LinkedIn Sales Navigator is a must-have tool for sales and marketing professionals who want to find, connect with, and nurture the right prospects. One of its most powerful features is its advanced filtering system, which is divided into two main categories: Lead Filters and Account Filters. But why are they named this way? Let’s explore what each filter type does, how they work, and why their names matter.
What Are Lead Filters?
Lead Filters are designed to help you search for and target individual professionals—your potential leads. When you use Lead Filters, you’re focusing on people: their job titles, current or past companies, industries, functions, seniority levels, locations, and more.
Why the Name?
The term “lead” in sales and marketing refers to an individual who might be interested in your product or service. By calling these “Lead Filters,” LinkedIn is making it clear that you’re searching for specific people—not companies.
Examples of Lead Filters:
- Job Title
- Current Company
- Industry
- Function
- Seniority Level
- Geography
- Years in Current Company
- Groups
When to Use Lead Filters:
Use Lead Filters when you want to find and qualify individual prospects who match your ideal buyer persona. This is especially useful for direct outreach, personalized messaging, and building relationships.
What Are Account Filters?
Account Filters are all about companies, not individuals. When you use Account Filters, you’re searching for organizations that fit your ideal customer profile (ICP). You can filter by attributes like annual revenue, company headcount, headcount growth, industry, headquarters location, number of followers, and more.
Why the Name?
In sales and marketing, an “account” refers to a company or organization that you want to do business with. By calling these “Account Filters,” LinkedIn is signaling that you’re searching for companies—not people.
Examples of Account Filters:
- Annual Revenue
- Company Headcount
- Headcount Growth
- Industry
- Headquarters Location
- Number of Followers
- Department Headcount
When to Use Account Filters:
Use Account Filters when you want to identify companies that are a good fit for your solution. This is essential for account-based marketing (ABM), where you target entire organizations rather than individuals.
Why Does This Matter?
Understanding the difference between Lead Filters and Account Filters is key to using Sales Navigator effectively. Here’s why:
- Targeted Outreach:
- Lead Filters help you find the right people to contact.
- Account Filters help you find the right companies to target.
- Efficiency:
- By using the right filters, you can save time and focus your efforts on the most promising prospects and accounts.
- Strategic Alignment:
- Lead Filters support direct sales and relationship-building.
- Account Filters support account-based marketing and organizational targeting.
How to Use Lead and Account Filters Together
The real power of Sales Navigator comes from using Lead and Account Filters in combination. For example, you can:
- Start with Account Filters to identify companies that fit your ICP.
- Switch to Lead Filters to find the right people within those companies (e.g., decision-makers or influencers).
- Combine Filters for even more precise targeting (e.g., “VP of Sales at technology companies with 100–500 employees”).
Summary Table
| Filter Type | What You Search For | Example Filters |
|---|---|---|
| Lead Filters | Individual professionals | Job title, company, industry, function, geography |
| Account Filters | Companies/organizations | Revenue, headcount, industry, headquarters |
Official Reference
For more details on how these filters work and why they are named as such, see LinkedIn’s official documentation:
[Sales Navigator lead and account filter definitions]
Conclusion
LinkedIn Sales Navigator’s filter names—“Lead Filters” and “Account Filters”—are intentionally chosen to reflect what you’re searching for: individuals or companies. By understanding and using these filters effectively, you can streamline your prospecting, improve your outreach, and achieve better results in your sales and marketing efforts.
