Create searches to find and prioritize leads based on relationship pathways - Sales Navigator Tutorial

- You know the saying people buy from people? Well, it's probably even more true to say that people buy from people they know. So how do you find leads based on relationships, whether that's from your own network, your teammates network, or even existing satisfied customers? In this video, we look at using advanced filters to do just that. And from the homepage to the right of the search bar, we'll select lead filters. Let's combine some filters to identify leads based on referrals. I want you to take a look at the connection filter, where you have different degrees of connections here. First degree connections, are anyone in your existing network on LinkedIn. While second degree connections show all the people your network could introduce you to. Simply add that to our search. A quick reminder that I'm using a sample account here so the results are possibly not as populated as you might have found for yourself. You're probably seeing a lot of results, but you want to get introduced to quality leads. So let's add more filters to narrow the search. Roll filters like seniority level and function level help you to focus on finding decision makers that you typically sell to. So let's go ahead and add some seniority levels. Here, I'll add director, C-Suite, and I'll scroll down to VP. Now suppose, you usually deal with a buyer circle rather than a single point of contact, here you would add several functions to represent each of the different departments that would be involved in your conversation. Now, I would typically deal with business development and sales. Now, if this list still feels unmanageable, we could add filters based on our defined territory. The geography filter is great if your territory is drawn by where your leads are located. Let's scroll up and add in here, North America. If you're selling into a particular sector, you could add the industry filter. So say for example, I'm interested in selling to the food and beverage services industry. Simply type that in and click Include. Sales Navigator quickly finds leads matching these criteria. In this instance, we only have one lead appearing, but if you have multiple leads appearing in this list, we can select the check box to the left of each lead and then save them to a list. Saving them to a list will make sure that Sales Navigator provides us with alerts relevant to each of these leads. When you name this list, give it a clear name so that you can distinguish it from others. I'll call this my referral leads from personal network. And click Create and save. Earlier, we spoke about TeamLink. And as a reminder TeamLink allows you to harness the power of your teammates' connections. So rather than looking for referrals from my own network, I can reach out to my teammates for that introduction. For a variation of the search, let's remove the connection filters by clicking the X beside second degree connections. Now, scroll down to the bottom left under spotlight filters. And this is where we can add the TeamLink intro. You might be tired of hearing me say this now, but remember to save this search. Top right, click Save that search. And this is our TeamLink introductions. We'll also want to individually choose the different leads that we'll want to save to a list here. A third variation of relationship searches lets you find leads from companies you've already dealt with. So if leads have already seen the great things that you did at their previous company, they are more willing to give you a foot in the door at the company they work at now. So let's first remove that TeamLink filter from our previous search. Up here in the top left, click into the past company filter. And simply type in the name of any Company. Let's say Microsoft. And include them in the list. Now, remember to save your search and save the leads from this search into an individual list. In these searches, we looked at referrals coming from relationships in our own network, from our teammates' network, and relationships with existing or previous customers. Go ahead and create these searches for yourself. And remember each time to select the leads you want to focus on right now. and save them to a list. And save each search separately so that Sales Navigator can continue running that search for you and alert you to new relationship opportunities.