Turn LinkedIn and Sales Navigator into an in-house sales base that produces meetings.
Selecting target accounts, identifying decision-makers, warming them up with content, and recording it all in HubSpot, designed as one sales operation.
From choosing the target accounts to recording in the CRM, we set up a sales operation your team can keep running.
ICP and target account design
Sales Navigator
Insight, LinkedIn, video
HubSpot, meetings, ongoing contact
WHY IT FAILS
Adopting Sales Navigator does not, on its own, make B2B sales a system.
The problem is not missing features. It is missing design in the targeting, the publishing, and the record-keeping.
01
Vague search criteria
Nobody has settled who to go after, so companies that do not fit end up in the list.
02
Only the list grows
More saved companies and people, but no way to judge what comes first.
03
Reaching out cold
A template message before any relationship exists, read as a sales pitch.
04
Nothing stays as a sales asset
Activity on LinkedIn stays with the individual and never reaches the CRM.
The issue is not how the features are used. It is how Sales Navigator is designed into the sales process.
COMPARISON
LinkedIn sales, from chasing volume
to contact you can sustain.
The usual approach — search, then request straight away — against the Lead Connection OS, where the relationship is designed before the approach. The same five steps, side by side, on one screen.
BEFORE
The usual approach
01
Search, then request immediately
02
Send a template message
03
No reply, end of story
04
History stays with the individual
05
Only acceptance and reply rates are watched
Outreach measured by volume
AFTER
LEAD CONNECTION OS
01
ICP and target accounts designed first
02
Warmed up by articles, posts, and video
03
Check what has changed and what interests them
04
Reach out individually, to their situation
05
Recorded in HubSpot and followed up
Sales contact that accumulates
THE SYSTEM
Contact builds up, and feeds back into the next post and the next sales decision.
Sales Navigator, content, and the CRM connect, and what you learn from each contact feeds the next round of targeting and publishing.
01
TARGET
ICP design
Target accounts
→
02
DISCOVER
Sales Nav
Identify the person
→
03
WARM
Articles and posts
Video contact
04
CONNECT
One-to-one conversation
Relationship building
→
05
CAPTURE
HubSpot
Assessments and meetings
→
06
LEARN
Response analysis
Refine the criteria
Contact data feeds the next round of account selection, content planning, and sales decisions.
SALES NAVIGATOR
Find them, rank them, and create the right contact.
We build the Sales Navigator features into your own sales process.
01
FIND
Find them
Industry
Company size
Region
Role and function
Saved lists
02
PRIORITIZE
Rank them
Role changes
Company news
Activity signals
Shared connections
Priority accounts
03
ENGAGE
Create the contact
Response to posts
Connections
Individual messages
Sharing articles and video
Ongoing follow-up
The point is not the number of search results, but sharper priorities and better-judged contact.
With the targets set,
next comes building trust.
Finding the target accounts and the decision-makers does not start a conversation. Through articles, video, and LinkedIn posts, your expertise and your thinking reach them before you make contact.
WARM BEFORE CONTACT
Before you reach out,
give them a reason to listen.
Posts, articles, and video all come from one argument, so your expertise and your thinking land before any individual approach.
Posts, articles, and video are not produced separately. One argument generates several points of contact.
Not a mass send. Contact deepens in step with how they respond and where they are.
STAGE 01
WARM
They read your posts
Comments
Profile viewed
Common ground identified
→
STAGE 02
CONNECT
Connection request
A short thank-you
Sharing a relevant article
Individual follow-up
→
STAGE 03
CONVERSATION
Confirming the problem
Exchanging information
Introducing the assessment
Meeting
Rather than asking for a meeting from the start, you build a relationship where a conversation can begin.
CRM CONNECTION
Turn LinkedIn contact into sales
information the whole team can see.
Responses and conversations on LinkedIn do not stop with one person. They connect to HubSpot, the weekly routine, and the KPIs.
Sales Navigator
↓
Contact on LinkedIn
↓
Webflow and assessments
↓
HubSpot and meetings
What gets recorded in HubSpot
Company name
Contact and role
LinkedIn URL
ICP segment
Priority
Reason for contact
Topics of interest
Content shared
Next action
Deal stage
How records, integration, and management work in HubSpot is designed around your Sales Navigator and HubSpot contracts. Automatic sync is not assumed.
Once contact exists,
next comes running it in-house.
Responses and conversations on LinkedIn do not end as one person's experience. They connect to HubSpot, the weekly rules, and the KPIs, and inform the next post and the next sales decision.
WHAT WE BUILD
We put the design, the environment, and the rules in place.
Strategy, environment, and operating rules come together as one package.
01
DESIGN
Sales design
ICP definition
Personas
Target account criteria
Contact scenarios
Publishing themes
KPI design
02
BUILD
Environment build
Saved searches
Account List
Lead List
HubSpot fields
Sales pipeline
Management dashboard
03
TRANSFER
In-house handover
Operating manual
Message examples
Operating calendar
Internal training
Weekly review
Improvement rules
After handover, the operation is set up for your team to update and improve.
WEEKLY OPERATING MODEL
A weekly routine a small team can run.
Not sending in volume every day, but creating contact with a limited set of people, consistently.
MON
Mon
Check the alerts
Role changes
Company news
Activity check
TUE
Tue
Add targets
Target accounts
Decision-makers
Priority
WED
Wed
Publish and share
LinkedIn posts
Share articles
Share video
THU
Thu
Check responses
Post response
Companies visiting
Topics of interest
FRI
Fri
Individual contact
Requests
Replies
Records
Month end
Pull the HubSpot numbers → review the KPIs → refine the criteria, the themes, and the approach
Days and frequency are adjusted to your sales setup and the number of target accounts.
MEASUREMENT
We measure contact that leads to meetings,
not the number of connections.
Not only how much contact was made, but which companies, roles, and topics actually led to a meeting.
01
Leading indicators
Matching companies
Matching leads
Contacts added
Content touchpoints
→
02
Contact indicators
Acceptance rate
Reply rate
Article views
Visits to the assessment page
→
03
Pipeline indicators
Qualified meetings
Qualified meeting rate
Proposals
Pipeline value
Learning indicators
Industries, roles, topics, reasons for contact, and the patterns that turned into meetings
No invented figures are shown at launch. The structure allows numbers to be added once real results have built up.
IS THIS FOR YOU?
Companies this service suits
Before starting, check how you think about targeting, publishing, and running this in-house.
GOOD FIT
A good fit
✓
You have a reasonably clear set of target accounts
✓
Your leadership can publish under their own name
✓
You want to win global B2B customers
✓
You want the sales history kept in the CRM
✓
You want a small team to keep it running
✓
You want the know-how to stay in-house
A sales base you grow in-house
NOT A FIT
Not a good fit
×
You want to mass-send to thousands
×
You want automated DMs alone to produce meetings
×
Your target audience is not settled
×
You have no intention of producing content
×
You want it fully outsourced, permanently
×
You judge only short-term volume
High-volume outreach measured by count
IMPLEMENTATION
Trial it with a limited set of accounts,
settle the procedure, then hand it over in-house.
You can start at whichever phase matches where you are now.
01
AUDIT
Current-state audit
Framing the problem
About 2 weeks
→
02
DESIGN
ICP design
Sales path
2–4 weeks
→
03
BUILD
Sales Nav
HubSpot
2–4 weeks
→
04
PILOT
Limited accounts
Pilot operation
4–8 weeks
→
05
TRANSFER
In-house handover
Training and improvement
Ongoing
Timings are indicative, not fixed pricing. Keeping the pilot as its own phase avoids forcing a full rollout.
FAQ
Questions we are asked before starting
On Sales Navigator, your internal setup, and how the operation runs.
Q1. Which Sales Navigator plan do we need?
The Core plan is enough to start. The subscription is in your name and at your cost, roughly ¥10,000 a month (it moves with exchange rates and plan changes). The free version caps search criteria and saved leads too tightly to pull a list that matches your ICP.
Q2. Can one salesperson run this?
Yes, one person is enough. Internally it takes about two hours a week, mostly reviewing posts and deciding on replies. The ICP and the procedures are documented, so the work carries over if the person changes.
Q3. Do you send the connection requests and DMs for us?
We write the messages; you send them from your own account. No automation tools, and we work to about 20 a day and 100 a week. High volume over a short period is the main cause of account restrictions.
Q4. Can we run this without an English speaker in-house?
Yes. We write the English profile, posts, and messages, and you review and decide in Japanese. Once a meeting is arranged, we look at whether someone should join or interpret.
Q5. Can it sync automatically to HubSpot?
Yes. Contact history and the record of meetings are designed to sit in the CRM. HubSpot does need a paid plan, though: the free tier cannot hold the fields and workflows required.
Q6. Does the scope include writing the LinkedIn posts?
Yes. We plan the posts and write them in English; you review and publish. The point is to convey expertise before any individual approach, so the posts and the outreach run on the same design.
Q7. Can we target both overseas and Japanese companies?
Yes, but the ICPs are designed separately. Japanese and English reach different people with different arguments, and mixing them into one operation blunts both.
Q8. Once running, how many hours a week does it take on your side?
About two hours a week: reviewing posts, deciding on replies, and handling meetings. We build the lists and write the messages, so your work is mostly judgment.
Q9. How long before it produces results?
Expect around six months. The first one to two months go into ICP design and finding the form of your publishing. Chasing volume from month one connects you to companies outside your target and blunts everything after.
Q10. Can we keep running it after the engagement ends?
Yes. The minimum term is three to six months, and the decision criteria and procedures are handed over as documents. A monthly plan for continued improvement (external CMO/CAIO) is available afterwards if you want it.
START WITH CLARITY
Before starting LinkedIn sales,
sort out the target accounts, the publishing, and the CRM.
We lay out where you stand and make clear what you need and in what order.
B2B lead contact assessment
Covers your current targeting, publishing, and sales management.
The purpose is to work out where your company should start and how it should run day to day.
Start with one question.
Tell us what you are trying to decide — a supplier you need assessed, or marketing you are trying to bring in-house. You get a written reply within one business day, at no cost and no obligation.
