How To Use Linkedin Sales Navigator 

Imagine This – You have access to your potential leads name, designation, time when they are online and also the opportunity to show up right into their inbox!

Sounds like the dream for a Business Development Executive or even an all-involved CEO!

At the end of the day – Sales is everything.

Even the best product can sit in the shelf for years without the right outreach! 

For B2B Marketing – LinkedIn Sales Navigator is truly a powerful tool your sales tool belt.

As impactful as it is, it’s also a slightly complex tool that can require a learning curve—which is why we’re excited to share 9 best practices to help you get the most out of your LinkedIn Sales Navigator Subscription. 

How to Use LinkedIn Sales Navigator?

• Step 1: Define your identity. Make sure you’ve defined your target(s) based on roles, job title, and geographic location in the Personal section of the Sales Navigator home page.  
• Step 2: Explore the Related Explorer. The fastest way to find potential leads and future customers is through the Relationship Explorer in the People section of your target company page. Personas let you choose your ideal job title and seniority, or expand to all employees to find connections to get a warm introduction to the decision makers in your target company. Click Show All to find all business leads associated with your ‘target’ persona type. 
• Step 3: Save the leads. Click the Save button next to all leads, which can be Lead Sponsors, Decision Makers, Influencers or Champions. If you already know someone, you can always ask who else would be the “right person”, include & saved them as well for a more robust and impact lead Generation List. 
• Step 4: Map the Account. Now that you’ve saved your leads, go to the Account Map tab in the People section. All saved leads are automatically assigned to levels: 1 = Employees, 2 = Management, and 3 = Individual Participants. You can use the ellipses menu button to move wires between levels or change them by removing them from the map. The chart of accounts is specific to you, but you can share it to collaborate with your colleagues and supervisors. 

Now that you’ve established your path and mapped your account, do your research, start building relationships with multiple champions and focus on creating value.  

If you have a LinkedIn Sales Navigator Account, and you are not using it to its full potential – You are leaving a A LOT of money of the table – Everyday!

If you are looking for LinkedIn Marketing Agency, feel free to contact us anytime! 

 Where To Use Sales Navigator 

• Download your business book 

LinkedIn Sales Navigator reaches a whole new level when you can manage your entire business in Sales Navigator. Insights from Deep Sales features like Buyer Intent and Relationship Explorer are more actionable, prospecting becomes more efficient, and it’s much easier to stay on top of what’s happening in your most important accounts. 

 And while these best practices highlight important sales tasks, uploading a business book is the first step to getting Sales Navigator up and running. 

• Focus on the most popular accounts 

A recent LinkedIn study found that more than four in five (82%) successful salespeople (defined as those who reach 150% or more of their quota) say they do research “always” before contacting prospects. Less than 50% of other sellers say they take the same approach. 

Further research by LinkedIn also found that effective salespeople spent about 10% less time selling than their peers, and they spend significantly more time researching. This paradoxical fact shows that these top talents spend less time making sales calls and more time making sure sales calls are directed to accounts with real potential to close the deal. 

If you are looking for a B2B Linkedin Lead Generation Agency in India to help you with thorough LinkedIn research to provide Marketing Qualified Leads – let’s talk! 

Meanwhile, you can give it a try! We have explained it step by step.

Here’s how you can find your best accounts with LinkedIn Sales Navigator. 

After you’ve loaded your business book, click Accounts anywhere in Sales Navigator to go to the Account Center. 

To find important accounts, click the Account Filters + button in the search bar to open the account search. You can prioritise your saved accounts by filtering for your company in the account lists. 

Here are some filters to help you find the best accounts: 

• • Award Size: Prioritise by size using annual revenue, company number, or department number of employees to find the biggest opportunities.  
  • Recent Growth: Highlight accounts that have recently grown due to headcount growth, department headcount growth or a financial event (under Recent Activity). 
  • Buyer Intent: Use “Buyer” to find accounts that have shown interest in your business or “Used Technologies” to find companies using technology related to your offering. 

• Find the right buyers. 

You have a list of your most popular accounts. Now it’s time to identify the people you need to meet with to close the deal. Fortunately, Sales Navigator has over 40 filters to help you find new leads, including: 

• • Job Title 
  • Position 
  • Geographic Location 
  • Buyers inside and outside of your CRM. 
  • Buyers who recently changed jobs. 
  • Buyers who have posted on LinkedIn in the last 30 days. 
  • Fundraising Activity

Many of the filters used to find accounts can also be used to find leads. Play around until you get the results you want.  

Find warm paths in 

Cold outreach is a dying approach to selling. Sellers embracing mass outreach tactics with spam emails see an abysmal 1% response rate, and it erodes brand equity. 

But there is a better way. 

Closing a deal is all about finding a warm path, and salespeople can discover that by using Relationship Explorer, one of LinkedIn Sales Navigator’s newest features. With Relationship Explorer, SDR’s can: 

• • Save time and shorten sales cycles. Relationship Explorer proactively recommends the best route based on the selected target buyers. This ultimately boosts prospecting, cross-selling and up-selling. 
  • Target the right people. Instead of targeting everyone in an account, Relationship Explorer highlights up to eight of the most important people to focus on. This creates a better experience for both buyers and sellers. 
  • Use powerful insights to act now. Using LinkedIn’s first-party real-time data, you get timely and relevant insights that enable you to take real-time actions. 

• Stay tuned 

“Sales Lead” and “Account” notifications help inform sellers with notifications of interesting events that appear on your sales navigator home page. Examples of lead notifications include a mention in the news, a career change, content shared on LinkedIn, and your connection request accepted. 

Account notifications are similar, except they focus on the account rather than the individual. Examples include mentions of the organisation in the news, employee development, the content they distribute, and when they face extinction. 

• Sell when buyers are ready 

Success as a SDR depends on more than just a good product and a great sales pitch. In fact, targeting the right person at the right time usually makes (or breaks) the deal. 

Correct timing does not require magic. And with the economy and sales environment changing so rapidly, an educated guess can seem like a risky use of sales hours. Instead, sellers need the right information. 

• Explore customer insights 

A good salesman means a determined scientist. Doing your homework will help ensure you connect with buyers in a relevant and challenging way. 

And looking for irrelevant information can be a treat. LinkedIn’s own research shows that just over two-thirds (68%) of buyers say they are unlikely to contact a salesperson who is looking for information unrelated to their job. 

Our data also shows that buyers are more likely to consider brands when sellers engage in research-intensive activities. Specifically:  

• • 51% of buyers are more likely to consider using a brand if the seller clearly understands their business needs. 
  • 47% of buyers are more likely to consider using a brand if the seller understands the buyer’s role in the buying process. 
  • 47% of buyers are more likely to consider using a brand if the seller personalised their reach. 

• Adjust accessibility 

There are two types of sales notifications. 

One dives right into the overall presentation and sells you as soon as you open your InMail account. The other type is rooted in your world, focusing on your challenges and offering a way to help. 

Choose the correct channel: Administrators are frequently flooded with emails, so select one that allows you to stand out. Contributing to their most recent pieces is an excellent strategy to obtain exposure and position oneself as a thought leader. In addition to interaction, InMail has a threefold higher response rate than emails, but you must tailor your messages to receive the best results. 

• Multithreaded 

The risks of relying on a single champion are obvious – and the data backs it up. In 2021, 86% of delegates said they either lost or had a deal delayed because the champion switched roles. 

It is also quite safe to say that economic uncertainty and mass layoffs in certain industries will likely mean a percentage increase, especially for salespeople who have not adopted a deep selling approach to their sales strategy. 

Things to Remember: 

• It all starts with downloading the trading book. 
• Look for accounts with the most spaces. 
• Don’t look for a buyer. Find the right buyer. 
• Hot tea beats cold tea every time. 
• Stay on top of your accounts and buyers to reduce the risk of losing a deal. 
• Trading is about time, and time is about getting the right information. 
• Research, research, research. 
• Your buyer has enough spam. Send a personal message instead of an automated message. 
• Multiple champions mean more opportunities for bigger and better deals.  

 Conclusion 

LinkedIn Sales Navigator is one of the most powerful sales analytics tools on the market. By providing dynamic and in-depth data on millions of buyers worldwide, Sales Navigator enables you to engage buyers in ways that lead to closed deals and long-term relationships. 

Connect with us if you need any LinkedIn Sales Navigator related assistance or you want to make the most of your LinkedIn Sales Nav Subscription!