As a sales development manager, qualifying inbound leads is a vital aspect of your role. Sales Navigator is a powerful tool to achieve this goal, and in this guide, we will provide you with a step-by-step process to qualify your leads effectively. From saving accounts to creating custom lists and adding notes, we will cover all the essential points to help you optimize your workflow and improve your chances of closing deals.

So, let's dive in and explore the process in detail.
 

1. Search for the company and use the account page to qualify the lead.
2. Click to Save Account.
3. When prompted where to save, either click to create a new Custom List or save it to an existing list​ (for example: ‘Qualified Inbound Leads – Accounts’).
4. Navigate to the ‘People’ section and save 5-7 leads (decision makers at the company) to another custom list, using Relationship Explorer, for leads ​(ex: ‘Qualified Inbound Leads – DMs’).
5. From the Custom List, add a Note with your impressions upon qualifying – be sure to make it ‘Public’​.

   Note to Advanced Plus users: Toggle to ‘Copy to CRM’ to be able to view your note within your CRM

6. Share your Lists with your relevant cross-functional partners.

   Community Pro tip: In your 1:1s, have your shared Account List open to review prospects one by one and reference notes and add new notes regarding the next steps.

7. If relevant, engage your prospect(s) via InMail. If sharing content, leverage the SmartLink feature to be able to understand what resonates with your prospects.

   Note to Advanced Plus users: Toggle to ‘Copy to CRM’ to be able to view your note within your CRM

8. Monitor your prospects via the Newsfeed and engage with Alerts accordingly. ​
9. Add notes to the account/lead within your Custom List when relevant.