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Happy Friday to 8,000+ ambitious SaaS sellers!

And welcome to this week's episode of the SaaS Sales Academy newsletter.

Today I'm giving you a 3-step process how you can automate getting new high-quality leads in your inbox every week. Prospecting on autopilot!

Let's go

On Monday I coached this process live to our Academy Founding Members!

Go Deep, Not Wide

A lot of reps make this mistake: they try to sell to everyone.

They go after hundreds of accounts and thousands of prospects - with subpar results.

The problem is: with increasing quantity, your quality suffers.

Instead of working smarter, you just work harder.

As a result, the conversion on your outreach is low.

To flip the script, consider using this ICP framework:

• Account criteria: industry, geography, size, growth, business model

• Lead criteria: department, seniority, title, tenure

• Timing: triggers that indicate they are in the right stage of their buyer journey. Think funding, executive leadership change

  If we hit all 3 ICP criteria at once, we have an optimal chance to convert these prospects.

Now we will operationalise this framework in LinkedIn Sales Navigator to deliver you high quality leads on autopilot!

Think of this framework as a Venn diagram: we need all 3 criteria to find the right prospects. For example, my ICPs at Salesforce were: 1) high tech startups in Switzerland, 2) CROs CEOs and COOs, 3) whenever they got VC funding

Step 1: Set Up Account Alerts

If you have a Sales Navigator licence you MUST set up these 5 account lists:

• existing customers
• active opportunities
• dead-lost opportunities
• accounts in your sequence
• cold (untouched) whitespace

Why are they important?

Once you set up these lists...
Sales Nav will automatically deliver account alerts.

Imagine getting insights that help you

↳ cross- and upsell existing customers
↳ close ongoing deals faster
↳ revive lost opportunities
↳ book more meetings
↳ open new doors

Filtering alerts by account list is a new Sales Navigator feature.

And it's hugely overlooked.

Imagine all the extra pipeline you can build...
once you get these alerts straight to your inbox!

You can now filter alerts by different lists - very useful

Step 2: Create Personas

Personas is also a relatively new SalesNav feature.

Think of Personas as your perfect lead avatar: department, title, seniority, etc.

And the great thing is: you can actually run a cross-search between your account lists and personas:

1. Click on your Persona to trigger a lead search
2. Select any of your account lists as a search filter

Now we are at the intersection between accounts and leads:

we ensure we talk to the right PEOPLE in the right ACCOUNTS.

Lead filters like "Role" are pre-populated by my Persona. In this example I want to specifically look at ICPs within accounts that have ongoing deals!

Step 3: Filter Leads

Sales Nav has some amazing filters that help us identify great leads.

For example:

• changed jobs → these people are change agents

• follows your company on LinkedIn → potential champions

• past colleagues → amazing opportunities for intros/referrals

• posted on LinkedIn → great data points for personalisation

I like to go as far as creating separate saved searches for each of these different filters.

That way, I get notifications for all these different lead buckets!

Important: turn on email notifications in your Sales Navigator settings.

That's it! 

Now you have the 3-step process to fully automate getting high quality leads in your inbox every week.

Summary:

1. Set up your account lists in Sales Navigator 
2. Create your Persona(s) in Sales Navigator. Run a cross-search
3. Bucket by different lead filters & create saved searches. Enable email notificaitons!