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Sales5 min
Using LinkedIn Sales Navigator the right way
Sales Navigator is the strongest B2B targeting tool — and most users run it under 20% of capacity. A few principles turn it into a strategic architecture.
Target people, not companies
Decision power lives in departments, not boardrooms. Skip the CEO; find the CFO or function head who directly benefits.
Filters = pipeline architecture
Industry + size + recent news + decision title combined raises hit rate dramatically. One filter is never enough.
Outreach cadence
After the first message: 4 days, then 7, then 14. No more than three follow-ups. Patience sells; insistence repels.
Relationship layer
Navigator isn't just a lead-finder. It offers a CRM-like relationship map, content insights and campaign management.