LinkedIn Sales Navigator is a powerful tool that can help businesses and professionals connect with potential clients, increase sales, and grow their network. This platform is specifically designed for sales agents and developers, making it easier to find, connect, and engage with potential clients.
However, to make the most out of this tool, it’s important to use it effectively. In this guide, we’ll discuss tips on how to boost LinkedIn Sales Navigator for better prospecting and actually help you sell.
Your LinkedIn Sales Navigator profile should be optimized for success. This includes having a professional profile photo, a detailed summary that highlights your experience, and a clear headline that explains your role. All of this might sound like obvious advice, but most sales reps out there are oblivious to it.
By setting up your profile correctly, you’ll be able to establish credibility and build trust with potential clients. This will also help you to promote your personal brand. Looking professional is key when it comes to creating rapport with your prospects.
Example: Make sure your photo is up-to-date, well-lighted, and taken in a professional setting, or at least keep a neutral color as a background. Are you a sales representative? Make sure to tweak your bio adding a short but sweet description of who you are such as “Experienced Sales Professional with a focus on customer success.” In your summary highlight your past successes and experience in the industry.
To make the most out of LinkedIn Sales Navigator, it’s important to have a clear understanding of your ideal customer. This includes demographics, job titles, and specific industries. By defining your ideal customer profile (ICP), you can create more targeted searches that yield higher-quality leads.
Example: If you are a sales representative who sells software to small businesses, you could define your ideal customer as a small business owner or manager with 10-50 employees in the technology industry. This allows you to tailor searches to find the most relevant leads in that niche.
TeamLink is a feature in LinkedIn Sales Navigator that allows you to see connections that you have in common with potential prospects. By using this feature, you can leverage your existing network to make new connections.
Example: Let’s say you’re a salesperson looking to connect with decision-makers in the healthcare industry, you can use the TeamLink filter to see if anyone in your team or network is connected to the decision-makers you’re targeting. If someone does, you can ask them to introduce you or provide you with some context about the decision-makers interests or pain points.
One of the most useful features of LinkedIn Sales Navigator is the ability to create custom prospect lists. These lists allow you to organize your leads based on specific criteria such as job title, industry, or location. By creating custom lists, you can stay focused on your target market, making sure you’re using your time wisely and increasing your chances for success.
Example: If you are in a position of prospecting or selling hardware to small businesses, your prospects list should be focused on small business owners in the technology industry with 10-50 employees.
Providing relevant content is essential to keep your prospects engaged. Fortunately, with the help of the “Interested In” filter, you can quickly identify which potential customers require your assistance and/or knowledge. This will give you a significant advantage when contacting them.
Example: you could perform a search for “mid-level marketing managers” and then use the “Interested In: Industry experts” filter to narrow down the list even further. Every prospect that the search results show has expressed a desire to meet with industry experts. You can offer your very own expertise or share content related to this topic that might help leverage the conversation further.
LinkedIn Sales Navigator’s Spotlight feature is designed to help sales professionals identify key accounts and decision-makers that are most likely to respond to their outreach efforts.
The Spotlight feature uses LinkedIn’s algorithms and data to highlight accounts that are exhibiting certain buying signals or behaviors, such as recent job changes, posting relevant content, or engaging with specific industry groups. This can help you stay informed about industry trends and changes within your specific industry of interest and ICPs.
Example: If you sell consulting services to healthcare providers, Sales Spotlights can help you stay informed about industry changes and updates in your targeted accounts, so you can better outreach messages and stay up-to-date on industry trends.
LinkedIn Sales Navigator tags are labels that can be applied to leads and accounts to help organize and prioritize outreach efforts. These tags allow us to quickly identify and sort through leads based on specific criteria, such as industry, location, job title, or stage in the sales process.
By applying a tag to a lead or account, that tag becomes part of the lead or account’s profile in Sales Navigator. The salesperson can then filter their leads and accounts based on these tags to focus their efforts on the most important prospects.
Example: you could create a tag for “high priority” accounts or a tag for accounts that have expressed interest in a particular product or service.
LinkedIn Sales Navigator comes with a limited number of InMails that you can use to message contacts. However, it’s important to use them wisely and avoid spamming your prospects.
Instead of relying solely on InMails, try to connect with your prospects on LinkedIn first and engage with their content. This can help you establish a relationship before sending a message.
Example: As you don´t want to be perceived as the typical “spammy” sales rep that slides directly into your prospects’ DM´s offering a service or product, you might want to try engaging with them by commenting on their posts, sharing relevant content, or sending personalized connection requests.
And that brings us again to the previous point: not being spammy. When reaching out to potential clients on LinkedIn Sales Navigator, it’s important to personalize your message and make it relevant to their needs. Generic messages are often ignored or deleted, and more often than not create a bad perception of you as professional and, therefore, of your company.
When connecting with a prospect, we want every interaction to bring value and to be memorable. Keep in mind that every time you touch base with them, you’re representing your brand (personal or corporate). So the whole experience has to be satisfactory.
Example: Let’s imagine you sell marketing services to businesses. Instead of sending generic messages in a blast, take the time to research each one and tailor the content according to your contact’s specific needs or interests.
Last but not least, to make the most out of LinkedIn Sales Navigator, it’s important to keep track of all of your activity inside this social network. This includes connections made, messages sent, and any other relevant information. By recording all activity in your CRM, you can stay organized and focused on your goals.
Every time you complete a call, you send a meeting request or share your company’s sales playbook, and record these activities inside Salesforce or whatever CRM platform you’re using. At the end of the week it would be easier to get reports with precise data on which tactic works best and which actions are not giving you the expected results.
Example: if you are a sales rep spending most of your day prospecting via LinkedIn you can automate manual data recording on your CRM by adding sales engagement tools that connect your Salesforce to the social network. This way, every action you perform is automatically logged on your customer base (this includes creating contacts and companies).
LinkedIn is by far the most valuable platform to directly connect with potential clients, and LinkedIn Sales Navigator makes it easy as long as you’re using every feature wisely. If you need to power up this even more, you should try Bloobrids for LinkedIn.
Bloobirds for LinkedIn allows you to create cadences, custom templates, and analytics, while it makes it easier to engage with prospects and close more deals. Try it out today and see the difference it can make for your sales team!