LinkedIn and Sales Navigator Core Flow
Day 8 of 30 · B2B Sales 2026 Masterclass
Build saved searches and target lists with a weekly cadence instead of ad-hoc hunting.
Learning Goal
- Assemble a target company and persona list.
- Create one saved search (NAV or standard LinkedIn) and set a weekly review.
- Define the weekly cadence (refresh, add contacts).
Why It Matters
- Ad-hoc browsing = incoherent lists, weak response.
- Saved search + list = repeatable, scalable sourcing.
- ICP-aligned filters cut bad leads.
Explanation
Search logic
- Industry/size + keyword (pain/context) + geo.
- Persona: role, seniority, function.
Saving and cadence
- Saved search reviewed weekly.
- New contacts: daily/weekly limit (e.g., 15–20).
Examples
Good: ICP-filtered company + persona list, refreshed weekly.
Bad: Keyword-free browsing, dumping 200 contacts with no plan.
Guided Exercise (10–15 minutes)
- Set 1–2 saved searches (company + persona) based on ICP.
- Export/save 20 companies and 20 contacts (NAV or manual).
- Write your weekly cadence: how many new contacts, when to refresh.
Independent Exercise (5–10 minutes)
Pick 5 companies from the list and note why they fit ICP (pain/trigger).
Self-check
- Saved search created.
- 20 company + 20 persona list v1 ready.
- Weekly cadence defined.
- 5 ICP-fit notes captured.
Optional Deep Dive
- Sales Navigator tips: https://www.linkedin.com/help/sales-navigator
- Search operators: https://www.linkedin.com/help/linkedin/answer/a507663