hey guys let's talk about LinkedIn sales Navigator lead generation so sales Navigator is a great tool for lead generation and it's a great sort of um what I'll call from my military Heritage a great way to sort of soften the battlefield um for a lot of additional campaigns and sales Navigator is a great place to start so let's kind of take a look I'm going to take you right into my accounts and and you can see directly what I do from a B2B marketing um and sales lead generation perspective so of course we're sitting here
in LinkedIn uh in order to get over to sales Navigator you just simply um go in here and pull up sales Navigator account um this is my sales Navigator account the first thing you'll see in here is this looks a lot like um LinkedIn itself the only thing different is I'm um through a couple of the techniques that I'm going to show you uh building account list building bu lead list and building save search you're essentially going to create a a very curated feed for yourself and why this is important is because the people in
this feed unlike your normal LinkedIn feed are truly sort of selected by you right so you've you've actually by creating account list by creating lead list and save searches and following folks everybody in here is intentional from a sales or lead generation perspective um and so you can then start to engage with these folks and that's the most important as you're looking down through this um it it really Narrows that down now I won't lie to you I spend a lot of my time engaging here because this is my ICP audience um and it's just
almost naturally curated that way um but this is truly more efficient actually and so from time to time I'll come in here um very specifically um and go through here and making sure that I'm engaging with some of those people that I've identified as true icps and so um so I'm going to show you how that's done so everything really starts with the save search and you can kind of start here um and you can start to to build out um these um searches so you noticed here you can do it at the account level
and you can do it at the lead level I recommend that you do both um I like to start at the lead level cuz ultimately I'm going to try to connect to roles that's really when I think about buyer personas I'm I'm filtering all the way down to roles now I will have some icps that are actually accounts or um sort of logos that I'm going after and we're going to do that as well so all you have to do is is really go through here you probably already defined your your ICP in a document
um hopefully where you've kind of written out some buyer personas or some P some avatars you know individ when I say icps I'm talking about um ideal customer profiles or ideal customer avatars go ahead and write those out in just regular language anguage and then go in here and try to to translate that as you build essentially a query that will give you a saved search of all these folks now once you have this Sav search and I'll just kind of pull up one this is this is one I'm actively working on as you go
down through here um you can save the people by looking through this and maybe doing a little deeper research diving into you know their individual profiles you can save them into your lead list and then that's ultimately going to put them um in here because you can see this this feed is filtered by um my lead list right and then I can get more granular and I'll kind of talk about that in a second so let's go back there um so it's just as easy as that that's how I build a lead list so these
are intentionally people that I'm going to go after now the way I normally do this because this save search just constantly refreshes and so in one of my other videos which I'll link up here um in the corner is my LinkedIn lead generation strategy there is sort of a process that I go through a doing a following campaign and a connection campaign that's run through this save search and the reason that I do that is because these folks are constantly coming in and out of this search it's true database query based on role changes job
changes and those sorts of things so this is a dynamic list this this saved search is a dynamic list and there will always be essentially unlimited icps for you to go after and to build into lead list because of that what I normally do is I'll go into this list um at the end of a quarter and I will build my next quarters list then I can go in specifically um when I'm in here and I can filter by my targets for for that quarter right so something akin to this right you can kind of
see these are my targets right CU I have a quarterly Target list the reason that I do that is because um again this is very Dynamic the leads the potential leads you can have can be just enormous so I like to kind of focus that down with everything I do in Market marketing I like to kind of Niche it down first get really concentrated and see how effective I can be because I'm going to follow those people I'm going to engage with those people I'm going to get on their radar and then there's potentially some
other marketing and sales things that I'm going to be doing that's going to put me in direct engagement with them but I'm hoping that all of this LinkedIn activity is going to raise my visibility so that when I do things like cold Outreach and those sorts of things that they've already seen me they're aware of me um I'm on their radar um and it will feel like a warm lead right um as I come into their inbox right it'll feel like a a warm introduction so that's how I use lead list so the other component
that we always get into with B2B marketing is we have some logos or some accounts that we're going after so again you're going to do the same exact thing you're going to create um your um your save search and you're going to build an account ICP and profile this is a little bit different right you're going to maybe focus on I mean again this is mine right I focus on headcount um because I'm talking about you know so a little bit smaller organizations because usually I'm working with Founders or new startup um some Industries and
then this is ultimately going to give me a set of logos that I can go after and then I just kind of move through those um just the same way going I query this y I'm going to move through this just in the same way so some of these people I might want to go after some of these I might not um but I can very quickly and then of course I can get more you know granular in my filters here as I get down to a list where ideally what I'm doing when i'm building
this filter is I'm continuing to add you know parameters to it to Define my ICP and and ideally and this is a good way to also kind of validate your ICP that youve built out is by adding these individual attributes hopefully this list will become almost perfect right as you're going through the most of these should feel like targets that you should be going after these should feel like logos that you want to work with right that's why this process in sales Navigator can be super effective and then of course you save them into your
list and then the lead generation portion of this um again goes back to and primarily happens inside of here right engaging with these folks and again just to give you a little preview of my LinkedIn lead generation strategy is that four-step process is really starting to engage with them here I'm going to comment make make intentional of good comments right and engage with their activity um the other thing it's going to do is going to show me who is active so really this isn't a very valid Channel if if if my icps are not active
and they're not showing up in this feed because they're not interacting on LinkedIn that means they're probably not here so that's another good reason to kind of use the sales Navigator uh approach to lead generation because you can see who's active you can start to engage with them raise Vis visibility um the next thing that you're going to do um is of course be following these folks um so that you'll get them in your normal feed um and that's really important cuz you're probably just like me you're going to end up spending a good portion
of time inside your regular feed not necessarily in here so it's good to follow them in there um and then the next thing of course you need to be producing content right you need to have content in here because they're going to do the same evaluation if you're not active they're probably going to kind of ignore you or just think that you're a spammer right just trying to to to do connection spamming right and then once you've got that content you've got some you know robust activity you're sharing your expertise you're showing that you're credible
you're just gaining interest there then you can start with a connection uh Campaign which again you can kind of drive from these um these save searches right so again when I'm doing a connection campaign I'm literally running through these and doing connection request and then I use uh just a really simple script uh it's a two message script um there's some really key components here I'll I'll sit on it for a second you can screenshot it if you want to use it exactly I kind of um Talk specifically to the to the the market I
think that's always the best introduction I think of this as like an introduction that I would do at a conference right I'm just walking up on a person and what am I to do I make some comment about the market or sort of the Dynamics of of the industry that we're in um and these sorts of things just to get you know some sort of reaction get them thinking about why it might be important to connect with me um and then this one is huge right I promise there's no sales pitch at the other end
of this connection so this is really key but the most most important thing is you have to honor this promise right there's so much of this and you've you've been I know you've had these right somebody connects with you the next thing they do is pitch you and it's just so off-putting they don't even know you yet um so because I'm thinking of this like a conference one I'm I'm very comfortable honoring that promise that I'm not going to pitch them right they can look at my profile and see if you know I am someone
that they want to engage with or I offer something that they're interested in I don't need to pitch them and I don't want to pitch them for that lead generation I truly want to build a relationship and so what do I do my very next message is just simply an introduction to myself and again it's amazing how effective this is because just like a conference you introduce yourself people like to talk about themselves they're usually going to to match this pattern I can't tell you the number of list that I've gotten that look very similar
to this where they're just kind of point for Point talking back to me and of and and within this sales G Sales Navigator lead generation process at this stage I'm actually feeling in um a lot of these people will not be a fit a lot of these people I will connect with and then that has its own value proposition but we won't necessarily have a good value proposition so I don't want to waste their time and I certainly don't want to waste my time um in trying to engage them in something they're not going to
be interested in so this conversation here um will help me to kind of evaluate whether or not it makes sense for us to talk and you will be amazed as we start this discussion based on this second message often times they will actually initiate hey let's get together on a meeting but what I will tell you is when we start to to have that conversation based on just an introduction of each other the value prop becomes sort of self-evident and both of us will kind of come together mutually and decide whether or not it makes
sense to have a meeting so that's how my LinkedIn sales Navigator lead generation process works hopefully it helped you I would love for you to subscribe to this channel um like and U hit that notific ification button it helps my little channel uh grow and reach more people like you and hopefully be helpful to them as well so I appreciate you and we'll see you on the next video
