One of the greatest resources LinkedIn has to offer is Sales Navigator, but too many professionals think Sales Navigator is just LinkedIn on steroids and are intimidated by it.
Sales Navigator is actually an incredible tool for building your pipeline and finding leads, but even the best tool is useless if you don’t know how to use it.
*The way I’ve always described it is I take all of the data and intelligence that resides on LinkedIn and I curate that data and intelligence specific to my book of business.*
Here we’ve gathered some of our best Sales Navigator tips. Read on!
At the top of my Navigator page, there’s a search bar URL. And just to the right of that, there’s something that says advanced search. Advanced search can give me twenty-five different search functions.
However, time and again we’ve seen that many sales marketers and salespeople don’t really understand the full power of Navigator, or what they can even do with those search options.
Here’s two game-changing Sales Navigator hacks to help you maximize this resource.
1) Current Company and Past Company.
- To start, input your top twenty to fifty clients in “current company” and “past company” fields. What you’re telling LinkedIn is that you want to find anyone who used to work for our top clients – and that’s a few million people right there.
- But that’s a few million people too many, so let’s narrow it down. Add your ideal buyer persona, the one with the drool-worthy title, and finally, the region you want.
Within seconds, you have the profiles of leaders who used to work for current customers, and who now work for prospective customers.
The takeaway? You now have a steady stream of new prospective clients for your sales pipeline, all set up within a few minutes.
Using a current client list in the search fields gives common ground, a reason to reach out and drop that you would love to work with their current company, drawing on the authentic connecting of already working with their former company. This built-in tie makes for an organic Show Me You Know Me (SMYKM) and establishes credibility.
2) Job Changes and More
What is so incredibly convenient about Navigator having the option to login every day, or get the emails delivered directly to you. Want to know this information, but don’t have the time to go searching for it? Navigator does it for you.
- When someone changes jobs, congratulate them!
- Then take note of where they went, and pop that lead into Salesforce, Hubspot, or the platform of your choice, and then make a note of when your sales team should read out to that lead.
The takeaway?: This also goes back to what we believe about investing in people. We should WANT to know when people change jobs, not just because we want to create more leads. It’s the people behind the screen that matter, and job changes are a huge part of getting to know the humans that we work with or those we are still working to earn business from. Staying on top of these moves and reaching out in an authentic way is an easy way to put you ahead of the pack and build rapport time and again.
The bottom line, LinkedIn Sales Navigator and its incredible set of tools make it possible to keep up with past and future clients and expand a sales pipeline in a much more cost-effective and efficient way than ever before.