Overview
Sales Navigator helps you identify accounts and prospects through advanced segmentation. This guide walks you through the key filters, how to run ABM searches, and how to extract the right leads from your company lists.
Key benefits
Advanced segmentation to precisely target accounts and prospects
Smart filters to assess size, growth, and buying signals
Simplified ABM through account-based search workflows
Time savings with lists, negative filters, and preselected functions
Better commercial results by targeting the right leads at the right moment
Use Sales Navigator to segment effectively
Overview of Sales Nav
Firstly, when you’re on Sales Nav, you have 2 tabs: leads and accounts.
Targeting leads!
Doing Account-Based Marketing (recommended)
To do Account-Based Marketing (ABM), go to the "Account" tab!
Filters
Annual Revenue Filter
You can filter by local currency for the annual revenue of the companies you want to target.Company Headcount Filter
Useful for filtering companies by size.
Company Headcount Growth Filter
If you want to target high-growth companies, recruitment is an undeniable growth indicator.
Headquarters Location Filter
Target companies based on the location of their headquarters.
Division Headcount Filter
This filter gives you similar data to the "company headcount" filter, but by department. For example, you can target companies with at least 3 salespeople but no more than 10.
Division Headcount Growth Filter
Like the "company headcount growth" filter but applied to a department. It allows you to use growth indicators.
Job Postings Filter
Are they hiring?
Recent Activity Filter
Have they raised funds in the last three months?
Doing Prospect Searches
Function Filter
Unlike LinkedIn Basic, with Sales Navigator, you have access to the "Function" filter.
Instead of selecting job titles one by one, the "Function" filter pre-selects 10 job titles for you.
Negative Filter
What’s great with Sales Navigator is that you can use negative filters, not just positive ones.
For example, if you want people working in marketing but not in sales, you can exclude sales by clicking on exclude!
Seniority Level Filter
The seniority level ranges from Owner to Intern.
Just like with the "Function" filter, this helps pre-categorize prospects!
Buyer Intent Filter
What does this mean?
If someone has visited your company’s LinkedIn page in the last 30 days, they will appear on this list!
Follows Your Company Filter
If not many people are visiting your company page, they may have visited a competitor's page!
This is where this filter becomes useful! You can find leads who have visited pages related to your business.
Recent News Filter
These filters are based on specific moments in a lead's life. Depending on your needs, it might be the perfect time to target them.
It’s also a good icebreaker: “I saw you recently changed jobs…”
Choosing Your Leads from Your Company List
Now that you have the perfect list of companies that interest you, it’s time to extract their employees.
Select all the companies.
Click on "View current employees".
LinkedIn doesn’t allow you to get a complete list of companies at once.
You need to select 25 companies at a time to view their employees.
A page contains 25 companies, and you can save each page as a Sales Navigator List to keep track of them!
Now that you know how to use LinkedIn Sales Navigator filters, you can go further by learning how to:
FAQs
How can I quickly access the right filters in Sales Navigator?
How can I quickly access the right filters in Sales Navigator?
All filters are available directly in the Account or Prospect tabs depending on the type of search you're running.
Why can I only select 25 companies at a time?
Why can I only select 25 companies at a time?
LinkedIn enforces this technical limit. You must select companies in batches of 25 before viewing their employees.
How do I use negative filters effectively?
How do I use negative filters effectively?
Use them to exclude departments, locations, or seniority levels that don’t fit your target to get a cleaner list.
Does the “Buyer intent” filter work even if my company page has low traffic?
Does the “Buyer intent” filter work even if my company page has low traffic?
Yes! But if traffic is low, combine it with the Following your company filter to also capture visitors of competitor pages.