When I say “LinkedIn Sales Navigator” are you scared?
Or do you just wonder what I’m talking about.
LinkedIn Premium – the paid version of LinkedIn – offers a vast array of excellent features that companies can use for both prospecting and hiring. The Sales Navigator tool is one such feature that you’ll find on the Premium version of the app?
Designed to help companies supercharge their lead generation activities, LinkedIn Sales Navigator is a sales management tool that allows you to seamlessly contact prospects, send customised sales pitches, build quality pipelines and monitor and manage prospect accounts on LinkedIn.
So now you know what it is, should you indulge yourself?
Purchasing Sales Navigator
Sales Navigator comes in three plans:
- Professional ($79.99/month)
- Team ($134.99/month)
- Enterprise (firm-specific pricing)
The tool is great for all professionals, from tech experts to manufacturing agents to freelance trainers to lawyers and more. You can purchase the Sales Navigator plan of your choice for up to ten sales reps from LinkedIn.com.
Tips to get the most out of LinkedIn Sales Navigator
Official LinkedIn advisors recommend you try these tips:
1. Create a more “visible” profile
One of the most important features of the Sales Navigator is the more visible profile. The tool allows you to add a larger profile photo and background image. Additionally, once you use the Sales Navigator, your profile is automatically highlighted and featured to other LinkedIn users. This visibility can help you draw eyeballs and get leads.
2. Send personalised InMails with greater frequency
InMails on LinkedIn are closed-off to you if you aren’t a premium member. But even with LinkedIn Premium, this number is restricted to five per month.
With the Sales Navigator tool, the number of personalised and targeted InMails you can send becomes exponentially higher. You can send between 20 and 50 InMails per month, depending on the plan you’re on. Now you can contact high-potential prospects and get closer to a sale.
(If you want to send more personalised sales pitches, you always have the option of contacting the Open Profiles on LinkedIn.)
3. Create the profile of your ideal customer using the Sales Navigator’s Sales Preferences advanced filter
Many salespeople waste precious time and resources pitching to the wrong prospects. You can increase your lead generation success if you connect with the right people. This is where the Sales Preferences advanced filter comes in.
This feature allows you to create the bespoke profile of your “ideal lead/customer” by specifying various factors such as
· Company size
· Experience/Seniority in the company
· Groups they belong to
· Duration of membership on LinkedIn
· Keywords they use in their content/searches
Now your pitches can be spot-on.
4. Use TeamLink to find the most qualified prospects
A single salesperson has only so many acquaintances and contacts. Relying on just one salesperson (or just yourself) for leads can limit your success. The best way to get a large number of qualified leads is to tap into the contact pool of your entire team.
TeamLink is a feature in Sales Navigator that helps you access your entire team’s LinkedIn networks to find qualified leads. You can use this feature to connect with your team’s connections up to the second-degree. Please remember, you won’t be able to see the complete profile of prospects with TeamLink but only their basic, visible contact information.
TeamLink offers several different features that can help you find prospects:
· TeamLink Connections filter: If you want to find specific types of prospects from your team’s networks, this filter can be set. You’ll receive a notification for every person in the team’s networks who meet these criteria. You can then ask the respective team members to introduce you to those connections and make your sales pitch.
· TeamLink Search: Let’s say you want leads from a particular location or a company type. But no one in your team has a connection with someone who fits these criteria…yet. With the TeamLink Search feature, you can create and save specific TeamLink connection searches. When your team members do connect with people who fit your search filters, you’ll be notified.
· TeamLink Extend: Growing companies need a large number of leads. Once you’ve exhausted leads from your sales team, you can use the TeamLink Extend feature to tap into leads from other employees of your company. When your TeamLink Extend invitation is accepted by the recipient, you’ll be able to see all of their connections that match your search criteria. This feature is great if you don’t want to give certain staff access to the full Sales Navigator capabilities but would like to get prospects from their LinkedIn networks.
If you want to view the complete profile of leads outside of your network, then you can use the “Unlock Profile” feature after finding prospects using TeamLink. You can unlock up to 25 profiles each month.
5. Break ground with the help of the “Share experiences with you” filter
Once you find the prospects you’ve been looking for, it’s time to initiate contact. This is where the “Share experiences with you” filter comes in.
The feature allows you to identify the experiences both you and the prospect share. This could include the same school you attended, any hobbies you share, the same manager you both worked for, and so on. Now, when you send a message or an InMail to the prospect, you can include this information in the subject line to increase the chances of the prospect responding to your communication.
6. Make prospect-specific information available to all team members using the “Tag” and “Notes” features
Every B2B buying process involves multiple decision-makers. Your sales reps will need to touch base with all these people and collate all of their insights to create a compelling sales pitch that the lead can’t ignore. This is where the “Tag” and “Notes” features help.
You can tag specific individuals based on their role in the buying process, such as gatekeeper, director, influencer, and so on. You can add notes/comments that other reps can read when they’re participating in the sales process. This way, there is complete transparency in your sales operations.
7. Integrate Sales Navigator with other LinkedIn tools to maximise your lead generation efforts
One of the biggest advantages of LinkedIn Sales Navigator is that it can be easily integrated with other LinkedIn tools.
Take Campaign Manager, for example. By integrating Sales Navigator with Campaign Manager, your salespeople can bridge the gap with your marketing team and find leads who are actively engaging with the company’s sponsored content. Your sales reps will have greater insight into the prospect’s buying journey and will be able to better target/personalise the sales pitch, ensuring a sales closure.
Your sales team can also use another Sales Navigator integration – with LinkedIn’s Data Validation feature to verify and validate the data they collect from leads. Whenever there are any changes in the leads’ contact details or company information, you will be notified. You can then tweak your approach to ensure you don’t lose out on valuable high-potential business.
You can also integrate Sales Navigator with external CRM tools as well and create a cohesive marketing-sales pipeline.
If you would like to book a 1-2-1 online session in which we fully search engine optimise your Linkedin profile, please book here.