Start with a clear ideal customer profile
Before using LinkedIn Sales Navigator, you need to know who you are trying to reach. If the audience is not clearly defined, results can include poor-fit leads and irrelevant accounts.
Sales Navigator becomes more useful when it validates a defined audience rather than trying to create one from scratch.
Build smarter searches, not bigger lists
A list of thousands of prospects may look impressive, but it is rarely useful if the contacts are not relevant.
The aim should be to create focused lists that teams can research, prioritise and approach with a message that makes sense.
Measure quality, not just activity
Activity volume can be useful, but it does not always show whether prospecting is effective.
A stronger approach measures both activity and quality, including relevant accounts identified, stakeholder coverage and meetings generated from targeted outreach.