Sales Navigator can build a sharp list or a pretty lie. The difference is whether your filters map to someone who can actually buy. I still build lists every week, and I start with a narrow who before I touch advanced toggles.
Start with who, not every boolean
More filters do not always mean better targeting. Sometimes they mean you hid the fact that your ICP is still fuzzy.
I write one sentence: who would realistically book a call within two months if the message landed? Then I pick filters that match that sentence. Everything else is optional.
ICP, exclusions, and how we sanity check lists with customers are in our outreach playbook.
Filters I use weekly
- Geo and company size band. Basic, but it stops me from dreaming up fake universes.
- Current title and seniority. I pick one owner role first. Committees come later.
- Industry or keyword tied to a real hook. If I cannot message the keyword with a straight face, I drop it.
- Posted on LinkedIn or mentioned in the news when I need timely relevance. I use these when I have something specific to reference.
Filters I use carefully
Some filters feel precise but add noise. Technographic tags, overly narrow department labels, and long boolean strings often need manual spot checks.
I would rather review fifty right fits than export five hundred maybes.
From Navigator to Flow AI
Once the list is sane, I want it in a workflow, not a CSV graveyard. We built Find Leads so prospecting ties into outreach, ownership, and replies in one place.
Navigator is where I explore. Flow AI is where I run the cadence and keep thread history honest.
When I am sending connection volume from Navigator, I follow the Outreach Playbook habit: about 20 to 30 requests a day, usually without a note, because templated intros read like a pitch and hurt acceptance. After they accept, they see my content and I can open with the playbook first message.
Read the Outreach Playbook next
Filters are the top of the funnel. Messaging, follow up, and inbox discipline still decide whether those names become meetings.
If you want the same reference our team uses with customers, start here: Read the Outreach Playbook.