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FunnelCycle Playbook: Mastering LinkedIn Sales Navigator for Outbound Success

How to Use Sales Navigator to Find the Right Prospects, Start More Conversations & Book More Meetings

Introduction

Sales Navigator is one of the most powerful tools for outbound prospecting—if used correctly. Instead of generic outreach, this playbook helps you identify high-intent leads, personalize engagement, and follow up effectively. Mastering these tactics will turn Sales Navigator into your best source of warm leads and booked meetings.

1. Smart Search: Identifying High-Intent Prospects

Sales Navigator’s strength lies in advanced filtering to surface the right prospects, not just any prospects. Here are three essential filters that will help you book meetings faster and with better response rates.

Filter 1: “Viewed Your Profile Recently”

✅ Why It Works: These prospects are already showing interest—LinkedIn is the only platform that allows you to see this.

🔹 Action Plan:

• Weekly, check who viewed your profile.
• Narrow it down by job title to find key decision-makers.
• Use Boolean search to combine roles (e.g., "COO OR CIO OR VP Sales"). 💡 Message to Send:"Hey [First Name], saw you checked out my profile—what caught your eye?"

Filter 2: “Following Your Company”

✅ Why It Works: These leads have already engaged with your brand passively.

🔹 Action Plan:

• Identify high-value prospects who follow your company.
• Combine with “Posted on LinkedIn in the last 30 days” for engaged leads.
• Use Boolean search to refine by role ("VP Sales OR CRO OR Head of Enablement"). 💡 Message to Send:"Hey [First Name], saw you followed our company—what content sparked your interest?"

Filter 3: “Less than 1 Year in Current Company”

✅ Why It Works: New hires are 5-10x more likely to be open to new tools & partnerships.

🔹 Action Plan:

• Instead of "Changed Jobs in Last 90 Days", use "Less than 1 Year in Current Company" (less competition).
• Look for companies rapidly growing their sales teams—hiring trends indicate new budget allocation. 💡 Message to Send (for a company growing rapidly):"Hey [First Name], I noticed [Company] grew its sales team by [X]% this year. Typically, that means a focus on sales enablement and outbound strategies. How are you currently using LinkedIn for lead generation?"

2. Advanced Sales Navigator Tactics

Boolean Search for More Granular Targeting

• Use Boolean logic to combine or exclude job roles: ✅ "VP Sales OR CRO OR Revenue Officer" (expands search) ❌ NOT "Finance" (excludes irrelevant industries)
• This ensures laser-focused prospecting instead of bloated, irrelevant lists.

Saved Searches: The Ultimate Time Saver

✅ Why It Works: Sales Nav will automatically refresh your searches & alert you when new leads match your criteria.

🔹 How to Set It Up:

• Perform a search (e.g., "People who followed my company AND posted in the last 30 days").
• Click Save Search—new prospects matching this will be surfaced automatically. 💡 Benefit: You stop manually searching—Sales Nav brings leads to you.

3. Connection Requests & Messaging Strategy

Should You Personalize Connection Requests?

A/B tests across industries show:

• Blank connection requests have a higher acceptance rate.
• Personalized follow-ups (video or voice note) get significantly better response rates.

Proven Message Templates for Different Scenarios

🔹 For “Viewed Your Profile”:

"Hey [First Name], saw you checked out my profile—what caught your eye?"

🔹 For “Follows Your Company”:

"Hey [First Name], saw you followed our company—what content sparked your interest?"

🔹 For Past Clients Who Changed Jobs:

"Hey [First Name], I saw you recently joined [New Company]. When we worked together at [Old Company], we helped with [Pain Point]. Curious—are you exploring similar initiatives at [New Company]?"

🔹 For Referral Requests:

"Hey [First Name], I noticed you’re connected to [Person A], [Person B], and [Person C]. Would you be open to making an intro? If not, who are 2–3 people like you that I should be speaking with?"

4. Tracking & Measuring LinkedIn Activity

How to Track Outreach Activity in Sales Nav

✅ Lead Lists: Track who you’ve messaged, engaged with, or who has viewed your profile.

✅ Who Changed Jobs?: If a past client moves to a new company, they are 5–10x more likely to buy again.

“Closed Won Opportunities” Lead List (Your Secret Weapon)

1️⃣ Add all past clients & decision-makers you’ve worked with.

2️⃣ Sales Nav will automatically track when they change jobs.

3️⃣ Reconnect with them immediately—they already trust you.

5. Final Implementation Plan

✅ Step 1: Save & Monitor Sales Nav Searches

• Viewed Your Profile Recently
• Following Your Company
• Posted on LinkedIn in the Last 30 Days
• Less than 1 Year in Current Company

✅ Step 2: Build a Lead List of Past Clients & Champions

• Track their job changes and engage as soon as they switch roles.

✅ Step 3: Keep Connection Requests Short & Follow Up Thoughtfully

✅ Step 4: Use Personalized Video or Voice Messages for Engagement

✅ Step 5: Leverage Referrals to Expand Your Network

Conclusion: Master Sales Navigator Like a Pro

• Sales Nav should bring leads to you—use saved searches to eliminate manual prospecting.
• Engage high-intent prospects first—profile viewers, followers, and new hires are the best places to start.
• Refine & track outreach—analyze what works and optimize over time.

🚀 Implement these tactics and start seeing better responses immediately!

📌 Hi, I’m Nicholas Eng, CRM & Marketing Automation Consultant and Founder of FunnelCycle. I specialize in helping SMEs implement CRM systems, design efficient sales pipelines, and leverage marketing and sales automation to drive growth and streamline operations.

💡 I also offer Go-To-Market (GTM) consulting for agencies, consulting firms, and IT service providers. Whether you're scaling your outbound lead generation efforts or implementing account-based business development strategies, I create tailored plans that drive customer acquisition and measurable results.

💼 Agencies: Need a white-label partner for CRM, marketing automation, or outbound lead gen? I collaborate with agencies to deliver seamless client experiences without adding in-house overhead.

Let’s connect and explore how I can support your business goals.

📩 DM me on LinkedIn (click image below) or email me at nicholas@funnelcycle.co

On this page

• FunnelCycle Playbook: Mastering LinkedIn Sales Navigator for Outbound Success
• Introduction
• 1. Smart Search: Identifying High-Intent Prospects
• Filter 1: “Viewed Your Profile Recently”
• 2. Advanced Sales Navigator Tactics
• Boolean Search for More Granular Targeting
• Saved Searches: The Ultimate Time Saver
• 3. Connection Requests & Messaging Strategy
• Should You Personalize Connection Requests?
• Proven Message Templates for Different Scenarios
• 4. Tracking & Measuring LinkedIn Activity
• “Closed Won Opportunities” Lead List (Your Secret Weapon)
• 5. Final Implementation Plan
• Conclusion: Master Sales Navigator Like a Pro