Sales Tips

Prospecting with Sales Navigator

Sales Navigator has become one of the most important tools in the sales tech stack today. If you are building a B2B business, Sales Navigator is needed. Sales Navigator is amazing when building prospect lists, learning more about the companies you are prospecting into and reaching out when it is usually the right time to.

There are many ways to use the product, but I always start with Account Filters and then save it as an Account List

Account Filters:

There are many filters here that range from Industry, Annual Revenue, Headcount Growth etc. Here is an example of how I use Sales Navigator to first find the right companies to target.

Let’s assume you are targeting Advertising Services and typically sell to Small Business Owners in USA. The filters, I choose include:

  • Headquarters Location: USA
  • Industry: Advertising Services
  • Company Headcount - 1-10 and 11-50

These filters produce a massive list of 220K+ results. As you go through the list, you might find that there are industries included here that shoudn’t be included. Go back to you filters and in the Industry search, exclude these industries.

Next- Select All and Create a List

Click ‘Save to List’ and name your list. 

I’ve named my list as ‘1-50EE, Advertising Services, USA

Next - I keep adding more companies to my list as I progress. 

Once you have reached the maximum amount allowed in a list, go to Lead Filters on the Top Left:

Go to ‘Account List’ and you will find the Account List you just created:

Now to find the leads you want to prospect on. We earlier mentioned that this example is focused on selling to the Business Owner which in this case could be ‘Founder’, ‘CoFounder’ and ‘CEO’. Select them in Role filter

This way you can be very specific to only find leads at the companies that fit your ideal customer profile.

In Lead Filters you will find a lot of other filters that you can use to further narrow your list.

Other Tips:

Here are some triggers you can use to filter down your leads. Sticking to the same example of selling to business owners of small businesses in the advertising services, here are some relevant filters you can apply:

  • Department Headcount Growth - Let’s say you are selling services for staffing, this could be a good way to see which companies are growing their headcount. This further narrows down your list.

  • Connections of - This is a great way to find connections of specific people you are connected to so that you can request a referral. Add the name of the person you would like to find connections of in the lead list.
  • There are numerous other filters that can be added to reduce the prospect list, such as ’Previously worked at’, ‘Recent Job Changes’ etc.

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