Building Out Accounts in LinkedIn Sales Navigator
Understanding Account and Lead Targeting:
Differentiate between targeting leads (individuals) and accounts (companies).
For broader targeting, use job titles to span various companies, verticals, and regions.
Starting with Accounts:
Delete any pre-populated companies if not needed.
Utilize either 'Account Filters' or 'View in Search' for setting up your account list.
Selecting Relevant Filters:
Annual Revenue: Generally inaccurate; avoid using.
Company Headcount: Accurate, sourced from LinkedIn data. Adjust for organizations using outsourcing or blue-collar workers not active on LinkedIn.
Company Headcount Growth: Useful for identifying growing companies.
Creating a Master List:
Example: Target UK consulting companies with 11-50 employees.
Consider regions and specific industries.
Exclude certain industries or company types as needed.
Refining Your List:
Headquarters Location: Exclude companies headquartered in specific regions if necessary.
Departmental Headcount Growth: Identify companies with significant growth in specific departments like consulting.
Building a Targeted List:
Exclude irrelevant factors like number of followers.
Focus on specifics like departmental growth and company size.
Consider hiring trends and recent activities of the companies.
Saving and Naming Your Search:
Save your search for regular updates on changes.
Rename the saved search for easy future reference, e.g., "01 Master List UK Business Consulting Services 11-50".
This method efficiently organizes your targeting process, focusing on the most relevant companies and filtering out less pertinent information.
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