Learn how to build your list of leads using Sales Navigator Lead Builder. In this video, Donna Alexander demonstrates how to use advanced search filters in Lead Builder to locate leads by keywords, geography, company, industry, and title.
- [Instructor] A very big part of working in Sales Navigator is building your list of leads. But how do you comb through the millions of global LinkedIn members to identify just the people that you want to build relationships with? You can use Sales Navigator's robust search functionality. When it comes to search within Sales Navigator, there are many options that will help you to target the leads that you need within the LinkedIn network. Let's look at some ways you can easily source your leads using Sales Navigator.
The first option is to leverage this search bar. This is where you can type in the name of the person that you're looking for and select from the list presented. This is very helpful, perhaps, before a meeting, so that you can better understand your prospect, and it's also very handy just to get a better understanding of some of the things that are important to the person you want to reach out to. As well, with the lead recommendations that you see, it will give you some insight, perhaps into some other players that you should be engaging with.
One of the things that you will notice is that you're only able to do this search one person at a time, so not necessarily the most efficient way to source multiple leads. A second option available to you from within that same search bar is you've got some pre-populated searches that Sales Navigator has created for you. You can search for leads or accounts based on your sales preferences, and it's a good way to get insight into new players within your existing sales preferences.
Or, you can leverage a search from within your network. This is a key way to understand updates from within your first-degree LinkedIn network. Things things are good to know, because it will help you to tailor your outreach to people that you're directly connected to and create some robust business conversations. Now, our third option for search is to leverage the advanced search capability.
If I hover over advanced and then click on search for leads, I am presented with the advanced leads search. Here is where I can use Sales Navigator's many filters to search for leads and make sure that I'm only seeing leads that will help me to grow my pipeline. When doing a search, common filters tend to be focused on geography. Let's add a couple of options here.
As well as industry, so let's look to accounting, banking, and then financial services. As well, we've got functions, so we want to remember that the function is going to be where in the business do my key stakeholders sit. So I'm going to add operations, as well as purchasing, for procurement. Then, we've got seniority level.
So, I'm engaging with the C-suite, perhaps looking at directors, VPs. And then, final common filter is going to be company headcount, so, what is the company size that I'm looking to engage with? What you want to remember is that you can use any of these filters in any way that you want. These are just some of the common ones that we see being used. Once I hit search, I am provided with my list of results. One of the things to mention here is that you want to immediately save your search.
Saving your search is great, in case there are any technical difficulties, but it also helps to make sure that you are able to set search alerts. Search alerts are great, and you can see them over here. You can have up to 15 search alerts going at one time, and you can have those alerts sent to you via email digest on a daily, weekly, or monthly basis. You would use the never if you've created a great search, but you don't necessarily need to be kept updated on that just now.
This is a good opportunity to make sure that if you've created a great search, you're not recreating the wheel at a later date. For my purposes, I'm going to go ahead and save this search, as far as the search alert, for a weekly basis. Hit the green checkmark, and then my search is saved. From here, I can examine my search results. Up at the top, I've got sales spotlights that will help me to further tailor my messaging.
Let's highlight a couple of these now. So, we've got people who have changed jobs in the past 90 days. This is going to be important, because they're often seen as change agents in their organization. We've got TeamLink intros, so being able to leverage a warm introduction, this is going to be key, because we know that, on average, 90% of our buyers are not going to respond to cold outreach. Scrolling over, we also have leads that follow your company on LinkedIn.
These are people who have put their hand up on LinkedIn.com and have chosen to follow your organization, so it's going to create warmer conversations, 'cause they're already aware of your business and some of the things that you're doing. These spotlights really are a great way for you to tailor your search more and group results according to commonalities. This way, you can start to easily craft some messaging that works across circumstances and will help you build those relationships far more easily.
The thing to remember is that Sales Navigator allows you to conduct targeted searches, or you could even build broader lead lists. And don't forget to save your search and set those alerts, so that Sales Navigator will do the work for you. Learn the Sales Navigator search tools and save lead functionality, so that you can identify top leads and stay on top of your relationships.
- Setting up Sales Navigator
- Using the mobile app
- Syncing with your CRM
- Using account pages
- Finding prospects
- Viewing profiles
- Sending InMail
- Using sales updates and PointDrive for insights