From the course: Learning LinkedIn Sales Navigator

Pinpoint the right buyers based on their actions on LinkedIn - Sales Navigator Tutorial

From the course: Learning LinkedIn Sales Navigator

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Pinpoint the right buyers based on their actions on LinkedIn

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- LinkedIn has hundreds of millions of members. How do you find leads based on the actions that they take and the data that they share on LinkedIn and in doing so, it will help you to identify the right people but more importantly, the right timing to reach out. I'm back here in my advanced lead filters where I've already applied some of the filters that we spoke through earlier. I've selected Directors, CXOs and VPs from the Seniority Level filter and I've also added Sales and Business Development to my Function filters to focus on those departments that I would typically engage with and I've also included my target region and Industry filters. Now, our results are already showing key decision makers that I may be interested in. Earlier, we uploaded our Book of Business using a CSV file and in this search you could include that account list by navigating down here to the Workflow and choosing from Account Lists the name of that list that we've just uploaded. In this case, it was Book of Business FY23Q1. For now, I'm going to work with these broader results because I want to find change agents. Senior leaders are often brought in to act as a change agent for their company to support the adoption of a new way of doing things or to implement change. So in this case, I'm interested in seeing how many from my current list have been in their role for less than a year. We'll simply navigate over to Years in Current Position and choose Less than One Year. Now, like before, we'll want to select the checkbox to the left of each of the leads that we want to be alerted to in the future then save them to a list. In this case, I'm going to call these Change Agents in the Food and Services Industry. Secondly, we'll want to save this search. In this case, Sales Navigator will alert me to any potential change agents in my target region and industry going forward. For our next search, let's look for leads who mention key phrases across their profile or in their content. Imagine for a moment that I'm interested in finding leads in my target region and industry who not only are at the right seniority level and function but who mention phrases like plant-based or vegan across their profile and content they share. Above my search results on the right hand side of the page, I can add those keywords to see if any of these potential leads have mentioned plant-based or vegan in their profile. Just add in that phrase and we'll get those results instantly. What's exciting about saving this search is you'll be alerted to anyone in the future matching these criteria and who have added those specific phrases to their profile. Take a moment to identify which filters can you use to identify the right people. Take some time right now to apply some of the ones that we've seen on the screen here, seniority level, functions, departments plus your target region and industry to pinpoint the kind of buyers you're targeting.

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