To help you identify leads that match your target buyer, you can create Personas in Sales Navigator. By creating and using Personas, you can quickly zero-in on the right leads in an account. You can create a Persona in Sales Navigator by function, seniority, job title, and geography to discover insights across leads and accounts that you are interested in. After creating a Persona, you can leverage them in Search, the Account Page, the homepage and the Relationship Explorer to identify and prioritize highly qualified opportunities.
Review these frequently asked questions to learn more about Personas in Sales Navigator.
Following is a detailed explanation on Personas, pinned filters, and saved searches in Sales Navigator:
- Personas: Define your Personas by seniority, function, job title, and geography. Gather deeper account insights, like Personas growth, to help prioritize the right accounts and filter Relationship Explorer by Personas to discover decision-makers and warm paths into an organization. You can also use the Personas filter in Search to identify leads matching your target customer profiles.
- Saved Search: Save your most used lead or account searches to be notified when a new lead or account matches its criteria. Use all filters within the search experience to tailor your saved searches.
- Pinned Filters: Pin your most used filters to the top of the list - saving you time and clicks.
The Persona section on the homepage is tied to your saved accounts. So, it will only show leads matching your set Persona at a saved account. Be sure to keep your saved accounts updated so that you can see the most relevant lead suggestions.
Personas do no impact Recommendations. It is discrete from Recommendations and is not used to provide any recommended leads or accounts.
Sales Preferences is no longer available in Sales Navigator. Also, Sales Preferences was never connected to lead or account recommendations. Personas is not an exact match with with Sales Preferences. Personas is another mechanism in Sales Navigator that you can use when viewing account information, searching for leads, and filtering the Relationship Explorer.
At any given point in time, you can have a maximum of five Personas in Sales Navigator. By default, two Personas are available to you. So you can create three other Personas in Sales Navigator.
You can edit or delete the default Personas if you need more Personas in Sales Navigator.
You can edit your Personas in three locations:
- From the Homepage, click Personas and then click Edit displayed against the Persona you want to modify.
- From Relationship Explorer, click Edit displayed next to the selected Persona’s criteria.
- From Search, click Personas.
You can define your Personas by geography, current job title, seniority, and function.
Director+ and CXO Personas are available by default in Sales Navigator.
Any filters that contradict your defined Persona attributes will be replaced to match your Persona attributes (geography/current job title/seniority/function).
The search will look for leads matching either of the provided inputs.
For example, if you have created a Persona with the geographic location identified as Illinois, then your search is refined to show leads with the geography of Illinois. If you then add an additional value of California into the filter, then, your search will now look for leads in either Illinois or California.
When a Persona with a title is used in a search along with any other titles, the search will include results that match the titles in the Persona and other titles you have specified.
For example, if your Persona contains the job titles, Benefits Manager and Benefits Analyst, the search will populate results that match either one of these job titles. However, if you add a job title of Global Well-being Program Advisor in addition to the Persona, the search will populate results that match either Benefits Manager or Benefits Analyst, and Global Well-being Program Advisor.
Important to know
Personas don't support keyword search so you can't use non-standardized titles in the Persona.
The Personas filter is only applicable to lead searches.
Look at headcount change within a specific Persona at a company over three months. Formula: (Persona headcount now - Persona headcount three months ago)/Persona headcount three months ago.
After editing a Persona, refresh the page and your updated Persona will be used to filter the Search.
At this time, the Saved Search will not update and will still use the initial Persona filters.