How to Actually Sell with LinkedIn Sales Navigator

Turn Former Customers Into New Leads with This LinkedIn Sales Navigator Hack

Looking for high-quality leads that already know your brand? Sam’s favorite LinkedIn Sales Navigator search reveals warm prospects who used to work at companies you’re connected with — and now sit somewhere else.

By using the Past Company filter and layering in key account and territory data, you can build a powerful list of contacts who are more likely to open, engage, and convert. Watch this video to learn exactly how to run the search and refine your list.

Watch the strategy in action and start building your list today.

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📍 One of my favorite searches to do in LinkedIn Sales Navigator is around the idea of past company. Here’s how it works. Go over to your lead filters and in the past company field, this is where you want to put in any logo that has worked with your company. This could be logos that you’ve signed. This could be people that you have done case studies with as a brand, or it could be companies that you’ve never touched, but you know, have had a longstanding relationship with your company.Now, this search result is going to give you a ton of results, right? But it’s gonna give you anyone who has previously worked for those companies. And now it’s somewhere else. Here’s where the magic begins. First. In the current company field or in the workflow section of your lead filters, you can put in your entire territory.

You can put in a few key accounts, or you can even segment down by a very specific vertical. Then continue to filter down so we narrow the search results. Take a look at geography that’s specific to you. Look at buyer seniority. Look for specific titles or cross-functional roles. As you narrow these search filters down, you’re going to get a custom curated list of people who used to work for some of the best companies you have relationships with and currently work for.

The territory you want to get in front of. The benefit here is that they probably have brand familiarity with you. They probably know your coworkers, and they’ll probably be more apt to responding to cold outreach from you.