LinkedIn Sales Navigator is a LinkedIn platform designed to help sales and marketing individuals connect with the right prospects. This powerful tool has a robust set of filters that can help you save countless hours with its unique algorithm that can:
- Help you receive custom lead recommendations based on your LinkedIn preferences
- In one click allows you to import your Salesforce data
- Use advanced search parameters that offer more filters than standard LinkedIn
- Track who has viewed your profile for the last 90 days and be able to proactively follow up and connect
- Reach out to anyone with InMail
- Offers a special edition known as Sales Navigator Team that allows you to connect with team members networks
- Allows you to save leads in one place
- Allows you to show all your saved leads updates in one place so you can easily stay connected and top of mind
- Depending on which edition you have, it can unlock people’s profiles outside of your network connections. It allows you to save up to 3,000 leads
Here Are 10 Ways to Use LinkedIn Sales Navigator For Growing Your Sales Pipeline
1. Complete your LinkedIn profile
Sure you have a LinkedIn profile but have you made sure it is complete? Here is a quick checklist to make sure you leave no t’s uncrossed or "i’s" undotted.
- Background image
- Headshot that only has you in it, refrain from using children, animals or multiple people in the image
- Add your education
- Fill out a full description of your current company
- Add your Twitter link
- Include your company website
- Add your email
- Add your phone number
- When applicable complete the following: certifications, advice for contacting, interests, publications, projects, volunteering, patents, supported organizations, organizations, test scores, languages, honors and awards, skills/ endorsements and courses.
- Join groups
- Follow businesses
2. Complete your company profile
Make sure you have completed a full breakout of summary, descriptions, images, logos and help drive your team, colleagues, and clients there to follow your business.
3. Use Lead Builder for searching out prospects
With dozens of filtering options, you will have no limit to the number of new prospects you can funnel in! Be as specific as you want or cast a wider net by mixing and matching which filters you utilize. Here are some of the major filters to take full advantage of: Keywords, current companies, locations, title, function, industry, company size and company size.
For function you can select from none, all or multiples: entrepreneurship, accounting, administrative, arts and design, business development, community and social development, consulting, education, engineering, finance, healthcare services, human services, information technology, legal, marketing, media and communication, military and protective services, program and project management, purchasing, quality assurance, real estate, research, sales and support.
For seniority level, you can select none, all or multiples: owner, unpaid, training, entry, senior, manager, director, VP, CXO, and partner.
When choosing company size, you can select none, all or multiples: self-employed, 1-10, 11-50, 51-200, 201-500, 501-1,000, 1,001-5,000 and 5,001-10,000.
For industry, you can select none, all or multiples. Every industry is included, from accounting and aviation to sporting goods, wholesale, writing, and editing.
4. Save and filter leads
Leads are what the Sales Navigator deems as individual prospects.
Here is an outline of options for filtering your saved leads: current company name, relationship (1st, 2nd, groups, 3rd and everyone else), TeamLink, Location (by postal code, state, region), title, keyword, past companies, first name, last name, function, company size, company type, years in current position, years at current company, leads that follow your company, years of experience, groups, school, language, interested in, member since and headquarters.
Most of these filters also have drill downs within each that allow even more filtering options.
5. Save accounts
Accounts are companies that have company pages that can be saved as an “accounts list”. These accounts can then be broken down further to find additional decision makers within the company and allow you to stay up to date with content that the company publishes.
6. Filter your updates
Keep up with all your leads and account updates in one place. Real-time feed of posts, updates and company info. Save time by filtering only saved leads so you can make sure to like, share and read relevant content to build relationships.
7. Message through LinkedIn Sales Navigator
Stay aware of both LinkedIn Sales Navigator messages and LinkedIn messages all in one place. Keep track of all your contact with leads and be aware of when you need another touchpoint.
8. Save your searches from the Lead Builder
Don’t just perform the searches save them! When new leads come in the system will automatically update you through alerts so you can stay up to date with new opportunities. Save your searches from the lead builder and then review them at a later period to narrow them down. You can also review all recent searches and then save the best ones.
9. Join groups
Join groups that align with interests of your target markets. Also join groups that are for industry professionals to help find share worthy fresh content and stay up to date with what is new.
10. Post daily
Post updates daily. Share, like, and promote content that is relevant to your connections. The more information you share, the greater you will set yourself apart as an industry expert.
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