Refining Account Lists by Exclusion in LinkedIn Sales Navigator
Objective of Refinement:
The focus is on refining account lists by identifying and excluding organizations that are not aligned with specific targeting criteria. This process helps in creating a more precise and relevant list of potential leads or clients.
Initial Set-Up:
Start with a master search, for instance, companies with 11-50 employees headquartered in specific locations, and filtered down to industries like business consulting and services.
Additional filters like professional services or training can be added to cover related industries.
Exclusion of Saved Accounts:
Exclude accounts that are already part of other saved lists, like UK IT consulting, target accounts, ESG consultants, and others.
Occasionally, some lists might not show up due to technical issues, but these can usually be worked around.
Process of Exclusion:
Begin by going into specific categories, like executive search, and scanning the results to identify companies that are not a fit.
Select these companies and add them to a 'do not want' list for future exclusion.
Selective Exclusion:
While going through the list, carefully choose which companies to exclude. For instance, exclude most but retain ones like change and transformational specialists if they fit the targeting criteria.
This selective process ensures that potential valuable contacts are not inadvertently excluded.
Ongoing Cycle of Refinement:
Continuously clean and refine the list by excluding companies from various searches.
This ongoing process results in increasingly cleaner data over time, enhancing the effectiveness of the targeting.
Importance of Clean Data:
Regularly cleaning the data by excluding non-relevant companies ensures that the focus remains on high-potential leads.
Over time, this leads to a highly refined and targeted list, making the prospecting process more efficient and effective.
Top Tip for Exclusion:
Consistently exclude specific types of organizations that do not align with your targeting goals. This focused approach to exclusion significantly improves the quality and relevance of your account lists.
This method demonstrates the importance of regular refinement and exclusion in LinkedIn Sales Navigator to maintain highly targeted and relevant account lists, crucial for effective prospecting and lead generation.
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