How to Use LinkedIn Sales Navigator to Generate High-Quality Leads With Verified Emails

How to use LinkedIn Sales Navigator to generate high quality leads

Contents

LinkedIn Sales Navigator is a very powerful tool for generating high-quality leads. It is also one of the most widely used.

But knowing how to go about it can make or break your lead generation results.

So on this guide we will cover 6 essential steps to truly master your LinkedIn Sales Navigator lead generation.

Let’s get started.

What You’ll Learn:

  1. How to identify the key characteristics of your ideal leads, including job titles, industries, and locations relevant to your business.
  2. How to use LinkedIn Sales Navigator to find the best possible leads that fit your search criteria.
  3. How to build and manage lead lists for better tracking and monitoring of their activities to maximize engagement opportunities. 
  4. How to find reasons to engage with these leads in a way that generates better responses than your competitors.

1. Set Up Your Search Criteria

Setting up your search criteria is crucial for narrowing down the most relevant leads. Here’s how to do it:

a. Define Your Target Audience

To start generating leads, you need to define your target audience clearly. Here’s how you can specify the key characteristics of your ideal leads:

LinkedIn Sales Navigator search filter interface. youtube.com/watch?v=O926MlzD23k

  1. Job Titles: Identify the job titles relevant to your business. For example, if you are targeting technology companies, you might look for CTOs, Heads of IT, or Software Development Managers. This helps you focus on decision-makers who have the authority to consider your product or service.
  2. Industries: Choose the industries that align with your product or service. For instance, if you provide software solutions, target industries like software development, IT services, or financial technology.
  3. Locations: Focus on specific locations where your potential clients are based. This can be as broad as a country (e.g., the United States) or as specific as a city (e.g., New York, London).

Engaging with the right individuals reduces the time spent on convincing lower-seniority employees who may not have the budget or authority to make purchasing decisions. 

Moreover, senior executives are typically more strategic in their thinking and can appreciate long-term benefits and ROI, making them ideal candidates for initial pitches.

b. Use Advanced Search Filters

LinkedIn Sales Navigator offers a variety of advanced search filters to refine your search further:

Filter TypeOptions
CompanyCurrent company, company headcount, company type, headquarters location
Role-BasedJob function, current job title, seniority level, past job title, years at current company, years in current position
PersonalLead geography, industry, profile language, years of experience, groups, schools
Buyer IntentFollowing your company, viewed your profile recently

Example: 

Suppose your company sells enterprise-level marketing software. By leveraging LinkedIn Sales Navigator, you can use the “Company” filter to target businesses with a headcount of over 500 employees, ensuring you reach organizations that have the budget for your software. 

PRO TIP: The “Function” filter can be a great way to identify job titles you have not thought about, which you can then search in the “Job title” filter for more precise results.

2. Save Searches for Automatic Updates

TLDR: Here’s one of my LinkedIn posts that summarises this as well: 

https://www.linkedin.com/posts/youssefelkaddioui_how-i-find-leads-on-linkedin-sales-navigator-activity-7193859720254787584-6ZO1?utm_source=share&utm_medium=member_desktop

a. Save Your Searches

Once you’ve set up your search criteria, saving your searches can help you stay updated on new leads that match your criteria. Here’s how: 

  • Use the Save Search Button: Click the save search button to be notified of new leads that fit your search parameters.
  • Manage Saved Searches: Access and manage all your saved searches under the “Saved Searches” tab for easy tracking.

LinkedIn Sales Navigator save searches interface. youtube.com/watch?v=O926MlzD23k

b. Get Notified of New Leads

Stay informed about new potential leads by setting up notifications. Here’s what you can do:

  • Email Notifications: Opt to receive email notifications when new leads match your saved searches.
  • Sales Navigator Notifications: Regularly check Sales Navigator for updates on new leads to ensure you don’t miss any opportunities.

Here’s where you can find the alerts tab:

By utilizing these features in LinkedIn Sales Navigator, you can streamline your LinkedIn lead generation process and ensure you never miss out on new leads that could be valuable for your business.

3. Build Lead Lists

a. Save Leads to Lists

Organizing your leads into lists is essential for managing and tracking them effectively. This step sets the foundation for a structured lead management process:

  1. Select Leads: Start by checking the box next to each lead you want to save. This allows you to filter and focus on the most promising prospects.
  2. Create a List: Click “Save to list,” name the list (e.g., “Head of Sales New York”), and add comments if needed. Naming lists clearly helps in quickly identifying the purpose and content of each list.
  3. Organize Leads: Use tags and notes to categorize leads based on stages in your sales process (e.g., “Contacted,” “Follow-Up Needed”). This categorization streamlines your follow-up strategy and ensures you don’t miss any important steps.

Watch this clip on how to save leads to lists:

How To Use Linkedin Sales Navigator For Lead Generation – Short And Easy Tutorial 

b. Monitor Lead Activity

Once you have organized your leads into lists, the next step is to monitor their activity. This helps you identify engagement opportunities and tailor your outreach:

  • Recent Updates: Check for recent job changes, posts, and shared experiences. These updates provide valuable context for initiating contact or following up.
  • Shared Experiences: Look for shared connections or similar career paths. This common ground can make your outreach more personal and effective.

Find posts like these and engage with them:

Credits: https://media.licdn.com/dms/image/C4E12AQFLe0p9dqhhHA/

4. Engage with Leads

a. Use InMail for Direct Outreach

Direct outreach via LinkedIn InMail allows you to engage leads in a personalized manner. Here’s how to make the most of it:

  • Personalize Messages: Write InMail messages that address the lead’s background and interests. Mention specific details from their profile to show that your message is tailored to them. For example, if you notice the lead recently attended a specific industry conference, mention it and relate how your product or service can build on what they learned there.

  • Include a Call to Action: Ask for a meeting, demo, or further conversation. A clear call to action encourages the lead to take the next step. Phrases like “I’d love to show you how our solution can save you time” or “Can we schedule a 15-minute call next week to discuss this further?” can be effective. 

  • Highlight Mutual Connections: Reference any mutual connections or shared affiliations in your InMail. For example, “I noticed we both know John Smith, who spoke highly of your expertise in digital marketing. I’d love to discuss how our tool can complement your work.” This creates an instant sense of familiarity and trust, increasing the likelihood of a positive response.

b. Engage on LinkedIn

Beyond direct messages, engaging with your leads’ content helps build rapport and keeps you on their radar:

  • Comment on Posts: Engage with leads by commenting on their posts. Providing thoughtful insights or asking questions can start meaningful conversations. 
  • Congratulate on Job Changes: Send congratulations on recent promotions or new roles. Acknowledging their achievements helps you stay top of mind and build positive relationships. A simple message like, “Congratulations on your new position! How do you find the transition so far?” can open the door to a more in-depth conversation.
  • Share Relevant Content: Proactively share articles, research, or resources that might be of interest to your leads. For example, if you come across a new report on digital marketing trends that aligns with their interests or industry, share it with a personalized note like, “I thought you might find this report on the latest marketing trends useful. It has some great insights on strategies we discussed last time.”

Credits: https://media.licdn.com/dms/image/C5612AQE_9tzTw3ReNw/article-inline

5. Export Leads for Further Use

a. Use Tools to Export Leads

Because sending connection requests and message on LinkedIn and LinkedIn Sales Navigator can be a tedious and manual process. Most top performing sales people typically use automation for connect messages or even cold emails.

But in order to achieve this, you need to be able to have all your leads on a spreadsheet with their contact details, LinkedIn URL and email address.

So being able to export your lists without having to copy paste the information manually can be very helpful.  

One such tool is Scalelist.com, which allows you to export searches and verify professional emails. This step helps in leveraging the collected data effectively. 

  1. Scalelist Extension: Use the Scalelist extension to export leads from Sales Navigator to a CSV file. This tool makes data transfer easy and efficient.
    1. Go to Scalelist.com and add the Chrome extension.
    2. Click on “Export Leads” in Sales Navigator.
  2. Scalelist will:
  1. Export your LinkedIn Sales Navigator search (with up to 2500 results per search)
  2. Gather all relevant details of your leads (LinkedIn URL, name, title, company, location etc…) then start searching for the professional emails of your leads.
  3. When found, it will proceed with an email verification to label your emails as “valid” (safe to use) or “risky” (email is not verifiable)

You can export the data into a CSV or Excel file for easy access.

Here’s a video walkthrough of this process:

Embed this video: How To Export Your LinkedIn Contacts And Find Their Professional Emails (whole video)

b. Organize Exported Data

Keep your exported leads data organized for effective management. Example of how to organize it

Data to ExportDetails
Lead InformationNames, company names, industry, location, company size, company website, LinkedIn URLs, verified email addresses.
File FormatCSV file
CRM IntegrationImport the CSV files into your CRM system for further management and follow-up

6. Use Filters and Saved Lists Effectively

After organizing your leads and engaging directly, it’s time to maximize your efforts using LinkedIn’s Best Path feature. This tool can significantly enhance your outreach strategy:

a. Find Connection Paths

Use the “Best Path” feature to see if leads are connected to your colleagues or share group memberships. Leveraging existing connections can help you get introduced, making your outreach more credible and effective.

Credits: https://www.linkedin.com/help/sales-navigator/answer/a107089

b. Personalize Outreach

Reference these connections in your messages to improve response rates. Mentioning mutual connections or shared groups helps establish trust and relevance, increasing the likelihood of a positive response.

7. Stay Updated With Recent Activities

Keep up with your leads’ latest activities to find timely engagement opportunities:

a. Activity Alerts

Set up alerts for leads’ activities, such as new posts or job changes. This ensures you’re aware of key moments to reach out.

b. Engage Promptly

Use these activities as reasons to reach out and engage with leads. Timely interactions can significantly increase the chances of a positive response.

Being prompt not only demonstrates your attentiveness but also capitalizes on moments when the lead is likely more receptive to new ideas and solutions. This strategic timing can set you apart from competitors who may not be as proactive.

Conclusion

Using LinkedIn Sales Navigator effectively is crucial. It helps businesses stay organized, proactive, and ahead of competitors while building valuable connections. Implementing these strategies will significantly improve lead conversion rates and help establish stronger relationships with potential clients.

By following this SOP, businesses can effectively use LinkedIn Sales Navigator to generate high-quality leads. Key points include setting up search criteria, saving searches, building lead lists, and engaging with leads. Utilizing advanced search filters and staying updated with recent lead activities are essential for timely and personalized interactions.

If you want a full masterclass on generating leads using LinkedIn Sales Navigator, please watch this video: 

Author Name Here

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