Building Out Lead Lists in LinkedIn Sales Navigator
Starting with People Instead of Companies:
Focus on building lead lists by starting with individual profiles rather than company accounts.
Using Lead Filters:
Navigate to the search page using lead filters.
Options include targeting specific companies, or excluding certain companies from your search.
Example: Target individuals from a specific company like Telefonica or from a list of top companies.
Creating a Master Lead List:
Utilize company headcount and past company filters for more targeted searches.
Exclude competitors or similar profiles from your master lead list.
Function filter: Target specific job functions, like business development or sales.
Setting Criteria for Lead Search:
Use job titles like founder, owner, co-founder, managing director for target leads.
Leverage past job titles to understand the professional background of leads.
Consider years in current company/position for targeting newer or established professionals.
Geographic and Industry Targeting:
Narrow down by geography (e.g., UK, Ireland, Wales, Scotland).
Be cautious with industry selection, as individuals may categorize themselves in unexpected industries.
Advanced Filters for Detailed Targeting:
Years of experience, groups, schools, and recent updates can further refine searches.
'Recent updates' filter is useful for prospecting, identifying people who have changed jobs, posted recently, or been in the news.
Saving and Managing Searches:
Save searches with clear naming conventions for easy identification.
Example naming convention: "01 UK Business Consulting 10 to 50 Founder MD".
Create sub-lists based on specific criteria like posting activity on LinkedIn.
Building and Saving Target Lead Lists:
From the search results, manually select and save leads to specific lists.
Example list name: "UK Business Services Founders".
These lists provide updates on lead activity, helping in effective prospecting.
Utilizing the Home Page for Feed Updates:
The home page becomes a dynamic feed of updates from your saved lead lists.
It displays activities such as posts, company updates, and job movements from your targeted leads.
This video provides a comprehensive guide to building out lead lists in LinkedIn Sales Navigator, emphasizing a people-first approach. It covers the importance of using detailed filters for targeted searching and the effective management of saved searches and lists for efficient prospecting.
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