Step 1: Go To Sales Navigator – 5 seconds You don’t need an email. Just go to LinkedIn and you’ll see “Go to Sales Navigator” on the top right-hand corner:

Step 2: Go through the guided process to set up your preferences This is the landing page that you’ll see:

You’ll be guided through several steps to set up your preferences. This is important because it feeds the algorithm that lets us feed you leads and surface people you should know. Note that you can ALWAYS come back and change your preferences. Enter your preferences on the following:

1) Salesforce.com Sync. SKIP THIS STEP – WE DO NOT HAVE THIS SET UP RIGHT NOW 2) Geographical/Regional Preference. You’ll probably want to at least add the country you sell into. 3) Industry Preference. Probably no need to add anything for this group. 4) Functional Preference. Critical for this group. Select all the functions that touch on the memberships you sell. 5) Seniority Preference. Also critical for this group. 6) Account suggestions. You’ll probably recognize at least a few of your current/important accounts here. Go ahead and add them by hitting the “plus” sign.

Step 3: Search for each of your accounts and save them – 3 minutes Input account name here:

A dropdown will give you a number of options related to that account name. Choose it from the dropdown. Once you get to the company page, click the big, blue button to save the account:

Step 4 – Search for your current contacts by name- 5 to 15 min Input name here:

Once you get the individual results, click “Save as Lead”. Saving people as leads is one of the most important and powerful things that you can do in Sales Navigator. Once you’ve saved a lead, we a) automatically push updates about that lead to you (like when they’ve posted something or changed jobs) and b) we use that to make the algorithm that surfaces new leads smarter and more relevant.

Step 5 – Start looking for new leads Click in the search bar at the top of the page. This will open Lead Builder. Insert your parameters and hit Search.

Save leads the same way you do in Step 4. Add additional filters and keywords as you see fit. See next page for filter examples. In Sales Navigator, you’ll see these on the left-hand side. Note that you can leverage “Past Company” to search for people that might have been happy members at other companies but are not yet members in your pool.

THAT’S IT! You’re off to the races. Once you find people, get an introduction. Or send an InMail!

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