0:00
/
0:00
Transcript

Linkedin Sales Navigator #2 Targeting Accounts

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.

I’m Peter O’Donoghue and I help B2B Consultants create a predictable business development system so you’ll never struggle with an empty pipeline. I recently launched a completely new 1 to 2 results coaching program that is an unbelievable offer to get me on your team for virtually nothing. Take a look here.

Discussion about this video