How To Get the Most Out of LinkedIn Sales Navigator
Adam Houlahan
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What is LinkedIn Sales Navigator?
Sales Navigator utilises the power of LinkedIn’s 800M+ member network to help Sales professionals find and build relationships with prospects and customers through modern selling. On average, modern selling leaders see:
It’s the ultimate sales management tool designed specifically for lead generation and sales prospecting on the LinkedIn platform. You can choose from three different membership options (Core, Advanced & Advanced Plus) each with varying features, but each version allows users to search for, connect with, and save leads within their LinkedIn account while also offering integration with different CRM programs.
Who’s it for?
Ideal for B2B marketers and sales professionals.
Top tips to get the most out of Sales Navigator!
#1 Use advanced filters to find prospects
Sales Navigator is a great tool to develop your potential client prospect lists. One of its fundamental benefits is the ability to use advanced filters. One of my top tips for using advanced filters is to narrow down your search criteria lists into the categories provided by LinkedIn. Some of the categories include: Industry, Job title, Company name, Geography, Seniority level, Company size, Relationship, Function
Narrowing your search ensures you are targeting the exact group of people you need to reach, connect with and potentially become clients moving forward.
#2 Save your most valuable prospects
There is a feature within Sales Navigator that will allow you to save prospects to “prospect lists” so you can keep track of interactions.
Saving your most valuable prospects will allow you to receive automatic alerts and updates when anything is posted about or by that prospect. It’s an invaluable tool for being able to quickly identify opportunities for connection and personalisation.
When you save your prospects to lists it will ensure that you have all the relevant data that a prospect could possibly have shared on LinkedIn. Whether they post a new blog, get promoted, or a new job, you will get an alert notification.
This is extremely helpful for anyone dealing with high-level potential prospects who utilise LinkedIn regularly, this strategy of saving your best prospects gives you powerful, up-to-date information about them and the organisation they work for.
#3 Use personable outreach messaging
Something I see all too often when individuals or a business reach out to potential prospects is that they don't personalise their outreach messaging.
When messaging anyone on LinkedIn personalisation is the most effective way to connect and engage with the right people.
Bulk messages to all of your prospects that follow a template and are robotic in nature rarely receive engagement and can be damaging to your personal brand, when I read messages like this I automatically switch off and choose not to interact with that person.
Sales Navigator is your best tool for gathering valuable data on your prospects which will allow you to personalise your interaction with that person. When the recipient reads something from you they feel has been personalised it’s more likely they will sit back and think “Great this person actually took the time to research me and my company” making them more inclined to respond to you.
Personalising your messaging will have a positive impact on your reply rates and connection rates on the platform.
#4 Always provide value first
A valuable tip I've learnt over time is to not hit your prospects with a sales pitch or get them to try and buy a product, especially within your first message. You need to build some trust and a great way to do that is to provide value for your prospect. Some great examples of providing value are Free Ebooks, Value-adding content, Handy tips, and invites to free online events they could be interested in to name just a few. Building a relationship and trust this way is going to make it a lot easier to connect and turn your prospects into customers.
If you have never tried Sales Navigator before, you will receive a free 30-day trial when you visit the information page from your profile. Just search “LinkedIn Sales Navigator” today. With a free trial, you have nothing to lose and everything to gain.
Have you tried Sales Navigator yet?
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Business Owner
1yVery interesting! I like your take on this, thank you for sharing!
You're right. It is a powerful resource and I use it daily.
Our clients achieve two important outcomes. 1) They get their life back: thriving in all areas of life. 2) As do all of their employees. Together let’s transform challenges into opportunities for unparalleled success.
1yThanks for sharing Adam Houlahan Love your BTW
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1yThank you for sharing this insightful post about Sales Navigator. Your advice is genuinely appreciated, particularly your commitment to helping others leverages its power. I agree with your point that quality content is the foundation of a successful LinkedIn marketing strategy, but tools like Sales Navigator are crucial for generating qualified sales leads in the long run.