Building a Targeted Account List in LinkedIn Sales Navigator
Objective: Creating a Specific Account List:
The focus is on creating an account list targeting very specific companies, similar to existing clients, prospects pitched to but not won, or industries identified as growth areas.
Choosing Target Industries:
The example given is targeting consulting companies, specifically in high-growth areas like AI consulting and ESG consulting.
The emphasis is on selecting industries that are currently thriving, avoiding areas that are diminishing, such as print industry consulting or GDPR consulting.
Methodology for List Creation:
The process involves analyzing existing clients and accounts to find commonalities. For instance, using a company like Positive Planet as a benchmark to profile ESG organizations.
Key terms like 'carbon emissions measurement' are used as search criteria.
Geographic and Industry Filters:
The search includes a broad geographic scope, covering the United Kingdom, England, Ireland, Scotland, Wales, Northern Ireland, Jersey, and Isle of Man.
Industries included in the search are professional services, IT, business consulting, environmental services, strategic management, operations consulting, IT systems, and training. These can be adjusted based on specific targeting needs.
Exclusion of Irrelevant Industries:
A significant part of the strategy involves excluding a wide range of industries to refine the search results further.
This process helps in focusing the search on the most relevant and potential-rich sectors.
Identifying and Adding Potential Accounts:
By pasting specific search criteria like 'carbon emissions measurement', the search is narrowed to find accounts that align with the desired profile.
As a result, companies that may not categorize themselves strictly under 'business consulting and services' but are relevant (like those in environmental services or carbon measurement) are identified and added to the list.
Analyzing and Selecting Companies:
Companies that fit the criteria, even if they are not traditional consulting firms but are related technology providers or consultancies in the environmental sector, are considered for inclusion.
This approach to building an account list in LinkedIn Sales Navigator involves a combination of targeted industry selection, geographic filtering, and strategic exclusion of irrelevant sectors. It allows for the creation of a finely-tuned list of potential clients and prospects in specific growth areas, catering to the user's unique business targeting needs.
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