DoneMaker

Most people using Sales Navigator are building their lists in the wrong order — and it's costing them hours of cleanup every single week.

Here's what's happening: the default move is to open Lead Filters, search by title and industry, and see what comes back. The results look solid. But those contacts are scattered across thousands of companies — most of which have nothing to do with your ideal customer. Your peers are spending their time filtering out bad accounts instead of actually working the good ones.

The fix is account-first, and almost nobody does it.

Before you search for a single person, you build your company universe using Account Filters — industry, headcount, geography. You save that list. Every lead search you run from that point is anchored inside companies that already qualify. You're not cleaning up bad accounts after the fact. You're never letting them in to begin with.

It starts with five minutes of clarity before you touch any filter: the industry your best customers are in, the headcount range where your product creates real value, the geography you can actually serve. That's your ICP. It makes every filter you apply after it mean something instead of just narrowing a messy pile.

Account-first isn't a workaround. It's the correct order of operations — build the sandbox, then find the people inside it.

Full article in comments. ↓

Do you build your account list before searching for leads, or do you start with titles and filter down? Curious whether this matches what others are seeing in their teams.

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