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Here’s how you can use LinkedIn Sales Navigator:
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Build an amazing profile
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Make connections through TeamLink
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Incorporate InMail for outreach
In today’s day & age, social selling is essential to your B2B business’ success. If most of your leads are on LinkedIn, your sales team can use this interface for outreach.
Over 500 million business people from 200+ countries connect on LinkedIn, making it an incredibly valuable resource for B2B companies.
Marketers & sales organizations love LinkedIn.
You can use LinkedIn for social selling to some degree. Still, LinkedIn Sales Navigator has a lot more filters & tools you can use to narrow your search & find your ideal customer profile, build the perfect list of customers, and get more conversions.
This platform has over 800 million users & is growing every day. LinkedIn is now a TOP PRIORITY for marketers looking to step up their digital marketing.
Marketers consider LinkedIn a priceless addition to their overall marketing strategy, from generating leads to creating better brand value.
But many lead generation tools come with advanced features & integration with other apps.
LinkedIn Sales Navigator is usually discussed with ONE question in mind: Is it worth it? You might think it is if you’re here. You might even be considering buying it.
If that’s the case, you’re in the right place. This blog will cover using LinkedIn Sales Navigator for sales, getting the most out of it, and more.
Check out some key features you should consider if you’re considering using LinkedIn Sales Navigator for better prospecting.
Why Do You Need To Use LinkedIn Sales Navigator?
LinkedIn Sales Navigator is like a specialized version of LinkedIn.
In addition to LinkedIn’s social selling features, LinkedIn Sales Navigator offers many other features that’ll help you find prospects even FASTER.
LinkedIn Sales Navigator helps businesses & sales professionals make the most of LinkedIn connections, enhance prospect-searching capabilities, increase visibility, and leverage personalized algorithms to reach the right decision-maker at target companies.
You’ll get all the info you need to boost sales.
LinkedIn Enterprise
With Enterprise, you can take your sales to the next level.
Besides data validation & content creation tools, you get enterprise-level features like single sign-on (SSO) & employee data integration.
Making A Good First Impression
Eighty-two percent of buyers look up providers on LinkedIn before replying, so make the right first impression. Make sure your profile is optimized with:
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A high-quality professional headshot
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A clear job title
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A concise headline with a value proposition
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Easy-to-find contact information
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A keyword-rich summary
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Detailed experience
Clear, updated profiles help you make a good first impression on prospects.
Personalization
Personalization is key when it comes to outreach.
With the Interested In filter, you can figure out which buyers need your help & can use your service/tool. You’ll have a MAJOR advantage when you reach out.
In the Interested In filter, you can add “Business Development Tools” to your normal search for “Head of Sales.” This may be a good way to approach them & offer your services.
Connection Request Template
Staying in touch with your key accounts is sending timely, relevant messages.
With Sales Navigator, you can track your buyer’s LinkedIn activity, so you know when to reach out, send them InMails to ensure your messages get through, and craft messages to invite an extended dialog.
Here’s an example of a connection request you can send:
Hey {first_name}, I’m building my network with {your_industry} leaders. Here in [your_city], we’ve found amazing creative and profitable opportunities in {your_industry_niche}. Let’s connect and share our learnings!
Here’s another option:
Hi {first_name}, LinkedIn suggested we already knew each other, but I don’t think we did. You’re the [job title] at [company_name] and I thought it would be cool to connect with you. {Your name}
Message Prospects Without Using Your InMail Quota
Professional, Team, and Enterprise Sales Navigator users can send up to 20, 30, and 50 InMail messages monthly.
To send more, target people with “Open Profiles,” who won’t count against your InMail quota.
Tag Your Prospects
This feature may save you time & make things more convenient.
Keep track of who’s involved in the buying process, be patient, identify their unique priorities, and more efficiently handle the account.
You can add tags & notes to each lead in Sales Navigator.
Use Boolean Search
Boolean searches let you combine keywords with operators like AND, OR, and NOT to narrow down your search. If you want to search for a specific term, you can do a quoted search.
You’ll get people with that exact phrase in their title if you search for “senior social media manager” (with quotation marks), not people whose profiles don’t contain it.
Advanced Search
Sales reps can find new leads & make better connections with LinkedIn Sales Navigator’s in-depth search features.
You’ll find Sales Preferences on the Settings page of your Sales Navigator profile.
You can narrow your ideal client list by industry, geography, job title, function, and company size.
When you check out a prospect’s profile, these preferences will appear. LinkedIn will also show you lead recommendations based on your preferences.
This is by far the best prospecting tool on Sales Navigator. You can do an advanced search on either leads or accounts, with leads having more fields.
Search filters include more than 20 options. The keywords, title, and company fields allow you to do a Boolean search.
Let’s say my target audience is owners who work in functional business development. We can use these filters in LinkedIn Sales Navigator.
The advanced LinkedIn Sales Navigator search lets us use these filters.
It’s all about the Posted Content Keywords filter. This search filter will show people who have posted or engaged with growth-related stuff.
Just write up a simple, personalized template & send it. Save all relevant prospects in the search results once your key criteria are selected.
Setting Sales Preferences
You get lead & account recommendations with your LinkedIn Sales Navigator subscription.
You can change your preferences in the Sales Preferences settings to ensure the recommendations match your ICPs.
Sync Sales Navigator With Your CRM & Validate Your Data
Find The Right Decision Makers
Here’s how you can find decision makers in an account list:
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Go to the lead search
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Go to Workflow
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Open the filter Account List
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Select your account list
All the people working at these companies will appear in the search results once you select your account list. Now you have to add filters to find the right decision-makers.
Lead Builder
It’s a tool within Sales Navigator that offers advanced search filters. Anyone using Sales Navigator should know how to use Lead Builder.
You can refine your search by looking for specific job titles or companies. Once you’re done setting your search parameters, click Search to see the results.
LinkedIn’s standard version doesn’t give you as much data as Sales Navigator.
Click “LeadBuilder” next to the search bar to get started. You’ll get an advanced search page where you can pick from over 20 filters to find the leads you’re looking for.
TeamLink
Sales Navigator also has a feature called TeamLink. Use TeamLink to filter your results to see bridged or team connections.
You can ask your mutual connection for an introduction if TeamLink notices a personal connection between your prospect & a team member.
After you add prospects as leads, you’ll be able to see them in the Leads tab.
Valuable Insights
On Sales Navigator’s homepage, you can track all recent updates & news relevant to your saved leads.
You can see updates from people who aren’t your connections in Sales Navigator. All these insights will help you write BETTER InMails (direct messages) to engage your prospects.
Use the filters on the right side of the page to narrow down your updates. You can see your saved companies under the Accounts tab.
Find People In LinkedIn Groups
Saved Searches
Entering the same search terms for different campaigns is a pain. It’s easy to save your searches to pick up where you left off later.
Save Search lets you know when new people match your search results.
It is a convenient way to identify new opportunities & get in touch with people as soon as they get into their new position.
Click New to see a list of sales leads that recently matched your search filters. It’s EASY to save a search. Save your search by clicking “Save Search” at the top right.
View Similar Prospects
You can find similar leads to the ones you’re pursuing with Sales Navigator.
To find similar leads, use the Sales Navigator search functions & select “View similar” from the drop-down button. You’ll see a list of similar leads with similar job titles or roles.
You can focus your sales efforts on decision-makers & save time trying to find the right person in a company this way.
Discover untapped connections beyond the initial search criteria you enter.
Track Your Progress
LinkedIn Sales Navigator lets you check your Social Selling Index, or SSI, which indicates how well you’re using it.
Click on the % next to the SSI score number to see your SSI score details.
Unlimited Searches
Here’s one more benefit – unlimited searches. There’s a limit on how many profile searches you can do on LinkedIn each month, even though it’s FREE.
Once you hit that limit, you’ll have to wait until next month. With Sales Navigator, you can search as many profiles as you want.
LinkedIn Premium vs. LinkedIn Sales Navigator
They’re the same, right? Many people wonder if LinkedIn Premium & LinkedIn Sales Navigator are the same or if they can be combined with Sales Navigator.
There are two types of LinkedIn Premium accounts:
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Premium Career
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Premium Business
They are NOT the same.
The Premium Career plan is for job seekers, while the Premium Business plan is for anyone who wants to eliminate the limitations of the FREE LinkedIn account.
Add Sales Navigator Extension To Chrome
Here’s a simple trick that saves you time AND energy. With Sales Navigator’s Chrome extension, you can see LinkedIn profiles from your Gmail account.
In addition, this extension can guide you with ice-breaker topics, save leads, and show you TeamLink data.
Is LinkedIn Sales Navigator Worth It?
Short answer: yes. Businesses that are serious about LinkedIn lead generation will buy Sales Navigator. What’s the reason?
You get exclusive LinkedIn features to accelerate your lead generation & grow your business with LinkedIn Sales Navigator because it removes any restrictions you’d have on a normal LinkedIn account.
There's Only ONE Problem...
LinkedIn Sales Navigator has one small drawback. Every single lead has to be contacted manually. You’ll have to spend a lot of time on this.
Using automation will save you from this taxing task. LinkedIn automation makes it easy to do that. It’s imperative to note that not all automation tools are safe.
For social selling automation, it’s smart to choose Kennected if you want safety & efficiency.
Sales Navigator Alternative: Dux-Soup
While Dux-Soup doesn’t build your contacts, it’s a great way to start.
As a LinkedIn automation tool, this extension allows you to automatically scan a Sales Navigator list & download it as a CSV file.
The CSV has prospects’ names, titles, companies, and links to their profiles so you can check them out later.
The Bottom Line
You can use Sales Navigator to skyrocket your LinkedIn lead generation.
This is an investment that any serious business should make if they want to take their business to the next level.
Let Kennected up your lead generation game with LinkedIn Sales Navigator.
Get High Quality Leads With Minimal Effort Via Kennected
According to HubSpot, 61% of companies name their top marketing challenge is generating traffic and leads.
If you’re part of that 61%, keep reading because what you’re about to discover could be a game-changer for you and your business (like it has for thousands of people before you).
So many business owners & sales professionals that come to us are struggling to get ahead because they’re stuck relying on referrals, lead lists, or manual prospecting.
This is taking up too much of their time and isn’t creating the consistent income they’re looking for to fund the lifestyle they want for themselves and their families.
Four years ago, the founders of Kennected had the same struggles. They found that lead generation was way too complicated, expensive, and time-consuming, knowing there had to be a better way.
So they developed a new way of getting qualified leads that turn into new customers on the #1 platform for B2B lead generation… LinkedIn.
In the four years since we developed this lead gen strategy, we’ve earned a spot on the Inc. 5,000 list of Fastest Growing Companies in America.
And more importantly, it helped over 17,000 businesses get new leads and sales for THEIR businesses.
Want to see how it works?
Click here to see how you can use Kennected to fill your sales pipeline with qualified leads in less than 10 minutes per day.
The post How To Use Sales Navigator To Generate Leads appeared first on Kennected.
source https://kennected.org/use-sales-navigator-generate-leads/
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