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Sales Navigator Search Filters: The Ultimate Guide [2022]

Linkedin Sales Navigator offers 30+ search filters to find leads and accounts. Linkedin Basic search only offers 18 filters.

Sales Navigator is by far the best tool to find potential customers in just a few clicks. Once you know how to use search filters, it’s only a matter of time before you start generating dozens of meetings with qualified leads.

In this article, we cover everything you need to know about Linkedin Sales Navigator advanced search and more…

Let’s dive right in.

How To Use Linkedin Sales Navigator Search Filters To Find Leads?

There are 20 filters on Sales Navigator to find leads:

  1. Company headcount
  2. Current & Past Company
  3. Company Type
  4. Company headquarters
  5. Function
  6. Job Title
  7. Seniority Level
  8. Year in Current Company Or Position
  9. Spotlights
  10. Posted Content
  11. Connection
  12. Geography
  13. Industry
  14. Year of experience
  15. Connection Of
  16. Groups
  17. First Name and Last Name
  18. Profile Language
  19. Teamlink connections of
  20. School

1. Company Headcount

This filter help you build a leads list of people working in companies of a certain size.

company headcount sales navigator search filter

Be aware that his filter takes into account the manual input of companies on their company page and not the real number of employees declared on Linkedin.

company headcount input

These 2 numbers can be different if the company forgets to update it as it grows.

company headcount linkedin

Make sure to double-check your lead lists to see if the 2 numbers match.

Plus the linkedin count will only matter if a majority of employees are on Linkedin. Let’s say you are looking for Construction companies, a large part of the employees won’t necessarily be on Linkedin. Better not trust the linkedin count for non-digital companies.

2. Current & Past Company

This filter allows you to look for people working or who used to work in specific companies.

company sales navigator search filter

You can also combine these 2 filters to look for alumni of a company into another company. For example people who used to work at Apple and now work at Microsoft.

3. Company Type

This filter allows you to filter companies based on their type. Most of you will obviously target Privately Held companies but some of you might be interested in other types.

company type search filter

4. Company Headquarters

This filter allows you to target people who work for a company that is based on a specific country, region, or city.

company headquarter search filter

Here you are not targeting the location of your leads but the location of their company.

5. Job Title

The job title filter will look into all the current experiences of your prospects.

job title search filter

When you use the job title filter, LinkedIn will search within all the job experiences marked as “Present

profile update linkedin sales navigator

The thing is, many people forget to correctly update their job position when they change jobs.

They create a new experience, but they don’t close the previous one, which is still marked as present.

cleanshot 2022 11 15 at 15.30.24@2x

With this “multiple current experience problem” going on Linkedin, you might see unqualified leads in your search even you enter the right job titles.

Hopefully for you, Evaboot takes care of this problem by automatically double-checking your search results when you extract them.

6. Function

Linkedin use an algorithm to guess the function of people based on their job titles. We recommend to not use this filter as it’s not reliable.

function search filter

Linkedin creates a Function for every opened job position on your leads’ profile.

how function filter works on sales navigator

Here you can see that this person with 3 current experiences has 3 functions:

  • Marketing
  • Business Development
  • Education
ceo classified as education

This creates a lot of confusion and can lead you to add unqualified leads in your search results.

7. Seniority Level

Same thing here, Linkedin use an algorithm to guess the seniority levels of your leads based on their job titles and other information. We recommend not to use it.

seniority level filter

LinkedIn will create a Seniority Level for every current experience on your profile.

So if you have 4 opened experience, you will have 4 different Seniority Level attached to your profile.

seniority level of decision makers sales navigator

You can see in this example that a CEO can be considered as in intern.

That is why If you know exactly which job title you want to target, our advice is to not use this filter.

ceo classified as entry by sales navigator

After all, if you know the job titles you want to target, you don’t need this filter.

8. Year In Current Company Or Position

This filter can be useful if you want to target:

  • Heads of who just getting started in their new companies and might be open to use new services or product (using the less than 1 year filter)
  • Targeting entrepreneurs who launch their company from enough time to have the budget to pay you
year in current company search filter

9. Spotlights

There are 4 spotlights filters:

  1. Changed Job in the past 90 days
  2. Mentioned in the news in the last 30 days
  3. Posted on Linkedin in last 30
  4. Have shared experience with you
  5. Following your company
  6. Teamlink Intro
spotlights search filter

All of these offers great icebreakers ideas for your Linkedin prospecting messages.

You can mention…

  • the job change
  • a news
  • a linkedin post
  • a shared experience
  • a common connection

… to personalize your message to this audience and increase your reply rate.

10. Posted Content

This filter allows you to target people who used a specific keyword in a linkedin posts or a linkedin article they recently published.

posted content search filter

That way, you can use the content they publish as an icebreaker and mention it into your outreach message to dramatically improve your reply rate.

posted content filter

People love to be complimented on the content they write.

11. Connections

This filter allows you to filter your lead list based on their degree of connections with you.

connection degree sales navigator filter

If you are doing linkedin lead generation, you obviously want to select 2nd and 3rd degree connection because you want to contact people you are not connected with yet.

12. Geography

This filter allows you to target your leads based on their own location (not the location of their company).

geography sales navigator filters

Concretely you will target people based on the location they indicate here

location lead linkedin

13. Industry

This filter allows you to filter leads based on the industry they have selected on their profile, not the industry of their company.

industry sales navigator filter

A lot of people thinks this filter look at the industry of the lead’s company but it finds the info here:

industry lead filter

14. Year of experience

If you target people who change companies often (like freelancers, cooks, or waiters) this filter can be useful to target people with a lot of experience in one field, even though they can company regularly.

year of experience sales navigator filter

15. Connections of

This filter allows you to target all the common connections you have with people in your first degree connections.

16. Groups

This filter allows you to target people who are members of specific groups.

group sales navigator filter

This is interesting to do interested-based targeting. You can for example target all the members of a group and mention the fact they are part of this group in your prospecting messages.

17. First Name & Last Name

Target people based on their names. Not so useful expect if you want to contact all the Johns on earth.

18. Profile Language

This filter allows you to target people based on the primary language of their linkedin profile.

profile language search filter

Use this filter with caution because many people select English as their primary language even if they speak another language

language profile filter

19. Teamlink Connection Of

Linkedin teamlink is Sales Navigator Advanced (previously named Team) feature that allows you to have access to all the network of your teammates (1st, 2nd and 3rd degree connections)

If you have a Sales Navigator Advanced account, this filter helps you easily search into the connections of your teammates.

20. School

Looking to network with your alumni or recruit people from the best schools in your country? The School filter is perfect for that need.

school search filter sales navigator

Now that we covered how to use the lead search filters. Let’s get to the account search filters.

How To Linkedin Sales Navigator Search Filters To Find Accounts?

There are 13 filters on Sales Navigator to find accounts:

  1. Annual Revenue
  2. Company Headcount
  3. Company Headcount Growth
  4. Headquarter Location
  5. Industry
  6. Number of followers
  7. Department Headcount
  8. Department Headcount Growth
  9. Fortune
  10. Technologies Used
  11. Job Opportunities
  12. Recent Leaderships Changes
  13. Funding Event

1. Annual Revenue

This filter allows you to filter accounts based on the estimation of their annual revenue given by Linkedin. For that they use:

  • Information from the web
  • Extrapolations from Linkedin data

This is not always reliable.

annual revenu search filter

For example, Lemlist publicly announced they reached 10M$ ARR and Linkedin classify them between 2.5 and 5M$ revenue.

annual revenue linkedin filter

2. Company Headcount

Like on the lead search, you can filter companies based on the number of people working in it.

company headcount search filters

3. Company Headcount Growth

This filter is super useful to find growing companies in good health. You can for example target companies that grew at least 10% over the last year.

company headcount growth

Remember that this growth is calculated on the headcount, not the revenue.

To be really precise, the number is taken from here:

headcount growth linkedin filter

4. Headquarter Location

This filter allows you to target companies based on the location of their headquarters.

headquarter location search filter

5. Industry

This filter allows you to target accounts based on the industry they have selected on their company page.

company industry search filter

You can see this info here:

industry account linkedin filter

6. Number of Followers

This filter allows you to filter companies based on their numbers of followers.

followers sales navigator filters

The only use I can see for this one is to only selected companies with at least 100 followers. That’s can be a sign that they have a legit business. Company pages with more than 100 followers might be managed by people without the budget to pay you.

7. Department Headcount

If you sell a product or a service that target specific departments in companies like Accounting, Sales, Engineering, this filter is super useful.

department headcount search filter

For example, you can use it to target companies with at least 5 salespeople in their Sales team.

8. Department Headcount Growth

Same thing as Headcount Growth, you can detect if a specific department is growing quickly inside a company.

department headcount growth filter

9. Fortune

Easily find Fortune 500 companies with this filter.

fortune search filter

10. Technologies Used

This filter is a good idea but it doesn’t work.

technology search filter

There is absolutely no information on LinkedIn’s documentation about how they find technologies used by companies.

It makes it really hard to trust them on this.

how to use technology filter on sales navigator

If I use What’s Run which is a reliable plugin to find technologies used on a website, it doesn’t mention Webflow on the website to detect

double checking technology filter sales navigator

You want to target companies based on which technology they used?

It is much better to use services that have been built especially for that, like Wappalyzer or BuiltWith.

You can see the process un details in the 3rd part of this video

This example is about finding ecommerce using Shopify, but you can apply this technique to any technology.

11. Job Opportunities

This filter is also a good way to detect if a company is growing. If a company is hiring, it means that it’s in a good health and can have the budget to pay you.

job opportunity filter

This filter will show you all the companies that have at least of job offer posted on Linkedin Jobs.

12. Recent Leaderships Changes

The arrival of new senior executive in a company is a great timing to propose your product or your service. Indeed, newcomers like to implement their ideas and try new things.

leadership changes filter

With this filter, you can easily identify which companies have see recent changes in their top management and even identify the decision maker who just arrived.

recent leadership change search filter

13. Funding Event

When a company raises fund, it means it’s about to burn cash. Better burning cash on your product or service?

funding event filter

Linkedin identify companies raising funds by scanning the web. Every time they find an article talking about a fundraising, they add it into the list and give you the link to the article.

You can use these articles as icebreakers by sending them to your prospects congratulating them on the fundraising.

5 Sales Navigator Advanced Search Filters Pro Tips

5 pro-tips to master Sales Navigator search filters:

  1. Use boolean search
  2. Use saved searches
  3. Use blacklists
  4. Do account based searches
  5. Build account lists via CSV upload

1. Use boolean search

Sales Navigator boolean search is really simple programmatic language to make your searches much more precise.

It works with a combination of logical connectors and punctuation:

  • AND
  • OR
  • NOT
  • Parentheses
  • Quotes

It has a strange name but it’s really simple. I explain everything in this video:

2. Use saved searches

The Save Search feature allows you to get notified when new people match your search results.

how to use sales navigator saved searches

It is a great way to identify new opportunities and gets in contact with people as soon as they get into their new position.

sales navigator saved searches results

If you click on the New, you will get access to the list of leads that recently matched your search filters.

To save a search, it’s really simple.

Just click on “Save Search” on the top right of the search interface.

how to save a search on linkedin sales navigator

3. Do account based searches

Here is how to find decision makers within an account list using Sales Navigator:

  1. Go to the lead search:
  2. Go to Workflow
  3. Open the filter Account List
  4. Select your account list
how to find decision makers on linkedin sales navigator

Once you have selected your account list, all the people working at these companies will appear in the search results.

Your job is now to add filters to get the right decision makers. Obviously, the job title filter is a great way to do that.

use lead filters with account list sales navigator

Congrats, you have found the right decision makers inside the companies of your account lists in just 2 clicks.

4. Use blacklists

When you are doing prospecting, you want to make sure that you won’t contact your past or current clients and your competitors.

To do that:

  • Look for your clients and competitors
  • add them into an account list
how to exclude competitors from sales navigator searches

Then, when you are on the lead search:

  • Go to Workflow
  • Select the blacklist
  • Click on Exclude
how to exclude competitors from sales navigator searches

All the people working in the companies inside your account list will be excluded.

5. Build accounts list via CSV upload

If you’re using other sources of data than LinkedIn to identify accounts, this feature can really change your life.

Account upload allow importing CSV with account information, so LinkedIn can try to find these account into its database.

Here is a video tutorial:

This process can automate Account list building and allow to identify decision makers inside companies you have scraped on:

  • Google
  • Crunchbase
  • Madyness
  • Job boards

If you can get the LinkedIn URL of the company page for every account, the match rate will be 100%!

6. Use Evaboot to find emails

Once you have your lead list or lead search ready, you might want to find their emails to start sending prospecting them.

This process is super simple with Evaboot. Here is a video tutorial

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export leads from linkedin sales navigator 4