In 2024, LinkedIn Sales Navigator filters revolutionize your quest for ideal customers with 34 Lead filters, 16 Account filters, a shared Keywords filter, and an expected AI-assisted search

Here at Skylead, we consider LinkedIn Sales Navigator a goldmine for LinkedIn prospecting

I mean, who doesn’t? 

LinkedIn Sales Navigator is packed with some great features to discover, categorize, and stay updated on relevant leads.

We use it to expand our business, and are thrilled to share this first-hand experience with you in this blog!

In this blog, we included the following:

LinkedIn Sales Navigator AI-assisted search

In 2023, rapid advancements in AI have been transforming the way we work, enhancing our skills and optimizing time. Using ChatGPT for sales has become a routine for SDRs around the world. 

So, it was just a matter of time before Sales Navigator also included some sort of an AI-assisted feature to help its users find the most relevant leads for their businesses faster. 

For now, the AI-assistance is available only for Lead filters search

To access it, go to your Sales Navigator Home page, click Lead filters, and check out the bottom of the Lead filter section. 

Click the Expand icon on the right. 

Sales Navigator AI-assisted search, where to find it

The scope of this feature is to allow the platform’s users to enter casual, conversational language-like search prompts, and let Sales Navigator ‘recognize’ these leads within its massive profile database. 

The prompt can sound something like ‘Find me sales decision-makers, based in the US (West Coast), in the software development industry’. 

Sales Navigator AI-assisted search, prompt example

Sales Navigator will then, in a way, ‘fill out’ the filters for you, and search within its massive database to find the most suitable platform members. 

Sales Navigator AI-assisted search, search result

LinkedIn Sales Navigator AI-assisted search will then continue to suggest filters to further narrow down your lead search. 

In the ‘Hacks” section of this blog, we will list several Sales Navigator filters that, from our experience, turned out to be more relevant for quality targeting. 

Sales Navigator AI-assisted search, suggested filters

Currently, AI-assisted search could be better. It bugs now and then and can take into account only specific factors, such as work title, location, industry, etc. 

However, it can help you streamline your Sales Navigator lead search by running some of the criteria for you and suggesting other filters useful to handpick leads en masse. 

For everything else, you can always add or go back to the good, old Lead filters. 

Sales Navigator filters: LEAD filters explained

Lead filters search LinkedIn personal profiles and help you find professionals that match your Buyer Personas

To access Sales Navigator Lead filters, go to your Sales Navigator home page and click Lead filters

Sales Navigator, Lead filters


Keywords is a shared filter for both Lead and Account filters, and it is still the Sales Navigator filter our sales team uses the most, and that, together with other filters, gives the best targeting results. 

The keywords filter lists all LinkedIn profiles containing the word you enter as an exact or partial match somewhere on the lead’s profile

Sales Navigator filters, keywords lead filter

Combine the Keywords filter with other Sales Navigator filters or apply a Boolean string to refine your search results. 

Section: COMPANY 

Current Company 

Search leads by the company they currently work at. 

Past company 

Search leads by the company they used to work at. 

Sales Navigator Filters Past Company

Company headcount 

When using the Company Headcount filter, bear in mind that companies don’t update their company headcount regularly on LinkedIn. 

Also, the headcount range is wide, so this Sales Navigator filter might not be suitable if you need a super precise headcount search. 

Sales Navigator filter, company headcount

The company headcount ranges are: 

Company type 

Use the Company Type filter if the type of company you’re targeting is important for your outreach. 

When using this Sales Navigator filter, remember that the LinkedIn company page creator decides what to put as a company type. Therefore, LinkedIn itself cannot know how accurate this information is. 

Sales Navigator filter, company type

Company types:

Company headquarters 

You can filter company headquarters by continent, geographical divisions (EMEA), country, region, and city. 

Company Headquarters location filter

Regional abbreviations 

Section: ROLE 


The Function filter refers to the company department in which the lead works. 

Sales Navigator Filter Function

Current job title 

Filter your leads based on the title they currently hold at their current company

Current job title filter

Past job title 

Filter your leads based on one or more titles they held at one or more of their past companies. 

Past job title filter

Seniority Level 

Seniority Level is NOT the title but the lead’s position in the current company’s hierarchy structure. 

Sales Navigator filter, seniority level

There are 10 seniority levels: 

You can add multiple seniority levels. 

Years in current company 

This Sales Navigator filter finds leads based on the number of years at their current company

Sales Navigator Filters Years In Current Company

Time range explanation 

Years in current position

This Sales Navigator filter narrows down your lead search based on the number of years they’ve been in their current position

Sales Navigator Filters Years In Current Position

Time range explanation 


First name 

Search leads by their first name. No multiple entries. 

First name filter

Last name 

Search leads by their last name. No multiple entries. 

Last name filter

Profile language 

Filter leads based on the language of their LinkedIn account

Profile language filter

Years of experience 

This Sales Navigator filter searches leads based on the total years of experience based on the employment history stated on their LinkedIn profile. 

You can add multiple entries. 

Years of experience

Time range explanation 


Search leads by continent, geographical divisions (EMEA), country, region, city, and postal code. 


You can add multiple regions or exclude one or several regions from your search. 

Geography region filter

Regional abbreviations 

Postal code

Postal codes for different cities in different states match

That’s why, once you enter the first number of a postal code, you will get a drop-down menu of postal codes with respective cities and regions/countries

Additionally, you can choose the area radius that you would like to be taken into consideration. 

This Sales Navigator filter allows multiple entries

Geography, postal code filter


This Sales Navigator filter finds leads who are members of a certain LinkedIn group or groups. 

Using the Groups filter is an excellent way to connect with members from the same or similar industries. Check out the ‘Hacks’ section of this blog to read more about how we used it to make our lead generation more effective. 

Type in the name of the LinkedIn group or a keyword. You will have a dropdown list of all available LinkedIn groups containing that keyword. 

Groups filter

Once you choose a LinkedIn group, Sales Navigator will suggest other groups from a similar industry or with the same keyword


Choose from a drop-down menu among 413 Sales Navigator industries. 

Here is the LinkedIn industry list for all subscription plans and with rankings (Sales Navigator included).

Industry filter


Search leads by college, university, and even high school listed on your leads’ LinkedIn profiles.

To appear in this search filter, a school must have a LinkedIn account page

School filter


The purpose of these Sales Navigator filters is to help you find leads most likely to respond to outreach or express an interest in your product or service. 

Check out the Hacks section to get details about how and why to use these filters for more quality lead generation. 

Following your company

This filter lets you search for leads who follow your company page on LinkedIn. 

To use it, just move the toggle button to the right. 

Following your company toggle button

Viewed your profile recently 

There are 2 ways to see Who’s viewed your profile in the past 90 days on Sales Navigator, and one of them is to use this Lead filter. 

All you need to do is move the toggle button to the right. 

Viewed your profile recently filter, LinkedIn sales navigator filter

Check out why this can be useful, and what the other way is in the ‘Hacks’ section of this blog. 

Section: BEST PATH IN 

The purpose of these Sales Navigator filters is to help you leverage your network to find the best path into a company and collect information to tailor your outreach


Search leads based on the level of LinkedIn connection they have with you. 

Connection degree filter, LinkedIn sales navigator filter

You can be somebody’s 1st, 2nd, and 3rd-degree connection or be in the same LinkedIn group with a certain lead. 

Connections of

This Sales Navigator filter targets connections of a specific user on LinkedIn. 

You can insert only one entry at a time; that person must be your 1st-degree connection

Connection of filter

Past colleague 

This LinkedIn Sales Navigator filters searches leads that used to work with you based on their employment history on LinkedIn

Past colleague filter

The search result will list leads and give you insight into what company you worked together at. 

Past colleagues sales navigator search result

Shared experiences 

This filter finds leads who share the same LinkedIn group as you or who also recently posted on LinkedIn. 

However, remember that just because someone is not posting on LinkedIn doesn’t mean they are not actively networking or prospecting on LinkedIn.

To use the Shared Experiences filter, move the toggle button to the right. 

Shared experiences toggle button

The search results will highlight the experience you share with a specific lead.

Shared experiences search result example


These Sales Navigator filters help you identify leads who: 

As mentioned above, these filters can give you an important insight into when and how to approach leads relevant to your business. 

In the ‘Hacks’ section of this blog, you will find a detailed explanation of why, and what to do with that valuable information. 

Changed jobs 

Narrow down your search to leads who changed jobs or were promoted to the position of your interest in the past 90 days by using the Changed jobs Sales Navigator filter. 

Changed jobs filter, toggle button

Just move the toggle button to the right to use this filter. 

You can see the details of your lead’s new employment straight from the search result. 

Changed jobs Sales Navigator filter, recently hired

Or, if the lead was promoted to another position. 

Changed jobs Sales Navigator filter, recently promoted

Posted on LinkedIn

Check out all members who posted on LinkedIn in the past 30 days. 

You will get a preview of all posts published by a specific lead in the past 30 days directly from the search results. 

Posted on LinkedIn, Sales Navigator filter

Mentioned in news 

This Sales Navigator filter narrows down your leads to those who were mentioned in the news in the past 90 days

You can see the preview of all articles directly from the search results. 

Mentioned in news, Sales Navigator filter



This is where you can filter Personas that you’ve previously set up on your Sales Navigator homepage

Combine the Persona filter with other filters to narrow leads who match your Buyer Persona within the companies that match your Ideal customer profile (ICP) the closest possible. 

Persona filter, new

Account lists 

Use this Sales Navigator filter to find people who match your Buyer Persona within the companies you previously saved in an Account list. 

You can combine it with any other filter to narrow down decision-makers in the companies that match your ICP. 

Account lists filter

Lead lists

This filter works similarly to the Account Lists filter. 

Choose among a previously created Lead list, and use other filters to further segment your leads or narrow down your search to those leads more likely to convert. 

Lead lists filter

People in CRM

This filter is available to the Sales Navigator Advanced Plus subscribers only, because it is the only plan that can be synced with your CRM to move leads from CRM to Sales Navigator and vice versa. 

This Sales Navigator filter allows you to apply other Lead filters to people in your CRM. 

People in CRM filter

People you interacted with 

This filter searches leads you viewed in the last 90 days or messaged in the last 2 years on Sales Navigator whether through connection requests, regular messages, or InMail

People you interact with filter

Saved leads and accounts

All saved leads is a list made by Sales Navigator that contains all LinkedIn profiles you manually saved and all LinkedIn profiles from all your lead lists in one place. 

All saved accounts contains all LinkedIn company pages you manually saved and all LinkedIn company pages from all account lists in one place. When you save a lead, Sales Navigator automatically adds the lead’s current company to My saved accounts. 

Here’s where you can search them. 

Saved leads and accounts

Sales Navigator filters: ACCOUNT filters explained

Account filters search LinkedIn company pages aka. accounts and help you find companies that match your ICP

To access Sales Navigator Account filters, go to your Sales Navigator home page, and click Account filters

Sales Navigator homepage, Accounts filters


As mentioned in the Lead filters section, the Keywords filter is one of the most used filters by our sales team. Combined with other Account filters, it brings back the most precise targeting results. 

The keywords filter lists all LinkedIn accounts containing the word you enter as an exact or partial match somewhere on the company’s profile

Sales Navigator filters, Keywords account filter

Combine the Keywords filter with other Sales Navigator filters or apply a Boolean string to refine your search results. 


Annual revenue 

Annual Revenue filters companies, based on their annual growth counted in millions, in any of the top world currencies

Annual revenue filter

Company headcount

This Sales Navigator filter is useful if your product or service is aimed at companies of a certain size

Company headcount filter, LinkedIn sales navigator filter

Company headcount growth 

Company headcount growth filters companies based on the growth percentage range

Company headcount growth filter, LinkedIn sales navigator filter

Department headcount 

This Sales Navigator filter works the same way as Company headcount (see above), but it refers to a specific department

Choose the department first and then the headcount range

Department headcount filter

Department headcount growth 

The Department headcount growth filter works like the Company headcount growth. The only difference is that the growth parameter refers to a specific department. 

Choose the department first, and then the growth range in percentages. 

Department headcount growth filter


The Fortune filter shows companies listed in the top 500 of Fortune’s wealthiest US corporations based on the total revenue for the respective fiscal years. 

Fortune filter

Headquarters location

This Sales Navigator filter narrows companies by their headquarters location

You can search accounts by region or by postal code.  

Headquarters location filter

If you search by region, you can choose among filtering leads by continent, geographical divisions (EMEA), country, region, city, and postal code. 

Regional abbreviations 

If you go for postal codes, you can choose among cities and postal codes of the city's areas. 

There's a drop-down menu of zip codes, designated cities, and city areas based on the numbers you enter. 

You can add multiple postal codes


The Industry filter allows you to choose among a total of 413 industries

Industries filter

The number of followers 

The Number of Followers narrows your search results based on how many followers a company’s LinkedIn page has. 

Number of followers filter

Technologies used 

The Technologies Used filter can be useful if your business provides services regarding certain platforms, tools, software, etc., or for those who need to check if their product is compatible with specific technologies

Technologies used filter, LinkedIn sales navigator filter


Job opportunities

Job opportunities finds companies that are currently hiring on LinkedIn. 

Job opportunities, hiring on LinkedIn, LinkedIn sales navigator filter

Recent activities 

Recent activities shows companies that had senior leadership changes in the last 3 months or funding events in the past 12 months. 

Recent activities filter


This Sales Navigator filter shows companies where you have at least one employee that’s your 1st-degree connection on LinkedIn. 

Connection filter

Section: WORKFLOW 

Companies in CRM

This filter is available to the Sales Navigator Advanced Plus subscribers only since it’s the only plan that can be synced with your CRM and move accounts from CRM to Sales Navigator and vice versa. 

This Sales Navigator filter allows you to apply other Account filters to people in your CRM. 

Companies in CRM filter

Saved accounts 

All saved accounts contains all LinkedIn company pages you manually saved and all LinkedIn company pages from all account lists in one place. When you save a lead, Sales Navigator automatically adds the lead’s current company to My saved accounts. 

You can apply other account filters to the All saved accounts list. 

Saved accounts filter

Account lists 

Further filter companies from any custom account list or all account lists at the same time and further apply filters to those companies. 

Account lists filter, LinkedIn sales navigator filter

9 Sales Navigator targeting hacks

Here are 9 targeting hacks used by our sales team in their everyday routine to find the leads most likely to convert.

Use the Buyer Intent filters to push ‘leads’ in your direction. 

Another way to check Who’s viewed your profile is to go to the Who’s viewed my profile section on LinkedIn. 

#1 Click on the profile picture and select Who’s Viewed Your Profile.  

Who's viewed your profile, how to check it on Sales Navigator

#2 You will be redirected to your LinkedIn page. 

First, you will see the LinkedIn filters as an option to filter leads who viewed your profile additionally. 

Who's viewed your profile filters

If you scroll down, you will see the list of people who viewed your profile. 

Find leads more open to new technologies through the Recent Updates filters.

This set of filters is so important, that even Sales Navigator AI-assisted search keeps suggesting them as the best choice to narrow down your search to the most qualified leads. 

One of the reasons is also that you can use this information to personalize your outreach, and significantly increase your response rates, which is how our sales team also uses these filters to increase their response rates. 

However, bear in mind that, just because some leads are not actively posting or updating their information on LinkedIn, it doesn’t mean they are not using the platform to network and do business. 

Identify growing companies through the Spotlights filters.

Our sales team uses the Spotlights filters to find customers for Skylead, and these 2 filters turned out to bring qualified leads for following reasons:

Image of CTA banner 1 for Skylead salesbook - ready-to-use outreach template that can be applied to our LinkedIn automation and cold email software

Save your search criteria or let Skylead discover new leads matching your criteria automatically. 

Saved search is a great way to save time while still getting regularly updated on leads that match your ICP and/or Buyer Persona criteria. 

However, our sales team and Skylead users don’t need to do this portion of manual work, because, once you search LinkedIn (any subscription), insert the link in Skylead, and start your campaign, Skylead will automatically recognize new leads appearing on LinkedIn that match your criteria, and automatically add them to an existing campaign according to your settings. 

For Skylead to do this, you only need to move the toggle button to the right in the Campaign settings > LinkedIn Settings. 

Auto-refresh leads on Skylead

On Sales Navigator, the point of a saved search is the same - to suggest leads and accounts relevant based on the criteria you set. 

We’ll show you how it works with Account filters, but the process is the same for leads. 

First, set up Sales Navigator filters that match your ICP. 

Click Save search. 

Saved search on Sales Navigator

Go to Saved search next to the Keywords filter. Click on the Pencil icon to give your saved search a name. 

Where to check Saved search on Sales Navigator

Sales Navigator will start pushing accounts that match your criteria into one list. Click the View button next to the Pencil icon to check new leads.

The numbers in green show the number of new leads or accounts since the last time you checked a specific saved search list. 

How to check new leads on Sales Navigator, saved search

Check new accounts or leads every week, filter them out further, and segment them into Account and Lead lists. 

Connect with industry peers within a LinkedIn group. 

Targeting members from a LinkedIn group is an excellent way to connect with members from the same or similar industries. 

This can be useful to network, create possibilities for future partnerships, and get introduced to other people relevant to your business in many ways. 

Also, being part of the same LinkedIn group is an excellent way to personalize your outreach and connect with leads from the first outreach message. Being part of the same group implies, in a way, that you have similar interests or are in the same or adjacent industries, all of which create some kind of a bond right away. 

Check out our step-by-step manual on how to target members from a LinkedIn group for a more successful lead generation.

Blacklist leads or accounts you wish to avoid. 

The point of blacklisting certain leads and accounts is to save time and resources and direct them toward those more likely to convert. 

Consider excluding your negative ICP and Buyer Persona, people you already talked to, competitors, and companies you already work with for more precise targeting. That’s exactly the purpose of a Blacklist - to make sure none of the people who do not match your Buyer Persona can end up in your search result.

Skylead’s Blacklist options

With Skylead, you have 2 types of Blacklists at your disposal:

You only need to enter an exact or partial match of a company name, lead's full name, job title, or profile URL you don't wish to target with your campaigns, and Skylead will take care of the rest. 

Skylead's blacklist, example

Sales Navigator Blacklist options

There are 3 ways to blacklist leads and accounts on Sales Navigator. 

The exclude option 

You may have noticed that some Sales Navigator filters have the Exclude option. 

Sales navigator filters exclude option, red arrow pointing

For example, if your target industry is Manufacturing but not Medical equipment manufacturing, you can simply exclude this subindustry by clicking the Exclude button next to it. 

Excluded filters example

Excluded parameters will always appear in red. That’s how you’ll know that you excluded them. 

Blacklist via account lists

If you wish to blacklist specific companies, you can make a list of companies that represent your negative ICP, save them in an Account list, and then exclude this list through the Account list filter. 

blacklist via account list example step 3

Sales Navigator will exclude all employees from the companies in your Account list from the search result. 

You can do the same with personal LinkedIn profiles. 

Save leads that you would like to avoid in a Lead list, and then exclude it through the Lead lists profile. 

Blacklist via saved search  

Another way to blacklist specific leads or accounts is through the Sales Navigator Saved search. 

Set up criteria for leads or accounts that you would like to avoid. Save your search. 

Then, select the leads or accounts found by Sales Navigator, and save the ones you wish to blacklist in an account list. 

Repeat the same process as explained in the hack above - Blacklist via Account list. 

Apply the Boolean search to produce more relevant results. 

The Boolean search helps you produce more accurate and relevant results and allows you to navigate through appropriate leads while disregarding unrelated ones. It is both a time-saver and an excellent way to laser-pick leads for your business more likely to convert. 

It is a query technique that combines words and phrases with the Boolean operators AND, OR, NOT, parentheses (), and quotations “ ” to limit, broaden, or better define your search. 

Check out our complete guide on LinkedIn Boolean search with string examples to learn what Boolean search is, and how to use it, and feel free to copy/paste our Boolean string examples. 

Sales Navigator masterclass banner with targeting options and Boolean search query

Upload a CSV file to Sales Navigator to match the ICP on LinkedIn.  

This option is available only to Sales Navigator Advanced and Advanced Plus subscribers. 

If you already have a CSV file with a list of companies representing your ICP, you can upload the file, and Sales Navigator will match the data and find the LinkedIn accounts of these companies. 

Then, you will be able to apply any Sales Navigator Account and Lead filter to company pages from your CSV file to narrow your search.

Click Create Account List. Then, Upload Accounts from CSV. 

upload csv account search sales navigator plus

First, you will get a list of thorough requirements for this feature to work, after which you can upload your CSV. 

CSV file requirements

The only required column in your CSV file is Account Name. Other columns, such as LinkedIn Company ID, LinkedIn Company URL, Website URL, etc., are optional, but better if you have them because LinkedIn will more easily find the accounts in question. 

The more columns (optional) from the Optional section you have, the higher the chances are that Sales Navigator will match that data with the actual LinkedIn company pages. 

This Account list will be marked as CSV. It works just like a regular Account list. 

Use Skylead to put your outreach on auto-pilot.

Skylead is a LinkedIn automation tool and cold email software that combines LinkedIn automation, unlimited Email automation, Email verification & discovery, and Image & GIF personalization into Smart sequences to help you book 3x more meetings than before. 

It is compatible with ALL LinkedIn subscriptions, and in this blog, we will show you how it works for Sales Navigator users. 

Copy and paste the URL of your Sales Navigator search result or Lead list into Skylead’s campaign creator. 

Skylead's campaign creator, Sales Navigator campaign

Later, you can use the Add new leads button to add another URL search, a LinkedIn URL of an individual lead, a CSV file, or through API to any active campaign on condition that the campaign steps allow it.

How to add new leads to an ongoing campaign in Skylead

Then, choose your lead source. 

Add new leads on Skylead

Also, know that Skylead auto-refreshes your leads. Basically, if new leads appear within the same URL source, they will be pulled into active campaigns if you turn this option on within the tool. 

Auto-refresh leads on Skylead

Click Create sequence to create your Smart sequence campaign. 

Here’s an example of a ‘classical value proposition’ type of a Smart sequence. 

Smart sequence example on Skylead

Once you start your campaign, you don’t need to leave Skylead to answer your leads. Thanks to its Smart Inbox, you can manage messages from any LinkedIn subscription and any email connected to Skylead in one place. 

Smart Inbox on Skylead

Also, Smart Inbox is a light CRM at the same time, too, as you can custom-make labels to segment leads, and never miss an opportunity to book a meeting with a warm lead. 

To Sum Up

LinkedIn Sales Navigator is a powerful database that helps you find the most relevant leads for your business from all across the globe. Teamed up with Skylead, you transform into an unstoppable force in lead generation. 

Don’t take our word for it; test it out for 7 days for free

Launch your first outreach campaign today!
Start free now Start free now

Ideal Customer Profile? Say what?

When figuring out the sales strategy, it is hard to specify who you should be targeting. If you try to pitch to somebody you think is the best, or anyone really before prior analysis, you will fail at your execution. 

Moreover, it’s like playing darts with blindfolded eyes, hoping to hit the 50 points mark. Perhaps you will hit it, but the chance is 99,9% you won’t. What’s worse, if you do not know who you are pitching to, you will waste your budget and time spent. 

Luckily, we are here to take the blindfold from your eyes and present you with the solution - Ideal Customer Profile, aka ICP. Therefore, in this article, we will show you a comprehensive guide on how to create an Ideal Customer Profile with different approaches based on whether you have an established business or just starting out.

What is an ICP?

An Ideal Customer Profile is a description of the companies that would benefit the most from your product or service. In other words, the companies that belong to your ICP should be the ones with the fastest conversion cycle, highest customer retention, highest LTV and are willing to refer your product or service to others elsewhere. Therefore, An Ideal Customer Profile is the company profile that has been or will unquestionably become a long-term customer, upsell easily and adore your product or service since it solves their problem seamlessly.

Note: Once the ICP is defined, the sales reps should get an idea how to speak and approach these companies.

ICP can be both positive and negative. In other words, you can create an ICP which describes your perfect customer match to target your ideal prospects, but also you can create a negative one - the worst kind for your business so you can run a check-up on the ones who come your way. We will focus on the positive ICP, but the same process applies if you wish to create a negative ICP.

The difference between an ideal customer profile and a buyer persona

ICP and Buyer Persona are both essential documents for salespeople, and they serve the same goals - prospecting on LinkedIn and finding the right people. In other words, these similar tools go hand in hand, and it’s easy to mix these two in the process. Firstly, to create both, let’s distinguish them clearly. 

ICP combines firmographic, demographic, and behavioral data that best describes only the company ideal for your business. This data can include info, such as: 

On the other hand, a Buyer Persona is a document that describes people who are involved in a buying process alone. The data from your ICP might mention the decision-makers and their positions. However, Buyer Persona will go into more personal details such as job title, what social media channels they consume, or how much they make.

Basically, Buyer Persona focuses on more psychological and personal details, while Ideal Customer Profile focuses more on the company itself and the metrics.

Let’s zoom things out a bit. Ideal Customer Profile is a broader specification than Buyer Persona. One ICP can contain multiple Buyer Personas you wish to target. For example, you may be targeting the chief marketing officer as well as the CEO in the same company profile. 

Plot twist: If you zoom things out, even more, you find out that you can have multiple ICPs for your business. In this case, the industry will be the dominant specification for ICPs. If you imagine a diagram, it looks something like this:

Image that describes difference between ideal customer profile and buyer persona

Back to the ICP and Buyer Persona. Here is a simplified example of the main difference between ICP and Buyer Persona.

Image demonstrating difference example between ideal customer profile and buyer persona

Note: If your company is new, It’s better to start off with creating an Ideal Customer Profile, and then move onto Buyer Persona.

How to create an ideal customer profile?

An Ideal Customer Profile needs to be as detailed as possible to identify all the aspects of your target companies, create a good base for your Buyer Persona, and later on for your LinkedIn lead generation activities. 

Here is how to create ICP in case you:

If you already have an ideal customer profile as your customer

1. Analyze your current customers data 

Data is precious. Analyzing it, you can figure out patterns and anomalies that your business can benefit from. In this case, the best way you can create ICP is to start with your existing customers’ data. This way, you can figure out similarities amongst your most valuable customers.

The trick here is to first pinpoint who your best customers are. You can do so by setting the following questions for yourself:

  1. Firstly, what company did become your customer the fastest way possible?
  2. Secondly, who are the customers that have the highest retention rate?
  3. Thirdly, what customers have the highest LTV?
  4. Lastly, what company did refer your product and service elsewhere? 

When you have the list of such companies it is time to move on to the next step.

2. Identify the patterns

Once you have the list of current companies that are your customers according to previous criteria, it is time to analyze them. The key here is to notice patterns and similarities between these companies.

Here is the list of patterns to keep in mind when analyzing:

Note: One way you can do this step is to open Google Sheets, make a note of customers list in rows, and put said patterns in columns. Once you have them neatly written down, you can notice these patterns easier.

Depending on how detailed you wish to be while creating ICP, you may or may not use all the information listed above. 

3. Have a chat with your customer

Once you’ve established the patterns and have rough data, it is time to get personal and go deeper into the analysis. To gather more personal information, you can book online meetings and chat with your customer. Talking with your existing customers from the companies on the list will give you additional insight into otherwise unavailable information. 

Here is the list of questions you can ask your customers:

Image of template questions to ask current customers to create ideal customer profile

Keep in mind that not all customers have time to talk to you, or your meeting is not their priority. If you did the social selling right, you will have instant positive feedback because of your well-established relationship with them.

In other cases, you need to find an alternative motive for the customers, so they are willing to hop on this meeting. In other words, this is where discounts or gift cards come into play. You will get valuable information, and they will gain something in return. Win-Win.

4. Assemble information about your ICP

You are almost done. The last step is to assemble all this information on a single sheet of paper. As we mentioned before, it would be easier to start with ICP industry segmentation and go on from there. 

With Ideal Customer Profile defined, you can alter your sales and marketing efforts to target the right companies for your business. Furthermore, ICP is useful for SDRs as each company they come across in the future, be it outbound or inbound, can be compared to the profile on the document. In other words, depending on the comparison, an SDR can make different decisions or approach styles.

In the template below, we will show you the example. Furthermore, we will provide you with the document, which you can download or make a copy of. 

Image of CTA banner 1 for Skylead salesbook - ready-to-use outreach template that can be applied to our LinkedIn automation and cold email software

If you do not have ideal customer profile using your product or a service

The previous approach was an easier one because the data is easily accessible. However, do not despair - if you do not have ICP as your customers, or any customers whatsoever, here are the steps you need to take, which are slightly different from those above.

1. Identify your ideal customers 

One of the best ways to start creating an Ideal Customer Profile in case you don’t have any customers or the ones ideal for your business is to zero in on the certain companies you believe will most benefit from your product or service. 

You can do this by first identifying a couple of things on your end:

Once you do that, choose a group of ideal companies to research. Follow their founders or other decision-makers and discover what they write about, are there any pain points they often talk about; visit their website, or check out their LinkedIn page. Possibilities about research are endless.
Once you’ve done your research, write down these companies. With this approach, you will help your sales and marketing team narrow down the target group and be more effective in their activities.

2. Identify the key aspects

Similarly to the previous approach, you need to add firmographic, demographic, and slightly behavioral data to the companies’ list. Here is the information you can gather about these companies and add to the list next to the companies’ name: 

Depending on how detailed the person wishes to be while creating ICP, they may or may not use all the information listed above. However, we do suggest making your ICP as detailed as possible since it will provide the best options for LinkedIn lead generation targeting. 

3. Finding personal information about the company

To make your Ideal Customer Profile as detailed as possible, you need to find out more personal information about the companies themselves, but one requires mingling on your end. In other words, you need to reach out to them. 

Do not underestimate the power of LinkedIn - most people will be glad to chat with you and share experiences. Furthermore, you can use this opportunity to reach out to their decision-makers and start your social selling.

To reach out to these people, you can first send a personalized invite to connect.

Example of invitation to connect that is a conversation starter:

Hey {{FirstName}},

I saw your awesome profile and noticed you work as {{Occupation}}. I would love to connect and share experiences and talk more about the hardships of the position itself.

From there, you can continue the conversation like this:

Hey {{FirstName}},

Thanks for accepting the invite. I saw that you are working at {{CurrentCompany}}. Would you mind me asking what you find the most difficult in your current job there or in general? I am doing a bit of research since I am developing a product specially designed for {{Occupation}}, and I would be glad to hear your thoughts on this.

Here are a couple of questions you can ask them:

4. Build an ideal customer profile

The last step is to assemble the information you gathered, which we cover in the next segment. If you choose the companies that work in different industries, start with industry segmentation first, and import the rest of the data to have multiple ICPs. Otherwise, you will have only one. 

Keep in mind that depending on the effectiveness of your new ICP and the results, you can modify the said document in the future. 

Ideal customer profile template

Here is how simplified and assembled Ideal Customer Profile should look like for a fictitious company that offers a time tracking system to other companies.

IndustryB2B product and service companies
Type of companyServer hosting providers
Company headcount50 - 150
Revenue per month$200K - $1M
Technologies used- Jira
- Slack
- Google Meet
Goals and objectives- To gain bigger market share
- Offer safest and cost-effective service and maintenance
Decision-makers- Head of HR
Pain points- Remote working
- Hard time determine working hours per week, per employee and per project to make an estimate and bill clients accordingly
- Tracking employees productivity
Solution your product offers- Detailed reporting 
- Tracking work hours across projects
- Productivity check 
- Tracking time on the go
- Ready to go invoices
Unique Selling Proposition- Mobile and desktop app to track on multiple devices and on the go
- Manage remote teams and employees 
- Analyze companies efficiency across teams 
- Bill clients easier

Additionally, if you wish to download this template, be sure to click here and make a copy. 

How to use ICP for lead generation

After you've created an Ideal Customer Profile regardless of the scenario, it is time to put it to use. As we mentioned before, the ideal customer profile is a powerful tool to identify your ideal leads. Keep in mind that companies who do not match your ICP are still worth your while, but the retention rate will perhaps be lower or buying experience longer, so optimize and adjust your efforts accordingly.

Ideal Customer Profile is fairly easy to apply for lead generation. The idea is to search and create a company leads list to match your ICP, and then reach out to them. 

1. Similar companies search

Hacks to find leads using basic LinkedIn search

Go to your LinkedIn account and research the industry or type of companies defined in your ICP document. Once you do, use additional filters available to narrow down the search according to your ICP.

Image of basic LinkedIn search filters to find leads from ICP

When the search is complete, go to each company profile and find your leads.

Image of finding employees from company profile on LinkedIn, how to find people for lead generation from ideal customer profile

Create a CSV file with every lead’s first name, last name, profile URL, and email. Save this file for the next step.

Image of CSV file and leads' information to use in lead generation campaign

Hacks to find leads using Sales Navigator

There are two ways you can filter your leads.

1. Find leads from the company profile

One way is to go to your Sales Navigator search, and search for the type of company you wish to find. Secondly, add additional Sales Navigator filters, and see the results. Thirdly, find your ideal company from the list, and click on the three dots button. Then, click on the “View Similar”. 

"View Similar" is a nifty Sales Navigator feature that will try to find companies most similar to the company you choose according to the industry, company size, etc. As a result, it will show you up to 50 similar companies.

You can also use your existing customer you selected as your ICP, type their name in Sales Navigator search bar, and click on “View Similar” button for that company. 

Image of Sales Navigator search to find lead companies from ideal customer profile

From there, click on the company you are most interested in and find your decision-maker. Once you do, go ahead and save him to the lead’s list. In addition, repeat the process for every company.

Image of how to save leads similar to ideal customer profile to lead list in Sales Navigator

2. Find leads similar to the decision-maker working for your ICP

Another great way you can find similar leads is to use Sales Navigator to find the exact decision-maker working for your ICP. Once you do, you can click on the “View similar” button, and Sales Navigator will show you a wonderful selection of leads.

Similar to the “View Similar” feature for the companies, Sales Navigator will try to find leads similar to the lead profile you select, according to position, age, a company they work for, etc. In this case, Sales Navigator will find up to 100 similar leads.

Image of ''View Similar'' feature in Sales Navigator, to find leads from your ideal customer profile for lead generation

From there, select all the leads and also save them to the list.

Image of how to save similar leads to lead list in Sales Navigator, using ICP for lead generation

Image of Free Trial CTA banner with Skylead's smart sequence that demonstrates multichannel outreach using LinkedIn automation and email steps with if/else conditions

2. Create an outreach campaign

You can outreach the leads you found manually, but to make this process easier, you can use a sales engagement tool to do it for you. Let’s take Skylead for example. In order to create a campaign, take the CSV file from LinkedIn results or URL from Sales Navigator lead’s list, and upload or paste it into Skylead.

Image of Skylead campaign creation, using ICP, Ideal customer profile for lead generation

3. Create a Smart sequence for outreach

To clarify, the smart sequence will allow you to define the steps you need to take for your outreach towards the selected leads. Simple drag and drop of the elements, such as actions and conditions, will result in a sequence such as:

Image of Skylead's smart sequence, Using Ideal Customer Profile (ICP) for lead generation

4. Enjoy the results

And you’re done. Once you’ve started your campaign, relax. Skylead will do each step from the smart sequence for you, so you can focus more on responses from the leads, social selling, and building relationships with your prospects.

Image of CTA banner 2 for Skylead salesbook - ready-to-use outreach template that can be applied to our LinkedIn automation and cold email software

In conclusion

An ideal customer profile first and foremost allows you to narrow down, analyze prospects, and optimize your approach. Furthermore, it shows precise challenges - valuable information to adjust unique selling points and offer tailor-made solutions to their problems.

To repeat, the 4 easy steps you need to take depending on whether or not you already possess an Ideal Customer Profile as your customers:

I already have ICP as my customersI don’t have ICP as my customers
1. Analyze your current customer data1. Identify your ideal customers
2. Identify the patterns2. Identify the key aspects of the company
3. Have a chat with the existing customers3. Find personal information about the company
4. Assemble the ICP4. Assemble the ICP

The next step is to create a Buyer Persona, so take a look at the detailed guide here.  

Wish to use Skylead to outreach to your Ideal Customer profile easier? Come, say hi via chat on our website, and test our LinkedIn Automation & Cold Email software during a 7-day Free Trial

Launch your first outreach campaign today!
Start free now Start free now

You chose your path and decided to walk towards Social Selling, a valley of flourishing prospecting fields, meaningful connections, and better conversion opportunities. Now we welcome you to the camp - The Ultimate Guide Part 2, where we will be discussing how to create a tailor-made Sales Strategy for your business.

If you haven’t checked out Part 1 yet, be sure to do so here, where we’ve covered:

Let’s jump to the sequel of our shared storyline and prepare you for the mountain climb. 

Benefits of Social Selling

Firstly, let's distinguish why we are all doing this. Social selling is the most effective sales strategy in recent years. Thus, there are many statistics to prove how vast its potential can be: 

76% of buyers are ready to have a social media conversation with potential providers.

Social sellers are 51% more likely to achieve sales quotas.

39% of B2B professionals said social selling reduced the amount of time they had to spend researching potential leads.

84% of C-Level executives use social media to make purchasing choices.

To name a few. So what does this mean, and how can your company benefit from it? Well…

1. Social Selling increases brand visibility.

When a sales team shares content and optimizes their social profiles, their networks grow and engage even more. Besides, these actions are free and organic, meaning you do not need to PPC the hell out of them. 

2. Attracts more high-quality leads.

As brand visibility improves, so shall the quality of leads. When you have a team of social sellers armed with good quality content, they are educating their network. So, let's take LinkedIn as an example. Firstly, people on this social network are far more interested in education from their field of expertise. Secondly, the more you post valuable and specific content, the more interest you will trigger, and your niche network will grow, aka you will have the opportunity to reach more qualified leads.  

3. Improves website traffic.

The more you share content from your company’s website, the more people will click on the link. On the other side, they will also search for more information on the web about your company.

4. Gaining respect as an individual and the company.

If you show you know what you are talking about and constantly offer value to your network, you will gain their respect. In addition, prospects aren’t easily swayed with any content. You need to provide them with what they do not know - constantly. The more you do, the more respect you will have “on the streets”. Consequently, more people will trust you.

5. Building relationships and gaining trust.

Would you rather talk to a real person or a logo? Of course, the real person. That is why social selling works as you get the chance to build relationships with people. We as a human race wish to feel the connection with the people first and foremost. That is why, apart from posting, you should focus on mingling and chatting with other people. The good-quality relationships you have, the more people will trust you, and that is the true benefit of it all. Do not forget to be honest, genuine, and authentic in the process, otherwise, it will not work. 

6. Skyrockets conversion.

Due to gaining respect and building relationships, social selling is also a fantastic way to increase the number of meetings per month - meaning more chances to close the deal and more income to the company.

How to create a sales strategy for Social Selling

A sales strategy is a documented plan with activities and metrics for the sales team to follow and enables them to generate income for the company more efficiently. In other words, if you wish to do social selling, you cannot be sloppy - you must be detailed and organized as your main goal is to convert prospects into customers. In short, here are the steps to tailor-make your social selling strategy.

1# Determine which social media platforms are right for you

Most companies use different social media platforms to raise awareness and their presence. When it comes to social selling, you need to do the same. It might be overwhelming, but know this - you do not have to do everything on every platform possible, as you might do with your company’s presence. Think about what platform your prospects use the most and start from there. Once you establish your presence, you can use other platforms to connect with the prospects. For instance, here is what social media networks proved to be the most effective, according to DataBox.

How to create Social Selling Strategy, Image of a most effective Social Media platform, Statistics

2# Determine your goals and metrics

Social selling doesn't work unless you set goals. Without clear goals and metrics (which we mentioned in Part 1 of the Ultimate Guide), your random acts of social selling will produce uneven results. Hence, to prevent this and prepare a field for the most accurate social selling describe goals using specific words and KPIs. 

Social Selling goal examples:

GoalKPI Metrics
Increase revenue by 20%- Number of conversions, CLTV
Expand network by 350 connections- Number of invitations sent; Number of connections accepted
Nurturing existing customers- Number of conversations with existing customers
Build closer relationships with leads- Number of warmed-up leads
Improve brand awareness by improving website traffic- Number of webpages visits (UTM them when posting it)

Image of CTA banner 1 for Skylead salesbook - ready-to-use outreach template that can be applied to our LinkedIn automation and cold email software

3# Determine the right ICP

We already mentioned in Part one the importance of the right ideal customer profile. So, be selective of who you interact with. In other words, you cannot expect that just everyone will buy your product or service. When prospecting on LinkedIn, find your niche ideal customer profile and build a relationship with them.

On this mission, you will find out that many tools can help you find who to reach out to.

4# Determine tools to support your sales strategy

Many tools can help out your social selling activities. Some might save you time when you do outreach, such as Skylead, some will help you filter your niche ICP like LinkedIn Sales Navigator, or you simply need to keep all your prospects organized, such as Pipedrive.  

5# Determine your unique content strategy and product key benefits

To keep things clean, organized, and as simple as possible, you can create a separate document to join your sales strategy - a Content Strategy. For example, this can be a document that contains: 

In addition, be careful about the type of content you post, as according to Social Spout, 46% of people may unfollow you if your content is too promotional.

6# Determine Social Selling activities 

There are only a handful of social selling main activities you need to perform. You can decide which ones you will use, but you must know that this sales strategy works best if you combine them.


Post your original, educational content, and do it frequently. Consequently, prospects will love it and follow you more.


Sharing other people’s content for a change will eliminate the potential prospect’s perception that you’re self-centered.


This is a useful social selling activity for the moments when you are short on time or if you do not have anything to contribute. It shows that you are following the prospect even though you are not engaging more actively. 


Your comment must not be just a sales pitch. Instead, offer your educational 2-cents on the topic in discussion, and link your content or website page ONLY if it can be applied. In addition, comments are a nifty indicator of your genuine interest, as it shows that you are not solely the “distributor” of your own content, but rather a social being. Speaking of nifty - comments are also free publicity on other people’s posts.


Engage with the prospect on a more personal level with DMs. Example:

Hey Bethany,

I’ve just noticed you reached your 2nd anniversary at SaleChart. Just wanted to congratulate you on that. How are things going at SaleChart?

Connection request or a Follow

Social experts say that it is best to wait to make a connection with someone until you’ve had an appropriate reason to. In order to create this “reason” you need to go personal. Therefore, reference their blog post, the content they shared, or mutual connection.

Example of the LinkedIn connection request that will stand out:

Hi Jessie,

Your comment about a couple of sales techniques on Michael's post was quite insightful.  So I wanted to add you as my connection. If you are interested, I would like to discuss it further. 

Once you determine the activities, you need to keep in mind that they should always be honest, relevant, and hyper-personalized.

Image of CTA banner 2 for Skylead salesbook - ready-to-use outreach template that can be applied to our LinkedIn automation and cold email software

7# Determine sales communication funnel

When you create a sales strategy, every activity has to belong to a certain part of the sales funnel. This applies to social selling, as well.

In other words, you need to establish a valid sales communication funnel to know how to engage and warm up the leads, apart from engaging with their content. As people are naturally different and there is no one-size-fits-all when it comes to social selling, we cannot give you the precise sales communication funnel. However, what we can do is to provide you with a basis to start with. 

StageCommunication type
First contact- Research,
- Introduction 
Interaction (Warm-up)- Commenting
- Liking
- Sharing
- Experience exchange
Interest- Value 1
- Value 2
Question- Listening to customers pain points, how they handle the situation
Discussion- Tailor-Made Value 1 
- Tailor-Made Value 2
- Educational material
Conversion- Ask for review or referral
Nurture- Communication about product effects
- Providing help

8# Finishing up sales strategy: Activity checklist 

Phew! That was a lot, wasn’t it? we’re almost done. Now that you’ve determined this sales strategy, create an activity checklist you need to do daily. Social selling can take a lot of time during the day, especially since sales reps already have a lot on their plate. Trust us because this sheet will help any salesperson organize daily activities and save a lot of time. 

Social selling activities will depend on previous steps defined. Since this is the Ultimate Guide, here is an ultimate checklist, which you can use for any platform.

Once you start doing social selling, you must constantly provide valuable contributions (unless you are on vacation :). Uneven or infrequent social selling can backfire. Every action matters as long as you do not vanish and appear in a month or two.

Sales strategy examples for Social Selling

How does the theory above manifest into reality? Let’s take a look at short-form sales strategy examples.

1# Sales strategy: The one when you become a thought leader

Let’s start with the statistics. According to Hubspot, 92% of buyers are willing to engage with an industry thought leader. For instance, if you learn fast, write faster, and like to mingle, this is a perfect social selling strategy for you. 

Thought leaders often use social media to share their experiences. Firstly, their posts are always straight to the point and educational - never promotional. Secondly, they act as a kind of influencer in their niche field.

Scenario: For example, let's say you have B2B software Budgetfy that scans companies' spending and suggests budget optimization.

Goals for 3 months

Social media platform

LinkedIn, Slack groups


Chief financial officers, Accountants

Tools to use

Content strategy and product benefits

Sales communication funnel

StageCommunication type
First contact- Discovering the content that prospect shared, events attended, company,
- Personalized outreach based on previous findings
Interaction (Warm-up)- Commenting, Liking, Sharing, their content- Asking about the experience with the budgeting
Interest- Budget optimization recommendation- All invoices in one place- Data-driven decisions 
Question- Asking Listening to customers pain points, how they handle the budget spendings (Example: they do not focus on finding the most cost-effective purchasing because they do not have time)
Discussion- Offering value in the form of a solution and educational material: Budgetfy can recommend the most cost-effective purchasing options
- Offering a call to talk more about their business and provide free trial
Conversion- Communication about product effects and providing help
Nurture- Ask for review or referral

Social selling activities outside of direct messaging

2# Sales strategy: The one with the questions, groups and events

It is completely alright if you are not a content writer type. What you can do instead is to be active on other levels. Joining groups, asking thought-provoking questions, and starting conversations with the right people is also a nice way to go. What's more, well-thought-out questions in groups, you will attract ideal prospects and start a conversation with them.


For example, let's say you have a marketing agency, specialized for generating leads.

Goals for 5 months

Social media platform

LinkedIn, Slack, Facebook, Quora


Marketing managers, Chief Marketing Officers, CEOs

Tools to use

Content strategy and product benefits

Sales communication funnel

StageCommunication type
First contact- Discovering the content that prospect share
- Attend the same events
- Personalized outreach based on previous findings
Interaction (Warm-up)- Commenting, Liking, Sharing, their content
- Asking about the experience with generating leads
Interest- Data transparency, good quality leads- easy communication
- Good quality leads
Question- Asking and listening to prospect’s pain points, how they handle lead generation
(Example: they have though time to find good quality leads; listings do not work for them)  
Discussion- Offering value. For example, marketing agency owns a unique lead generation strategy creation process. Consequently, they gather good quality leads.
- Offering a call to talk more about their business 
Conversion- Work in progress
Nurture- Talking about results and asking for a referral

Social selling activities outside of direct messaging


As seen from our examples, sales strategy can help you a great deal with your results, especially if we are talking about social selling. However, keep in mind that we’ve shortened our sales strategy examples, and you need to be as detailed as possible.

Repeating is the mother of learning, therefore here is what you need to determine for your social selling strategy: 

  1. Which Social Media Platforms Are Right For You
  2. Your Goals And Metrics
  3. The Right ICP
  4. Tools To Support Your Sales Strategy
  5. Your Personal Content Strategy And Product Key Benefits
  6. Social Selling Activities 
  7. Sales Communication Funnel
  8. Activity Checklist 

Remember, social selling takes a lot of time. Once you see the first results, you will fall in love with them. 

Wish to share love, help across the internet, and build relationships with prospects? Try out Skylead free for 7 days!

Launch your first outreach campaign today!
Start free now Start free now

Whether you want to network, find your perfect client, do cold outreach, showcase your expertise, or educate other users about your product, LinkedIn is a place to be. 

The platform offers so many possibilities not only when it comes to reaching pretty much anyone on the planet (crazy, isn’t it?) but also in terms of different communication channels - from direct messages to InMails, posts, polls, emails, etc. 

Get on LinkedIn, and the (business) world is your oyster. 

But what about the time? Yes, there are only so many hours at our disposal and so many things that need to be done. Luckily, the development of automation and AI-powered solutions took some strain off us and helped us focus on more “important” things. 

Take AI lead generation tools, for example. Sales reps that use them to automate lead generation and prospecting on LinkedIn have more time to focus on building meaningful relationships and closing deals, instead of getting stuck in certain repetitive actions.

The same goes for LinkedIn itself. If you automate these 3 things, you’ll reach more customers in less time and increase your company’s value.

Sales Navigator 

Sales Navigator is LinkedIn’s paid sales solution. It is designed to help its users do their outreach more effectively and land better deals.

Not only.  

Sales Navigator gives you some advanced options that can improve the quality of both your targeting and outreach efforts. 

Access to out-of-network connections

One of the biggest benefits of LinkedIn Sales Navigator, especially nowadays with the newest LinkedIn restrictions and limits, is the opportunity to extend your sales reach outside your network. 

Namely, you can only view a limited number of profiles outside your network. Sales Navigator lets you “unlock” that information for up to 25 profiles a month. This way you can better understand your leads and make more meaningful connections. 

Furthermore, the LinkedIn Sales Navigator account gives you 20 InMails each month. This way you can reach out to your 3rd-degree connections and establish significant business relationships. Additionally, InMails are credit-based. That is, if the user replies to your LinkedIn InMail, the one you sent first will not be counted towards your monthly limit. 

Sales Navigator gives you the chance of ultimate targeting!

With 24 filters only for “Lead Search” at your disposal, you can narrow down your audience until you achieve the very best results. Imagine how well you can refine your search and pick quality leads that will almost for sure be interested in what you have to offer. 

Sales Navigator filters image

However, before you go ahead and start searching for that perfect customer of yours, learn how to use Sales Navigator filters

It would be a shame not to take it to your full advantage just because you haven’t done your research. 

Lead recommendation 

The “Lead Recommendations” feature suggests relevant leads based on your sales preferences, search history, profile views, and past saved leads. AI-powered techniques make this happen due to the pre-collected and labeled data.

The more you use Sales Navigator, the more it will use the data to do the valuable targeting for you. 

Therefore, it saves you a step in the sales process. 

Powerful sales insights

As you search for prospects, save leads, and make connections, Sales Navigator will keep you posted on updates in your network such as: 

This way you will always stay up with the latest industry tendencies.

CRM integration 

CRM stands for Customer Relationship Management Software. 

A CRM gathers customer data and interactions across all channels in one place. Managing centralized data helps businesses improve customer experience, satisfaction, retention, and service. 

Briefly, a CRM will help you understand your leads’ needs, segment your audience, and therefore, know how to target them better. 

That being said, Sales Navigator integrates with the following major Customer Relationship Management Software: 


Hootsuite is a social media management platform where you can do everything from creating quality content and scheduling posts to managing team members and measuring ROI.

It gives you the option of: 

Social media presence is crucial for any type of business. Nowadays, when companies and their employees have multiple accounts on multiple social media platforms, it is getting harder to post quality content and to plan a good strategy without using an automation tool. 

At the end of the day, trying Hootsuite out doesn’t cost you anything. 


It is the only social media management platform that allows you a 30-day free trial. 

Check it out! 


Surprisingly, cold emailing and/or reaching out on LinkedIn turned out to be some of the most effective ways of generating leads on LinkedIn

However, this works only if you have targeted your audience well, if you came up with a highly elaborated strategy, and have strong copies of the messages you will be sending. 

This is where Skylead comes into the picture. It is an Automation Tool, Scraping Tool, and an Email Finder, all in one software. 

Check out Skylead’s solution for an all-embracing outreach. 

LinkedIn outreach 

To perform LinkedIn outreach, you connect with your leads and message them. 

Or you can use paid or free InMail options depending on whether you have a LinkedIn basic or paid account. 

LinkedIn, Image of sending free or paid email through Skylead, sales engagement platform

As you may see, Skylead gives you the option of hyper-personalizing Invites to Connect, LinkedIn messages, and InMails, and fully automating this process. 

It supports both LinkedIn Basic and Premium Accounts, but it is better to upgrade it to the extent of your possibilities. 

LinkedIn Premium Account, in comparison to LinkedIn Basic Account, can perform more in terms of features, such as having the option of an Unlimited Profile Search and sending a certain number of LinkedIn InMails. You can also view and engage with a much greater number of profiles with a Premium account.

Sales Navigator is more advanced as far as filters are concerned in comparison to a LinkedIn profile. 

Email outreach 

Skylead personalizes Email Outreach and combines it with LinkedIn features.

Email Outreach implies personal emails, emails imported through a CSV file, and business emails discovered and verified through Skylead’s Email Discovery & Verification Feature.

Here is an example of a campaign that combines LinkedIn outreach with business emails. 

LinkedIn tips, Image of example campaign with smart sequence combining LinkedIn outreach and business emails

As you may see from the picture, Skylead uses multiple channels to reach out to your leads. 

Email discovery & verification feature 

Thanks to its Email Discovery & Verification feature (see above), Skylead manages to collect the data, “compose” all the possible business email options, and verify them even without you being connected with the lead on LinkedIn. 

This is how your leads list will look like on Skylead. 

Image showing leads list in Skylead, Sales engagement tool

Image & GIF hyper-personalization tool 

With Skylead’s Image & GIF Hyper-personalization tool, you can offer products and services in a less conventional way, make fun job opportunity announcements, wish your clients happy holidays, or schedule a casual meeting. 

LinkedIn tips, Image showing image and GIF hyper-personalization option in Skylead

This option is available for LinkedIn Messages, Emails, and InMails.

LinkedIn tips, Image showing image and GIF hyper-personalization option in Skylead

As you may see, there are options to:

Add me: import your LinkedIn profile picture;

Add lead: import your lead’s LinkedIn profile picture;

Choose custom logo: import a logo from your computer;

Add lead’s logo: import your lead’s current company’s LinkedIn profile picture;

Add text: text is perfectly personalized by using all Skylead’s available tags. Additionally, in case you import your leads through a CSV file, each column of your CSV file becomes a tag as well. 

Smart sequences 

Skylead is the only Sales Engagement Tool that offers multichannel outreach through Smart Sequences. That is, it combines LinkedIn messages, Emails, and InMails, with other LinkedIn features such as Invite to Connect, View, Follow, thanks to the “if/then (condition)” step. 

The “if/then (condition)” step allows multiple scenarios in your outreach. Briefly, it ensures that you will reach out to your leads one way or another - whether by connecting on LinkedIn, sending an email, or simply following them on LinkedIn as a subtle reminder of you trying to connect. 

For example, let’s say you make the flow in the following manner: Invite to Connect - LinkedIn Message -  (follow-up) LinkedIn Message. 

LinkedIn tips, Image of smart sequence in Skylead combining invite to connect and LinkedIn message steps

In case the prospect doesn’t accept your Connection Request, the rest of the sequence goes down the drain. 

With Smart Sequences, the same flow would be put in the following manner - “If Connection Request Accepted” then “Send Message”, “If Connection Request Not Accepted” then - a whole bunch of other options, such as “View Profile” - “Email Discovery & Verification” - “If has verified email” then “Send Email”, etc. 

Image of Skylead's smart sequence with multichannel outreach; Linkedin, Email Discovery and Verification and email outreach combination

As you may see, your Smart Sequence will not just stop but will proceed with other available/possible paths to your lead. 

Integrated inbox 

Whether your leads’ responses come from LinkedIn, Sales Navigator, or Emails, Skylead has an Integrated Inbox. Its role is to put all of these together in a neat and organized way. You know where your prospects answered from at any moment thanks to the chat’s well-defined icons. It’s your choice where you want to continue the communication – in the Integrated or directly in the channel’s Inbox.


Automation is there to help you scale your business while ensuring consistency in customer experience and opportunity costs. 

That is to say that with the right automation tool you will be saving and making money while watching your company grow. 

To learn more about how Skylead can help you make the most of your LinkedIn experience, schedule a demo call with our team representative. 

We look forward to opening a world of outreach possibilities for you! 

Launch your first outreach campaign today!
Start free now Start free now