Finding leads and accounts is core to developing your strategy on Sales Navigator. We'll look at the search tools you can use to find both people and companies that you can add to your list of saved leads and accounts. This will include the basic search and the more advanced search tool known as Lead Builder.
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- [Voiceover] A very big part of working in Sales Navigator is building your list of leads and accounts. So we should start with the search tools that you'll use to find and discover potentials leads and accounts. Now there's a standard search box up at the top of the screen on the Sales Navigator home page. I can click on that and enter in some basic information looking for a person or a company. For example, let's say that I just got a tip for a company that I might want to look into as a potential customer. I don't know anybody there, I just know the name of the company.
So I can type in that name right here. And the name of that company is Red30. Red30 is a small design firm and as I type in the name, immediately, I get a preview of some search results. I can see a company that matches that name, and in fact, this is the one that I'm looking for. But if this were a larger company or a more common word, I might see a list of individual people above a larger list of company names. So when you do a search, this list of preview results might be a lot longer.
Now to see more information about this company, since I did find the one I'm looking for, I can just click it here on this list and it's gonna take me into that account page. And it's here on this page that we can interact with that company. And we'll see more about this later in the course. So we just searched for the name of a specific company and we could just as easily search for the name of a person. And that's the very basic search. And I've found the basic search tool can be really handy, particularly when looking for a specific company or a specific person.
But let's say we want to go deeper. To discover new people, you want the more advanced search tool which is called Lead Builder. And that's up here right next to the standard search field. There's this link that says Lead Builder. I can click on that and it opens up the Lead Builder tool. Here in Lead Builder, we have the opportunity to create some really powerful queries. As we look for leads and accounts, the goal is to be very specific. You're likely looking for a particular type of person.
For example, it might be somebody with a certain seniority level at a certain company size. And Lead Builder allows you to string together all of these various pieces of information to drive you to the exact search result that you're looking for. Now there are many different ways that you can use this. For example, let's start by saying we want to look at a specific company. So I'm gonna go to the field that says current company and I'll just use the example they have here. I'm gonna go to LinkedIn. You can see a list of some suggestion results. I'm gonna choose LinkedIn from this list.
And I've set my first search query. Now we can add other criteria to further filter down the search results. I could enter in a title or a location or any of these other criteria. But let's go to location and let's just use the example they have here. I'll search for San Francisco. And I can add San Francisco Bay area here to my search query. Now I want you to notice down at the bottom of this window, it gives me a number. 5103.
That's how many individual people will be found from this specific search query. And above that is a grey box and this is gonna show you how the query is being built. So right now, I just have LinkedIn and San Francisco Bay area. Those are the two criteria for this search. And I could click the X next to either of these criteria to remove it from the query. So let's say I don't want it to filter to the San Francisco area, I'll hit the little X next to that, and this number is gonna change to over 11,000 results.
So from here, I can keep adjusting my query. Let's say I want to set a specific seniority level. I'll go to that category here and I can scroll through here. And maybe I'm looking for only managers and directors. So I clicked on two options there and it added two criteria to my search string. And now we can see the amount of results that this search string would pull up. It's down to 3,200 results. Which is still a little too much for me to drill through. So let's add the location back in to help her find my target area.
So I'm gonna go back to location and let's search for San Francisco again. It adds that criteria and that gets me down to a little over 1,300 results, which might be a little bit more reasonable for me. Now of course, this is a very different game if you're doing a search for a very small company. Like that little design firm that we were using as an example a minute ago. So let's see that. I'm gonna clear all of these search criteria just by hitting the X next to each of these. And I'm gonna go back to current company, and I'm gonna search for Red30 again.
And I'll select that here. And as soon as I identified this company, I can see that there are only six employees from that company that use LinkedIn. Like I said, it's a really small design firm. So there's probably no need to filter this down any further. So however you do it, once you find a reasonable number of search results, you can hit the search button and it will finally execute this search string. And what we have now is a list of all of the people that match the criteria that we entered in Lead Builder.
You'll also notice here on the left side, you can further refine this search. So we can scroll through all of these options and we can enable any of these additional filters. So we could go to location, we could open up this little drop down under title. And of course, there are a lot of filters here. Far too many for me to go through. But let's just use a few of these to filter this down a little bit more. And let's start with location. I can see that it shows me a few different locations where people from this company are located.
So let's choose the Santa Barbara area. I can click on that check box and I can see it'll filter down to only four people. So if I scroll back up here, you can see that my search results are filtered down to four people. Let's narrow this down a little bit more. Let's go to title. I'm gonna hit this little arrow to open that up. And let's say I only want to search for leads. So I'm gonna search for the word lead here under job title. So this might be a graphic lead or a design lead or somebody with the word lead in their title.
I need to make sure I hit the word submit, and it will add that criteria to my search results. And if I scroll back up, well, it's filtered down to only one person. That's probably a little too narrow for what I need, so what I'm gonna do is widen the net a little bit. I'll go back to job title, I'll hit the little X here. It will remove that particular criteria and now I'm back to four people. Once you have a list of search results, you can click on any of these names to see that person's profile. You can read more about them.
We'll talk about InMail, sending messages to these people a little bit later. And of course, you can hit the back button to go back to your search results. Now of course, you may want to save somebody as a lead once you have these search results. But we're gonna talk about that in another movie. But just as a quick preview, you should notice next to each of these people in the search results is a button that says save as lead. But like I said, saving a lead is something we really want to focus on separately, so we're gonna get into that in another movie.
A big goal for most users in Sales Navigator is to find new sales leads that are targeted and relevant to your specific sales strategy. Lead Builder is gonna be a big part of that. It'll take some time to figure out the best combination of search variables for your needs, but there's a lot of power here and a great opportunity for focus.
- 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