LinkedIn Sales Navigator Lead Generation Training Course

Course overview

Sales teams often have access to LinkedIn Sales Navigator but use it as a contact directory rather than a disciplined prospecting system. Searches become inconsistent, saved leads are poorly prioritised, account lists are incomplete, and valuable buyer signals are missed. This course addresses the operational gap between having Sales Navigator licences and producing a repeatable, measurable pipeline of well-qualified target accounts and decision-makers. Participants learn how to focus outreach on accounts with a credible fit, timely triggers and mapped buying roles rather than relying on broad connection requests or unstructured profile browsing.

The course covers Sales Navigator search logic, account and lead filters, Boolean keyword construction, personas, saved searches, alerts, relationship paths and TeamLink-style warm-introduction workflows where available. Participants build an ideal customer profile, translate it into target-account criteria, identify buying-committee roles and score leads using fit, intent and engagement evidence. They also learn how to organise lists, use notes and tags, export or synchronise approved data with CRM workflows, and create personalised outreach hypotheses without breaching platform rules, privacy requirements or their organisation's contact policy.

Instructor-led demonstrations are followed by guided exercises in a live Sales Navigator environment or realistic training scenarios. Participants work through a B2B account-based selling case, refine searches in response to changing criteria, analyse lead alerts and develop account action plans. Each participant leaves with a documented Sales Navigator lead-generation playbook: an ICP definition, search strings, saved-search structure, target-account list, buyer-role map, lead-prioritisation scorecard and a 30-day prospecting cadence ready for adaptation to their territory or market.

The programme is designed for experienced B2B sellers, business development staff, account managers, sales leaders and revenue operations professionals who need stronger targeting and prospecting discipline. It is particularly valuable for organisations adopting account-based selling, standardising Sales Navigator usage or seeking to improve the quality of opportunities entering their CRM.

Course objectives

By the end of this course, participants will be able to:

• Construct advanced Sales Navigator searches using account, lead, persona, geography and Boolean keyword filters
• Define an ideal customer profile and convert it into measurable target-account selection criteria
• Build segmented account and lead lists for territories, vertical markets and named-account campaigns
• Map buying committees by identifying economic buyers, champions, technical evaluators and likely blockers
• Prioritise prospects with a fit-intent-engagement scorecard using profile data, alerts and trigger events
• Configure saved searches and lead alerts to create a repeatable prospecting-monitoring workflow
• Develop relationship-path and warm-introduction plans using available network and TeamLink insights
• Produce a 30-day Sales Navigator lead-generation playbook aligned to CRM stages and outreach actions

Benefits of attending

Target competencies

Who should attend

• Business Development Representatives — who need to build qualified prospect lists and create relevant first-contact opportunities
• Sales Development Representatives — who must identify the right buyers and prioritise daily outbound activity
• Account Executives — who need account intelligence and stakeholder maps for complex B2B pursuits
• Key Account Managers — who use relationship signals to expand strategic accounts and protect renewals
• Sales Managers — who need consistent prospecting standards, list quality and pipeline inspection criteria across their teams
• Revenue Operations Specialists — who configure Sales Navigator-to-CRM workflows and monitor lead-data quality

Requirements and prerequisites

Participants should have practical experience of B2B selling, business development or account management and understand basic sales concepts such as target customer, sales funnel, qualification, buyer persona and CRM opportunity stages. They should be comfortable navigating LinkedIn and using a web browser, spreadsheet and their organisation's CRM at a basic level. An active LinkedIn Sales Navigator seat is strongly recommended for hands-on practice; a demonstration environment or structured scenario can be used where access is unavailable. Advanced Boolean searching, data analysis, LinkedIn advertising and coding are not required.

Training methodology

The programme combines instructor-led Sales Navigator demonstrations with individual search-building labs, account-based selling case work and peer review of targeting decisions. Participants use realistic B2B scenarios to define ICP criteria, build account lists, identify buyer roles, interpret alerts and plan next actions. The instructor reviews search logic, filter choices and prioritisation assumptions rather than treating list size as success. Group workshops compare approaches for different territories and sectors. On day five, each participant assembles and tests a 30-day lead-generation playbook against their own sales context.

Course outline

Day 1: Sales Navigator foundations and target-account strategy

• Sales Navigator interface, navigation and workspace structure
• From sales territory to ideal customer profile
• Account-selection criteria: firmographics, technographics and commercial fit
• Lead-selection criteria: role, seniority, function and buying influence
• Sales Navigator account search filters and filter combinations
• Lead search filters, persona filters and geography controls
• Data ethics, LinkedIn terms and organisational contact policies

Workshop: Participants convert a business scenario into an ICP worksheet and build an initial target-account search with documented inclusion and exclusion criteria.

Day 2: Advanced search design and list construction

• Boolean operators, quotation marks and exclusion logic
• Keyword-field strategy for titles, functions and profile content
• Using company headcount, growth and industry filters
• Applying job-change, posted-content and recent-activity filters
• Building account lists for named-account and vertical campaigns
• Creating lead lists by persona and buying-committee role
• Saved searches, search naming conventions and list governance

Workshop: Participants create three reusable Boolean searches and produce segmented account and lead lists for a selected industry campaign.

Day 3: Account intelligence and buyer mapping

• Reading account pages for growth, headcount and hiring signals
• Using account alerts to identify prospecting triggers
• Interpreting lead alerts, job changes and content engagement
• Buying-committee mapping for complex B2B sales
• Identifying economic buyers, champions, evaluators and blockers
• Relationship paths, shared connections and TeamLink workflows
• Account notes, tags and research-capture standards

Workshop: Participants analyse a strategic account, map its buying committee and create a relationship-path plan with prioritised research actions.

Day 4: Lead prioritisation and CRM-connected prospecting

• Fit-intent-engagement lead-scoring model
• Scoring trigger events and buying-signal evidence
• Prioritising accounts by opportunity potential and accessibility
• Daily, weekly and monthly Sales Navigator operating rhythms
• CRM synchronisation principles and field-mapping considerations
• Salesforce and HubSpot CRM workflow examples
• Spreadsheet-based list review, deduplication and activity tracking

Workshop: Participants score a lead portfolio, select next-best actions and design a prospecting workflow from Sales Navigator research to CRM follow-up.

Day 5: Personalised outreach and lead-generation playbook

• Turning Sales Navigator insights into outreach hypotheses
• Message personalisation using role, account and trigger evidence
• Connection-request, InMail and multichannel sequencing considerations
• Prospecting cadence design and follow-up decision rules
• Measuring search-to-meeting conversion and list-quality indicators
• Manager inspection metrics for Sales Navigator adoption
• Playbook documentation and 30-day implementation planning

Workshop: Participants present a completed 30-day Sales Navigator lead-generation playbook containing searches, lists, buyer maps, scoring rules and outreach actions.

Tools & standards covered

LinkedIn Sales Navigator, Salesforce, HubSpot CRM, Microsoft Excel

A typical training day

Live online deliveries follow the same structure in the East Africa Time zone, with shorter screen blocks and longer breaks.

What the fee includes

How you can take this course

Certification

Participants who complete the full five days receive the Skillset Development Certificate of Completion, stating the course title, course code, dates and delivery format — suitable for professional-development records and employer reimbursement.

Frequently asked questions