LinkedIn and Sales Navigator Core Flow

Learning Goal

To assemble a target company and persona list, create one saved search (NAV or standard LinkedIn), and set a weekly review.

Who

Professionals in B2B sales seeking to enhance their sourcing strategies.

What

Understanding the core LinkedIn and Sales Navigator flow to streamline their sourcing processes.

Where

In the professional sphere of B2B sales, focusing on sourcing strategies and techniques.

When

When you're looking to refine your sourcing strategies and techniques.

Why it matters

Ad-hoc browsing can lead to incoherent lists and weak responses, while saved searches and lists provide repeatable, scalable sourcing solutions.

How

1. Assemble a target company and persona list based on your ICP (Industry, Size, Keyword, Pain, Context, Geo).
2. Create one saved search (NAV or standard LinkedIn) and set a weekly review.
3. Define the weekly cadence (refresh, add contacts) to ensure consistent, high-quality sourcing.

Guided Exercise (10–15 minutes)

1. Set 1–2 saved searches (company + persona) based on your ICP.
2. Export/save 20 companies and 20 contacts (NAV or manual) to practice your cadence setup.
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 your ICP (pain/trigger).

Self-check

• Saved search created.
• 20 company + 20 persona list v1 ready.
• Weekly cadence defined.
• 5 ICP-fit notes captured.

Bibliography (sources used)

• LinkedIn Help: https://www.linkedin.com/help
• Sales Navigator Tips: https://www.linkedin.com/help/sales-navigator
• Search Operators: https://www.linkedin.com/help/linkedin/answer/a507663

Optional Deep Dive

• Explore LinkedIn's search operators and tips for more efficient sourcing.

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B2B Sales 2026 – Day 8

Use saved searches to build target company/persona lists and set a weekly cadence.

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