Once you find people or companies that you want to follow on Sales Navigator, you should save them as Leads or Accounts. This is one of the most important things to do in Sales Navigator. We'll see how you can identify good potential leads from your search results and save them to your list of leads. We'll also save companies as accounts.
- [Voiceover] Once you've used either Lead Builder or the basic search tool to find some people and companies that look interesting you're going to wanna save them as leads and accounts. This will let you keep track of those leads, so you can see information about them in your news feed and contact them when the time is right. Remember I already saved some accounts and leads earlier, but this will be the first time that we'll see how to do that here in this course. Now as we saw in another movie you can access your currently saved accounts or leads at any time by selecting the corresponding link up at the top of the page.
So if I click on the accounts button up here this is the list of accounts that I've saved. Of course accounts are just companies that I'm keeping track of in Sales Navigator. That's what that word means here. And if I click on this button up at the top that says leads this is the list of leads that I've saved. And the word leads refers to individual people that I'm keeping track of in Sales Navigator. So our goal is to add more leads and accounts to these lists. To do that let's start with a company.
I'm gonna use the basic search field up here at the top and search for the name of a company. I have one in mind, so I'll type in the name. Now that I've typed in part of the name of this company I can actually see it on the suggested list of search results. This is the one I'm looking for, so I'm gonna click on that, and it'll take me to that company's account page. Now you should notice that when you discover a company in Sales Navigator the page that you see is going to be very different than the page that you would see if you found this company on the standard LinkedIn platform.
We can see here a list of several recommended leads from that company. I could click on this button here that says see all employees, which would should me all of the employees of that company, but I don't wanna do that right now. I wanna stay on this page. And what I wanna do here is save this company as an account in Sales Navigator. And to do that all I need to do is hit this button up here at the top that says save as account. So I'll click on that. So now we can see that this account has been saved and it tells me that I have zero leads from this company saved in my leads.
And that's perfectly fine. I may add some of these people as leads later. Now if I decide I want to unsave this account I can hover my mouse cursor over the save button and it changes to give me the option to unsave. I'm not gonna do that right now. Now as you might guess I can now go back to my accounts page by clicking on that button up here near the top, and now this new company, this San Angelico Museum, appears on my list of saved accounts. Now I can remove any of my saved accounts if I want to.
All I would need to do is click the little checkbox next to an account that I wanna remove and then I've got an option up here to unsave. But I don't wanna do that, I'm gonna turn these checkboxes off again. You should notice up at the top here there's a separate tab for suggested accounts, which can be a great way of discovering good accounts that you might want to follow. Now I currently have zero suggested accounts, but you should take a look at this every once in a while. It may be a great resource for discovering new potential accounts.
Now there's another way to add accounts to your saved accounts list, and that's by adding an individual lead from that company. And saving new leads is what I wanted to go into next anyway, so let's transition over to that. So here's one way to save a lead. I'm gonna go to the standard search field and I'm gonna search for a specific person, I know his name, I think he might be a good potential lead, so I'm gonna search for him here. I can see this person up here is on the list of suggested results, this is the person I'm interested in, so I can click on him here and it takes me to his profile page.
So on a person's profile page I can simply choose the button that says save as lead, but before I do that I wanna point out that James works for a company called Red30. We saw this company name earlier in the chapter, but I do not currently have this company saved as an account. It did not appear on that list of accounts when we went over to the accounts page. So keep that in mind as I save this person as a lead, which I'll do now. I'm gonna hit the button that says save as lead, and now he's been saved.
If I wanted to unsave him I could do that right here, but I don't want to. I'm gonna leave him saved as a lead. So now if I go back to my leads page that we saw before he has now been added to this list. He's actually up here at the top. But it did more than just add this one person as a lead. It also automatically added his company to my list of accounts. So if I click on the accounts button up here at the top to go to my list of accounts I can see that Red30 has now been added to this list as well.
And next to this account it says I have one saved lead from this account. So you can click on this button next to any of these accounts and it will show you a list of all of individual people that you've saved as leads from that account. Now this is a pretty short list, there's only one person here, but if I take a step back and I take a look at one of my other accounts, this one has three saved leads. And if I click on that then I get a list of those three people. Let me go back again.
Okay, so that's one way of saving an individual lead to my list of leads. And you might be able to guess the other way. I'm gonna use the lead builder tool to perform a quick search, as we did earlier in the chapter. So I'm just gonna click on Lead Builder, and I'm just gonna make this really simple, I'm only gonna put in one search criteria, and we'll use that same company that we've seen before. I'll hit the search button, and I get to a list of search results. Now if you're really paying close attention here you might remember that James Donell appeared in the search results earlier in the chapter, but since I've now already added him as a lead he no longer shows up in the Lead Builder search results.
Since Lead Builder searches are all about finding new leads it does not put people in the search results who I've already saved. So naturally on this search results page there's a button next to each person that says save as lead, so I could save individuals as leads right from this list. So let's say I want to add this person Uri to my leads. All I need to do is hit this button next to his name and now he's been added to my list. And the button no longer says save as lead, now it gives me options for sending messages.
But here's something really important, if I scroll down here to the bottom there's a person here on this list that does not have the save as lead button, instead it just says view profile. And if I view their profile either by clicking on that button or over here where their name typically would be I get only a very small part of their profile page. And we saw this before. That's because this person is outside of my network, which is something we talked about specifically in another movie earlier in this chapter.
If you skipped that movie you might wanna go back and see how out of network unlocking works. Okay, so now that I've added some new leads and accounts information for those people and companies will also start to appear in my Sales Navigator news feed here on the home screen. And earlier I mentioned suggested accounts, which should up under the accounts page here at as suggested accounts and suggested leads, which may start to show up in your news feed here on the home page.
Now that we've started building out a solid list of leads and accounts you may start to see suggested leads and accounts start to appear, which can be a great way of discovering additional new leads. So saving new leads and accounts is pretty core to what we're doing here. I think you can start to see what we'll be able to accomplish with Sales Navigator.
- Setting up Sales Navigator
- Finding new leads with Lead Builder
- Saving Lead Builder searches
- Using updates and suggestions
- Viewing LinkedIn profiles
- Making introductions via shared connections
- Using InMail to reach contacts
- Using the Sale Navigator mobile app