How To Use LinkedIn Sales Navigator To Generate Leads - 2025 step by step tutorial

we're going to cover three key things number one how to build hyper Target searches to build lead lists we'll discuss how to process and work the lead list within sales Navigator how to leverage alerts to nurture prospects so let's go and Dive Right In so I got LinkedIn pulled up right here if you're not sure how to actually get a sales Navigator this is the regular Linkin that everybody goes to on the upper right hand corner up here we hit sales Navigator this will open up a whole new window which looks just like this now

you can see here up top you can see there's home accounts leads messaging you can do searches right here for lead filters account filter safe search personas there's a news feed right here and some other things too which we we'll cover all those things just a little bit in our stepbystep trading so first off let's discuss how to actually build the lead list one of the cool things that's been added recently is an AI search right here for example you could type in an AI search you're looking for to build a specific list let's say

for example you look for software CEOs on the west coast with 50 employees and then we hit search let's see what happens let it load up boom there it is and within a couple seconds it pulled with this AI search which is varant conversational intelligence 11,000 results now looks like an okay list right here and you can see here it shows you some of the filters they have here from inside Oregon plus and plus two other states which I didn't actually say States they just chose those states that CEO IT company said 11 to 50

includes the keyword search as well so this may may not be accurate but just like anything else whether using a chat GPT 3.5 or 4 or whatever version that's on right now when you're watching this video you can also continue to add continue to refine down a little bit more for example you can search Le recently change a job search your profile past colleagues so let's say maybe want to go a little deeper actually just choose one of these for past colleagues let's see what happens here now it's processing and now Nisha even more you

can see here now it's shown even more filtered down to 95 so this may or may not be a better list for you as a result again just like any type of conversational intelligence the more specific The Prompt the potentially better results you're going to get so it works pretty well generally speaking now I personally still like to create my own filters so I'm going to show you how I to do it next just because when you type in your own specific prompt you may not know all the filters you may want and when you

can see the actual filters and prompts are already available it makes it a little bit easier let me go and show you exactly what I mean let's go ahead and go back to the home section here let's go to lead filters and you can see here and you still have the AI assist search right here but you can filter down by the company the role personal information to buyer intent best path in recent updates and workflow so this is just a really nice place for you to utilize to really improve your quality of search so

let's go through one by one what each one is so this one is current company so in here you can put in whatever current company that they're at all right which is very useful okay company headcount this is great to to have as well because depending on the type of business size you're going after if you go for say Enterprise you're obviously not going to be going after company headcount self-employed or 1 to 10 1150 on the flip side let's say maybe sell to SM SMB and midm Market you're probably not going to be on

the 5,000 one 10,000 10,000 plus potentially for headcount so this helps you kind of niche Bas size a company as a result which is really useful okay you can do past company if you like as well if they work for a past company you can do company type so it could be publicly a public company privately held nonprofit Education Institute Partners self-employed that's so this is all again very useful if you sell to say sled government agencies you choose that as well which is really nice you can have maybe a headquarters so for example perhaps

if you are in a geographic territory where you're only allowed to sell to certain businesses that fall within maybe certain parameters of maybe a state for the headquarters this is really useful as well all right let's take a look here keep going on to to roll and function here so this is for the role part the function what function are you going to so when you're selling to a specific Persona or do you need to choose specific department so for example are you calling on CFOs are you calling on chro what type of function are

those going to be in so you can go into Finance you can go into accy Etc so you can't get my point this is just a very nice way to get even more filtered current job title all right so I personally like job title over function just because I'm pulls it wrong so if I know I'm going to call on let's just say CTO I can type in chap technology offer I can type in C CTO and I can look for other XO type titles to put inside here so it's more specific to what they

have listed as a job title versus the function there's seniority level so what level are they at so it's really useful and you can see here for a lot of you can include or exclude so as you get more advanced some of your searches you include certain ones exclude other ones and I'll show you more in an example in a second past job titles you can take a look at looks like I clicked one accidentally close that really quick years in current company so that could be really useful if you want to make sure they're

a little more established from a credit perspective years of current position okay so again you can go all the way through from less than one year up to 10 10 plus years to personal so where they located so again if you have a specific territory sell into you can add that add those details in as well same with the industry too so if you sell to a certain industry to if if you want get really to first name last name profile language Etc so you can see how really useful let's go ahead and let's start

building something out so let's say for example I want to build a lead list and let's just say I want to make sure they have at least 1150 1150 51 200 and that's probably maybe let's called The Sweet Spot for what I want to go after all right so I want them to be relatively faster sales cycle relatively quick turnaround and not too many decision makers not too complex of a sales of a sale now take a look this first search right here you can see it pulls up 113 Million results too big of a

list obviously don't work so let's go ahead and filter down some more I don't care about past company company type I don't really care about that as well headquarter location I I could sell everywhere I'm not really worried about that now talk about job let's say for example I want to go after say I want to go CEOs CEO so we include that we'll go CEO make sure didn't miss any of that group cheap officer maybe want that title as well let's like like maybe want a president maybe founder so now you see like now

we're taking this down from whatever it was I think 113 million now we're down 2 million okay and we can still add more if we want and if as scrolling through here if we see any that just seem to not fall within what we're looking for we can also hit exclude as well to make sure it doesn't show up in that list this is really key because it's not about having more leads you want to have the right leads all right now you can see there might be someone like this person right here if I

take a look at them really quick so looks like the reason this person pulled up here so here it shows up as a he show as a sales leader but looks like he's head pres business development at this company van on go he has he's also a founder of a different company as well so he showed as a result so again that's why you have to take the data with the grand of soz some PST people that potentially could may or may not be um a good fit as a result cuz looks like he has

a found a role on the side as well so let's go and close that guy so we're not going to we're not going to about that quite yet so this we're still preliminary still all right now let's about talk about geography let's just say for example maybe I can only sell to the West Coast so let's just say I'm on the west coast I'm in Oregon so we're can do Oregon we'll do uh California and let's just do Washington and now that list is even filtered down even more now 180,000 results still quite a lot

as a result okay we'll keep on going down let me go ahe and expand that a little more okay so now let's go ahead let's just say for example now we have filtered down 180,000 I also want to make sure there in a certain industry let's just say for example if I sell into a certain maybe it's software let's let's include see software develop let's call software development you obviously get more specific just want to give you an example but now suddenly it's gone from literally millions of proect to 8,000 plus results let's just say

I feel pretty good about that right there now let's just say I also want to make sure that they've been in business for a little while so a little more you hopefully they a little more stable they've been around for a while they have credit history they're a growing business and hopefully they're going to be around for a little bit longer so let's just say I want them to be around for at least 6 to 10 years in more 10 years so we'll go filter that down a little bit more so now we're at 7,000

sayy it's pretty good now we're at 7,000 okay now maybe I don't care about schools or groups we'll leave it as it is now here this is really neat so I love this buyer intent one so this is a bu this is relatively newish but this these are ones that potentially they're most likely to respond to outreach and may they potentially may have expressed an interest to your company Your solution Etc so for example here you can see here follow my company Li been zero looks like this list all right but maybe view my profile

pre recently okay let's see what happened let me see if I throw throw this on here looks like these four people have looked at my profile recently which is pretty neat and if I take a look here I'm not sure why this didn't show up it looks like he does follow my companies I'm not sure why it didn't show up properly we took a look at that that could be a relatively warm lead for me to reach out to as a result now as of right now I'm not trying to get super it to like

one or two leads I want to build like a lead list that actually works build an Outreach uh campaign and just do a multi- touch sequence so I'm going to keep those keep that off right now but good for you to know that is there as well for finding potentially some nice higher buy and buy best path in so this is also neat way as well so you take a look at connection are they a first deegree connection so you're directly connected with them already on LinkedIn maybe the second degree so maybe I want to

say for example I want to see if if they're first degree let's see if they're first degree all we 21 people so not that many so out of the 7,000 plus only 21 people I'm Direct IR L connected with so we're going to add that to the list let's take a look let's say I also want to have secondary as well so at least there we have some mutual connection we're two degrees away so boom that's pretty good all right so we'll going keep those two right there you can take a look at you can

also see if they are minimize this connection of somebody maybe again this is a very useful feature especially if you have a pretty well-connected friend that you can maybe leverage them and have good relationship with maybe a specific industry to potentially do an insure as a result so you can see how powerful some of the prompts are that you you don't really have unless you can really think off top of your head that specific AI prompt all right you take a look are they past colleagues share experiences very nice now what I also like are

recent updates so recent updates are neat are neat little fun neat little filter searches here so this shows here 51 people within that within this 2000 list that was a 13 million I think 113 million now we can even fil down to 51 people that change jobs which is makes it for an easy prompt to do a reach out on but if I go down like this boom you see see here now out of those people 51 people change jobs all right it's pretty interesting I'm going keep that one turned off or perhaps I want

to see if they've been posted on they've posted on LinkedIn so this is great because if they're pretty active on LinkedIn and they're posting on LinkedIn that gives you another great Outreach channel to reach out to them aside from doing outbound calls emails now you can also engage on their post you can like their post you can repost their post you can comment on what they're commenting on it tells you a lot of really neat things you can utilize as well and also if they're posted consistently on LinkedIn you can leverage that as a way

to end to have a conversation with them too so I'm going to turn that off for now mention the news again this is pretty neat as well if they've been mentioning the news so you can see how neat that really is to be able to uh to pull information to so I'm just going to leave it out for now cuz I want to keep a pretty good list so you can see this is pretty NE you can hit persona persona are they in are there any list that you've already built for account list or lead

list if you have this feature people in CRM you can enable that maybe people you interacted with so I like this one as well because if you build a list here and you're working your way down the list and you want to make sure that list is like shrinking over time meaning once once you have done your first Outreach you don't want to see them in the list again you can also hit exclude so I'm going to say let's say for example I don't want to I want to exclude people have already messagers or have

seen the profile or view the profile already and then you can also include or exclude other Sav leave saved accounts as well so now we went from having that list of millions of people on it to now filter down to hopefully relatively like qualified prospects so these are prospects between 11 employees up to 200 plus ideally executive titles in the CEO type of role or president type role or founder type role they they're located in the west coast territory they're in software development they have at least know 6 to 10 years 6 to 10 or

more than 10 years experience they've been around for a while so they're not just hopefully creating random saying that they're a founder of 25 different companies right like some of those people do and they're not really actual legitimate good prospects so you can see that's now we have done to so this is really neat so now what I can do is in I I could just manually start saving each one or I hit save like this so all the context let's pause while this loads okay now let's load right here so you can see here

there's a couple neat features I can do right here so now I can save these to a list so it selects 25 at a time let's just say for example I want to create a list we'll call this CEOs West Coast software development and let's just say for example I want to know it's under uh 200 employees less than 200 employees boom we're going to save that hit save and now we're saving that list okay so these are one that I highlighted here so for example let's say assume they're all really good now on the

flip side maybe I didn't want to select all of them I want to do you know couple at a time I can just choose a couple boom like this and do the same thing and just add to that same list right here as you can see really neat now what you could also do as well which is really useful this is what I like to do I I like to save the search so I want to save the search right here now it's saved okay and now you can also manage your save searches like this

so boom just like this now it's saved here there you go you can see right here and it pulls up right nicely so you can view that specific list again keep working so now you can go in here start working the list and start messaging each person and just just making sure you're progressing forward to the next stage in the process now from a workflow perspective you have a couple different options here so some people like to build the list a little bit and then start working list start reviewing taking look at the profile and

then start sending the messages which we'll cover in a second right you can do that if you want I personally like to batch so for example I prefer to First build a list let's just say for example if maybe my list I built didn't have 2,000 let's just say maybe it only had let's just say 20 for example I'm like okay it's not going to be enough I want to make sure I have at least 100 so I might do another search now again and add it to another save list as well so but this

this way I can make sure I have it's called 100 leads now I'm going to go and batch my outbound as a results so I to build a list first and then work that second so a couple different ways you can do it in terms of how you want to do from a workflow perspective okay quick correction because I want to make sure I should show you exactly where to save it to list I forgot to mention I have a separate extension for a tool called Apollo so ear when I added the leads to the

list so not to the save se but to add to the list I accidentally add to my Apollo list not my sales Navigator list let me show you you again so let's say for example if you know these 25 people we want to add to a list that we for sure work specific one do outre out of the 2,000 plus these people these 25 will say for example are ones I want to make sure working a specific list you can hit save to list up here up top so not here this is actually for Apollo

which which which is different for another video but I'm going to save the list right here let's just say I'm going to create a new list this one we can call CEOs West Coast software and less than 50 employees you can add a description if you like but that's good for now now it's all saved so now if you want to access that specific list to work that specific list the even more Niche down list you can go to leads here like this and then you can go right to here the CEO W one we

just created and you can start working that list and you can see this is really useful working cover do do messaging to just a little bit but you can see there's some really neat functions here which we'll cover in just a little bit of how to actually utilize this part of the lead section of sales Navigator now before we go into actually how to do outbound I also want to show you another way you can also be build a lead list as well so so we'll go back to home here and you can also see

here I guess it could say on the same page but you can go to account filters right here and the account filters you have a few different things to filter down by here so you have company attributes so that's for example annual revenue company headcount company headcount growth headquarters industry number of followers Department headcount growth fortune and Technologies use spotlights and some other neat things too so let's walk each one one by one so for example here you do Revenue here so let's just say for example it's in USD minimum let's just say minimum I

want them to be doing at least 2.5 to at least let's take a look 50 million Okay add that boom you can take a look now we have 2 million plus results all right let's go down a little bit more let's say I want to make sure they're growing so let's just say because they're not huge companies but they're good size let's say you want at least 10% to I don't want to do Max we'll sayit 10% at least and we'll go back to the territory oops I don't I want to not do USA I

want to do let's say Oregon oops California in Washington perfect okay so now we fill down even more now to 15,000 let's just say for example let's say maybe I want Professional Service whatever industry you want so let's just say for example I want to choose manufacturing this time we're do manufacturing beautiful 2,000 plus all right let me minimize this and maybe you want to take a look if you care about number of followers you can choose that department head count growth maybe it's like say for example maybe let's just say I sell into the

county let's say a county for example head count so let's just say you know we want them have at least three to five see what that does to the search here now we're 504 okay if they're at that size they're probably not going to be a 4 500 company so we're going to ignore that now here's a really neat section right here which are Technologies use so if perhaps you sell a a competitor one of these tools or you need you a complimentary solution to a different tool you can take a look and see what

they're using so let let's say look maybe they're using Facebook ads manager if they spend money on ads they probably have money to spend okay so you see how this is really really powerful to to potentially search different things that they might be using let's take a look maybe they they're using let's just say Microsoft Outlook okay again really powerful so you can see that's a really neat feature right there we'll just take that out for now and then here job opportunities so this is nice so you can take a look and say hey are

they higher on LinkedIn so you can see out of these 54 results actually about half of them almost half that's pretty that's pretty cool are have job postings on LinkedIn that's pretty neat good to know hopefully that means they're growing or they have open roles but they're down to spend money if you will let's just say we're going to include that on there you take a look at recent activities so did they have any leadership changes so that's pretty good to know if if they had leadership changes in the last three months maybe that will

be up a value to you for going for some change management or maybe it hurts you because it's unstable depends on what you sell and what IND you're going into maybe it's been a funding event okay so let's take look funding event in the past four months or 12 months you can see they had some funding events now by the way because some of these These are common filter you can just choose that means if whoever's watching if you're watching is if your competitors are also utilizing these as well they know how to use these

things you might reach out the same messaging so just be aware of that so for example mistake I see a lot of people make is let's say you you take a look at the funding event you find out exactly when when they raise money at skyio and now you're like hey congratulations on raising you know $3 million on your on on series whatever everyone's probably having very similar messes just you want to be aware of that whatever everyone else is doing you don't want to do the same as them so hopeful that makes sense okay

you see the connection that that have first degree whatever if this in your CRM if they're saved accounts if they're countless so this is just another way but you can see the difference is here in the account section you're actually pull up those companies specifically so you can go in I can pull let's say for example skyio I can pull up skyio and this is just really neat to the what I can see here is a little bit different so you can see a lot of really neat things uh on here as a result I

can visit a website I can see a recent account I can add notes Here I can take a look at insights that's being offered here in terms of growth insights so you take a look at the distribution headcount you can take a look at new hires job openings personas so this is just really neat you can see who else people view as well you can see what they've done on LinkedIn so this is just just a really neat feature as well now one of my my favorite features of part of when you're actually inside the

accountant sales Navigator now this is jumping ahead a little bit but you can also map you can map out potentially the relationships inside an organization so you can actually work them accordingly all right so not to get to ahead myself but that's a really neat feature as as well within sales Navigator okay so far we we discussed step one which is how to build a hyper targeted search list to create the lead list for you to start working that's number one we discussed ai ai ass search we discuss filter SE the workflow we mentioned leads

versus account there a couple things whenever you're watching this just be aware just like anything else things change all the time they move things around so if we call something one thing now they might change the name of or they might move it to somewhere else but the principle is still the same so obviously apply some critical thinking skills okay now next we're going to discuss how to actually Prospect and work the lead list so you can start booking meetings and actually closing deals and as a result of which is why you're even doing this

to begin with so there are so many different lead lists you can definitely create for sure I gave you an example of one right there and the example I showed you right in sales Navigator is a prospecting lead list so that's this one right here and the prospecting lead list is one you're going to be actively working as part of and that's going to be the first type of list you can have and this is like just a really useful way to to have this list okay the second type that's really easy as well is

as you close deals you can also create a a lead list for those as well C literally close one deals with those decision makers because let's just say for example if you close let's just say pull pull Prospect so let's just say for example I close Martin Randolph who looks like he's a a CEO found a couple different companies let's say I close him right let's just say for example I close him at this current company at at Osman and let's just say for example he ends up Salient and has a has a has a

selling event and he basically goes somewhere else after a couple years and he find founds a whole new company now here's the thing he may not remember me thinking me hey Marcus I need to reach out to you for sales training but if I have him in that Clos one list I'll be notified of his job change so then I can reach out to him and say hey congratulations Martin on your new Venture into X Y and Z really cool to see you go at Osman go from building from scratch to an IPO and en

rolling out congratul congrats to you obviously I can tweak the messaging but you got to get my point that's just really powerful because you now have Clos One deals you can follow back up on from other opportunities now on the flip side same thing the clothes lost okay so let's just say for example if we had Osman here and let's just say if we lose the opportunity we could still do the inverse he goes somewhere else we could still reach out still congratulate him right CU maybe at his new Venture it might be better fit

who knows right this applies across the board so maybe you're selling to vpm engineering and they're a company one and then didn't work out maybe they were a huge they were Champion they could help you get the deal over the line because they got pushed back from the CEO who maybe best friends with someone that's at a competitor now with this VP if they go somewhere else you could do the same thing and work them as well so that's why it's always really key to always play a long game in sales regardless because this is

how you build and you have more fun you build long-term relationships so let's just say now regardless you build leas these three lists and maybe you're working on number one right which is a prospect prospecting lead probably majority people they build a list you want to work the list and book calls and close deals all right so let's say for example we're on Martin here let's go and open Martin up a little more so now I have Martin pulled up here and I can take a look at his accountant right here or his him as

a leader uh CEO at Osman and see what potentially might be a good way in right at the very least what I could do is I take a look here see and see some interesting things so for example oh hey he follows my company actually I just that just now he follows my company and same with Mark here oh interesting okay so that potentially you might be a nice way in all right I can go ahead and take a look at I can read through about his about what his all about I can take a

look at his relationships with other people I can see what he has posted about so maybe I'll take a look his activities really quick so he take a look he talks about here let's PLL this up really quick okay let me just read this really quick Okay cool so here I could if I want to I could take a look I could leverage what he posted about here by The Sweet Spot the market for acquisition of a company those are pretty powerful Insight so maybe go here let's say I want to utilize that to basically

connect with them I can say connection request right hey Martin love the Insight of the market being viable for selling a company that you reposted a few days back hoping to connect now that's just an example right I can obviously take a little more time have a little more customize I want to show you on the fly but now I can send him a personalized message just like this oh this guy took some time to review and on top of that he's follow my company too which is cool so I can I could leverage multiple

hey saw you follow my company just want to say thank you so much for follow my company I can do that angle as well either way I want to be clear to Martin that I'm different than everybody else that I'm not just Cas random person like sending connection request let's say for example like I believe he he be a good person to maybe work on as a result now I'm keep this guy in my funnel all right now I could do as well if you want to you can also if I want to just message

him I can use an inail to message him as well now what I found generally speaking is an inail versus connecting with them sending connection request them accepting and then you send a message if they do if you do that first having them connect connect accept an as message you have a far greater chance of them actually responding back as a result too because typically the email gets separated out and they may not even get the message as well so that's a real little tip right there for you but this is pretty neat so this

is really useful as well now I mentioned count mapping I want to show that really quick as well let's pull it up really quick oh and also by the way as you can see here as I scroll down here there's you can see there's different ways to open a conversation prompt you're on LinkedIn which is kind of neat here so for example in sales Navigator you can start a relationship with Martin here Bas on recent activity what you Shar in common to get introduced potentially so maybe someone your network as well to his experience so

just really it's really designed to help you build that relationship this is why I love sales Navigator and even if if you're a sales professional and your company doesn't necessarily provide you sales Navigator it's well worth the money you pay each month because frankly I I think it's under $100 a month right now for sales Navigator chances are pretty good if you're selling B2B if you close one deal you'll make back the make back the money very easily as a result but let me go and show you this is pretty neat so you can view

account map right here let's load up really quick and as it's loading up here you can see here this is pretty neat break down like some overall like high l view high level points about the company and you could see different different different employees right here potentially could be they could be the other stakeholders as well and you can see right here you can see you can actually map this out so let's say for example I'm like I think Martin's probably the ultimate decision maker right cool and I believe he's probably going to be decision

maker and let's just say for example I also believe Mark Johnson is probably going to be part of it as well maybe also Victor too so I'm put Victor here as well and let's see if there anybody else I see here that might be useful so I'm going go going to click on this expand this out it looks like most of these are probably a little bit lower level let's go back to account search let's go back to the account really quick Okay cool so here it is so you can see here this is like

really neat now let's say for example as I'm working Martin responds back I'm able to open up a conversation have to have a book call with him and we get on the call and we can have a conversation and I'm able to map the deal maybe I find out Mark is part of this as well I'm like cool Mark is going to be maybe he's going to be part of an evaluator or maybe he's an influencer right so he's he can help us with the deal maybe him he's just he's going to be the procurement

I'm just making it up right this is not actually real I actually talked to Martin but you get my point so now you can visually start mapping your deal which is just a really nice nice to tool to utilize here all right so let's go back to the the account view so a couple of really key things as well is neat here which I just want to point out to you that might be useful for you is you can take a look here and it's not for every Prospect but sometimes they'll have other contact information

here so sometimes they'll actually have other social media handles they might even have the email address they may also have their phone number as well so that's really neat so that's another way you can get a hold of your projects too with using LinkedIn Sal sales Navigator so cool so I went and I went from here which is going to be my lead list I built and I zoomed in to Martin I showed you exactly how to review the profile leverage some of the uh activities on or leverage some of the data you have on

their profile to actually send a connection request now if I go back to here I if I zoom back up just in terms of just a search let Clos closes that closes out minimiz this out you can see here which is also really useful is this is the 25 total results that we just did earlier obiously you can have more you might less depending on how big this list you build but perhaps maybe if I wanted to before I start messaging this person if I want to go down maybe see who post LinkedIn past 30

days and maybe that's going to be a little bit a little bit easier to warm way in so maybe I I want to hit up rolling first or maybe you can see by the way there some neat things add notes so you can add Outreach activity or maybe the ones I share experiences with me all right so again this is these might be a little bit warmer ways in to open the door to a conversation versus being completely cold knowing nothing about them and just throwing spaghetti at the wall this allows you to be hyper

targeted the hyper Target list and be able to build legitimate relationships to actually have a real conversation with them now what's really powerful is LinkedIn is not a really powerful tool and by the way they they don't pay me to endorse this or anything I just really like using the tool there's no link to go click to go get it it's just a great tool to have but when you utilize oh look stop Asian hey that's great so obviously I'm Asian this is like this is good example I'm going open this up you take a

look here his his website has Twitter handle that's it nothing else right you see again you do some very similar things where you can review what they're all about okay looks like his two recent posts we could take a look at his information we can leverage that can leverage all these things but what I do want to show you is if you also have say another tool say Apollo this is Apollo right here let's let's load right now let's see what happens so you can see here this is pretty cool with em with Apollo and

this I'm just using the free version right here but I'm able to pull his emo is probably his verified email right here which is pretty neat no phone number found sometimes actually shows phone numbers too so you can see you can also like Leverage this connect you can leverage a tool like a Paulo with linkoln sales Navigator so you can re build a list here connect to also the Paulo have really good data potentially for the email phone number phone number was did show up to be able to actually have a reach out as well

so you can see here there's no phone number here because I need ask for it but again this is a neat way to consolidate like all the tools together to get information to have a multi-touch sequence to get a hold and to book more meons again to close more deals so quick recap so far so I've broken down exactly how to build a hypert Target searches to build the lead list whether it's AI search or really targeted filter searches from leads to accounts I show you how to actually Prospect and actually work the lead actually

like how to like build that list and actually how to send your first connection request that message to reach out to them to begin with I just some really simple lead lists you can build as well now I want to give a bolt another tool on to you which is going be number three which is how to leverage alerts actually nurture the prospects so obviously like I mentioned you can go through you can once they accept the connection request you can send another message it can be a video message you can send an audio message

you can pull their email you send them an email you can call them you give the phone number there's many ways to do it another really neat feature of LinkedIn sales Navigator is actually the the news feed as well so let me go and pull it up before you can see it so you can see here I'm right here on the homepage for LinkedIn sales Navigator and you can see just like different different updates right here now what I want to show you is you obviously you can do searches right here but I'm going to

pull up the alert settings so you can see what type of settings can you have pulled up so for example here you even from email preferences you can have save search alerts so if there are new leads that fall within the parameters you had that fall in those lead list you can have it sent to you okay which is pretty neat all right if they view your profile you get notification for that so you can get weekly Top alert digest so this is just really neat to have this as an extra feature now here's what

I R like in terms of the news feed though so this is the again this is the feed I just showed you where you can scroll through so this is not your main LinkedIn news feed this is your LinkedIn sales Navigator feed so for example if a lead accept your connection request it'll let you know in there okay if they maybe engage with post from your company it'll let you know in there which is really useful right so now be looking at your stuff look at your company's stuff if they mentioned in the news again

that's a good trigger event may lead to an an opening door to conversation maybe they start a position a new company so if you remember earlier when I mentioned that specific lead list so maybe I say close one and they start a new job that could that's a trigger event that can cause you to say that should trigger you say okay cool I should reach out to them when you see in your news feed all right let's say for example they start position the same company potentially right maybe they viewed your profile they shared an

update okay these again these are from Save leads now let's talk about saved accounts so if you saved an overall account maybe the account is mentioned in the the news or maybe they announc new funding or maybe someone they can't view your profile or maybe they share an update or maybe senior higher say senior highers at saved accounts or maybe they haven't accelerated growth maybe they're preparing to grow maybe employees have M from new compan to save increase rate maybe they're researching you maybe the leaders researching you maybe they slow growth has had layoffs has

had mergers so you see these are all like trigger events that could be potential reasons for you to either R do a reach out or to maybe make them more qualifi or disqualify them depending on what's really important for you there maybe some shared activities right so if you anyone maybe it's working the list with you may like a virtual assistant you get some other activities as well these are also like these are neat too as well but the big one I care most about the save leads and save account so now if you imagine

this you go in there you build the list you're working list every single day then on top of that part of your Outreach strategy is you're just you're just going in to you go back to the home to the feed and you working your LinkedIn sales Navigator feed accordingly depending depending on what's going to be so for example here let's just say let's just say let's find like a leader maybe this is a let's just say this one okay let's say this is the post right here so now I can go I can open it

up and this is probably her husband but I can say I can be like I can like it I can like support and then go congratulations Michael plus maybe want do this maybe I want to do that's not I want to do maybe I want to do like a muscle Emoji boom so you can see now you can nurture your process as well so let's just say for example the through your you've done the maybe you've done Outreach to them maybe you called them you email them you sent them LinkedIn invites they haven't responded yet

this is another way to get in front of them as a result all right now another way I think about this as well is even longterm wise let's just say you're deeper in the sales cycle and you've had your Discovery calls you had your demo calls and you're still moving through the process this is another great way to keep top of mind and be omnipresent by leveraging your feed by doing this as well so again this is just a really powerful tool for them to start seeing you anywhere and everywhere now those are the first

three key things to get you going step by step through sales Navigator now what's also key is if you want Bolton number four which is combining with a robust social selling strategy because what I just discussed right now this is about you building that list working L and going outbound which is very much one to one as a result but if you can start leveraging the content and you're leveraging social selling you can actually start increasing your present in a whole whole new level have more Inbal lead so for example here you saw my surprise

because I'm pretty active on LinkedIn we get these I would call Martin like a lead by any means but that's pretty interesting that he followed my company for some reason so why would you follow a sales training company unless he had some sort of potential interest maybe he thought I'd be a prospect I don't know who knows so you get my point so there's something called the social selling index let me pull this up for you can see this so if I go in here I'm on the homepage go to the upper right if I

click click on my name and I go into social sell index click on this and you can see this gives you a ranking right here so this tells you like it just really tells you like there's four key components which is number one your professional brand you find the right people are you engaged with insight and are you building relationships so you kind see 7 I'm I'm okay not the best out there but I do all right you I guess I'm considered in the top 1% in terms of people in my same space but this

is a result of being really consistent on LinkedIn posting content engaging on content building a community and because of that this has helped me with my business as a result as well so my point to you is if you do these first three things I mentioned right here and then you also go and you start building posting relevant useful content having a highly optimized LinkedIn profile all those things will help you and when this video ends I'm going to link it to my LinkedIn train how to actually optimize your profile as well plus also some

things on how to actually do proper messaging as well which is beyond the scope of this video so you can combine this training of using sales Navigator and also social selling so you become an absolute Dynamo in growing your book of business and really just Tak it a whole new level for you as a result so there you have it that is the training on how to use LinkedIn sales nav generate leads 101 if you enjoyed this video uh please make sure to obviously like it subscribe drop me a comment below and let me know

which part are you going to start utilizing now let me know if this is useful for you as well thank you so much and of course make sure to share with your friends thanks so much for watching