🦁 Hi hunter, this email is part of an 8-step journey to help you join the top 1% sales. I share with you unique sales hacks to become a lion.

Now that your company list is ready, it’s time to find the right people—your persona—within those companies.

And, as always, there are some hacks to make this easier.

Let’s break it down:

1. Find Leads in Sales Navigator

🦁 "Sales Navigator sucks." That’s a kitten phrase. 🐱 It clearly shows they don’t know how to use the tool properly. Sure, it has its limits. But let’s be honest—the top outbound agencies rely on Sales Navigator to scale their outreach.

I’ve been using it for 7 years and have compared it to 10+ other databases (Lemlist, Apollo, Zeliq, etc.), and there’s no serious alternative. Here’s why:

Real-time updates: Unlike other tools, Sales Navigator reflects daily changes like turnover and new hires, keeping you ahead of the competition. Most other tools update monthly, so you’re not the first to reach new leads.
Largest database: Sales Navigator offers access to over 900 million profiles, compared to 210 million profiles on Apollo and Lemlist.
LinkedIn-friendly: You can contact up to 200 leads per week via LinkedIn VS 80 leads without it.

Here’s how to get started:

Go to Lead Search in Sales Navigator and select the account list you just created. This ensures everyone in the results works at your target companies, minimizing errors.
No need to reapply company filters—they’re already set from the account list.

See Sales Navigator Hacks

2. Use the Current Job Title Filter

Here’s the most common mistake I see, misusing filters like these:

(Insert screenshot of irrelevant filters from the guide)

These filters dilute your list’s quality because they add noise to the search results.

To target the right people, focus exclusively on current job titles. Why?

Job titles reveal decision-making power and relevance to your persona.
Other filters often return irrelevant profiles like assistants or interns.

The downside? Sales Navigator’s job title filter is limited. Searching for “Marketing Director” won’t include variations like “Marketing Manager,” “Head of Marketing,” or “CMO.” 😱

That's why we need to use Boolean 🦁

See Sales Navigator Hacks
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3. Use Boolean Search to Refine Results

To overcome these limitations, we use Boolean search to expand and refine your results:

**Boolean Basics**

OR: Includes any keyword in the list
AND: Requires all keywords in the list
NOT: Excludes specific keywords
(): Combines terms
" ": Searches for exact phrases

**Boolean Templates for Job Titles**

(Status) AND (Function) NOT (Keyword to exclude)
(Job title variation) NOT (Keyword to exclude)

(capture masterclass Offbound)**‍**

**Examples**

(founder OR “co-founder” OR CEO OR “managing director”) NOT (assistant OR intern OR trainee)
("head of" OR director OR manager) AND (sales OR marketing) NOT (assistant OR intern)

**Save Time with Pronto**

Don’t waste hours manually crafting Boolean searches. Use Pronto to simplify the process:

Go to Pronto > New Playbook > Find Leads > Specific Persona.
Input status keywords, function keywords, and job title variations.
Translate titles if needed, add feminine forms, and exclude juniors.
Click See in LinkedIn to generate your search automatically.

With Pronto, you can quickly create a search broad enough to capture variations while excluding irrelevant profiles.

4. Refine and Save Your Search

Once your list is generated in Sales Navigator:

Add persona-specific filters, like targeting people hired within the last year for higher conversion potential.
Save your search to get alerts for new leads matching your criteria.

‍

Your turn 🦁

‍

→ Use Sales Navigator or Pronto to find the right people within your target companies.

→ Build and refine your leads list using Boolean searches.
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Next step?

‍
Tomorrow, I’ll show you how to export these leads, clean the data, and enrich it with emails and phone numbers—achieving an 80% finding rate.

Let’s keep hunting like lions! 🦁

Updated on: 13/01/2025