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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)

  1. Set 1–2 saved searches (company + persona) based on ICP.
  2. Export/save 20 companies and 20 contacts (NAV or manual).
  3. 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