Les bonnes habitudes Sales Navigator

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Use the spotlight feature in the leads’ search filters to find events that can trigger an outreach

• Geography = lead location # company headquarters = Company location

2 main accounts’ type:

• existing platform, marketplace, crowdfunding: keywords in common in account’s description.= plateforme web, marketplace, peer to peer, plateforme de financement participatif, crowdfunding, plateforme en ligne, online platform, b2b platform, b2b marketplace
• e-commerce, e-retailers that are not a marketplace yet

1. Build an “exclusion list” using the “list account feature”. The goal of the exclusion list is to remove current accounts (customers, lost leads and current leads) from the prospected accounts.
1. Manual = create accounts list https://www.linkedin.com/sales/lists/company, name it “exclusion”. Automated with team link account = create a csv file with linkedin accounts url, company names and websites, import in https://www.linkedin.com/sales/lists/company using the “import csv” feature.


b. Always exclude “exclusion” list when looking for leads in the leads’ search filters.


2. Accounts Search for existing platform, marketplace, crowdfunding:

Look at the type of companies’ profile you want to prospect and find common patterns e.g. same keywords in description, number of employees or growth rate.

Below I’ve analysed current MangoPay customer’s linkedin company page to find keywords we can use to identify similar companies that are not customers yet.

🚀 Save each interesting account in new accounts’ list and then use the list to search for leads while excluding existing customer through the “exclusion” list. Always apply the standard filters to make sure you exclude existing connections and public organizations.

3. Accounts search for e-commerce pure players

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🚀 Save each interesting account in new accounts’ list and then use the list to search for leads while excluding existing customer through the “exclusion” list. Always apply the standard filters to make sure you exclude existing connections and public organizations.

4. Reverse method search

When looking for additional leads, you can start the search from the leads filters. I would only recommend doing this when having already built saved accounts’ list you can exclud from lead search filters.

Both in marketplaces and in e-commerce companies, you will find head or vp or directors of e-commerce or marketplace. I would recommend searching using the job titles (examples below) and add new accounts to a new list so you can exclude that list form your lead search and cover your whole territory efficiently 🎉

🚀 Save each interesting account in new accounts’ list and then use the list to search for leads while excluding existing customer through the “exclusion” list. Always apply the standard filters to make sure you exclude existing connections and public organizations.

Other Useful Tool

Best tool to detect e-commerce websites and competitors is builtwith. It allows to exctract companies by detecting the technologies they use.

In this case, when looking for tier 1 e-commerce players - we can use the tool to detect e-commerce websites using e-commerce or payment related technologies (e.g. e-commerce website using shopify and stripe). It can be useful when you know you have a competitive advantage against a specific competitor for your sales team to outreach to them.

→ Example of potential export - all the e-commerce websites in France running on Magento Enterprise:

Other potential interesting filters:

• E-commerce website using a competitor solution (e.g. Stripe)
• E-commerce website using an enterprise technology (e.g. Shopify Plus or Magento Enterprise)