LinkedIn Sales Navigator, it's a paid feature in LinkedIn, you may have it already, it's going to
be a great way to do account based marketing because you can actually structure everything based on
accounts using this.
And one of the main things that you're going to want to do is basically just do some criteria setting
for the types of accounts that you're looking for.
As you, for example, a chart here as demonstrated looking in the Salt Lake City area, in the industry
of computer software, Internet, you can get more narrow than that if you want to go broader than that.
And then once you populate a list of companies, you can hit the save option and create an account list.
So, for example, you might have account lists.
That's Enterprise.
You might have another countless, that's mid-market, or you could split it up by vertical.
So manufacturing software, et cetera.
It's very easy to use, very well-structured of I've done this a lot for setting up things for called
email later and I'll demonstrate how that works later.
And so here we can see the individual leads, if you will, or the individuals that are operating in
those companies.
And these are the people that you're going to try to connect with.
You're going to start messaging, building relationships with.
You might start commenting on their posts and you're going to have a set quota for the number of email
messages that you can send to their inboxes.
So be very selective about how you do that.
And this is great because it's an excellent complement to just doing paid ads, because at the end of
the day, there needs to be that one on one personal relationship.
But make sure that when you're you're sending requests through LinkedIn, you're not doing kind of this
boilerplate generic message.
So my colleagues have been showing me requests that they get on LinkedIn that are just so fake.
You know, I'm oh, I'm connecting with you because it looks like you are in X industry or it just is
not genuine.
It's not truly personalized.
It's actually a turn off because it's an attempt at being personalized.
That's obviously deceptive or fake.
Often what I do is I use LinkedIn Sales Navigator as a starting point to start building email lists
myself manually without going to a broker, because often LinkedIn is more up to date than any of the
lists that are out there.
So I use this tool called Scrap That Dot I own.
You can see I've almost rich reached the limit on the number of credits that I have, which is very
generous script.
I oh just makes it incredibly easy to scrape emails from LinkedIn and there are other tools that can
do it and then export into scrap where I can then download the emails from scrap and import that into
a cold email tool such as Limbless so I can create new lists.
So I could say mid-market electronics manufacturers could be a list.
I create another list that's called Enterprise Electronics Manufacturers.
And what's going to happen is when I go into LinkedIn.
And finally, the individuals that I'm looking for within the target accounts, I'm going to have the
option to export their emails to a specific list and scrap.
And then once I have that list, I'll be able to download it.
As a CSV, which I can then import into Twitter for advertising, I can imported into Facebook, imported
into email tools, I could just start using the emails manually and writing code emails through Gmail
if I want it to.
So I briefly went over how Sales Navigator allows you to manually set criteria to identify target accounts.
The other thing that you are able to do is simply upload a CSV of target accounts, which is what we
did originally with the LinkedIn advertising.
The only problem here is that that's only available for sales navigator teams and enterprise users.
So if that's a suitable plan for you and you are willing to sign up for that, then that's great.
You can simply do the CSFI up upload rather than needing to do all the searching and filtering in the
sales navigator, one of the cool features of using.
Account countless in Sales Navigator is that you're able to track information kind of like you would
with a customer relationship management system, and sometimes I just have spreadsheets where I'm seeing
the activity of people I reach out to and I put them in stages.
I say like stage one hasn't responded.
Stage two is respondent stage three is set up a meeting or is open to.
Moving forward with a partnership or something like that, but you can organize, track this activity
within LinkedIn Sales Navigator and you can see these are the requests that were sent and you can see
whether your request to connect was accepted.
You can see the message activity to send date data response.
And it's great because it's centralizes tracking.
So you don't have to manually do it.
Saves you a ton of time.