So, for example, if you’re going after lawyers and you’re selling marketing services, you might want to go after lawyers that are actively involved in groups that are into legal marketing. Search the groups that are in your space right now. SalesBread’s Hack for using the Groups filter
So when we developed this list, we knew that we would be speaking to lawyers who care about marketing themselves. There are many, many legal marketing groups, and I pulled out all the individuals there, and then they had to match another certain set of criteria. We have even made lists where we wanted to go after lawyers who themselves were really interested in marketing for one of our campaigns. (We chose religion for the example, as this would be the most challenging target for Sales Navigator to pull up, we imagine.)
There are groups on Sales Navigator of Christain professionals. If you’re not using the group’s filter you’re not going to find these specific markets. Instead, use Sales Navigator to find Christian marketers that live in Florida. (Hint: You won’t find my references on their work experience sections.) How can you use LinkedIn to expose “advanced” demographics/psychographics like religious beliefs? Let’s say your best customers are Christian Marketers that live in Florida.
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Let’s take an extreme scenario to highlight how to use groups in prospecting. Well, it allows us to do psychographic targeting. If you want to build a super targeted list of new leads, use Linkedin ’s Sales Navigator group filters. This is also why we advise using outbound lead generation services, like Salesbread, as we will cover all of these extra costs.) ( On a side note : You need to pay for these programs, so if you have an inbound sales team, this can get expensive over time. This is BY FAR the best way to go about the industry filter, as it ensures the right target audience. Once we have created the perfect list, we then feed each account into Linkedin Sales Navigator to start grabbing the correct people to go after. Zoominfo provides accurate data such as phone numbers, email addresses, and company info for B2B sales teams. You can find your ideal prospects with laser-focused details.Ĭrunchbase allows us to find data on specific companies and track investors, prospects, and even complete market research. We use the following programs below for this step:Īpollo.io is a data mining tool that allows us to find email addresses and phone numbers of contacts on Linkedin. There are many different web scraping tools that you can use for this kind of research that are extremely helpful. We actually go off of Sales Navigator to do this and use third-party resource tools. See our hack below for using third-party resources that will help you find the right businesses to target.Ĭreate a list of accounts FIRST by researching the companies that you would like to target. That’s going to grab a lot more companies because Linkedin may be improperly labelled. So, for example, we would use a tool called Crunchbase and use their advanced account filters to find Saas companies. This is incredibly important and a large part of our prospecting success. You want to find the right businesses to target and not waste time. So you can also choose computer software, internet, information technology, and services, but this is why you HAVE to use third-party resources to create a list of companies to target. So they add “Computer Software” to the industry filter.īut you’re going to miss out on tons of companies in your market.įor starters, there are not enough options to get as granular as you would like, for example, SaaS businesses.
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Let’s say your current company decides to go after computer software companies. I n some cases, even more than 50% because the business might have put themselves in different categories. Therefore, if you’re using the industry filter you are going to miss out on a large part of your target audience. Maybe you’re listing it under “tech” but a prospect is searching for it under “health and wellness.” Sure, you can narrow it down by “technology” and company size, but the industry tag is incorrect more than 40% of the time.įor example, if you have developed a fitness app, you could list it under one of these industries: Historically, Sales Navigator has poor data when it comes to finding the correct accounts you want to target. Do NOT use Sales Navigator when it comes to industry filters.
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