Overview

LinkedIn Sales Navigator is like a magic toolbox packed with powerful filters. Beyond identifying leads, it helps you run highly targeted searches on specific companies. If you’re planning a field sales tour, filtering by city isn’t always enough. Good news: there’s a simple trick to get ultra-precise—filtering by postal code.

Key benefits

High precision: Target companies in very specific areas, down to the exact postal code.
Cleaner segmentation: Base your targeting on accurate company-level data instead of unreliable prospect info.
Efficient workflow: Turn company lists into relevant lead searches in seconds.
Data reliability: Avoid common errors tied to the prospect-level industry field.

How to use postal code targeting

Segment companies by postal code

This method is simple, fast, and surprisingly effective.

Steps to target companies using postal codes

Go to Sales Navigator, then open Account Search.
Use the Headquarters location filter and select Postal code.
Add every postal code relevant to your strategy.

Note: This filter is often overlooked, yet it can radically improve targeting accuracy.

Building a list of companies

Why create a company (account) list?

To smoothly move from a company search to a lead search, you first need to save the companies you want to target in a custom list.

Benefits of custom lists

Organization: Group the companies you want to target.
Easy transition: Convert the list into a lead search in a single step.
Reliable segmentation: Work with accurate company-level industry data.

How to create a company list

Select the companies you want to contact.
Click Save to list or Create a new list.
Create your list and add the selected companies.

Important: LinkedIn doesn’t allow selecting all companies at once. You must repeat the selection page by page. Slightly tedious, but absolutely worth it.

Turning your list into a lead search

Identify leads working in your selected companies

Open Lead Search in Sales Navigator.
Use the Custom list filter.
Select the company list you created.
Refine your search with persona filters like Job title.

You now get a clean lead search containing only people who actually work at the companies you selected. Simple and powerful.

You will now see all the people working for the targeted companies.

Of course, you’re not quite done yet: now you need to identify the persona you want to target: use the Job Title filter for instance.

You are probably wondering: why your results be more accurate if you start looking for accounts instead of leads directly?

Why you should avoid the prospect-level “Industry” filter

Prospect industry data is highly unreliable

Industry fields at the individual level are messy and often misleading. Here’s why:

Self-declared information: Prospects choose their industry manually, even if it doesn’t match their company.
Not updated: When someone changes jobs, their industry doesn’t automatically change.
Department vs. industry confusion: Many profiles label themselves with their department (e.g. “Marketing & Advertising”) instead of the company’s real industry (e.g. “Construction”).

Important: The prospect-level industry filter is too inaccurate for segmentation.
The fix: Always segment using company-level industries, built through custom account lists.