Unlock the Potential of LinkedIn Sales Navigator: Find Target & Close Deals

Unlock the Potential of LinkedIn Sales Navigator: Find Target & Close Deals

In a live, interactive workshop, Gary explains how to use LinkedIn Sales Navigator to find and target ideal customers for outreach, offering live hot seats via email to Evan at Pipelineology. He emphasizes that Sales Navigator has become largely mandatory for scalable LinkedIn outreach, warns against discounted third-party subscriptions, and encourages a curated, proactive connection strategy rather than collecting irrelevant connections. Demonstrating real-time searches, he shows how to narrow large results using filters—especially limiting to 2nd-degree connections to improve acceptance rates—and how to refine by geography, job titles, past companies (e.g., identifying veterans via military branches), company size, industries, and activity. He distinguishes Core vs Advanced plans, noting Advanced benefits for CSV company uploads and “technologies used” filters, answers audience questions about messaging and templates, and briefly mentions Pipelineology’s done-for-you outreach service.

Discover:

00:00 Welcome and Roll Call
02:46 Workshop Agenda and Why It Matters
04:32 Hot Seats and Housekeeping
08:16 About the Host and Approach
10:48 Build a Curated LinkedIn Network
13:23 Why Sales Navigator Is Mandatory
15:40 Sales Nav Tour and Setup
17:04 Example Search Mortgage Veterans
20:35 Second Degree Filter Key Tip
25:36 More Examples CPOs and Ex Googlers
29:06 Industry Filters and Outreach Ideas
31:31 Hidden Gems in Filters
35:58 Advanced CSV Uploads
39:37 Tech Stack Targeting
43:22 Contractors Search Build
49:26 Intent Limitations
51:56 Scaling Outreach Safely
55:54 Messaging And Templates
01:02:01 Wrap Up And Next Steps

Transcript:

[00:00:01] All right. Welcome everybody. We are about three minutes out from today’s live stream, called Unlock the Potential of LinkedIn Sales Navigator to Find Target and close new deals. So excited for this. excited this event. This is kind of gonna be a, an interactive workshop. We’ll be doing, some live hot seats if anybody’s interested.

I’ll give you details on those. But, yeah, in the, in the meantime, while we’re kind of waiting for people to get going here, let me know where you’re, where you’re calling in from today. I’m, I’m in the Detroit metro area, so I’m in the, in the suburbs, a little bit north of the city. it is actually, it’s a pretty pleasant, I’d say spring day.

It’s in the sixties here, so, can’t complain too much, about the weather at least. at least not compared to, to lately. So, good, good to have everybody here. Where’s, where’s everybody from?

And if you’re just popping on the live stream, we will be getting started here. Ian, just a few minutes. I like if you’ve ever been on with me before, you know, I like to start on time. So, so we’re about two minutes out it looks like here, Leon from Minnesota. Welcome, glad to have you here, Tracy in the suburbs of Cincinnati, and we’re planning a trip to Cincinnati.

I’d love to know if you’ve got any recommendations of some, some restaurants and things in the, in the, in the area that are worth checking out. ura, I am sure I’m pronouncing that wrong, so my apologies in advance, from South Georgia. Welcome, glad to have you here, Adam, up in, up in Alberta. Welcome. another person joining from joining from SoCal.

I’m sorry, it’s, showing me LinkedIn user, so I can’t, actually see your name. Randy from Brighton, just down the road from me. Great to have you here today. I see Toronto, Nashville. Egypt. Oh, excellent. Very good. m in New York. Oh, great to have you. Someone from India too. We’re, we’re covering a good portion of the globe today.

That’s how, that’s always fun and exciting. the, the, the novelty of kind of being able to talk to somebody, people all around the globe still is never worn off for me. I know it’s not new technology anymore, but, always, always cool to just kind of be able to interact with so many people from, you know, from so many different places.

All at once. Tom, in Tampa, California. Austria. Very cool. Charlotte, North Carolina, Bulgaria. Oh goodness. Great. Great to have everybody here today. I’m really 

[00:02:45] glad to see everyone. So, I’m gonna, gonna, I think we got a pretty exciting event scheduled for today. and also it’s kind of a fun one that I’ve been meaning to do for a number, probably almost going on a year now.

I’ve been, it’s been one of these events where I’ve been talking about doing it, but, never actually just kind of sat down to do it because I thought it was too specific of a, of a topic. But I know we had over, what am I seeing here? 816 people registered for today’s event. So, apparently not too obscure, but, yeah, today we’re gonna be jumping in with, using Sales Navigator to actually find, and target people.

’cause I know it is, it can be a really powerful tool. but I also talk to a lot of people and they say it’s kind of a, been a waste for them. probably ’cause they’re not sure how to use it or even to really find people. ’cause it’s got, it’s got a lot of filters, it’s got a lot of things it can do and there’s some kind of pitfalls and minefields in there that make it a little bit, difficult to, sometimes find who you’re looking for.

It can feel more like you’re trying to find a needle in a haystack than actually use it the right way. So, I’m, like I said, I’m gonna show you how we use it and but I guess it is, it is two. It is 2 0 1 oh. I’ve been blab in here. So let’s kind of jump in. I’ve got a very limited presentation today.

so much, a lot less slideshow and a lot more kind of hands-on. We’ll do some. actually looking in some actual real-time searches, just to help you get a better feel for the tool. So, with that, let’s jump in here today. So, we were talking all about Sales Navigator and using it to find your ideal 

[00:04:29] customers. Real quick, I know I put it in the, in the comments earlier and I know if you were on my email list, I mentioned this, but if you’ve got people that you’ve been trying to find, you’ve been trying to figure out how to kind of use this to find your target market, I am offering up some live hot seats.

So if you want us to kind of do it, do it live, during the stream and see if we can help you find, good targets for your company. just email Evan at Pipelineology. He’s my right hand man. He’s kind of behind the scenes here, but, He’s, he’s in the chat as well. So just email him, just name company and basically the types of people you like to work with.

you know, as many details as you’re willing to share, but keep in mind this is a, a live stream, so it is publicly available to anybody. So please don’t, include any, you know, stuff that’s protected by NDA or trade secrets or anything like that. probably goes without sewing, but just goes without saying, but I just want to mention it just to be extra safe there.

So, real quick, Evan at Pipelineology dot com. So just, shoot him an email if you’re interested. we’ll probably start with, a few curated ones, once we get to that portion of the broadcast. And then from there, we’ll. We’ll just kind of take ’em in the comments. but, yeah, speaking of comments, please do feel free to post your questions and interact there.

for me it always, it’s, it’s always kind of one of the more fun parts to kind of do some q and a with people interact. So, I really do appreciate you guys when you’re, when you’re putting, putting your comments out there. one thing that came to mind is that my live stream, from the time I say it till the time it gets to your, to your computer, as it works its way through all the magical tubes of the internet, it’s about 20 to 30 seconds of a delay.

So, we usually don’t have too many issues, with that, but it does mean I can’t kind of, if you’ve asked follow up questions or anything like that, I can’t always kind of catch ’em where it starts to seem really outta sync or we end up with a lot of dead space, which my, my editor does not appreciate.

So, but, the replay, the nice thing about the live streams is the replay will be available on this page, so the one you’re on right now, or if you’re not on the event page, if you’re just on my personal profile, just go to my events and, it’ll be available there. usually about three to five minutes after process is pretty quickly these days.

so if you came late, just, you can watch it from there. And if you want to get notified of our next event, please get on the notification list at Pipelineology dot com slash events. Just a couple real quick, housekeeping items. One more item I just wanna mention, and I mean, it looks like we are, we’re not really running into too many issues today.

I know every once in a while I see it though, is you get somebody who jumps in the comments and they wanna, you basically start spamming the comments with whatever their offer is. and sometimes I’m kind of busy and I can’t catch ’em right away. But, I don’t really recommend any of, like, the discounted sales navigator programs unless that offer is coming directly from LinkedIn.

your LinkedIn account is far too valuable to kind of risk being put on some mysterious account that gets, gives you a discounted rate for sales navigator, which I honestly, I, I don’t know how those things work behind the scenes, but, I have heard some horror stories of accounts getting shut down and things like that.

1. that’s, that’s kind of what I’ll say on that. I mean, LinkedIn comes with a, I believe, a 30 day trial most of the time, or sometimes you can get 60 days free from them. but, but try that. But, that’s just what I would have to say on that. in case it, it pops up. It looks like people are, have been pretty good here.

So, you know, great to have everyone here and, and 

[00:08:15] thanks again for coming on. So, real quick about me, if you’re not familiar with me or this is your first time at, at, at one of my events, in which case welcome. I’m, I’m really glad to have you here. I’m the founder of Pipelineology and I host the Pipelineology podcast.

I’ve got 22 years going on 23 years now of marketing experience, and in my corporate career. And my, took a little corporate detour from, from running my own consulting business, but I ran call centers at car dealerships, which was kind of a strange transition from a person who was really kind of focused on direct response marketing.

But, really taught me a lot about business development and kind of moving people, you know, from lead to actually kind of. That in between process of lead to actual sale. So, we would handle all the incoming leads at, dealerships, with our, in the call centers and we would schedule meetings and appointments.

So it kind of taught me, you know, a lot about how the processes work and kind of how we can, can use that, today. And that’s exactly what we do, is we work with, consultants and SaaS companies and some manufacturers, to do the same thing for them. And that’s kind of helped them fill their sales pipelines with a major focus on LinkedIn and, I’m actively looking for IPA recommendations. I was recently up in, in wine country in Northern California. but we had to make a, a little detour off to Santa Rosa, California, because there’s a, a cult beer up there at, at the Russian River Brewery called, plenty the Elder. And it’s one I’ve been meaning to try for, for many years, but I don’t get out that way too often.

So it was exciting. I got to try it. It was a good beer. I would certainly not say overrated, but even, even brought a case home with me. But, if you’ve got any others, I’m always actively looking for, for a good, a good, IPA recommendation, so. One thing I do wanna mention is that there are many ways to use Sales Navigator successfully.

LinkedIn has their own way they would like, would like you to use it. we won’t be going over that ’cause I’m not with, affiliated with LinkedIn in any way, shape or form. And I think their recommendations are kind of tedious. But, nonetheless, this is simply what’s worked for us and our clients.

You might have another way that works well for you, in which case please continue to use that. I’m not trying to tell you that this is the only way or this is the right way. This is just what’s worked for us, right? So there’s lots of ways to do it. So just kind of keep that in mind. I’m just showing you one way that, that you can do this 

[00:10:47] successfully.

One of the things I always like to tell people is that really LinkedIn, when you think about your network, I like to think of it as kind of a, a take more of a curated, proactive approach to building connections. And that’s means if I am, let’s say I’m a, you know, I’m a mortgage, you know, a mor local mortgage broker, I probably wanna be connected with, you know, real estate agents, title companies and things like that.

Not just any kind of random, you know, people in, on, on LinkedIn or might be just people local to my area. And whatever your business is, there’s probably really relevant targets of other people in similar positions at other similar companies, or, you know, people that you think would be good prospects, you know, down the road for your company, especially if you’re doing outreach, you definitely want to be connecting with people that are, are relevant to your industry.

And I’m, I, I run into it. Maybe not as often as I used to. ’cause I think people are starting to kind of understand the, the importance of this. But, you know, we’re, I’ll talk to somebody and they’ve got, you know, five, 10. I actually worked with a guy, he had 22,000 connections, but 20,000 of ’em were just completely irrelevant.

He just kind of had a shotgun approach for many years of, of, of just connecting with anybody and everybody. So his network grew really fast, but then he got to a point where he said, you know, I wanna work with this one specific industry. And he had, you know, two or 300 connections and that was it out out of 20,000 that were relevant and worth kind of reaching out to.

So, Kind of, it was even, even with a huge account for us, it mostly felt like starting from scratch, even, even when working there. So, if you’re, if you’re planning to use LinkedIn from a business standpoint, reaching out to, you know, people you wanna be connected with and sending them, you know, invitations, is, is really what I recommend and this is where LinkedIn is gonna come into play.

’cause it’s gonna really help us find those people, based on kind of the parameters that, that we’re looking at here. So with that said, we’re gonna get outta the slideshow for a while, right? I feel, I feel like things get a little bit stale when we, it’s constant PowerPoint presentations and me clicking on slides.

So let’s jump over. We’re gonna do, we’re gonna jump into, just bear with me for one second here and I’m share my screen and we’re gonna take a look at Sales Navigator. 

[00:13:20] So. So real quick, what I want to mention here is that this is, you know, how LinkedIn, promotes sales navigator and they say it’s to target the right buyers, understand key insights and engage with personalized outreach.

So this is basically, if you, if you’re using this tool, this is the tool you want. If you’re gonna do outreach on LinkedIn, and I will tell you that I still see people saying, yeah, you don’t need sales Navigator to, to do outreach. that’s really not so much the case anymore. yeah, you might get away with it for, you know, a month or two or three.

I saw a person posting about how they were able to, you know, send out a hundred connections a day and, you know, they did so successfully for a, for a month, I think. and, you know, they’re, you know, patting themselves on the back and being very proud of what they’ve done. But I. you know, I can tell you long term that LinkedIn, LinkedIn wants you to pay to play, and Sales Navigator is that tool they want you to pay for.

we’ve run into it now. I’ve had a couple clients who, you know, they’ve had some internal transition at the company and whoever it was in charge of making sure the card was updated while their stuff lapsed and we were not able to continue to kind of build connections and things for ’em. They just kind of got cut off from, from doing well, you know, outreach at scale.

basically so, as soon but as soon as we turned Sales Navigator back on, you know, what, five minute, within five minutes, boom, everything was working just like it used to. So, LinkedIn Sales Navigator is, is far less optional now. It’s more, I would consider it mandatory, if you are considering doing outreach now.

So, keep that in mind. I just kind of wanted to mention that. ’cause it used to, it used to be you could get away with it at least, or for a lot longer. Not so much anymore today. Now it’s kind of. Pay them the money and they’ll, they’ll, they’re, they’re happy to take it, you know, don’t get too crazy and violate a lot of their, their policies and you’ll be okay.

But especially for, for people who are, you know, kind of using automation software and things like that, get, get the subscription, it will be absolutely worth the, the money. It’s kind of your insurance policy to make sure your account stays in good standing. So, 

[00:15:38] alright, let’s jump in. So this is sales navigator, so if you’ve never been used it before, this is kind of what it looks like.

So, and there’s a, we go to the homepage here. This is kind of, if you’re there, it gives you some alerts and activity stuff and personas can be kind of interesting to play around with in terms of kind of having some default stuff built in. we’ll, we’ll consider that, you know, something you can play with, but I kind of wanna show you all the individual steps to doing things like that, for you to build so you can kind of successfully build your own lists.

And I will say so, as I’m doing the, the live stream here right now, my comments are way, way off over on the, the right hand side since I’m doing a screen share today. So I may miss them if, if something really pops up that we need to answer right away. my Evan is actually, like I said, my, my right hand man, he’s kind of behind the scenes.

He’ll, he’ll jump on and, and, and bring it to my attention. But, if you do have questions, post them and, we will do our best. I’ll do my best to kind of answer them, where I think it can fit in. and anything I miss, I’ll try and grab at the end of the, the presentation here. But, somebody wants to kind of throw out, you know, some type of industry that they’d like to see how to target.

feel free to throw one out there. I’m just gonna make one up 

[00:17:03] here. let’s say, let’s say I want to connect with people in the, the mortgage industry and, but I want specifically, I want veterans. I want people who, who’ve served in the military. and, I’m gonna show you how to do that and then we’ll, we’ll take a look at another kind of variation on that.

But, so one thing we can do here is you can just type in up, up here in the keywords and I can say, you know, and great, now I’ve got 2 million results, which is way, way too many. So one thing I recommend here is when you’re kind of thinking about how big of a list do I really want here? I think usually smaller is better.

So. What do I mean by that? I, I like to kind of try and find lists that, you know, maybe, anywhere from 500 to 5,000 people, tends to be kind of where, where I’m looking. so doing multiple searches and saving those and kind of working from those rather than kind of one big, all encompassing list, I find to be a lot easier to work with.

And it makes kind of your, well making your, makes your outreach, a lot easier to kind of think, ’cause you’re not trying to think about a message from the mass as you can think about, far more, specific messaging. So, alright, I see one here. We were looking for some people. Oh, you guys have got some great, great, options here.

So chief privacy officers, media technology, it, retail. So, we will kind of do some of those as we go along. If you have any other things you want to add to any of those. in terms of anything else that they, they should be, whether it’s, you know, they’re at this type of, in this type of industry, maybe that’s financial, maybe it’s more, manufacturers, things like that.

we’ll look at that, but there’s some, even some advanced things you can start to, to look at. So, I guess I should clarify that real quick. If you’re looking at this and you say, I have sales navigator Gary, and this looks mostly like mine, but I see a few things on here that, I don’t have and no, it’s not ’cause I have, access to new features.

You don’t. It’s, this is the advanced subscription. So if we go back to the, the business section here. I have a few different plans and I, I will tell you here that I, you probably don’t need advanced. I got I for three and a half years, did never used advanced, never needed it. And then we had a client project where it came up and I’ll show you kind of some of these, these instances where advanced would make sense.

it is a little more expensive, obviously, but it does have a handful of good features that, in, in very specific cases are helpful. And I will get to those types of instances. we’ll get there, but right now up, up here at the top, we’re just kind of looking at lead, which basically this is read, this is people, right?

We can see their names. This is how you target them. If you’re looking up here at the account tab, it can be useful. Has some interesting filters here, and we’ll get to those. But, it’s all companies, so there’s some extra steps that we have to take when we do look at accounts here to be able to use them for leads.

So, but real quick, I’ll, I’ll show you kind of a sample here and then I’ll kind of get into some of what we’ve got over there on, on the right here as we kind of do some of these 

[00:20:34] searches. Most important one, if you are using this to build new connections, go down here and click second degree. It will make your list much, much smaller.

That’s okay. When it comes to proactively building connections, this is the number one thing that we find that makes the biggest difference. if you click this and have second degree connections, you’re going to see a much, much higher connection rate. Our internal target is we want to be around 30%.

and that’s kind of where we average is anywhere from 30 to 40% of our requests are, are accepted from people. And that’s ’cause we always, always, always use second degree connections. We don’t, I don’t use, you know, third degree, group members, team link, anything like that. honestly, I haven’t done a lot with group members.

I’ve not done extensive testing there. I know some people like it and other people just have not seen, you know, a lot of benefit from it. third degree is, would, would. Is, you’ll find that that’s pretty challenging to be successful. You, you might get three to 6% of people to accept and which is, is a crazy difference for one little, little, check of a box here.

But if you get nothing else out of today’s presentation, please remember that when you’re doing connections, click second degree. it will make your your process a whole lot better. So, alright, so back to the, the idea here. So we’re looking for people who are mortgage, but now the question becomes is, well what, what’s their job title?

Are they, you know, are they a loan officer? Do they work at a bank? Do they, you know, so let’s, let’s start kind of filtering through this. So I’m gonna say, that they, Don’t work at a bank. ’cause I know, I know from talking to people that those are, they’ve got a lot more limits, right? If they work at a bank, you know, the number of of loan programs they have is, is not available.

And I’m gonna say I want people who are brokers, but I see broker here. Do I really want a real estate broker popped up? So one thing that you can do here is let’s just filter it right on out. So if you put your mouse over it, there’s a little circle with a line through it, you can just click that and now I’ve got real estate brokers filtered out.

So, alright, so now down to 56,000 people. Well let’s go over here to geography. I know I’m kind of bouncing around it. You’ll see this a lot there. Are a bunch of different filters here and I probably usually only use half of them. so I, so like I said, I’m not gonna go through all of them just ’cause we don’t use them.

I only want the United States in this particular example. and you might find you want to target it further down. You can target by metro areas, you can target by state, you can target down to city levels. So, it can really help you narrow your focus in like for example, here’s San Francisco Bay area and you could just focus on that.

But now you can see where we’re all the way down to 31,000 people here. But I mentioned that I really want people who are veterans. So let me show you here how you would do that. ’cause there’s no box I can just click to say that. But I can go to past job title and I’m sorry, I can go to past company.

What am I doing here? Army. And if you happen to know them all off the top of your head, it’s, you know, not Navy Federal Credit Union. You can click ’em all. I’m, I’m for the sake of, time here, I’m just gonna skip, the other ones. but you can add them all in here. And now you can see now I’ve got a pretty small list here.

259 people. Okay, so probably don’t need to go a lot smaller from here. That’s when I would go now to the second degree connections. But now I can find these people. Now I can kind of work with this and it gives me some, you know, details on these people. I can go over here, I can view their profile, you know, I can save this person as a lead.

Now, generally what we’re doing is we’re taking this whole URL up here at the top and taking it and moving this into a piece of software that’s gonna kind of handle all of the heavy lifting and connecting for us. But really today is kind of about finding these people. So kind of the last thing I would encourage you to do there on a search like this though, is look through the names.

Don’t just assume that it was good. Don’t assume this was good. Actually scroll through these and look at a few different pages. Just put your eyes on it. Does it have the right people? Are there people that you’d say, no, something’s wrong there. These, it’s not getting the right people. And that’s when you can kind of go in here and you can use different types of keywords and filters.

But, we’ll kind of do some of that with some of the other examples here that we’ve kind of got. So, 

[00:25:34] what do we got here? So let’s, I’m just gonna try and grab one here that I can kind of do an example. So, Jason will take yours here. Data privacy, chief Privacy officers. So Jason, some of the questions I’m, I’m gonna ask then is, which, which industries, are they gonna be in here?

or is it all industries and how big are the companies? so if you wanna throw those in the comments, please, please feel free here. So, I’m gonna assume United States, but you correct me if I’m wrong there, and we’re gonna just grab here, chief Privacy Officer and and see, how many of them out there?

So this is a pretty small, group of people. It looks like there are only 590 of them in the United States. So I guess probably not a whole lot of additional filtering we would need to do. but some of the other things you could do is you could certainly take a look and at the company and say, well, how big is the company?

I’m gonna assume this is generally, you know, larger, right? Most of them, looks like almost half of them are at companies that are 10,000 employees and above. but I can, you know, grab the ones I need here and maybe say, yeah, but 10 th I can’t work at companies that are 10,000 or more people. There is just way too much red tape.

But I can work at the ones that are smaller than that. So you can grab, I mean, there’s probably not anybody in the one to 10, you know, space or shouldn’t be too many people here. I guess there are a few, but, you can just grab those people. So now, now you’ve got that, that group of people here. So, so that’s kind of that example.

or let’s say that you said, you know what, I want people who are. Right. I like, I like some of these, but I really want, I want like startup companies that, you know, are, are ex Googlers. I feel like that one’s pretty common, right? Is you want, you want all the ex Googlers to, to be in a list, right?

There’s a bunch of them. Like 46,000 people show Google as a past company, right. Lots of people have, you know, gone on to, to do things. So maybe at their current company. So let’s, let’s move this down into startup range here, which means that we’re probably talking of companies that have, you know, less than 50 people.

And, let’s, let’s go probably, let’s say it’s probably SaaS. So software development. Alright. How many people like that are there in the United States? Three and a half thousand. So I like that size list. Three and a half thousand is, is good. It gives me quite a bit to work with, without being overwhelmingly huge.

And it gives me some insights into, to the messaging here, right? You can pick any past company. you don’t have to use it at all. In fact, for most searches, we don’t need this one at all. I’d just like to show you kind of some, you know, maybe think out of the box ways to kind of find people. So, let’s kind of take another, I’m gonna show you a couple more, things in here.

And then, I think from there we’ll probably kind of start in and kind of work through some of more, you know, some of the examples you guys are throwing out there. as well 

[00:29:02] as, things here. So I’m Jason, insurance, financial services, healthcare advertising. So my apologies, I didn’t quite catch that one in time.

But from that one, you would just go over here to industry and we’re just gonna grab, we would just grab. Anything. So insurance. real quick on the way this LinkedIn categorizes these, if you take insurance that covers all of these, so carriers, agencies, brokers, it’s kind of a weird way they’ve got the industries categorized these days.

So, but if you wanted that, you would just grab these here like this, financial services, like that. And that may include, that does not include banking, but, all you would just type in there is banking. If it did include that healthcare is, is kind of a messy one. It’s hospitals and healthcare is your big one, in that category.

which, hopefully hospitals are okay with you ’cause there, there’s gonna be a lot of them in there and advertising services. So it would look like that. And then you would go back, back here to current job title and it’s chief, I believe. So there it is. And, we said United States. So

there you go. That’s what that would look like. and it’s loading here slowly. So 195 people in your, in your universe. So small, small group of people, you’ve got tons of options in terms of how creative you want to be to kind of reach out to them. you know, you can certainly try and connect to ’em. You can certainly, you can use them over the course of about, four months to send an InMail message to all of these people.

which right, you just click with old dots here to click this message button and that’ll send them an InMail. So you don’t even have to be connected with them to send those. you could put, send them something in the mail. Like I, I’ve, I’ve shown this example a few times, but you know, I like to send them a coffee cup and invite them to have a virtual cup of coffee.

But I like to actually mail it physically in the mail with a small group like this where it’s. Under 200 people. You, you can do really creative things like that ’cause it’s, you gotta, you gotta try and stand out ’cause you don’t have a ton of, people to work with. You wanna make the most of each, potential interaction you’ve got 

[00:31:30] there.

So, a few other things I want to show you here. ’cause there are some kind of hidden gems in here and like I said, there’s some things that just tend not to be very useful. Like I don’t, I find seniority level s always sounds good. We find that it doesn’t always correlate as well with job title. ’cause not everybody, when they’re filling out their profiles, checks this off.

that’s kind of what we found is that it’s not, it’s not as good as, or updated as often as job titles are. So if you can search by job title, I recommend using that one instead. you years in current position. This can be helpful or years at their current company also. Good. So I know sometimes it’s, Hey, I need people who are kind of new to the role.

’cause they’re more open to what we offer. You’re right. Less than a year. Great. Or, you know, I’ve, I’ve talked to somebody who they work with financial advisors and they say financial advisors, just getting started. Don’t have any money. Gimme the guys who are experienced at least six years up to 10 or more than 10 years.

Those are the only ones I want to work with. So, you know, those filters can be pretty useful. This buyer intent thing here is still, it’s not flagged as noom, but it’s still fairly new. And honestly, we haven’t seen a lot of, unless you’re doing a ton, a ton of advertising, have a big company for small consultants like, like me and most of the people I work with, it’s not useful.

So, it, it sounds cool and maybe one day it will be, here’s, here’s another one that we’ve kind of found. To be really helpful and we use this one when, you’ve got a really big space. So let’s say I’ve got, let’s, let’s get crazy. Let’s just grab coaches, right? How big is that? This one’s gonna, let’s, grab that one here, which is under industry.

So professional coaching and professional training and coaching is going to be 2 million people. All right? Just take the life coaches today. How about that? by putting ’em in quotes, you’re forcing then that life coach to show up in that order. Alright, so we’re down to 52,000 people, so not as big.

That’s still way too many though. So let’s go here to activity and shared experiences. Bunch of different ones you can do, right? I can find four of them who have viewed my profile in the past 90 days, which is great. But here’s the one I actually want is people who have posted on LinkedIn and in the past 30 days.

And if you’ve been on my on, on any of my events in the past, you’ll know that I’ve told you that a lot of people will create a LinkedIn profile and then they never come back, or they don’t come back very often. They might only visit, you know, once or twice a month. It’s not sticky. It’s not like TikTok or Instagram or Facebook where people will just like pull out their phone and they just scroll, scroll, scroll, through everything.

LinkedIn is much more efficient of pop on, pop off and done. and then they’re not back for a while. So if you’ve got a really big group like this, Finding the people who are actually actively using LinkedIn, IE people who have posted or have updated their profile and things like that, can be really helpful for building connections there.

But, you don’t always need to use it. In fact, again, we usually don’t. ’cause most of the time we’re dealing with a lot smaller groups of people where it just doesn’t make sense to do it. But, if you’ve got a really big list to start with, IE it’s 50,000 plus people, maybe, you know, lawyers can be that way too.

right. There’s a bunch of industries with, with lots and lots of people, real estate insurance, things like that. Using this little filter here can help you, get, people who are gonna be more likely to connect with you. So I thought I would share that one. what’s what, basically we use that filter when I just, I, I’m struggling to hit that 30% connection rate and I know I’ve got a lot of people out there to work.

Then I, I will flip that filter on, posted comment. We really don’t use that one. I think that’s kind of, kind of grabbed the 

[00:35:57] big ones here. So from there, I’m gonna flip over here to account. And if we go back to, there’s one thing I want to show you guys here, and if you, that’s the advanced section.

And I wanna show you one of the big reasons why you might want to consider it. And that’s as if, and that’s if you have an external list. So let’s say you’ve got a list that you’ve, maybe you’ve gotten from ZoomInfo or maybe, seamless or one of the other kind of third party data providers out there.

You’ve figured out the companies you wanna work with. And really, this is the scenario where I ended up getting the advanced subscription myself. And that was because one of my clients, they had a big export of information and they got had. 10,000 companies that they wanted to, that they said these are, these are kind of all the ones we would like to eventually connect to.

And here’s our A list, our B list, our C list, and they’ve got it all broken down. Well, the thing is, I can’t just paste that list of companies in here. It would be cool, but unfortunately it’s not something you can put in. And the reason you would want to do that is because I want to be able to use second degree connections.

’cause they want to connect with them on LinkedIn. So in order to do that, I have to get ’em all into Sales Navigator. I can’t just grab all their LinkedIn profiles, which I have, but I can’t just throw ’em all in here and my connection rate’s gonna be trash. So here’s what we ended up doing. So we go here over to the accounts tab, go over here to add accounts.

And you click this button, add to CSV. And if you have regular sales navigator, you’ll have this button. You won’t have this one here. Right. It’s one of those, do I really want to pay that much extra money to have this one button? Yeah. There’s one other one on that’s really cool. I’ll show you. But this is why we got it.

And that’s so that we could upload these companies in here. And then once we had those companies loaded in here, we had ’em saved as a list. So I’ll go back and I’ll show you what that looks like. So we added them all into the account and they’re saved as an account list. And then I could go in and I could include them here under this.

So now it’s just the companies I want to connect with. And now I can go back to filtering by all the other parameters that I want to use. So, if you have external lists, that is one of the reasons you would get advanced over, the regular sales navigator, the other one here. now there’s some, some kind of cool things here, right?

You can do annual revenue, which honestly. If you just use the employee headcount is almost, is gonna be pretty close to probably what you want anyway, right? One to 10 oftentimes is anywhere from zero to about a million, you know, revenue and it kind of goes up from there. So you can, quite frankly, if you’re not sure what does, how many, you know, five to 10 million, how many employees do they have?

Fortunately it’s gonna tell us, you know, this one here is 2 69. This one has 6,000. That’s toastmasters, that doesn’t count. Three 80, 5,000 3 21. So this one goes a little bit around, but this would probably, I would probably grab 200 to 500 employees and would probably be pretty close to having that. So.

What I’m trying to say is, you, you don’t necessarily need to use annual revenue, and you most of the times don’t need the core, thing 

[00:39:36] here. So the other thing I do wanna show you here, right? There’s, there’s plenty of things to play around with, but the other one, let’s click cl filters here. The one that we’ve really found to be helpful for, again, a small number of clients, but when they need it, they really need it.

And that’s this one right here is technologies used. So I’m just gonna kind of look here and see if I’ve got somebody who’s got one that would be good for that. and I’m not seeing one, but I’ll, I’ll, I’ll take one from a call. I recently have, they were a consultant or they currently are a consultant, and they, specifically work with companies that use Salesforce.

So what I did here is I said, all right, which of these Salesforce products do they use? Salesforce Sales Cloud. Okay. Now, you know, that’s one of those things, if you’re doing regular outreach on LinkedIn, if they’re not, if they don’t actually have employees that, have Salesforce in their job title, and most of them don’t.

There are a few, but most of them don’t, which kind of the companies that use this. I mean, Salesforce is certainly a big, you know, a very, very big platform. You can see there’s 190,000 companies out there. So we would then kind of filter it from here. But what you can do now is I can take all these companies and up to 2,500 at a time.

You can’t do 190,000 and, you can select them all and save them to a list. Now you can only do 25 at a time. It’s a little tedious. You have to go through each page and do it. Yeah. But, we have found it is well worth the, the kind of tedious time if you need this particular one. Right. If you sell to e-comm.

Wouldn’t it be nice to know the ones that are using eCom platforms or hey, they need, you know, solutions like, Klaviyo or, or Shopify, things like that. It’s all in here. You want the ones that are using Google Ads, there’s ones that are using Google Ads. Maybe it’s Facebook, maybe they’re advertising on Facebook.

right, you can use, what about TikTok? Here’s all the TikTok options you’ve got. So this is a really, really cool feature that you can find and use. If you wanna know kind of what people, if there’s a certain technology and you can use multiple ones. It doesn’t have to be just one, but if there’s certain technologies that they’re likely to be using, this one’s really, really powerful.

So those are really the only two examples I would say where we have found that advanced it to be better than just regular old core sales navigator. But if you’re in one of those two scenarios where you need to upload an external list of companies, that’s one. Or if they’re, you need, they need to be using a certain type of technology.

That’s the other one. So I will now flip back to regular. And with that, Evan, I’m gonna have you hop on with me here and I’m gonna just kind of go through and do some examples with people. did you get emails from people early on, that had any details that we want? Otherwise I’ll just, I got tons of comments here so we can start with those.

So let me know what you got. 

[00:42:49] Evan: no, I don’t have any emails. 

[00:42:52] Okay. Good deal. So, alright, where do we want to go here next? So there, there’s a bunch of ’em, so I know I’m not gonna get through all of these guys, so, I will kind of apologize in advance. I’ll try and most of the times I’m gonna look and see, have I done one that’s relevant to you.

the more details you put in for me, the, you know, better, we can kind of really see how to take advantage of it here. but, let’s see 

[00:43:20] here. So Mary, I’m gonna show you here. So here’s the question here from Mary Casillo service industry, as in plumbing, electrical, painting, construction, and general contractors.

Okay, well, let’s take a look at it here. So again, let’s go back to picking, I, I’m gonna by default pick the United States. If you, in your example, tell me please. Now I, I can work, I work in this country, or don’t pick that one. just, you just tell me otherwise, when we do this one we’ll, we’ll, we’ll probably by default pick that, but, alright.

So let’s say we want the industry here. So construction, they’re usually here. Right. we’ve got residential, construction, agriculture, construction, so this will probably get us most of what we want. Like I said, the kind of named ones here will get you as the rest of the group. so now, let’s use some keyword searches here.

So, normally here’s how I would do it. So I said plumbing or plumber.

This is that particular search. And let’s see, Mary, didn’t mention what job title they are, but these guys probably, they’re mostly small and that’s usually the person you wanna work with. They’re gonna use the, the job title owner. and I find that, that using the, the job title and the actual keyword that they generally use can be important.

For example, a founder may be more of like a tech related person to, to, to this, like that serves them versus, the actual, you know, plumber, plumber themselves. So we’re down to 10,000 people, but, I’m just gonna throw this one in here. I don’t really want any consultants, so I’m gonna, and what I’m doing here, you’ll see I’m using all caps.

so that’s you with the sales navigator. You need to use all caps and you’ve got, or. Not, and, and there might be some others, but those are the ones we generally commonly use. So this is how I’m filtering out anybody who’s a consultant up here. probably important to mention, there are a limited number of parameters that you can put in.

overall it’s somewhere around a hundred before the whole thing just crashes. but up here it’s, it’s more like about seven or eight is what you can get up here in terms of different terms that you’re filtering. And usually it’s about, 10 or so in any one of these individual categories. with the exception of current company, you can usually fit in more like 50 to 80 if you’re trying to, to suppress out ones or include certain ones.

So just kind of keep that in mind. It’s. It’s not always necessarily predictable. And sometimes you’ll say, I didn’t have that many. Why? It’s, it, it’s a little bit, touch and go there. So this is kind of how I would start with something like that. So, okay, so we’ve got 10,000 people. That’s usually, probably okay if, now keep in mind this is pulling from mine, Sam, Mary, you may have a whole lot more people relevant if you’re already connected in that industry.

But starting with 515 people a second degrees, probably not too bad. And I would actually grab that list here and I would pull it out. I’d copy that, I’d put it into my little notepad file so that I can use it for the other thing I’m doing right. And this is, you’ve never seen a sales navigator, URL, this is what they look like.

They’re real ugly. I always work you, you could technically, if you knew all the ways to kind of the syntax here, you can do it, manually by hand like this. but I would always use the interface here. Much, much easier and much, much cleaner. you know, chat, GPT can probably write that, but, human beings not so much.

But that’s how I would do it. And then I would do each one separately. so that I, so that I’m kind of keeping them all separate. ’cause, you know, electrical is a little bit different from plumbing, right? Even though that’s, you know, especially if it’s an SEO offer or a Google Ads offer or something. It’s all the same offer, but just kind of having ’em separate is, is helpful.

and kind of lets you know which ones are more productive, right? If you see that, general contractors are just not connecting with you, you can stop targeting general contractors and just leave them out so that your, you know, your connection rate stays high and maybe it’s plumbers and, and painting that connect well and maybe, you know, construction and general contractors don’t really connect that well.

And usually that’s generally the case as general contractors and, the, you know, the home builder people, are much more difficult than the, the smaller guys. But this is, I will, I will say this is also not a super active group on LinkedIn ’cause they’re usually pretty small and out in the field. So, one other thing you could try here is company headcount and, you know, stick to ones that may be a little bit bigger to start with.

Maybe the guy is worried somebody’s actually in the office and working. You can grab a little bit bigger companies. ’cause if it’s the small person who’s out, you know, whose name is on the, on the, on the van and you know, they’re out in the field all day, they’re, they’re not on LinkedIn very often. So it can be pretty challenging, for the, for the really small ones to, to actually get in touch with them.

and there aren’t usually enough here to use that trick I showed you earlier of people who are active in the last, 90 days, right? That would cut us down. That we’d lose, 80% of our people by doing that. And we’re already pretty small. So, That’s how I would target something like that. So, oh, let’s see what else we’ve got 

[00:49:23] here.

so this is actually a good question here from Deidra, those interested in wine or vineyard investment. So this becomes one of the limitations of Sales Navigator and quite simply is that we, we don’t necessarily know who those people are. You could target people who list themselves as investors, and you could try and, and find it that way, but, there’s no, there’s no way to find that intent.

This isn’t like, like with Google, you could certainly, you know, try and use some. Intent based searches to do that. but unfortunately, unless it’s, you know, you just kind of wanna do a, a broad approach of seeing if anybody who is, you know, says they’re an investor is interested in wine or vineyard investment, would actually not be.

So, it, it’s a good question. I’m actually glad you brought it up because I, I did wanna mention that there are some limitations to systems like this where it doesn’t know intent, it doesn’t really know what people are searching for. It says this has buy, you know, there says there’s a buyer intent there, but it’s really only for your account and it’s not generally terribly useful unless you’re a fairly large enterprise doing a lot of activity on LinkedIn and a lot of ads.

so like I said, for small consultants, we find that usually if you toggle that button on, you get zero. So, no, but really good question. ’cause, I think that’s, it throws a lot of people off is they wanna try and find people who. You know, they’re, they’re trying to do this one thing or they’re trying to find a solution for this, for whatever it is, or, or, you know, people who, who are in, actively interested in, in that type of thing.

but unfortunately sales navigator and LinkedIn in general is probably gonna be a pretty rough place to, to phish for that type of person. alright, I’m gonna keep going through here. let me see here, what else we got. I see you guys answering each other’s questions. I appreciate that. most conferences have a hashtag.

Good. Thank you, Tracy. Appreciate you being helpful there. you guys are, you guys are answered most of the questions for you here, guys. you’re welcome. Mary, I’m sure 

[00:51:55] you’ll get to this. Is there an option to send message to people on a large scale? Okay, great question here. no. So, not built within LinkedIn, and this is, this is kind of where I would say this is.

We use LinkedIn as part of our tech stack for things like this. We don’t finish here. We don’t, I don’t individually click save and message people when I’m, when I’m doing searches. you can, and that would be the way LinkedIn would tell you to do it, is this is so you can do personalized outreach, right?

They want you to click on Augustine here and they wanna say, all right, let’s look over here on the right. This is your first time viewing him, you know, what do we know about him? This is what he’s currently doing. And we can also see where he is worked. here’s a mutual connection that we’ve got. So we’ve got these three people.

We’ve got three people in common. And I can see his experience, but in terms of what I can do is messaging him. I can either message him individually here, click that button. Or what I’m gonna do if I were to do this is I’m going go, gonna go up here, I’m gonna grab this URL, right? So that goes back to this little notepad file right here.

This thing the big ugly URLI copied. And this is where I would put it into some type of automation software. ’cause what that will do is that will go through this list and it will send out all the connection requests on my behalf. And if I have a message I wanna send to them, it will go through and send all those messages.

So that’s how you kind of do that on more of a mass scale. There’s a bunch of tools out there. I’m not gonna make any individual recommendations ’cause that’s always so dangerous. and that if all of a sudden, you know, you find out, oh, they’re not, they don’t have their stuff hooked up. Right. And people are getting banned left and right.

I just, I just saw that again, probably two weeks ago. Somebody was in one of the groups I’m in on Facebook talking about their tool. And then like, half a dozen people chimed in and said, don’t use that tool. We got banned. Don’t use that tool. We got banned. but here’s what I can tell you about. if you, if you do want to use like a LinkedIn automation tool, you definitely wanna have sales Navigator, as we said at the beginning, right?

Pay to play on LinkedIn. LinkedIn wants you to pay to access their stuff. and they’re gonna be a lot more forgiving of you using software to help you do this stuff if you’re paying. so make sure you’re doing that. and then find one that is cloud-based. That’s probably the biggest one. And, just see if there’s, you know, you know.

See what people say. You know, if you’re on any, any Facebook groups or things like that, generally people on LinkedIn just tell you not to do it ’cause they don’t want to talk about it on LinkedIn. But other types of social media, they can, they can kind of tell you what’s, what’s out there and what’s been working well currently.

But really you want one that’s cloud-based. If it runs on your computer or you have to install stuff, don’t use it. ’cause again, you’ll get flagged and they’re gonna run too fast and, you know, start conservatively at first. but yes, you can met and that’s how you can kind of bring everything together is really good targeting on LinkedIn.

That’s what it’s good at. Good at. the nice, right? The nice thing is if you’re messaging somebody on LinkedIn versus like cold email, right? All the other things are gonna help you do cold email types of outreach or cold calling. Your trust factor starts to watch higher on LinkedIn. So, you know, you’re not trying to deal with is this what type of scam is, this is not usually their first thought when somebody reaches out on LinkedIn.

Where it oftentimes is if, if somebody emails you. So, good, good question there, Mary. sorry, it’s going, my comments are scrolling through too fast here, so, alright. I’m just gonna, I’m read this one and then we can all read it together and, we’ll, we’ll go from 

[00:55:53] there, here. So, lemme just flip my view here just to make it a little easier for all of us here, and I’m gonna stop my screen share, so, all right.

When you message a recent connection, do you use, do you use navigator or regular LinkedIn? If you use Navigator and then cancel your subscription in the future, can you still access navigator messages or do you lose those? I don’t message through the platform. I, I’ve got a different piece of software that runs through LinkedIn, so I’ve used ones that message through navigator.

And I find it a huge pain to manage ’cause they’re like two separate siloed things. so I don’t like to message through navigator unless it’s in mail, in which case I don’t have any other choice to do it. And otherwise I I try to always run it through LinkedIn itself. I just find it, it, it generally gets noticed better.

that’s, but that’s, you know, neither here nor there, but that would be my preference on something like that. So. Good. Good question Manny.

let’s see here.

Alright. Oscar looking for business owners and industry agnostic with over 20 years experience. So what you would do, Oscar, the closest you’re gonna get to that is people with more than 10 years experience. and then just, for, for job title, you can put in owner, CEO President, whatever job titles you think fit that there.

You know, pick the size that you think is gonna be most relevant, and then just type in those three states under the geography. So Tennessee, Alabama, and Kentucky. And, that, that would get you, get you going there. So pretty, that one would be pretty straightforward. like I’ve kind of mentioned to other people, I probably would try and guide some of it industry to industry a little bit, just, just to kind of make sure that you can see which industries connect better for, based on.

You know, connecting to you. ’cause you’ll find that certain industries you’re either gonna be better connected And so your connection rate’s gonna be better. For example, I connect to consultants at an extremely high rate, ’cause I’m a consultant, but, like manufacturers, we have a small number that we work with, but I don’t target them as much ’cause I can’t connect as well.

’cause they’re much more difficult for me ’cause I’m just, I’m, I’m a consultant in that space. I’m not actually a, I’m not a peer to them. So, having, you know, kind of filtering some of those outlets you kind of manage, monitor your metrics just a little bit. better. just looking through some of the questions here, Evan, if you see any that, you think are, are worth doing here, I would be happy to do them.

I know we’re kind of getting close on time here. Here, I’ll grab, grab this one here. this is the biggie. This is the biggie. Gary, what about finding who is qualified to work for government contracts, both at the state and federal level? this is one of those ones where I would say I, I don’t know.

’cause I don’t, I don’t know who is qualified to work on that. So, you know, if you can, you know, based on what are those types of qualifications, we might be able to find some information, whether it’s past experience, past companies, things like that. past job titles would be what I’d be looking at as, you know, past company and past job title, is probably gonna give you the best, best start to that.

and if there’s certain types of, certifications or credentials that they might have in their profile, then just type in the keywords there. So, let’s see here. If there’s anybody else. So, yeah, sorry, I’m going through some, some of these fast. I, I’m just trying to make sure I get like, as many of these answered as I can and some of these I feel like it’d be a little repetitive to try and do.

and I’m not really seeing too much. Is there any way to create and save general templates? Okay. That’s a great question, Kristen. Is there any way to create and save general templates in sales? Now I always tweak and customize it to make it as person personalized as possible, but I feel like I spend the majority of my time retyping similar portions minus the specific info I had.

you know, really what I would do is, I know, I know, Evan, who does a lot of the actual correspondence and, and replying to people, that we talked to his. Basically he has a, just a separate Google Doc, or a Word file or something that’s got most of the snippets he wants to use. so if you’re doing this individually and personalizing them, but you’ve got sections, I would just copy and paste it.

I’m not, I’m not saying there isn’t a way to do it, but I’m not aware of anything within Sales Navigator specifically that allows you to kind of save, things like that. But fortunately it’s not too bad to do. And like I said, if you get some of the other tools that can sit on top of Sales Navigator, some of the software tools, they all have that functionality, built in where they’ve got, you know, templates and, and things like that.

thank you for the recommendation. 120 minute IPAI, I really do appreciate that. it does look like we’re getting kind of towards the end of these. Here. but, yep, I, like I said, some of these are, it’s a, it’s a little tricky to find, some, it’s one of those ones if you really needed some help with, with something, we could kind of talk through it off 

[01:01:59] offline.

and I guess that will kind of bring me to kind of the, the end of what I got here for everybody. But, if, if anybody does need some help with some of this where you say, this is all really great, but I don’t have the time, and that’s really who this would be for, is you’re too busy to actually sit down and, and do this.

And you want somebody who can manage it for you. Basically, you can tell us who you want to meet with, who you know, who are good targets for you. We’ll take it from there. So we’ll go about building your, your, your network with relevant contacts. You know, usually it’s about 350 to four 50 on average per month that we can connect you to.

We’ll take care of outreach, we’ll schedule meetings, and you just need to show up and, and talk to the people that we’re scheduling. So it takes a lot of the business development of kind of going through and, and looking at everybody individually, yourself, trying to do it all. ’cause you know, when you’re getting started, it’s great to do and you absolutely should.

But as you’ve start to grow and you’ve got to deal with, you’ve got a lot of other stuff on your plate, this is where, we find that most of our clients reach out to us and say, Hey, I need some help. So. not gonna make a big push about it here, but, if you do wanna talk about that more, the appointment lab.com, you can go there.

That’ll get you on my calendar directly, or you can just email me Gary at Pipelineology and, and we can kind of discuss. So, and if you do have some more specific questions that you didn’t wanna post in the comments there, that’s okay too. shoot me an email. My emails are on screen, Gary at Pipelineology dot com.

and I will do my best to get back to you. keep in mind some, like, I, like I said, sometimes here before, sometimes the answer is you, I really, you really can’t do it that well there on LinkedIn, but, if I think I can help you, I’ll certainly reach out there. So, that’s, I, with that, I think that’s all I’ve got here.

I’m just kind of looking through to make sure I didn’t, miss anything else. But, like I said, I try, I didn’t, I know I didn’t catch all of them because I, now, some of ’em I think would be a little repetitive, but I did, wanna at least try and get. Kind of the different scenarios as best I could. But if, you have any, questions like I said that you want to take offline and would just prefer to get them answered privately, just send me an email directly.

And with that, since it is three o’clock now, I’m gonna let all of you get back to your day, but I do really appreciate you hopping on with me today. It was great, great seeing y’all. And I will be back here again next month, with another presentation. I don’t think we’ve picked the topic yet, so, keep, keep an eye on your inbox for that and we’ll see y’all then and have a great rest of your day.