The LinkedIn
lexicon.

Account-Based Marketing

Marketing approach that targets individual accounts rather than broad audiences. On LinkedIn typically executed via Sales Nav, targeted InMails and bespoke content sequences.

Algorithm

LinkedIn's ranking system that decides whose posts appear in whose feed. Currently rewards consistent niche authority and comment depth.

Boolean Search

Search syntax with AND, OR, NOT and parentheses for precise candidate or lead filtering. Standard tool for recruiters and sourcers.

Buying Signal

Observable behaviour of a potential customer that suggests purchase intent, job change, funding, new tools in stack, engagement on relevant posts.

Cohort Course

Course format where a group learns together and synchronously, fixed start dates, live sessions, peer feedback. Opposite of self-paced.

Cold Outreach

First contact with someone without a prior relationship. On LinkedIn typically via connection requests or InMails, quality beats quantity.

Comment Strategy

Deliberately planned comments on others' posts to build visibility, authority and ICP-relevant reach, often AI-assisted.

Connection Request

Request to connect with a person on LinkedIn. Limited to roughly 100/week; aggressive tools breach this quickly.

Custom GPT

A ChatGPT bot configured for a specific use case, with custom instructions, data and tools. On LinkedIn e.g. for post coaching or lead qualification.

Dwell Time

How long users stay on a post, important signal for the algorithm. Long carousels and listicles maximise dwell time.

Engagement Pod

Group that mutually supports each other's posts with likes and comments. Frowned upon by LinkedIn, risks sender reputation.

Featured Section

Section near the top of the profile where you can pin posts, links, articles or media. Most important conversion area on the profile.

Hook

The first line of a post visible in the feed, determines whether someone clicks 'see more'.

Ideal Customer Profile

Detailed description of the perfect customer, industry, size, role, trigger. Foundation of every outbound strategy.

InMail

Paid direct message to people you aren't connected with. Included in Sales Nav / Recruiter, otherwise capped.

Lead Gen Form

LinkedIn's native ad format for lead capture with pre-filled profile data. Higher conversion than external landing pages.

Native Tool

Tool offered directly by LinkedIn (Sales Nav, Recruiter, Premium). Compliant by definition, Safety Score always 100.

Personalization

Tailoring a message to the individual recipient, based on profile, activity, company. Always beats volume.

LinkedIn Recruiter

Native recruiting suite with boolean search, InMails, pipeline management and ATS sync. Premium pricing, full data depth.

Safety Score

Bluebench 0-100 rating across five dimensions: compliance, data privacy, sender reputation, transparency, support. Weekly updates.

Sales Navigator

LinkedIn's sales suite with lead and account filters, buying signals, CRM sync. Industry standard for B2B outbound.

Sender Reputation

How 'healthy' a LinkedIn account is rated by the platform. Aggressive automation lowers it, suspensions follow.

Sequence

Multi-step outreach series (connection → follow-up → InMail → email). Tools like HeyReach, Expandi and Dripify are built on this.

Claude Skill

Reusable skill file for Claude that encapsulates specific tasks (e.g. LinkedIn audit, boolean builder). Like plugins, but file-based.

Sales / Marketing Qualified Lead

Scored lead stages: MQL has shown interest, SQL is ready for a sales conversation. Handover point between marketing and sales.

Touchpoint

Every contact moment with a potential customer, post view, profile visit, comment, message. Multiple touchpoints before first reply.

Account Warm-up

Gradually ramping up account activity before aggressive outreach begins, connection requests, logins, posts. Reduces suspension risk.

White-Label

Tool or service resold under the agency client's own brand. Important for scaling LinkedIn agencies.