Account-based prospecting: Find leads in target companies

Automate identifying key accounts and extracting decision-makers within them.

About this playbook

Want to sell to specific companies but struggle to find the right people inside?

This playbook builds your automated account-based prospecting workflow on Sales Navigator.

Find companies matching your ideal profile, then pinpoint the decision-makers you need within them.

Get highly-targeted leads, ready for outreach.

Find target accounts: Use Sales Navigator Account Search to pinpoint companies matching your criteria (e.g., location, industry, headcount growth). Copy the search URL.
Export your target accounts: Use the Sales Navigator Search Export Phantom to extract your identified company list.
Upload your accounts to your Sales Navigator lists: Create a new account list in Sales Navigator by uploading your exported company CSV. (Note: If you don’t have Sales Navigator Advanced, you’ll need to manually select and save accounts to a list first.)
Find leads within your accounts: In Sales Navigator, launch a lead search. Filter by your new account list and specific roles (e.g., CEO, Founder, Owner). Copy the search URL.
Export your ideal leads: Use the Sales Navigator Search Export Phantom again. Paste the lead search URL to extract your highly targeted contacts.