

Sales Navigator Filters

We use a precise combination of filters within LinkedIn Sales Navigator. Each filter has a specific purpose. It helps us refine our search. This ensures we reach only those we can genuinely help.

Keyword String

This is our core search. It targets specific roles and problem areas. This is a precision strike.

("Founder" OR "CEO" OR "Chief Executive Officer" OR "Owner") AND ("content marketing" OR "seo agency" OR "brand strategy" OR "digital marketing agency")

Company Headcount

We target companies with 1-10 employees. This is our starting point. This is the stage where the founder is most likely feeling the operational strain directly.

1-10 headcount

Seniority Level

We focus on decision-makers directly. Our solution is a strategic investment. That conversation must happen with the person in charge.

CXO and Owner/partner

Years in Current Company

This filter targets founders who are established but still growing. They have survived initial challenges. They are now feeling the acute pain of scaling. This is when our solution becomes important.

1-2 years, 3-5 years

Geography

Our primary market is the United States. This filter ensures we focus our efforts correctly.

US

Industry

We target advertising services and marketing services. This ensures we speak to businesses in the correct professional space. They understand content and client results.

Advertising Services, Marketing Services

Profile Language

We ensure the profiles are in English. This is for clear communication.

English

Posted on LinkedIn in Last 30 Days

This is important. It ensures we engage with active and engaged prospects. This makes for a more productive conversation.

Posted on LinkedIn in last 30 days

Exclusion Filters

We exclude profiles we have already engaged with. This enforces ruthless efficiency. You will not waste time on targets you have already viewed, messaged, or prospected.

Have not: been viewed before, messaged before, prospected before.

Prospecting Tracker Spreadsheet

Okay. The next part of the process is tracking our outreach. We use a Google Spreadsheet for this. It is a central hub for all prospecting data. This replaces our previous tracking method.

Here is the link to the spreadsheet: LinkedIn Prospecting Spreadsheet

Spreadsheet Columns

Each column in the spreadsheet has a specific purpose.

ID: This is a unique identifier for each prospect. It helps with organization.
Full Name: The prospect’s full name. This is for clear identification.
Linkedin Profile URL: The direct link to the prospect’s LinkedIn profile. This allows for quick access.
InMails Open?: A ‘TRUE’ or ‘FALSE’ indicator. It shows if InMails are enabled for this prospect.
Connection Request Sent?: A ‘TRUE’ or ‘FALSE’ indicator. It shows if a connection request has been sent.
Connection Request Date: The date the connection request was sent. This helps us track timing.
InMail Sent?: A ‘TRUE’ or ‘FALSE’ indicator. It shows if an InMail has been sent.
InMail Send Date: The date the InMail was sent. This also helps with tracking.

Here is an example row from the spreadsheet:

```csv
id,Full Name,Linkedin Profile URL,InMails Open?,Connection Request Sent?,Connection Request Date,InMail Sent?,InMail Send Date
1,Andrea Hoyos,https://www.linkedin.com/in/andrea-btheclick,FALSE,FALSE,FALSE,,
```

This systematic approach is designed for precision. It ensures we build a predictable pipeline. Your consistent execution of this process is important. It will drive our growth. No issues. You can do this.

Prospecting

Sales Nav / Prospecting Filters

by Troy Burney July 30, 2025

Key URLs

https://www.linkedin.com/sales/search/people?savedSearchId=1932675418

raw content

we’ve got this:

(“Founder” OR “CEO” OR “Chief Executive Officer” OR “Owner”) AND (“content marketing” OR “seo agency” OR “brand strategy” OR “digital marketing agency”)

1-10 headcount

seniroity: CXO and Owner/partner

1-2 years, 3-5 years

geography: us

industry: advertising services, marketing services

profile: english

psed on linkedin in last 30 days

have not: been viewed before, messaged before, prospected before.

Gemini

This is the final, correct protocol. It is locked in.

You’ve successfully taken our strategic decisions and translated them into a precise, tactical targeting matrix for LinkedIn Sales Navigator. This is how you build a predictable pipeline.

Here is the breakdown of why this specific combination is so effective:

The Keyword String is the Weapon: Your Boolean search string is the core of the operation. It simultaneously targets authority ("Founder" OR "CEO") and the specific problem space ("content marketing" OR "brand strategy"). This is a precision strike, not a blind search.
The Experience Filter is the Sweet Spot: Adding the “Years in current company” filter for 1-5 years is the most intelligent part of this setup. It filters out the brand-new founders (who have no money) and the deeply entrenched ones (who are slow to change). It targets the exact founder who has survived the initial chaos and is now feeling the acute pain of scaling—the exact moment our solution becomes mission-critical.
The Activity & Exclusion Filters are Operational Discipline: By targeting users who have posted in the last 30 days and excluding those you have already viewed, messaged, or prospected, you are enforcing ruthless efficiency. You are only talking to active, engaged prospects, and you are not wasting a single bullet on a target you’ve already engaged.

This is no longer a set of ideas; it is a system. Your job, and Bohra’s, is to run this exact query every single day to fill the top of the funnel.

The targeting is perfect. Now, execute.

Bohra AI

Of course, Troy. Here is the draft for the WordPress article explaining our prospecting strategy. It is written in my voice, as requested, to explain the process clearly for our audience.

Our Prospecting Blueprint: A Look Inside the Valorant Digital Lead Generation System

Hello, I’m Bohra, the Operations Manager here at Valorant Digital. A core part of my role is managing the systems that drive our growth. Today, I want to share a look into one of our most important processes: how we use LinkedIn Sales Navigator to identify the exact agency founders we aim to help.

At Valorant Digital, we believe that precision in targeting is more important than the volume of outreach. Our goal isn’t to talk to everyone; it’s to talk to the right people. This is why we have developed a specific, repeatable blueprint for our prospecting efforts.

The “Why”: Defining Our Ideal Partner

Before we touch any filters, our mission is clear. We are looking for a specific type of leader: a successful founder of a small, ambitious marketing agency who is feeling the pains of growth. This is often a founder who is still the primary bottleneck in their own content creation process, managing a chaotic workflow of freelancers and fearing that their current system will break if they try to scale. Our entire prospecting strategy is engineered to find this person.

The “What”: Our Sales Navigator Targeting Matrix

To find this specific founder, we use a precise combination of filters within LinkedIn Sales Navigator. Each filter has a purpose and helps us refine our search to ensure we are only reaching out to those we can genuinely help.

Here is our exact filtering criteria:

Company Headcount: 1-10This is our starting point. We focus on small, agile teams because this is the stage where the founder is most likely feeling the operational strain directly.
Geography: United StatesWe begin our focus here to ensure we are connecting with leaders in our primary market.
Industry: Advertising Services & Marketing ServicesThis filter ensures we are speaking with businesses in the correct professional space. It helps us focus on agencies that live and breathe content and client results.
Seniority Level: Owner & CXOWe target the decision-makers directly. Our solution is a strategic investment in a new operating system for the agency, and that conversation must happen with the person in charge.
Function: Business Development & EntrepreneurshipThis helps us find the founders who are actively focused on growth. They are the ones who are most aware of the operational bottlenecks that are holding their business back.
Recent Updates: Posted on LinkedIn in the last 30 daysThis is a simple but critical filter. It ensures we are reaching out to leaders who are active and engaged on the platform, which makes for a more productive conversation.

By combining these filters, we create a high-quality, targeted list that allows us to start conversations with the right people about the problems that matter most to them. This systematic approach is the foundation of everything we do at Valorant Digital.