Save 10x the time by enriching your Sales Navigator lead list
Enrich your Sales Navigator leads based on a signal-first strategy. Use Cognism and Sales Navigator to find high-intent leads, get verified contact info, and export directly into your CRM. More connects, less stress.
Play by:
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Ellie Childs
SDR @ Cognism
Use this play to:
1. Build your Sales Navigator lead list
Start with a strong foundation. Use advanced filters to build lists that reflect your ideal customer profile (ICP). These aren’t random contacts—they’re qualified, relevant, and ready to engage.
Smart Sales Navigator filters to use:
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Current job title (e.g. “Head of Revenue Operations”).
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Seniority level (Manager, Director, VP, C-Level).
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Company size (by employee count).
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Geography (align with your territory or patch).
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Past company (ideal for targeting competitors).
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Spotlights (e.g. “Changed jobs in last 90 days”).
Bonus tip:
Use Boolean search to refine your results even further. For example: ("Sales Enablement" OR "Revenue Enablement”) AND NOT (“Assistant").
Save your search
Saved searches give you weekly updates with fresh prospects. New contacts appear automatically, so you always have new people to reach out to.
2. Enrich your list instantly with Cognism
With your list open in Sales Navigator:
- Launch the Cognism Browser extension.
- Cognism will auto-load all contacts that are visible on your screen.
- You’ll see verified data appear in the contact list view.
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What you’ll get:
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Verified mobile numbers.
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Email addresses.
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Job titles, seniority, and industry.
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Whether the contact exists in your CRM.
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Buying signals (job changes, funding, tech installs, intent).
You can filter contacts by:
- Mobile.
- Direct dial.
- Email.
🎯 This helps you laser in on the leads that are actually reachable by phone or email; no more guessing.
Tip: Export your Sales Nav lead list straight to your CRM
Seamlessly push enriched contacts into your CRM (e.g. Salesforce, HubSpot, Pipedrive):
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Select contacts.
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Click Export: CRM.
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Review and edit contact details if needed.
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Cognism will: Link to existing accounts, OR Create new accounts based on your rules.
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You’ll see full or partial export statuses depending on your admin settings.
3. Prioritise based on buying signals
Before you start outreach, scan your enriched list for signs they’re ready to buy. If you prefer to do your prospecting from there, your buying signals are also included in the Cognism Browser Extension.
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Signals to watch for:
- Job changes (e.g., a new VP was hired).
- Funding rounds.
- Tech stack info (e.g. using a competitor).
- Intent data (based on content engagement).
These help you decide:
- Who to call first.
- What to say.
- When to reach out.
Example:
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Hi [Name],
Congrats on the recent Series B! A lot of teams in your stage look to [insert use case] — is that on your radar this quarter?
4. Build a repeatable weekly workflow
Consistency > intensity. Here’s a workflow you can run 2x per week:
Monday: prospecting setup
- Review saved Sales Nav searches for new contacts.
- Enrich using Cognism.
- Export into CRM or CSV.
- Pick 10–15 priority accounts for outreach.
Thursday: pipeline boost
- Re-check for job changes or profile views.
- Look at engagement from earlier in the week.
- Revisit closed-lost or slow-moving deals.
- Add similar leads using “View Similar” on your top accounts.
🔁 Keep your lead machine fed and your sequences fresh..
FAQs
Here are some common reasons why your deals might stall.
What’s the difference between Sales Navigator and Cognism? Do I need both?
You need both to run this flow. However, Cognism also works standalone as a list-building tool, even without Sales Nav. You can use the advanced filters, AI search, or browser extension on LinkedIn to source leads from your target accounts.
Do I need to manually add contact info to my CRM?
No. Cognism allows you to export leads directly into your CRM (like Salesforce, HubSpot, Pipedrive). You can:
- Export individual or bulk contacts.
- Automatically match contacts to existing accounts.
- Create new records (based on your admin rules).
This removes all manual copy-paste from your workflow.
Can I export to CSV instead of CRM?
Yes. If you prefer to work from spreadsheets, you can select any group of contacts and export them to a CSV file with one click. It includes all enriched fields (email, mobile, job title, etc.).
What’s the fastest way to find the right people in Sales Nav?
Use these filters:
- Job title + Boolean search.
- Seniority level.
- Industry & company size.
- Job changes in the last 90 days.
- Viewed your profile recently.
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