Sales Navigator Targeting
Here are some tips and tricks to assist with utilizing LinkedIn's Sales Navigator to make a search with a focus on the most effective filters. To get the best results, it is recommended to start with a broad search and then gradually add more filters to narrow it down.
- Uploading a Sales Navigator Search
- Sales Navigator Tips & Tricks
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How Does It Work?
Uploading a sales navigator search
- Navigate to LinkedIn's Sales Navigator. Put your cursor on Search and click Enter.
- Click on Expand Filter Panel
- Choose search filters & copy LinkedIn URL from the header of your browser.
- Go to Sales Connector and navigate to the Search tab
- Click on Start New Search
6. Create a title for your search. Click on Sales Navigator search. Paste the LinkedIn URL & click on Add Search Task.
Sales Navigator Tips & Tricks
After adding an industry or keyword to the search, it's time to refine the results. Here is a list of the most recommended filters:
- Geography: The location of a contact. This can be a broad area such as the United States or a specific city, town, or zip code. Applying a geographical filter will help to quickly reduce the number of search results within your target audience.
- Connection: The type of audience based on a user's existing network. This includes:
- 1st degree connections: Contacts a user is directly connected to. A Messenger Campaign is used to target 1st degree connections.
- 2nd degree connections: Contacts connected to 1st degree connections (also described as a user's "friends of friends"). This audience is ideal for a Connector Campaign as there is a direct correlation in likelihood of connection acceptance and number of mutual connections.
- 3rd degree connections: Contacts connected to 2nd-degree connections. Contact your Admin or Account Manager before using this filter.
- Company headcount: The company's size based on the number of employees.
- Seniority level: The degree of influence based on a contact's title. This will vary based on company size.
- Spotlights: The level of engagement a contact has on LinkedIn.
- Keep an eye on the result count before and after applying this filter, which will give an idea of how active the search demographic is on LinkedIn. If less than 10% of the results are showing active on LinkedIn (using the "posted on LinkedIn in last 30 days" filter), it may be challenging to achieve the desired campaign outcomes.
Benefits & Value
Having a refined target audience allows a user to focus on contacts who are most likely to be interested in connecting. This not only saves time and resources, but also increases the effectiveness of any active campaigns. Targeting a specific audience allows for more pinpointed messaging and thus, higher meeting conversion rates.
Feature Attributes
It's crucial to keep in mind that Sales Navigator restricts the export of contacts to a maximum of 2500 when uploading a search. For instance, if a user ends up with search results totaling 3500 contacts, only the first 2500 contacts in that list will be captured. However, LinkedIn prioritizes the best search results and displays them at the top of the list, allowing the most relevant contacts for your search to be captured.
FAQ
I currently just have a standard LinkedIn account - How do I purchase Sales Navigator?
Here is the link to purchase a Sales Navigator subscription. Be sure to choose the "Core" option: https://linkedin.com/sales
Why is my total number of search results different between Sales Navigator and Sales Connector?
Both tools utilize the logged-in user's network to retrieve search results. Therefore, if Sales Navigator is used to search for prospects from an account that differs from the LinkedIn account synced to Sales Connector, it's natural to expect variations in the result count. This disparity arises from each user having a distinct set of 1st degree connections, leading to personalized 2nd degree prospect networks. Lastly, it's also worth noting that Sales Connector adheres to LinkedIn restrictions, ensuring that contact uploads never exceed 2.5k.
Related Topics:
For more information, contact your Admin or Account Manager.