Creating and Saving Lead Lists in LinkedIn Sales Navigator
Purpose of Lead Lists:
The goal is to create a lead list of specific individuals from a pre-defined account list. This is particularly useful after establishing a detailed account list, as it simplifies finding relevant leads.
Example of Lead List Creation:
A lead list titled 'UK ESG consulting 10 to 50 senior' is used as an example. This list is derived from a previously created account list of ESG consulting companies in the UK.
Approaches to Building Lead Lists:
There are two main methods: building down from an existing master account list or creating a new saved lead list from scratch.
Using Saved Account Lists for Lead Searches:
When searching for leads, one can select from saved account lists. This might be located under a new section or an old section labeled 'workflow,' depending on the Sales Navigator updates.
Excluding certain lists, like 'do not want' lists, helps to refine the search further.
Setting Specific Search Criteria:
The search can be filtered by company size, location, and seniority level. For instance, targeting directors, owners, vice presidents, and CXOs in the UK within companies of 11-50 employees.
Subdividing and Saving Searches:
Lead lists can be further subdivided based on specific criteria like recent job changes or LinkedIn posting activity.
Saving these searches allows for receiving alerts when new individuals fitting the criteria are added, making it a dynamic tool for tracking potential leads.
Connecting and Exporting Data:
Users can connect with individuals directly from the lead list, view profiles, or use external tools like Prospio for email extraction.
This facilitates outbound email campaigns or LinkedIn connection requests, especially useful for new job entrants who might need external consulting services.
Automating and Streamlining Lead Engagement:
The process can be automated using LinkedIn tools for sending connection requests, or the extracted data can be used in external CRM systems or email campaigns.
This automation turns the lead list into a self-updating resource for generating potential contacts.
Benefit of Detailed Account and Lead Lists:
The effort put into creating detailed account lists pays off in the ease of generating targeted lead lists.
These lead lists continually evolve, providing fresh contacts for engagement based on the criteria set in the saved searches.
This method outlines a systematic approach to creating and utilizing lead lists in LinkedIn Sales Navigator, highlighting the efficiency gained from well-structured account lists and the use of saved searches for ongoing lead generation and engagement.
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