Want to have a deep targeted B2B Lead Generation?
In this guide, I’ll show you how to get it using LinkedIn Sales Navigator.
You’ll learn how to create a deep targeted account search in LinkedIn Sales Navigator and how to create a deep targeted lead generation based on those leads.
But you will ask…
Why LinkedIn?
With more than 675 mln. users register on it and more 310 mln. active users on a monthly base LinkedIn is the leading B2B social media platform.
It’s made up of creating professional relationships.
Over 20% of LinkedIn users can make buying decisions for their companies.
80% of B2B leads generated through social media come from LinkedIn.
It’s targeting audiences are tailor-made for B2B lead generation.
Now, after we know why LinkedIn is the best B2B lead generation place in the entire web, it is time to learn how to create a deep targeted account-based lead generation search by using sales navigator.
Step 1: Open Your LinkedIn Account and Go to your LinkedIn Sales Navigator
Before we begin, it is essential to note that we will be using LinkedIn Sales Navigator. It’s is an advanced sales tool that aids sales teams, organizations, and individuals to build and nurture customer relationships on the network. With LinkedIn Sales Navigator, users can reach the right kind of customers by using the search and filter features.
For this guide, we will be using the LinkedIn Sales Navigator of Margarita Vasileva, one of our team members.
Sub Step 1: Open Your LinkedIn Account
Sub Step 2: Go to Your LinkedIn Sales Navigator
Step 2: Select Account Search and Refine Your Search.
Sub Step 1: How to select an account search.
When you open your sales navigator search bar, you will have two options:
• Search For Leads
• Search for Accounts
You will need to select the account search from your search bar.
The result.
Sub Step 2: Refine your Search
To have a deeply targeted account-based lead generation search you need to be as specific as it is possible when you are doing your account search in LinkedIn Sales Navigator.
For this example, we will be targeting Blockchain companies from Computer Software, Information Technologies and Service, and Internet sectors that are based in the USA, Australia, or Canada and have between 11 to 200 employees.
- Include your keyword – In our case, the keyword is blockchain.
Note: When you write the keyword blockchain there are 36,630 account results.
- Include your target Geography and Exclude the Geography that you don’t want to target.
Include both the Geography that you want to include and the Geography that you wish to exclude.
Exclude the Geography that you don’t to target in any case.
Note: In this case we are targeting companies from the USA, Canada, and Australia, but we don’t want companies from Asia and Europa in any case.
- Choose your Industry.
Now it is a time to include the industries that we are going to target and to exclude the sectors that aren’t a good fit for your product or service. In this way, we will create deeper targeting, and we will minimize the risk of engaging with unqualified prospects.
Include the industries you want to target.
Exclude the industries that you don’t want.
- Choose the size of the companies that you are targeting.
By doing that, we will ensure that we are targeting the right size of the companies that are fitting your ideal client (company) size, and we aren’t going to talk with people from companies that aren’t a good fit for your services.
If you want to go even deeper you can choose the growth of the companies that you are targeting, their annual revenue, etc.
Bonus tip: If you are working for an IT Company, you can create your account’s search based on the technologies they are using it.
Bonus tip 2: If you are working for a recruitment or outsourcing/outstaffing company, you can create your account’s search based on the jobs on the job opportunities that they posted on their LinkedIn pages.
Note: As you may remember at the beginning of our search when we included the keyword blockchain we had 36,630 accounts as our result, now, in the end, we have 2,138 results.
- Press the search button
The result – As a result, we have 2k+ accounts that are a good fit for our service, and their headquarters are in our target countries.
Now it is time to go even deeper and to choose the right leads from those companies. By doing this, we will ensure that we are engaging only with people that fit our ideal client profile and know the benefits of our product/service.
Step 3: Create an Account-Based Leads Search.
Maybe you are thinking:
“Yes this is a good way to find the right type of companies, but I need to engage with the people who are working there.”
After we learned how to create a deeply targeted account search in LinkedIn Sales Navigator it is time to learn how to create a deeply targeted leads generation of potential buyers from those companies.
Sub Step 1: Select the companies from the first page of the accounts search.
When you do that it will select all companies from the first page of your search.
Sub Step 2: Tab View current employees – right-click there and open them in a new tab
If you click to view the current right away without clicking the right button and opening, then in a new tab, LinkedIn will show you your result in the same tab, and you will lose your account search.
By clicking the right button and opening your leads search in a new tab, you will ensure that you can go back to your account, search again, and see the accounts on the second page.
As a result you will see all people that are working for companies that are on the first page of your account’s search.
253 people are on LinkedIn and working for some company from the first page of your account search.
Sub Step 3: Create deeply targeted leads search
- Include the Geography that you wish to target.
Here we will repeat the step from the accounts search
- Exclude the Geography that you don’t want to target in any case.
- Include all Industries that your search is showing.
In the leads result section, we will see a lot of industries that aren’t a good fit for your product or service. This is why we will include all the sectors, and after that, we will exclude all of them that aren’t going to be your target.
We are doing that because there are a lot of people that are working as consultants for more than one company and they aren’t going to be your target.
- Exclude all industries that aren’t your target.
By doing this we are ensuring that our targeting is as deep as is possible.
- Choose the company headcount.
Here we are choosing the company headcount for deeper targeting.
- Include all seniorities.
The first step here is to include all the seniorities that LinkedIn Sales Navigator is showing to us.
- Exclude all seniorities that aren’t your target.
The Second Step is to exclude all seniorities that aren’t your target and to leave only those that are.
In our example we are targeting only executives and decision-makers and people.
- Include all functions that your search result is showing.
By doing this, we will ensure that we aren’t going to miss any functions when we are excluding the functions that aren’t our target.
- Exclude all functions that aren’t your target.
By doing this, we are ensuring that we will be engaging only with people who can use our product/service and see the value of buying it.
- Select the title that using Boolean.
Example:
Owner/President/CEO
Current Title: (“owner” OR “president” OR “ceo” OR “chief executive officer”) NOT (“vice” OR “interim” OR “assistant” OR “sales” OR “financial” OR “human” OR “resources” OR “marketing” OR “search” OR “hiring” OR “placement” OR “fleet” OR “operations” OR “management” OR “independent” OR “consult” OR “finance” OR “financial” OR “development” OR “legal” OR “counsel” OR “board” OR “product”)
The end result.
When we started our account-based lead generation search we had 253 people that are on LinkedIn and working for some company from the first page of our account search.
Now after all the improvements that we made we have 6 people that are fitting our ideal client profile.
The next step is to reap the leads search for the second page of your account search.
By doing account-based LinkedIn Lead Generation search you will ensure that you will be engaging with more qualified leads.
We will be happy to hear your feedback after you try our tactic.
Enjoy it and share your opinion with us.