LinkedIn Sales Navigator is an excellent tool for B2B lead generation, allowing you to build targeted lead and account lists and helping you connect with your ideal prospects. Whether you’re softening the battlefield for future outreach or identifying new leads, Sales Navigator is the perfect place to start.
This guide will explain how to use Sales Navigator to create intentional, high-quality leads.
Want to improve your B2B lead generation strategy? Schedule a Discovery Call and learn LinkedIn Sales Navigator tips that take your outreach to the next level.
Step 1: Set Up a Curated Feed with LinkedIn Sales Navigator for B2B
Sales Navigator looks a lot like LinkedIn, but the key difference is that the feed is curated. Every person in this feed is someone you’ve selected by building account lists, lead lists, and saved searches. This means your feed is filled only with relevant prospects, making B2B prospecting on LinkedIn more efficient.
Step 2: Create a Saved Search
A saved search will help you engage with your target audience and keep your profile visible. It is the foundation of Sales Navigator.
Start by defining your Ideal Customer Profile (ICP). Then build a query in Sales Navigator to reflect those characteristics. You can filter by job title, company size, industry, and other key criteria.
Once you have a saved search, Sales Navigator will update it dynamically as people move in and out of roles. You can rely on this list to provide fresh prospects regularly.
Read More: Lead Generation with LinkedIn for PE and VC Firms for additional tips on building your first lead list.
Step 3: Build Your Lead List
After setting up your saved search, narrow it down by reviewing individual profiles. Select the most relevant contacts to add to your lead list. This list will allow you to focus on specific prospects over the next quarter.
Review your saved search at the end of each quarter. Update your lead list and refresh your focus on new targets. Keep your list manageable to ensure more effective outreach through B2B lead generation with LinkedIn.
Step 4: Create an Account List
You should also create an account list to target specific companies. Sales Navigator makes it easy to filter companies by headcount, industry, and other key criteria. Ensure the companies on this list align with your ICP.
This is a powerful way to target specific logos and work strategically toward building relationships with key accounts.
Step 5: Engage with Your Leads
Once your lead and account lists are ready, it’s time to start engaging. Begin by commenting on posts and interacting with your audience’s LinkedIn activity. This helps you get on their radar before any direct outreach.
Sales Navigator also shows you which prospects are active on LinkedIn, allowing you to improve B2B prospecting on LinkedIn and prioritize leads that are more likely to respond.
Step 6: Build Relationships, Not Pitches
When you’re ready to connect, send a message to start a relationship. I recommend using a two-message script:
- First message: Reference something relevant in your industry, just as you would introduce yourself at a conference. The goal is to spark interest, not to sell.
- Second message: Introduce yourself with more detail, but keep it light. Build rapport, not a sales pitch.
The key is to avoid pitching right away. Let them explore your profile and decide if they want to engage further.
LinkedIn Sales Navigator for B2B lead generation will help you create a more targeted and personalized outreach approach. Focus on the right people, build relationships, and stay consistent to generate warmer leads and improve your overall sales strategy. These LinkedIn Sales Navigator tips will get you headed toward success.
