How to Use LinkedIn Sales Navigator to Create a Precise Ideal Customer Profile

LinkedIn Sales Navigator is an essential sales and marketing tool for cold outreach and prospecting. While it comes at a price—around $75 per month—it’s an investment that pays off by helping you target the right audience with precision. The platform’s advanced features, like its search box and saved search, allow you to refine your outreach by creating a dynamic Ideal Customer Profile (ICP) feed.

Want to create an efficient outreach strategy that targets the right audience? Schedule a Discovery Call to unlock B2B prospecting strategies that leverage LinkedIn’s potential.


Why LinkedIn Sales Navigator Is a Game-Changer

LinkedIn Sales Navigator goes beyond basic LinkedIn features, allowing users to run detailed searches based on key parameters like industry, role, geography, and company size. The platform’s advanced filtering capabilities help you create a feed of high-value prospects who match your Ideal Customer Profile (ICP).

This approach saves time and effort compared to manually sifting through unqualified leads. Instead, you can focus on people most likely to benefit from your product or service.


Step-by-Step Guide to Building Your ICP Feed

1. Go Straight to the Search Box

Head directly to the search box in Sales Navigator. While features like “Accounts” or “Leads” are useful, building a custom search query is the fastest way to target your ICP.


2. Leverage Filters to Define Your ICP

You’ll find various filter options on the left-hand side of the search interface. These filters allow you to refine your search based on the characteristics of your ideal prospect.

The most effective filters include:

  • Industry: Focus on specific industries relevant to your offering.
  • Role and Title: Target decision-makers or key influencers like CEOs, CMOs, or VPs of Operations.
  • Geography: Specify your prospects’ locations by region, country, or city.
  • Company Size: Filter by company size (e.g., small businesses, mid-market, or enterprises).

3. Fine-Tune Your Results

As you adjust the filters, the results will update dynamically on the right side of your screen. This real-time preview shows you exactly who fits your criteria, allowing you to tweak your parameters for the perfect match.

Example:

If you’re targeting mid-sized SaaS companies in the United States with marketing decision-makers, your search might include:

  • Industry: SaaS or Technology
  • Title: Marketing Director, VP of Marketing, or Growth Marketer
  • Geography: United States
  • Company Size: 51–200 employees

4. Save Your Search for Future Use

Once you’ve refined your ICP feed, save it. The saved search feature is invaluable, allowing you to revisit and refine your query as your targeting evolves. Best of all, it dynamically updates, so new prospects who meet your criteria are automatically added to your feed.


Why Saved Searches Are Essential

Saved searches aren’t just convenient—they’re B2B prospecting strategies.

Here’s why they matter:

  • Real-Time Updates: As prospects change roles, companies, or industries, your search feed stays current without additional effort.
  • Efficiency: Skip the hassle of starting from scratch every time—you can jump right into your existing search.
  • Consistency: A standardized ICP query ensures that your team aligns with the same target audience and makes LinkedIn for sales outreach efforts cohesive.

The Benefits of Using LinkedIn Sales Navigator

Creating an Ideal Customer Profile using LinkedIn Sales Navigator is more than just a process—it’s the foundation of effective cold outreach.

Here’s why it works:

  • Precision Targeting: Advanced filters ensure your efforts are directed at the right people.
  • Saves Time: Avoid wasting resources chasing unqualified leads.
  • Dynamic Updates: Your search evolves with your market, keeping your outreach relevant.

Read More: How to Generate LinkedIn Content Ideas Using Core Content Pillars


Take Control of LinkedIn for Sales Outreach

LinkedIn Sales Navigator is an indispensable tool for anyone serious about effective prospecting. Dive straight into the search box and leverage its filtering features to build a highly accurate ICP feed that keeps your outreach focused on the best opportunities.

Ready to take your prospecting to the next level? Invest the time in building your ICP using LinkedIn Sales Navigator, and you’ll see the difference in the quality of your leads and the results of your outreach campaigns.

Additional Resources

→ My Lead Generation Reading List

$100M Offers by Alex Hormozi

$100M Leads by Alex Hormozi

Expert Secrets by Russell Brunson

The Art and Business of Writing by Nicolas Cole

Founder Brand by Dave Gerhardt

Predictable Revenue by Aaron Ross & Marylou Tyler

The Challenger Sale by Matthew Dixon & Brent Adamson

→ My Sales & Marketing Stack

Notion (Productivity)

Close (My CRM) 

Kit (Email Marketing) 

Apollo (Listbuilding) 

Scroll to Top