Anthony Natoli's 5 Favorite Sales Navigator Plays & Workflows

In this article, I'm going to share 5 of my favorite LinkedIn Sales Navigator workflows that you can steal & use today.

First, let’s start with an overview.

In order to maximize Sales Navigator, you first want to:

1. Upload your target account list or set your account filters
2. Build saved searches using these workflows, which are “lead searches”

Let’s dive in!

Workflow 1: Keyword Search

Step 1: Upload your account list or build your filters to find the right accounts

Step 2: Click "leads" and filter for your personas

Step 3: Use the search bar to type in "Sample Keywords"

This search will look for prospects who have this keyword somewhere in their profile i.e. listed as a skill, in their about me section, in their work history description.

Step 4: Save this search to get alerted when new people meet this criteria

Use case: Often people will put projects or skills on their LinkedIn Profile related to the service you offer, or even a competitive solution

Use this to find the potential "right person" who might already be aware of the problem you help solve.

Workflow 2: Hidden allies

LinkedIn Sales Nav Tip if you're looking to take advantage of low hanging fruit and identify "Hidden Allies" aka past customers.

Step 1: Go to a lead search in Sales Navigator.

Step 2: Under workflow, look for the filter “Past company.”

Step 3: Type in individual past customers of yours, or upload a list of past customers under the field “Account lists.”

Step 4: Add in other filters like “current job title”, “current company”, “geography” and “seniority” to narrow your search down even more.

Step. 5: Click “Save search to get notified of new results” to save your work, so you don’t have to rerun this search in the filter.

And voila, a list of previous customers to start prospecting!

Also if you have CRM Sync with Dynamics or Salesforce, make sure to add these new leads to your CRM.

Workflow 3: Past customers

Use this to find leads within your target account list who have:

1. Changed jobs recently to find people who have either A.) Got promoted or B.) Joined a target account of yours. This will help you understand which executives are making moves. Typically when a new executive joins an org, they have plans to drive change internally. 

2. Posted on LinkedIn & thoughtfully engage: This helps you understand which of your prospects are active on LinkedIn. Pick 5 posts to engage with per day and make a thoughtful comment on each.

3. Mentioned in the news and use as relevance: this helps you understand any PR that is happening within the company that might give you a hint that there is something you can help with

There are usually 1-2 golden Nuggets whenever I do this search.

Workflow 4: Warm Intros

My manager and I ran this play on Friday and it booked a meeting within 2 hours. We leveraged LinkedIn Sales Navigator's 'connections of' filters. Here's what we did:

1. In our 1:1, we talked about 3 accounts I wanted to break into

2. Mapped out the account

3. Had my accounts uploaded to Sales Navigator

4. Created a lead search of 'connections of' my manager

5. He sifted through and found a former colleague at an account

6. I ghost wrote a note for him and focused on the problem we could help solve

7. Sent my calendar link in the email he wrote to make it easy to book time

8. Meeting booked for next Monday

You can run this play with 'connections of' any of your execs, etc.

Workflow 5: Overall Filter Use cases

Upload your list of accounts, or search for relevant prospects using these filters:

To filter your saved search, use these:

1. Following your company

2. Viewed your profile

3. TeamLink Connections

4. Past Customer

5. Changed jobs

6. Mentioned in the news

7. Posted on LinkedIn

Here's the trick.

Use these signals as a north star. Your job now is to "read the room" and understand if any of these signals give you an indication you might be able to help them.

Just because someone switched jobs, doesn't mean they're ready for a sales convo.

However, if a VP+ switched jobs and there's other company news relevant to the problem you solve, then that might be a good indicator you should reach out.

I hope this helps!

Anthony is a Senior AE on the Marketing Solutions team here at LinkedIn; working with the fastest growing companies in the world.

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