If you’ve tried LinkedIn outreach, you know how fast things get messy. Lists balloon, replies get lost, and before long, you’re talking to the wrong people—or no one at all. That’s where smart segmentation comes in. This guide is for anyone using LinkedIn for lead gen who’s tired of chasing their tail. I’ll walk you through using Expandi smart filters to actually find the right prospects, keep things organized, and save yourself a bunch of headaches.
No magic bullets here—just a practical way to cut through the noise and make your outreach less random.
Why LinkedIn Lead Segmentation Matters
Let’s get something straight: not all LinkedIn leads are equal. Some are your dream clients; others are tire-kickers, competitors, or just not a fit. If you’re blasting the same message to everyone, you’re wasting your time and probably annoying people.
Good segmentation means: - You only talk to people who might actually care. - You can personalize without writing a novel for each lead. - You don’t lose track of who’s who after a few weeks.
Expandi’s smart filters are built to help you do exactly this—if you use them right.
Step 1: Get Clear on Who You Actually Want
Before you even open Expandi, get specific about who you’re trying to reach. Most people skip this and pay for it later.
Ask yourself: - What job titles and industries do my best customers have? - Where are they located? - Are there company sizes or technologies that matter? - Who do I not want to talk to?
Pro tip: Write this down somewhere you’ll actually see it. It’ll save you from drifting off-course later.
Step 2: Build a Clean LinkedIn Search
Expandi pulls data from LinkedIn searches, so garbage in means garbage out.
- Use LinkedIn Sales Navigator if you have it—filters are way stronger.
- Start broad, then narrow down. Too many filters? You’ll miss good leads.
- Double-check your search results: Are these people actually your target?
Don’t: Rely on LinkedIn’s “People you may know” suggestions. They’re hit or miss.
Step 3: Import Your Search Into Expandi
Now, bring your search into Expandi.
- In Expandi, go to the “Search” section.
- Choose “Import from LinkedIn” or “Import from Sales Navigator.”
- Paste the search URL.
- Let Expandi scrape the leads (it’ll usually take a few minutes).
Watch out: LinkedIn sometimes limits how much you can scrape per day. If you’re hitting a wall, slow down or split your searches.
Step 4: Understand Expandi Smart Filters
Here’s where most people get lazy—don’t just use the default filters. Expandi’s “smart filters” let you slice and dice your leads with logic that actually makes sense for outreach.
You can filter by: - Connection degree (1st, 2nd, 3rd) - Job titles - Company size - Industry - Activity (posted recently, changed jobs, etc.) - Tags (custom labels you add in Expandi) - Email/phone availability
What works: Stack filters to get ultra-specific. For example, “2nd-degree connections in SaaS companies with ‘VP’ in title, who posted in the last 30 days.”
What doesn’t: Filtering only by job title. You’ll get a weird mix of people, some of whom are nowhere near your ICP.
Step 5: Tag Leads and Create Segments That Matter
Tags are your best friend—use them to organize what LinkedIn can’t.
Some ideas: - “Replied” - “Interested” - “Not a fit” - “Follow up Q3” - “Met at conference”
How to use: - Select leads in Expandi and bulk apply tags. - Set up automations that tag leads based on replies or other triggers. - Filter by tags when you’re ready to run new campaigns.
Ignore: Over-tagging—if you have 20 different tags, you’ll end up with chaos.
Step 6: Use Segments for Smarter Campaigns
Now for the payoff: use your segments to send the right messages to the right people.
- Personalize by segment (e.g., different intro messages for “CFO” vs. “Marketing Director”)
- Exclude people you’ve already contacted or who said “not now”
- A/B test different approaches for each segment
Pro tip: Keep your segments tight. If you find yourself writing the same message for two groups, combine them.
Step 7: Keep It Tidy—Review and Update Regularly
Segmentation isn’t set-and-forget. Every few weeks: - Archive old leads that went nowhere. - Merge duplicate tags. - Refine your filters as your ICP shifts. - Look at reply rates by segment—double down on what’s working.
What doesn’t work: Letting your database rot. You’ll end up messaging people twice or forgetting who’s who.
What to Ignore (and What to Watch For)
Expandi, like any tool, isn’t perfect. Here’s some honest advice:
- Don’t obsess over every possible filter. You’ll spend more time tweaking than reaching out.
- Don’t trust Expandi’s email/phone detection blindly. It’s hit or miss—always double-check before sending.
- Ignore “activity tracking” if your leads rarely post on LinkedIn. Use it only if you know your audience is active.
- Watch for LinkedIn limits. If you get too aggressive with scraping or messaging, you’ll get throttled.
Real-World Example: Segmenting for a SaaS Campaign
Let’s say you sell a SaaS tool for HR teams at mid-sized tech companies in North America.
Here’s how you’d segment: 1. Build a Sales Navigator search: “HR Manager,” company size 51-200, industry “Computer Software,” location US & Canada. 2. Import to Expandi. 3. Filter for 2nd-degree connections (easier to connect with). 4. Tag people who posted in the last 30 days as “Active.” 5. Segment into “Active HR Managers” and “Other HR Managers.” 6. Run two campaigns: one referencing their recent activity, one generic.
Keep it simple, and you’ll actually stick with it.
Wrapping Up: Don’t Overthink It
Segmentation isn’t about being fancy—it’s about making your LinkedIn outreach feel less like spam and more like a real conversation. With Expandi’s smart filters, you can finally keep your leads straight and your messaging relevant.
Start with a clear ICP, use smart filters and tags, and check in on your segments every so often. Don’t try to be perfect—just get a little better each month. That’s how you actually win at LinkedIn lead gen.