How To Create Hyper-Targeted B2B Prospecting Lists With LinkedIn Sales Navigator In 2023 🎯 [GUIDE]

All right what's going on everybody Josh pocock here founder and CEO of executive stride in today's video we're going to be looking at how to generate B2B leads by creating LinkedIn sales Navigator searches how to find targeted prospects the right buyers understand key insights and engage with personalized Outreach let's get right into it [Music] all right so if you're not familiar with sales Navigator it's a paid add-on for LinkedIn all right LinkedIn is the biggest B2B Hub in the world and

Sales Navigator is the pretty much their best tool in terms of like finding targeted prospects on their on their uh platform and you know basically you can leverage that to you know do outbound prospecting to them all right so Advanced lead and Company search lead recommendations CRM integration real-time sales updates notes and tags who sued your profile in mail messages smart links presentations team link all right there's a bunch of stuff within sales Navigator honestly to be honest like to tell

You guys the truth I only use it for I don't leverage like the whole entire thing like I'll show you what I use it for mainly um but there's a few different plans so LinkedIn sales Navigator plans on pricing there's core Advanced and advanced plus you contact them for advanced plus um let's see if it shows pricing here um okay so here is the pricing upgrade to achieve your goals explore other plans so they got there's a few different like plans

You can get with LinkedIn you can get career business um I think there's like a recruiting plan but sales Navigator Advanced or sales Navigator is the plan you would want to create targeted searches Etc so um here's what you get I'm not going to go through it all pretty standard um stuff let's see but it is a hundred and fourteen dollars Canadian so it's like about uh it's about a hundred dollars U.S per month for sales Navigator core that's what you

Know pretty much I use uh sales Navigator Advanced is 189.99 Canadian so uh you can just do the conversion for USD but um see you just get a few extra things mainly for like teams and stuff there's also like team accounts you can get there's certain like ways you can get cheaper accounts Etc but these are the main two plans uh you really only need the core plan to be honest unless you're doing some specific stuff um it really depends if

You have a huge team you may and you all want to use it maybe then you want to use like a team plan so but anyways let's actually dive into the tool um so here's what it looks like I can go to home and I haven't really set much stuff up within sales Navigator and I honestly I don't even really use many of these tabs besides creating searches and I'll show you in just a second but uh here are alerts bookmarked

Alerts um you can filter by accounts or leads so accounts are companies all right so a company account leads are prospects like personal people right so leads these are actually people uh and then accounts are companies as you can see Quantum whatever so you can go ahead select which ones you can select filters you can sort by relevance or latest you can see here personas so identify leads that match your ideal buyer by defining your personas so you can create personas

Uh so like seniority level right function current job title geography I don't really do too much of that stuff uh to be honest and yeah I don't really play around too much with that account so this is where you can create account uh account searches so actually these are accounts will show your saved account searches list so you can create lead searches and account searches within sales Navigator and then save them as accountless or lead list so these are your account

Lists I don't have any here in lead list we should oh no I guess we don't have any so leadless that's where you could save leads to the list okay so actually I believe this is where you would save individual uh leads or accounts right so the save searches are is actually where you would uh create your full searches with filters and then you could save them to saved lead searches or or saved account searches okay so I don't have any

Current current uh saved account searches on this account but uh we do have some saved lead searches as you can see here and then messaging I'm not going to get into that but it would actually show your inbox and sales Navigator has a different inbox than your normal LinkedIn messenger all right it sometimes can get a little confusing it's not really that confusing it's just it's not that big of a deal just some like if you're doing emails and this and

That you can message people and it can go into their sales Navigator inbox or something like this I don't know linkedin's been changing so maybe something has changed in regards to that it's not that big of a deal um and then yeah this will just show up here settings upgrade your plan sales Navigator codes referrals Who's lead your profile social selling index user agreement but all this stuff right here all right so you can go back to your LinkedIn uh as

Normal and when you're actually in your LinkedIn just to show you the way you access sales Navigator is um if I'm here in LinkedIn it's just up here in the right corner you click here and it's going to take you to sales Navigator right so that is how you get to sales Navigator now I'm going to show you the main stuff that I actually use sales navigator for which is creating lead searches all right lead in account searches but mainly I

Use lead searches so this is what it kind of looks like um when you're creating a new search once you've already created a search it's going to look like this and you can just like create other searches from this interface or you can you know and you can do lead or account I'll show you that in a second but let's just say we're creating something from scratch so um first I can either choose an a lead search or an account search

Here's what an account search looks like this is where we will be looking for companies and you can search through annual revenue you can change the currency you can change to minimum or maximum and these this is millions so zero Millions 0.5 million so 500k 1 million to 2.5 mil uh all this stuff right to maximum Millions so that's annual revenue company head count all right company head count growth um headquarters location right and search through here you can even do

By region or postal code industry so you can search through industry there's a bunch of different Industries here you can go through here um you know Staffing or recruiting and with pretty much every type of filter like filter that you can do is you can include certain stuff and you can also exclude certain stuff so if I wanted to create a search for IT services and IT consulting um that's great but I want to exclude market research well that's what I

Just did right and I can easily just exit this here and if I if I'm including IT services and I.T Consulting and then I'm like actually I want to exclude that I can just hover over it and click that now I'm excluding that all right makes sense Perfect all right next is number of followers so company Pages they have followers on LinkedIn so you can set those filters if you'd like spotlight so job opportunities are they hiring on LinkedIn recent activities

Senior leader leadership changes in the last three months funding events in the last 12 months workflow so companies in CRM saved accounts this would be like if you're using a sales Navigator within as like a CRM or saving accounts you can add some filters to include uh to include or exclude certain uh people that you're already conversating with within sales Navigator are already within your CRM so yeah that's pretty much it right so let's just say I I did a little

Search here just for the sake of things headquarters location let's say Toronto Right company head count uh one to fifty one or eleven of fifty one to ten annual revenue 500K actually let's do five two one five two ten mil there's obviously not a lot this is small this is a very targeted thing within Toronto so um okay that added a bit more um there's 182 results I would I don't usually do too much account searches but if I was I

Would probably do a bit more um a bit more of a broad search so maybe I would want to do 500k to 10 mil and we got 4K let me just do one male to 10 mil okay I mean it's fine it's okay um so yeah and like I said you can add more filters get more customized let's say I wanted to so you can click here and click either view company or view similar you can also save these companies one

You could select all or select specific ones and you could either save or you could view current employees of said companies so you do that for all of them or you could do that for say like if I just want to do here you current employees now it's basically removed so here actually let me just do this let me go back here I could select all I don't know if you can select all 4K ever or not but I've selected 25

So just the ones on this page um and I could do view current employees and it's going to pull all those companies over here into the lead search and it's going to pull them for current company now we're seeing all the employees for all those companies all right so there is 718 I can see here if I really wanted to I could go here um to current job title and if I only wanted like founders founder co-founder for owner all right

So now we're getting only the ones with owner or co-founder or founder in their LinkedIn now keep this in mind um sales Navigator is not always 100 accurate also the reason being is because people have keywords in their profiles and just because you know you put founder for something doesn't necessarily mean they're like that's their main they may have founded some specific company or some side project that they're not really worried about or whatever it's on their LinkedIn and it could

Potentially pull founder because of that now if you're doing it in current job title you shouldn't really get too much of that but if you're doing it and something up here like keywords you may get some of that so just to go over um so that pretty much explains like the account stuff uh to a degree obviously there's a lot more you can do but let's get into lead searches which is where most of you will probably get um most of

Your focus in and you know at least at the start depends on what type of company you are if you're a big huge Enterprise company and you're targeted specific accounts you may really benefit from account searches um but if you're not in if you're if you don't fall into that category you're probably going to use the lead search a lot more um you could use account search to build targeted companies and then find the employees and just find the specific job

Titles for them that could work too but my typically use lead searches so you have company headcount so pretty self-explanatory boom boom boom Uh current company past company company type so that would be things like public privately held non-profit educational institution partnership self-employed self-owned government agency you have company headquarters right uh current job title pass drop title function seniority level years in current company years in current position activities and shared positions posted content so you can see um keywords and articles

So that's kind of cool uh connections so there's first degree connections secondary connections group members third degree connections and team link connections so team link is something to do a sales Navigator I I never use this um third degree connections so first degree connections means that we're connected you're connected with someone that would be like if like connections on LinkedIn it's like you connected with someone right it's kind of like you added them as a friend that's what a connection is

Right so that's that's first degree connections second degree degree connections would be like a friend of a friend so you're connected to someone that's connected to someone right so if I'm connected to Joe and and Joe is connected to Sally but I'm not connected to Sally that would be a secondary degree connection right and then a third degree connection just basically adds another level to that if I'm connected to Joe Joe's connected to Sally and Sally's connected to uh Tim all

Right Tim would be my third degree connection all right so that is what those degrees mean and then group members are basically you can Target groups and get group members all right so group members can be good to Target as well because you can get targeted people in groups with specific interests so um yeah and then geography you know pretty important you can Target you know uh region postal code you know States provinces Etc countries industry all right same sort of

Thing right years of experience connections of if you have specific people you want to Target connections of specific influencers or something like that you can use that group so this is where you can add groups if you only want to Target people with a for the specific first name like some only people with the name Josh or only people with the last name Smith you can do you can add that here profile language all right if you wanna that's pretty self-explanatory

Whatever language they speak teamlink connections of school so if you want to Target people at a specific school or at a school that you went to you can put that here workflow so this would be stuff to do with the CRM so lead list so all lead lists these are just the list of the account people in CRM so to enable filter upgrade contract so you need to upgrade to a different sales Navigator plan Persona this is where your personas will

Show account lists uh people you interact with remove profile viewed people remove contact with people so you could do that and then save lead accounts so yeah that's pretty much it so I'll show you kind of say if I want to just Target you know a basic um like uh I don't know marketing marketing companies Right company head count let's just do 11 to 50. geography let's do United States include all right um what else current job title let's do founder

Owner co-owner um [Music] founder oh we did that co owner um chief executive officer uh CEO all right so you could like type in your job titles whatever you can also exclude job titles so let's say we didn't want sales rep for salesperson let's say we didn't want this go ahead and exclude this you gotta like get grain granular with this and really nitty-gritty I'm showing you a basic search here I would spend a lot more time getting really nitty-gritty with

This um seniority level you can go ahead play around with this if you like you could like exclude entry level positions um you know exclude training and unpaid foreign you could go ahead and include some of these if you want yours and Company so you could try this out too do like uh three to five years if you wanted a little bit more experience people um what else let's say we wanted second degree connections only you don't need to do first

Degree connections if they're connecting because you're already connected to those people um okay let's just remove this so we can get a little bit more Broad okay so we have 1000 now um oh industry I didn't even choose that yet um marketing wait advertising I think they changed some of these uh filters yeah I think they did they updated some of them I believe because there used to be a different marketing one I believe like marketing and advertising were I believe

The same um filter it looks like now they're two separate so okay see if I remove secondary connections we should get a broader search much broader actually um here let's just do third degree and second degree okay that's still too broad way too broad but you get the point right I typically like to get a search anywhere between here yeah you get the point I typically like to get a search anywhere between 1 000 to 4 000 like sometimes a little

Bit lower sometimes a little bit higher but um it really depends you gotta play around it depends on the industry you're targeting and what prospects you're looking for but sales Navigator is extremely powerful and I'll show you something too I did a video on this last time but say if I had a search that say this was targeted 3.5 Target oh also two guys let me go ahead and finish one more thing keywords up here are very important as well so

You can type in keywords like I could type in um coach right let's do a search for that I'm actually going to show you over here because I like this interface better but you can see here I searched business coach now if I just search a business coach you'll see this watch business coach I'm gonna get much more results the before it was 3.5 K now I'm getting 77k the reason being is because it's just searching for the word business and

Coach and it can be anywhere within their profile now if I do it within all right so if I put this keyword in between these quotation marks then it's going to only search for this phrase business coach not each word individually I must say the word business coach somewhere within their whole entire profile keep in mind a LinkedIn profile is comprised of a bunch of different things from experience to the headline to this to that job title so we can say

It in any specific part of that from their bio to whatever right um so now I'll go over one little thing real quick I'm not gonna get too into this because you can get kind of advanced with uh this there's something called um all right so this is what a Boolean search kind of looks like so um when you use sales Navigator filters you can add keyword modifiers to be more precise in your searches so here are the modifiers or Boolean

Um you know parameters or modifiers that you can add so you can do and or not quotation marks like I told you or parentheses all right so and if you use the and modifier if you would like to search for profiles that include two terms and can separate those terms with the uh you can separate those terms with the uppercase word and however you don't have to use and if you enter two terms the search engine will assume there is an

And between them all right so examples sales and director sales manager and B2B sales prospecting all right next is the ore modifier so if you would like to broaden your search or find profiles that include one or more terms you can separate those terms with the uppercase word or or is most often used to search for alternative spellings or for terms that mean the same thing so you can do sales operations and and quotation marks or sales Ops or vice presidents

Or vice president or VP or V Dot P or V Dot P dot or SVP all right and then not is the next modifier so if you would like to do a search but want to exclude a particular term type that term with an uppercase not immediately before it your search results will exclude any profile containing that term so not director or director not executive not VP all right and then quotation marks so if you would like to search for an

Exact phrase or terms that include punctuations or punctuation and close the phrase in quotation marks you can use these in addition to other modifiers so sales manager or account representative or human resources manager major and then parentheses so if you would like to do a complex search you can combine terms and modifiers so marketing and BTUs b or b2c in parentheses or advertising not print or b2c all right so that's I feel like you're combining modifiers so if you want to

Say and or or not like all those right I think you get the point if you want you can watch that back I know it took me a little bit to wrap my head around all of that and really understand it but you can play around with it get the gist like I could go here and type in um see business coach not hi School uh and let me do here so you don't want coaches of like High School coaches all

Right and as you can see it went to 2.5 k so if I just remove this at 3.5 K but when I added the knot it got more targeted right we don't want a thousand people at how the word High School uh well I mean High School could mean like they're going to high school at a specific thing right maybe if we if we really wanted to try it I mean the thing is they couldn't may not say a high school

Coach exactly but I mean just to be safe you could try this not high school because uh you will see some High School coaches if you're targeting the just the work coach but you can play around with it you can get really targeted with Boolean searches it's a little bit more of an advanced tactic but um it's not too crazy once you get the hang of things all right guys so that's pretty much it one other thing like I said once

You create your search you can actually use our tools try leads to go over here and start extracting contact details it will extract their emails all that stuff I made a video a couple days ago on how to actually use stride leads mixed with sales Navigator so if you want to learn more about that go check out that video I'm not going to talk about it in this video but that's pretty much it for sales Navigator guys a lot of people

Were kind of asking me about how to create targeted lists and sales Navigator Etc so this is the video for you if you have any questions or if I miss anything let me know in the comments Down Below guys sales Navigator is a very very powerful tool we have generated hundreds of thousands if not millions of dollars worth of business for our clients as well as ourselves our company using LinkedIn like we've actually yeah we've generated over a million dollars worth

Of business Millions uh for our company as well as our clients utilizing just sales Navigator just LinkedIn uh LinkedIn is super powerful we ran our whole business at one point literally off the back of generating LinkedIn uh leads like this is a lot a long time ago so LinkedIn is extremely powerful um and it still is Right LinkedIn to this day if you're familiar with LinkedIn they have uh gotten you know very very strict with Outreach and a bunch of different

Things so you have to really know what you're doing in order to make it work but if you do it's an extremely powerful platform as well as the data on LinkedIn is extremely extremely powerful so if you know what you're doing you can still cash out using LinkedIn as well as some other methods right I always say you don't just want to rely on one specific method or one specific mode of Outreach or whatever because that's just a strategy that's on

A business a business has a bunch of different strategies and systems and you know just if one method dies down it doesn't mean your whole business explodes all right guys so that's pretty much it if you have any questions let me know in the comments down below if you like this type of content make sure to subscribe turn on post notifications and like the video I greatly appreciate it also too guys if you're new to this channel make sure to check

Out our free stride community you can go here join the stride Community for free and then also to guys uh are accelerate your stride six day challenge it will be dropping very soon guys you can go here links for all this will be in the description below and you can just join the wait list it's a very very valuable challenge it's for free guys no no hidden fees or anything like that it's free so you can just join get instant access

Once it drops and it's gonna be dropping soon all right guys so other than that hope you enjoyed this video guys I will see you in tomorrow's video keep hustling keep running and of course accelerate your stride take care guys foreign