Build Laser Targeted Lists With Sales Navigator (with Live Hotseats)

Build Laser Targeted Lists With Sales Navigator (with Live Hotseats)

Gary hosts a LinkedIn live session on building highly targeted prospect lists using Sales Navigator. He covers housekeeping (replay availability, event notifications), outlines an agenda (overview, search examples, possible hot seats, Q&A), and explains who the training is for (consultants, sales, business development). In a live demo, he walks through key lead filters such as company size, job title, geography, past company, connection degree, and recent activity, emphasizing doing an “eyeball test” for list quality. He demonstrates three searches: real estate brokers with military service; financial advisors with 3–10 years’ experience while excluding certain firms and focusing on active second-degree connections; and an advanced workflow using account filters (revenue, technologies like Shopify, headcount decline) requiring saving companies to account lists. He also shows an Advanced-plan feature for uploading external account lists.

Discover:

00:00 Welcome and Setup
03:04 Housekeeping and Agenda
04:30 About Gary and Audience
06:59 Sales Navigator Overview
09:13 Lead Filters Walkthrough
15:26 Example One Real Estate Veterans
20:52 Example Two Financial Advisors
24:11 Advanced Account Targeting Shopify
29:05 Saving Account Lists and Limits
32:58 Advanced Plan Upload Accounts
35:28 Hot Seats and Q&A
36:27 Wrap Up and Contact Info

Transcript:

[00:00:05] All right. Welcome everybody to How To Build Laser Targeted Lists with Sales Navigator. I’m Gary Ruplinger. I am the founder of Pipelineology. Appreciate everybody who’s coming on today. And, it’s about. One minute or so. so I’m just gonna give it here about a minute and we’ll wait for the notifications to go out to everybody, wait for LinkedIn to kind of get caught up and let everybody know that the event has started and then, we get started.

Oops, there. Now we get some background, noise. All right, so I think we’re all set here on my end. Looks like things are working mostly excellent. All right, so it is, it’s actually a cloudy day here in Detroit, Michigan. where, where is everybody calling in from today?

And I’m just working on making sure all of my slides and everything are loaded up in the system here. I think we’re we’re okay.

And this is Ronan.

Hey, Noel from Minneapolis. Good to see you. Appreciate you hopping on today. All right, we’re gonna need about, one more minute here and then we’ll get started. Like I said, sometimes I know it just takes a minute for LinkedIn to get that live notification stuff pulled in, and for people to be able to click on the, the live, live streamed video and things like that.

So. We’ll be getting started here in just like I said, just a minute. As soon as it hits 2 0 1, we’ll get started because I don’t want to keep everybody who did did show up waiting. Jenny from Oregon, great to have you here. Appreciate you, you joining the session today.

I know normally I’ve got a, I can kind of see the live counter and for some reason today. LinkedIn is not showing the, the like live counter soft flying bind. So I know we’ve got, no and Jenny here today and some, someone whose name is not showing up for me, but somebody from Boston, so appreciate you coming on, looks like maybe, maybe Keith.

So. Alright. It is 2 0 1. So let’s get started. There will be a replay available, so if somebody does show up late, just let them, let them know if they’re in case they’re asking. I will try and kind of keep an eye on any comments or questions that pop in, that I may not necessarily see them. as I’m working, looking at my presentation here and the comments show up off to the side, they’re on my right.

So, but I will try and kind of monitor them. we may have a little bit smaller group here today, which is always good if we’re gonna be doing hot seats and live things ’cause then we can interact a little bit better. so, but without further ado, 

[00:03:03] let’s jump into it. So today’s session is building laser targeted lists with Sales Navigator.

A few housekeeping items. There’s usually a time delay from when I say something here on the screen to about 20 to 30 seconds until you actually see it. So it does make it a little harder to interact in real time, but if you ask a question, I will usually be able to answer it fully. it’s just some of the follow-ups back and forth that’d become a little.

More difficult with that much of a time delay. as I mentioned, there is going to be a replay available today, and it will automatically show up on this same event page that you click to get here. And it usually processes within about five minutes. And if you want to be notified of future events, especially if this is your first time here, and you haven’t heard about these, we’ve been doing them gosh, every, every week now for about, or excuse me, every month now for almost two and a half years.

And, so you can go to Pipelineology dot com slash events if you’d like to be notified of future ones. A short agenda today, really this is all about kind of getting in and looking at kinda the system and seeing how to use it. So we’re gonna basically kind of do a quick overview of Sales Navigator. we’ll look at some actual search examples to see how you can build them.

we’ll do a hot seat or two for some of the people who’ve shown up here. So. Noel, Jenny, Steven, if any of you are interested in, in one. we’ll get you the details on that here in a little bit, and then we’ll just do a little q and a at the end. Or time permitting. Maybe we’ll do another hot 

[00:04:29] seat.

Real quick, the, the 30 second version of About Me, I am the founder of Pipelineology. I’m the host of the Pipelineology podcast. I’ve been doing marketing and business development now for about 20, actually, I need to update this slide. I think I said that last time too. for about 23 years now in my corporate life, I ran call centers for car dealerships.

these days I help clients fill their pipelines, to get. To get meetings with their ideal clients. And I’m a bit of a, becoming more, more of a coffee nerd in, in training, I would say. we had a, a couple years ago, got one of those, trade coffee subscriptions for Christmas and tried a bunch of stuff.

I said, oh, this. This is what coffee’s supposed to taste like. It’s totally different than the, you know, big Starbucks bag you buy from, from Costco. and, and ever since then I’ve been, Ooh, I gotta try this, or I want to try it, try that. So if there’s any, any regions or any, any blends you’re really, really fond of, I tend to be really, really like the East African, like the Kenyans, the Ethiopian, types of blends.

But if you’ve got something you really, really like, throw it in, throw in the comments, maybe I, maybe I’ll give it a try. Anyway, enough of that. Who is this one for? This session is really for consultants. Anybody who works in sales business development or anybody who’s really just trying to get more business from LinkedIn.

So if you’re, use LinkedIn as a tool to feed feed clients to your business, this, this should be a helpful session to you. ’cause it’s really all about finding those right people in the first place. And I think that’s, that’s kind of one of the big things about any type of. Any type of outreach, advertising, even content, is knowing who it’s for.

So this is all about getting the right people, right. We can worry about getting the right message and all that stuff for, for another time, but today it’s all about finding the right people to target because that, that will make or break just about any campaign. And yes, please do try this at home. you know, try, try some of this stuff out for yourself.

Get data. And that’s, that’s really the best way to know if. You know, something is, is is for you or not, not what some guru or somebody’s out there teaching or some coach says you’re supposed to do, you know, may maybe they’re, maybe they, you know, are, are out of touch and not doing it themselves anymore.

But if you get the data and you know yourself, you know what’s gonna be, you know, what’s gonna work for you and what isn’t. And, and you, you can back it up because I, I, I’ve done it. So 

[00:06:58] real quick. So sales navigator for anybody who is, is here. Is, is everybody familiar with Sales Navigator and kind of what it is?

Have you done the, the free trial with it and given it a, given it a try and everything like that? by the way, I should probably mention I’m not at all affiliated with LinkedIn. I don’t work at Microsoft, none of that. They don’t even know I’m doing this event. This is really how, how I use it, which is probably not the way they recommend to use it, but really how, how you, you know, people are out there, out in the wild getting, Using this to build, build basically, a book of business. So, but really it’s, it’s a tool that’s designed for helping you find the right people, the right companies. it is for prospecting and business development. You can even see from screenshots that are at the bottom that. This is indeed the tool that, LinkedIn says is for outreach, and it’s for, for, you know, finding sales leads and things like that.

So, it’s not, this isn’t one of those. They have lots and lots of fuzzy language too about how, you know, nurture and develop warm relationships and things. But let’s be real. This is, this is about prospecting and doing outreach and, and kind of building those, building those connections. It is, it can be used as a standalone tool that’s probably marketed as a standalone tool, but it really does work best in conjunction with some of the other tools.

I’ll touch on that, but I won’t be making any specific recommendations about kind of outside tools. As you know, it’s more of a gray area with LinkedIn, but, we’re gonna really kind of focus on building the list side of things today. So.

So I think kind of the best way to kind of really do this is to actually just jump in there live and go through the parameters and things like that. I think that’s kind of the best way to do something like this. So let me just switch my screens over here and now we’re gonna get this infinite loop type of thing here.

And, Hey Evan, are we okay? Can everybody see my screen? Okay? Does that look all right there? Yeah, I can see your screen perfectly. Okay, 

[00:09:11] perfect. So this is what it looks like if you go into your sales navigator, you would, if you have it on your account, you would just click in the top right corner, up over here.

But, lemme just switch my cursor here so you can actually see. so if I clicked up here, so there’ll be a thing that says Sales net. so what you wanna do, if you wanna get into Sales Navigators, is click on that Lead filters button. And this is the page it will take you to. So basically we’re looking at lots and lots of different filters here.

so essentially, you know, we can look at things that are company related. so one of the ones I know we use quite a bit is company size to kind of figure out who we want to connect with, right? Working with a company that has, working with somebody who’s self-employed and it’s just them, is different from a company that has, you know, 11 to 50 people.

It’s very different from a company with 5,000 to 10,000 employees. So even, even if you can work across the board there, kind of having them segmented out and being able to take a look at ’em can make a big difference in terms of one who you’re connecting to, right? At a, you know, a company with, with one to 10 employees, easy to connect to, you know, the owner, the CEO, the founder, whoever that that person is.

Very difficult to connect to ’em. If it’s a, you know, at, at a company of 10,000, you’re probably, you know, not even hardly even at a VP level, then you’re more at like a, a director, maybe, a senior manager level. Once you get up to these really large companies, just ’cause there, there’s so much sprawl in those types of organizations.

past company. I’ll show you some ways you can use that, but it’s probably not often used in campaigns, but some interesting things you can do there. company type, probably one we don’t really use very often, but can certainly be useful. if you have some pretty specific company targeting, you can certainly target, by the name of the, the current company.

again. We use this more as for a suppression list, where you say, maybe I want, you know, I, I have certain clients and things, I don’t want them included in this list. I can use this to suppress them out. so that’s kind of the company ones there. And like I said, we’re gonna do some live examples and I’m gonna show you these, some of these in.

I’m just trying to give you kind of an overview here of, of what we’re looking at and I apologize if you got any questions on the screen right now. when I’m doing the, the kind of live demo stuff, my chat disappears completely, but I will come back and check it. So lemme go through these, we’ll do that example and then we’ll, we’ll check for questions.

We’ll do a couple more, we’ll do some hot seats and, we’ll take a few more questions. But, a couple other ones you wanna be looking at here. you can look at functions. Can be useful if you need people in certain departments. you know, maybe you need people in the business development side. Maybe you need people in operations.

lots of different options there. I don’t, again, one I don’t use a whole lot. The one I tend to use here is current job title. right. If I want founders of certain companies, I can do that. If I need the VP of sales, I can get that here. So this is definitely one of the top ones you’ll probably be using.

You can use years of experience here. You can use years at current company here, years in current position, you know, some different options there for, for different, give you some ideas there. geography, right? If you say, Hey, I only worked with people in Florida, you can target them. You can target just, you know, Miami, whatever you need to do there.

you can, you, interestingly enough, you could target people by name. You said, I only, I only like working with people named Katie. So be it. You can find people name Katie. I’ve never used this for a campaign, but in theory you could. one that is actually helpful, especially if you’re trying to build your network, is finding people who went to your alma mater, especially if you’ve been to like one of the big, like a big university, a big school, or, or something like that.

This can be pretty helpful here. again, you don’t need to use it forever, but if you’re, especially in the early days, if you need some, some quick wins or some people who have, you know, some of might, might have some affinity towards you or your company ’cause you went to the same school as them. I would, I would, I would plug it in for later on, eventually get to a point where it’s not that useful.

’cause you’ll, you’ll go through that list pretty quickly. But definitely one worth trying. These buyer intent ones. Believe it or not, I have not found any use for them. at this point. They just, especially for smaller companies, not terribly useful, has been my experience with it. These type tend to think of these as big company tools up here.

but, not so much for, for smaller ones. the other one you’re gonna want to use a lot here is best path in, and that’s gonna be. For anybody, you’re who you’re connecting to. Cold, you don’t know them, click choose this. Second degree connections one. If you’re looking to do some work with your existing network, choosing first degree and then filtering, also very helpful.

And some of these recent update ones can be useful, can actually give you a big boost in your terms of connection rate. They can also shrink your market with your addressable market way, way down, so. All of these are probably these, at least these first two change jobs and post it on LinkedIn are worth looking at.

But used with caution is what I would say. I’ve found that people kind of gravitate towards them, especially when I say, you know, you can in some cases, you know, see a 50% boost in your know, your connection rate there by clicking that one. but it doesn’t necessarily have a big impact on actual leads and sales.

And then we’re gonna look at account list down here. So let’s, let’s kind of jump in with some examples here. So I’m just gonna flip that off there. And, oh, I lost the, alright. And then we’ll kind of flip 

[00:15:25] over here. So this is the first profile. So we’re gonna do kind of a simple search here just to kind of get our feet wet and take a look at it.

So profile one, we’re looking for a list of. Looking for a list of real estate brokers. We’ve also served in the military. Interesting search. so let’s show you how we would actually pull something like that. and I think we’re on this page here. So here is what that would look like. So this one fairly straightforward.

So let’s start with industry. If we want real estate brokers, we probably want real estate. and this will, some of these, some of the way the filtering works here, real estate is going to be all of these, because it’s kind of the overall category. You don’t have to click on all of the, the different kind of subcategories with them.

LinkedIn does not make it clear how, which ones are subcategories or not. So we’re just gonna take real estate, excuse me, real estate for the time being. And then we’re going to go into current job title and we’re just gonna type in broker. and that should get us all the people who have broker in their job title here.

So if we said, you know, we’re getting a bit too many mortgage people, and you shouldn’t get too many in this particular list, but if, let’s say you were just go ahead and type in mortgage here, and you put your mouse over it and. Here just to make it easy for you. Here, let me switch my cursor to, this yellow one.

So now you can kind of see where my cursor is a little better. You’re gonna mouse over it here. You’re gonna look for this little circle and you’re just going to, block, block it. So anything in red now means that that particular keyword is suppressed. And maybe you say, you know what I’m getting, People who are also happen to be consultants or things like that. So let’s block them too. We can do that up here in our under keywords using all caps, not,

and we can also do it here under job title. So let’s block them too.

And gosh, excuse me, I seem to have a tickle in my throat at the moment. alright, so that’s real estate brokers, and you can see we got quite a few of them. And let’s just, for simplicity’s sake, let’s just focus this on the United States. We got plenty of, plenty of names to work with here. So you can see here, I’m working just off of this number here.

280,000 is a huge, huge list. probably way too big to kind of work with. so let’s go ahead and do that. Second part of that, we want people who also served in the military. So how would you do that? You’re gonna go here, in this case, the past company. And in this case, all you would do is you’re just gonna put in and this, you’ve got a lot of different options here.

And for simplicity’s sake, I’m just gonna grab the big, big ones here. and put them in,

And, we’ll, we’ll assume I put the Marine Corps and the Coast Guard and Space Force in as well. but for, for this here, right? We can see, okay, so this took that 280,000 names and now we’re down to 2000. So now we’ve actually got a pretty, pretty good, group here to target. It’s a pretty good size.

It’s manageable. but that would be kind of the, the, like I said, this was kind of a. Proof of concept. Let’s see what we can do here. And then if there’s any other filters we wanted to try here and apply, it would definitely make it quite a bit smaller at this point. So the final step here, I’m, I always try and do, and I, I’ll do it on this one just to kind of show you here, is, is what I call the eyeball test.

This is when a real human being, IEU or I are actually just gonna scroll through these, these names here and say. Does this look right? Am I getting the right people? Like, I’m not sure about Lindon Todd here, as a business broker, so maybe we need to do a little more filtering on it, right? More business brokers.

So why don’t we just do this? Why don’t we just type in business and block that, so that we get rid of all the business brokers? See? So now we’re gonna scroll through it one more time here. And I think we, we got, we got rid of ’em, so. So now, now we’re kind of doing that, and this is one of those things you will, you will want to do is look through the list and just, just kind of scan some of the names, scan a few pages just to try and get an idea.

So it gives you, gives you kind of an idea if you’re getting the right ones. No list is gonna be 100% perfect, but you do want to be relatively close and with a little bit of, you know, with five minutes of additional filtering, you can make some pretty big improvements to the quality of that overall.

Overall list. So, am I making sense there? Does that kind of, you kind of seeing what I’m, kind of looking at there? like I said, if you do have any questions, just shoot them in the, in the chat for me. 

[00:20:51] Alright. So moving on to the next one here. So we’re gonna go to one that’s maybe just a little bit more difficult, overall, but not pretty.

and then we will, we’ll look at a couple, one that’s quite a bit more advanced here, just to kind of give you that whole scope of what can and can’t be done with it. So let’s take a look at here. Number profile, number two, a financial advisor. We’re looking for financial advisors. We want them to have experience, but not so much that they wouldn’t have any need for.

you know, some, some help. In this particular case, I just kind of arbitrarily chose this one. But let’s say I don’t want anybody who’s at Northwestern Mutual ’cause you know, it’s difficult to work with people at that company or something. And I’m making that up. I don’t actually know that, this is just for, for, example’s sake.

So let’s go back here and go to this new search. So we’re just gonna clear this one out here. And let’s, pull that up too. Alright, so if I wanted financial advisors, so let’s go into industry here. And this is under financial services. Financial services. And, job title here is pretty Easy, financial Advisor.

And if you’ve got the keyword in it here, it’s gonna pull in all of these other ones. But if there is a certain type of one here, you don’t want. If you said, Hey, I don’t really want the associates, or I don’t want the financial consultant or financial aid counselor, you know, you can always block them. So let’s do that.

Let’s do that with financial aid just to make sure we’re not grabbing any of those. We can just put them in red there. we say we don’t want anybody who’s currently at, what did we decide? Northwest Stern Mutual. So we’re gonna block those people out here. And, alright, so now as that takes us down to 420,000, so again, really big name, really big number of, of people here, but this is one of those industries, where people don’t often make it very long.

So let’s go here and just, and narrow this down to people who’ve been doing this for three to 10 years. So we grabbed these two categories. Alright, so now we got rid of a whole bunch of them. It’s more than a third of the list or a third. Only a third of the list is remaining there by doing that. And, let’s say, you know what, let’s say Edward Jones is also, not a good fit for us.

We can block that one out too. I,

and then you say, okay, but I only really want people who are second degree connections to me. And this will make it much smaller here. So now we’re down to 5,000. You say, you know what, with these guys it, it’s tough to reach ’em. They’re not on LinkedIn very often. I only want the guys who are actually active on LinkedIn and trying to use the platform make it easier for me.

So, great. Now I’ve made that list. I’ve got it all the way down to 1,500 people to work with. So again, a pretty manageable number to work with and a good, good starting point for something like that. So that is an example two, like I said, we’ll keep that one kind of simple there, and then let’s jump into one that’s gonna be a bit more 

[00:24:08] advanced.

And this one, without switching back to it, here’s the kind of parameters for this one. We are looking for e-commerce companies who use Shopify that are doing between one and $5 million in revenue. Let’s say in this case, we want ones that are experiencing a little bit of turmoil and trouble, you know, and, have, have seen some declines recently.

So we’re gonna look for ones where they’ve, they’ve lost some, some company headcount. I’m gonna show you how to do that. And let’s say this is a, you know, a C-Suite project. This is something that, you know, A CMO or CRO or somebody that’s, this is, they’re in the cross hairs. We know they need help. So let’s reach out to them and see if we can help them.

’cause they’re probably. Having, having a tough time right now, or perhaps they’re, you know, perhaps a lot of, lot of turnover going on there, so. We’re gonna do it a little bit differently here. So you can see this whole time we’ve been in the lead section right here. First we’re gonna flip over here. We need, we need to build what’s called an account list.

So we’re gonna flip over here to account. So this gives us some different filters here. you can see now we have the annual revenue. Now we have some technologies used. Now we’ve got department headcount, company headcount growth. We’ve got a few more options here that give us. some things, for example, we can even look, are they hiring on LinkedIn?

So if they’ve got job opportunities, kind of an interesting one to use. and relatively accurate, especially for any company that that uses LinkedIn. Quite a few of them do, even if they don’t, aren’t really posting things. You can, I don’t know if you, I don’t know how often you use LinkedIn, but if you’re, listed as, you know, an owner of a company.

Pop up there, heck cannot. Even if you, even if you’re not the owner of a company, it oftentimes will ask, is your company hiring right now? All the time. ’cause they want to know are, does that company have any job opportunities? So, I’m gonna show, this is lots of really cool filters and I’m gonna show you how we use ’em and I’m gonna show you why.

If you don’t need these, don’t, don’t start with them because it definitely makes this a lot more challenging. So let’s just run through it here. So I said we wanted companies that were in one to 5 million. I said we wanted e-commerce companies. Thing is there’s no e-commerce filter under industry doesn’t exist.

There’s retail, there’s manufacturing that will get most of them, but it also gets you a whole lot of ones that aren’t so. I did mention under technology here that they’re using Shopify. So, and the thing, the thing is, a lot of your big companies now are using platforms. So maybe they’re not using Shopify, maybe they’re using WooCommerce or BigCommerce or, or one of the competitors out there.

But for this, for our simplicity sake here, let’s just assume that all of them are using Shopify. Let’s say whatever solution I have for the. Chief Marketing Officer. I’ve got it. You know exact, I’ve got it exactly laid out so that it works perfectly with Shopify. So let’s just say I only want those right now.

Alright. So now I can say, okay, I am in, and let’s just say we wanna do it in the United States. I only have 47,000 companies, still a lot of companies, so we said we wanted ones that were having some struggles though. So in this case, I wanted ones that were seeing, a discount, a decrease. So they’ve lost some jobs.

They’ve had perhaps some layoffs. So let’s say ones that have seen anywhere from negative fif from fif negative five to negative 15% in terms of of growth. So less people working there this year than there were last year, and now I’ve got 3,500 companies to, to look at. Okay. And that’s how, and that’s kind of how you would target something like that.

And you can even look at ’em by saying, well, how many people work in a certain department? I know we’ve done this for people who’ve. For people who do like sales training, they wanna make sure that the company has people working in the sales department, but not, not too many, you know, maybe not too many or not too few things like that.

So you can even search by different types of departments. You can even search by department headcount growth. So kind of gets your. Your wheel’s turning a little bit. You can search by Fortune 50 50. You know, really large companies, probably not a filter, you’ll use too much, but maybe if you really need to kind of dig deep into an organization you’re trying to get into, to some of these large organizations and you need to work through the, the company organizational chart, this can kind of help you figure out where in the, in that, chart you can jump in.

So we’re not done yet though. So that’s how we find the companies. We haven’t found the people yet. So what we need to do here, now that we’ve got them under the account, we’ve got the companies figured 

[00:29:04] out. So now we need to save them to a list. So we’re gonna click here, we’re gonna save the list, and I’ve got a Shopify example here for us that I’m going through.

I’m not gonna do this for all of them, but I’m gonna go through a few pages here. And what you do is you go through each page. Let’s see, I’ve saved some of these already. They already say saved on ’em. And this is, this is where this is. Like I said, it gets a little bit tedious here. ’cause you have to go through each page 25 at a time.

You have to click select all. This is a really great project. If you’ve got an intern or an assistant or something like that, who, who can work on it and do it for you, it doesn’t take that long. But like I said, it is a little bit tedious. And if you’re doing a bunch of these, it can take a, like I said, it can, it can take an afternoon to kind of fully build one of these out.

Because the other thing I haven’t mentioned yet is that these lists are limited to a thousand people, which means that once I get to a thousand here and I’ve got 3,500 to do, I’m gonna need four of these lists. So now I need to go under here. Once I get to a thousand. In this first one, I need to go ahead and exclude that example and start all over here with a second example.

So I’d do Shopify example two, Shopify, example three, Shopify example four, and so on. So. Alright, so like I said, definitely more advanced, but definitely gets you, you know, some, some very, very targeted lists. so let’s flip back over here. We said that we wanted, so we’ve got all those filters in place already under that account list.

So let’s just grab it here. We’re gonna go over here and we’re gonna click Shopify example. We’re just gonna include that. If you don’t mind. This is gonna be a really small number because I didn’t, put in. All those companies. I only have like 150 or so in that particular example. And I think we decided we needed people who were under the chief marketing officer and chief revenue Officer.

Alright, so that gives me 27 people. Okay. Like I said, it would be a lot bigger if we went through all 3,500. Kind of based on that, I’d probably have, probably about 300 or so names, kind of based on what we were doing there with the searches. So definitely a smaller list, much more targeted, but we’ve, we know a whole lot more about those companies, right?

We know that there’s perhaps, you know, like I said, some turmoil, some chaos going on there. Some things that are not, you know, not all is probably well there if they’ve seen some significant decreases in, in overall company headcount. and in keep mind, you can play with those filters to be more extreme or less extreme or however you need to.

so, and maybe you say, you know what? I, I just want the new ones. I want those. So here’s, here’s the people who are new, who came into, you know, perhaps a very chaotic environment. I need to reach out to them. So I’m gonna click the button right here and send, I can send Cheryl in email and I can click here and send.

I can send, Andrea, a message. So that is how some of the more advanced filtering you can do there. And if you get to a point where you say, you know what, I, I need, I need even more filtering, I need more of that. I’m gonna show you quick, just a couple more options if you are interested in your own kind of what this would look like for your business.

Just put in the chat kind of who you, who you work with and kind of what you’re looking for. And we’ll walk through that together here. I know we’ve got, like I said, we’ve got a smaller group today, so, I think this gives us a good chance to, to, you know, talk a little bit more and probably you get a little more access today than you normally would on, on some of the larger events that we do.

So, I’m gonna show you one more advanced feature here and then we’ll flip into some hot seats. So if you wanna post in the comments there. we will, I’ll take a look at those here in just a 

[00:32:57] second. So, let’s say, and this is, this is for, sales navigator. This is not the regular core plan. This is for the advanced plan.

but, you probab, what I tell most clients is you, if you don’t know you need it, you probably don’t need it. ’cause it really only offers one big feature and that I, as far as I’m concerned, and that’s the ability to upload accounts, so. Here’s an example. You can see it on my dropdown here, is Amazon, PPC agencies.

So even with all that extra filtering that we did in that previous example, I could not find pe, Amazon, agencies that do Amazon PPC. I couldn’t accurately find those in any of the, the targeting on, on, LinkedIn. But that is who we want to target for one of these campaigns. So what I did is I had a separate company go out and scrape some, some data, and they went and found it and they sent me back a list of all the companies.

And what we did is we went here and we took that list and we clicked upload accounts, and we made sure it was formatted correctly. We plugged it in here. If you can get LinkedIn company URLs, that’s gonna, that’s gonna be the easiest, most accurate match. Otherwise, all of these other things can kind of help.

What you do is you’re gonna upload them and now you can put them in here. And when you go back to your account, when you go back to your filters under, I believe it’s under, account lists, it shows up right here, just like the other ones that we created. So now we can filter based on those types of companies and find them.

And in this case, we forgot to block off Amazon. So we’re gonna solve that right now here. And we wanna make sure that Amazon is blocked out of, of that particular list so that we’re not getting a lot of stuff we don’t need in there. So that is kind of some of the, the targeting options. And like I said, it really kind of helps to, to be able to save these people.

And like I said, ultimately what most people end up doing with this data is they will then take it and. Move it to, out to like an external tool that’s gonna help them build the connections and do that kind of outreach portion of, of the, the process. but if you click into some of these names here, right, you can get some pretty good details about people, and kind of see, you know, right.

More, perhaps more so than, you normally could. With just looking at their 

[00:35:27] profile. So, all right, I’m gonna check over here in the chat, see if anybody has any, requests here for a, hot seat. And then we’ll do that and, then we’ll take any questions. And then, I’ll get you, get you out in about, on your day here, because I know it’s, right, I know summer’s always a little bit, a little bit slower.

Lots of people are, are out taking vacations and things like that, so I don’t want to keep you. Keep it all day here, especially if you’ve got a nice day going on in your, your neck of the woods. So, alright, looking in here. Hey Jackie, nice to see you, Steven, from, Arizona. Also. Appreciate that you could join us today.

Alright. And it looks like no requests coming in today. Got a quiet group today, so. Alright. So, I will take any other questions you might have. And if not, then we’ll, we’ll, like I said, we’ll wrap it up and we’ll get things going 

[00:36:26] here. If in the fact, in the event that, you’re, you’re just kinda lurking there, but you know you need some help with this kind of stuff.

You want, you want someone to assist you, but perhaps not publicly in front of, hundreds of other people, you can message me directly here if you want. You can go to the appointment lab if you want to talk to me or if you just want to email, you can do so. Gary at Pipelineology dot com. Thank you, Keisha.

Appreciate it. So, with that said, it looks like we don’t have any other questions from anybody, so I will leave, leave it here. I’ll let y’all get about your day. Appreciate everybody coming today. Hope you have a great one and take care.