When it comes to B2B lead generation methods, there are fewer channels more effective than LinkedIn Sales Navigator.
Sales Navigator is an important element of the LinkedIn sales platform that is created and maintained by the professionals who run LinkedIn’s in-house sales team.
The professionals who run this team have decades of experience selling large enterprise products to businesses all over the world.
But a lot of LinkedIn users aren’t aware of what they can achieve using this tool.
To help you better understand it, in today’s article, we’ll explain what are the benefits of LinkedIn Sales Navigator, and what are the best practices to use it for your benefit.
So if you’re ready, let’s dive into it!
What is LinkedIn Sales Navigator?
Sales Navigator provides cloud-based sales automation software solutions for small businesses and individuals around the world!
It’s a tool that can help you manage communications, track leads, and more.
The tool has three main components:
Sales Inbox – Here you can find emails from LinkedIn Sales Navigator, including daily updates on your industry, new connections, and relevant job postings.
LinkedIn Sales Navigator Alerts — Alerts are customized based on your industry and company size. They’re sent via email or as a push notification to your phone, so you can be notified about specific news or opportunities at any time.
Sales Navigator Profile – Allows you to create your own profile page, which can be accessed by anyone who searches for “your name” or “your company name” on LinkedIn.
LinkedIn Sales Navigator is available to both paid and free members and it offers 4 pricing plans depending on what you need it for:
What Are the Benefits of LinkedIn Sales Navigator?
1. Discover New Leads
With Sales Navigator, you can find people who work at your target companies and connect with them in real-time. When they accept your connection request, you can send them a message right away to start the conversation.
2. Connect With Decision-makers
With LinkedIn Sales Navigator, you can see which people have influence over the purchase process at your target companies. This means you can target the people who are most likely to buy from you instead of wasting time on those who aren’t involved in buying decisions or have no interest in your products or services.
3. Schedule Meetings Using Email Reminders
You can set reminders to follow up after sending an introductory email or contacting someone through LinkedIn InMail (if they haven’t responded). And if your prospect has a calendar integration enabled, their availability will automatically appear when scheduling an appointment through Sales Navigator — no need for back-and-forth emails!
6 Best Practices To Use Sales Navigator
Sales Navigator is a tool designed specifically for salespeople, but anyone can use it — even if you’re not in sales.
Here are 6 best practices to use Sales Navigator and dominate your LinkedIn game.
1. Create a Pipeline of Leads and Opportunities
This is the most obvious use, but it’s also the most important.
If you don’t have a way to monitor your sales funnel, then it’s hard to know where you are in terms of closing deals or generating revenue from new customers.
LinkedIn Sales Navigator allows you to track your prospecting efforts, and capture emails and phone numbers at events, along with your business performance.
It also gives you insight into how to structure sales teams in order to get the most out of them.
Use it to keep track of your team’s activity and see what’s working within your activities, and what’s not, so you can note down the next steps regarding your prospects and clients.
2. Find Prospects Through LinkedIn Sales Navigator
LinkedIn Sales Navigator has a database of more than 550 million companies and 130 million job titles. This makes it a valuable resource for finding new prospects.
You can use its search functions to find specific companies, job titles, or locations.
Then, after you find them, you can use other tools such as LinkedIn Ads to reach out directly.
You can use LinkedIn Ads to target companies by criteria such as location, or to reach out with personalized messages based on company size and revenue range.
By identifying these parameters they will be more likely to engage with your content (and eventually reach out).
3. Use Different Alerts To Stay Informed
Marketing teams can use Sales Navigator to get an idea of who their customers want to reach and how best to do so through LinkedIn ads or other channels like email marketing campaigns.
LinkedIn Sales Navigator has a powerful alert system that allows you to set up notifications for when certain things happen on your profile, in your network, or in the newsfeeds of people in your network.
You can set up an alert for when someone views your profile, follows you, or visits one of your LinkedIn Company Pages.
You can also set up alerts for when someone sends you a connection request or accepts yours.
You can even set up an alert for when someone posts something new in one of their groups that might be relevant to your business!
Use those chances to connect with your leads, build relationships, help them, and they’ll gladly be there to listen to what you have to offer.
4. Save Your Searches on LinkedIn Sales Navigator
By saving searches you can save a lot of time on future searches, without having to repeat your settings.
It can help you organize your outreach, allowing you to reach out to only relevant prospects without having to go through their profiles and analyze them.
Once you save a search you can set to receive daily, weekly or monthly notifications on the profiles from that search.
To Save your search, after you set up your filters hit “Save search” in the right upper corner, and enter the name of the search.
Later on, when you need it, you can easily access it within your “Saved Searches” segment.
The important thing to remember is that alert can keep you up to date with changes in your prospect’s way of thinking.
Valuable insights gained from a saved search are as diverse as a new job, a job board, or a new product.
Saving searches provides you with more benefits, such as the fact that LinkedIn learns from you, and makes suggestions that fit you and your interests.
When you first joined LinkedIn, you filled out a question about the use of the service, which is why the tool makes suggestions from its information.
It’s best to keep your current customer contacts named as “leads”.
What’s great is that you will be notified when they switch jobs.
This tool will help you train the professional networking site to better understand your interests.
5. Share Saved Searches
Sometimes, sharing your search results can be helpful to someone on your team.
LinkedIn Sales Navigator lets you share your search results with anyone you’re working with.
To share your search results, navigate to the right side of the page and hit “Share.”
However, if your search contains a relationship filter (2nd or 3rd connections), sending your search results to a team member may differ based on their connections.
6. Use A LinkedIn Boolean Search
A LinkedIn Boolean Search is a technique that allows you to find relevant people combining keywords with operators, such as AND, NOT, or OR.
It allows you to input multiple keywords and maximize your search results by granting the exact insights based on those keywords.
LinkedIn Boolean search allows you to use one of the following 5 operators:
1. Quoted searches – to get an exact phase in results such as “Product Owner”
2. NOT searches – to exclude terms from search results such as Owner NOT “Product Owner”
3. OR searches – to get results that include one or more terms in a list such as “Founder OR CEO”
4. AND searches – to get results that include two terms such as Founder AND CEO
5. Parenthetical searches – to do a bit more complex search you can combine the terms such as “CTO AND (Founder OR Owner)”
Using Boolean search you will be able to take your prospecting efforts to the next level if you use it together with other tips outlined here.
7. Access All Messages in One Place
One thing that is sure about Sales Navigator is that it can help you be more productive and efficient in your daily work.
Not only can you spread your data network massively, but you can directly connect with 2nd and 3rd-degree connections, which can be a huge benefit for your business.
But one lack of LinkedIn is that it doesn’t offer you a unified inbox.
This way, part of the messages are in your LinkedIn app, and the others are in LinkedIn Sales Navigator.
Constantly forcing you to navigate through both of them to find the chat you’re looking for will make you unproductive.
That’s where LeadDelta can be of enormous help.
Using LeadDelta, you can get your LinkedIn app and LinkedIn Sales Navigator messages unified within one.
This way, you won’t need to navigate through different apps, and you can still sort those two channels within the tabs, so you always know where your messages are coming from.
Having all your messages within one place and being able to easily:
- Organize and Tag your LinkedIn connections and potential customers within the app
- Use notes to record and easily remember the conversation essence with prospects
- Use LinkedIn inbox management in one centralized place, whether it’s a LinkedIn app or LinkedIn Sales Navigator
- Remove LinkedIn connections in bulk and lower the time spent on those activities.
To Wrap Up
With the right LinkedIn tools, engaging with your audience is no longer a problem, so it’s important to choose the one that best fits your needs to increase the effectiveness of your activities.
With a LeadDelta capital manager, you’ll be more productive by viewing and organizing your network in the best way it suits your needs.
Whether you’re looking to get in touch and engage with your prospect or simply organize your personal connections, LeadDelta can help you improve your connection overview and make the most out of your network.
Download LeadDelta extension and improve your LinkedIn connections game.