LinkedIn Sales Navigator is a great prospecting tool that leverages the entire LinkedIn network as part of your quest for lead generation. And if you’re not already using LinkedIn as a prospecting source, you’d better get on board. HubSpot did a study that showed LinkedIn coming in at 277% more effective than Facebook and Twitter for lead generation.
LinkedIn is a professional networking site, but it’s also so much more than that. Today, the brand is working hard to become a leader in their industry in as many ways as possible. By creating their LinkedIn Sales Navigator tool, they’re doing just that. And, like anything, the best sales reps know how to maximize the power of tools like this for their prospecting (and so much more).
There are three different tiers of Sales Navigator that users can choose from, and they all have their own features to consider. Today, it’s becoming a tool that everyone needs to know how to use. If you’re trying to get better results from your sales prospecting or even if you just want to empower your reps with better tools, this is definitely one that should be on your list. The Sales Navigator allows you to prospect key accounts and leads, monitor activities, and so much more.
So, how can your team best put this app to use? Here’s what you need to know.
With Sales Navigator, you have access to a lot of great advanced filters and features that enhance the sharing and networking experience. You can even look up certain industries, territories, and so forth. Get as specific as you want with your search. For example, if you want to find companies that have more than 500 employees and offer marketing solutions, you can set the filters for all of those things, and so much more. You can segment leads by function, job title, and even geography or department size.
One of the best features of Sales Navigator is that it gives people the chance to save organizations or even individual contacts on the LinkedIn platform. Then, these people are the first to show in the News Feed on the app, which offers some premium features when compared to the original LinkedIn feed. It’s like having your own network of leads in the pipeline and keeping an eye on news or organizational changes can help you determine the ideal time to make contact.
The Sales Spotlights feature is one that appears when you perform a search for prospects that are going to want to engage with your brand. The spotlight shows you things that are important: how many people follow your company, how many have changed jobs this year, etc. The spotlight boxes will generate a list of leads when you run a search for prospects, and it’s a great way to get valuable leads that you might not find elsewhere.
This is a great tool for getting customers back. When you use the bluebird search feature, you can generate a list of leads that used to be customers of yours and have since switched to another organization. There’s even a filter for “past not current” leads so that you can make sure that you’re only looking at leads that you can get back in your good graces because you have something to offer them now that you may not have had in the past.
One of the biggest oversights for sales reps and companies using LinkedIn’s Sales Navigator is not doing anything with your own profile. Your LinkedIn profile represents you professionally, but it also represents your organization. Sales enablement leaders should ensure that reps are taking the time to cultivate professional profiles, including headshots and professional images, sample copy tips and suggestions, and more. The better your profile is, the easier it will be to garner the best leads and get the attention that you want.
Use an account mapping tool (like the one available from Lucidchart) to visualize your accounts and pipelines, discover valuable insights, and make quick connections for a sale. The contact information you collected can be added, and you can even make room for the entire team in your map so that you know that you’re contacting the right people when making your connections.
TeamLink Connections is another filter that will come in handy with Sales Navigator. This tool lets you see which prospects share connections so that they can identify potential warm leads and find prospects quicker and easier than ever before. When you’re researching leads, you can even use this feature to see if mutual connections exist for easy introductions.
Like most things, the app for Sales Navigator makes it easy to stay on top of what’s going on even when you’re away from the desk. The app works in real-time and helps you track saved leads and prospects so that you can get the insights that you need and follow-up on leads on your time. You can also save leads in the app and use the InMail feature to contact prospects while you’re on the go, too. it’s essentially going to make your prospecting that much easier, so make sure that your whole team has it.
The team at Smith.ai offers 24/7 virtual receptionist solutions for all of your needs, including lead intake and qualification, appointment scheduling, and even outbound sales and support. While you’re cultivating all these great new leads, ask how our agents can handle the uptick in calls, messages, and outreach campaigns.