11 LinkedIn Sales Navigator Tips for Better

Prospecting

1. Save leads and accounts that you want to monitor

Sales Navigator allows reps to save individual contacts or organizations that may be in
their pipeline. These leads will then be displayed in their Sales Navigator news feed –
which has a few more bells and whistles than their regular LinkedIn feed. Reps can filter
their feed updates by top leads or accounts, or most recent updates. Think of it as your
reps’ New York Times for their pipeline. They can stay up to date on any major changes
or news going on in their lead’s organization or role, such as when someone is
promoted or when a company announcement is posted.
 2. Set alerts by type

While saving leads and accounts is a critical first step, reps can take this one step
further by setting alerts that will trigger a follow up. For example, you can set an alert by
job type, and Sales Navigator will alert you if one of your leads has a new job. This will
let your rep know that they need to look for a new main point of contact at that
organization.

3. Use filters to find more targeted leads

This is a critical tip for reps that focus on certain territories or industries for their book of
business. For example, if you focus on marketing directors in the technology industry on
the west coast of the United States with a company size greater than 500 people, you
can filter by those criteria. Type ‘marketing director’ in the keyword search, and select
filters for geography, industry, company size, or department size.

Some other options would be to segment leads by job title, function, or even alma
mater. Reps can use criteria such as an alma mater as a conversation starter. “I see you
went to the University of Minnesota. Go Golden Gophers!”

4. Save searches to save time

Once your reps have created a targeted search to find their ideal prospects, it’s a pain
to have to enter all the search terms again. Simply select the ‘save search’ icon the top
left corner of your search panel to save your search so you can easily pick up where
you left off.

5. Use Sales Spotlights to narrow your search

Sales Spotlights appear at the top of your search results page after you run a search
and highlight prospects who are more likely to engage with you. For example, you
might see 68 people that have changed jobs in the last 90 days, or that 100 people
follow your company on LinkedIn. Simply click on one of the spotlight boxes, and a list
of those leads will appear. These will be the lowest hanging fruit for your sales reps.

6. Leave notes to remember important details

Prospects appreciate sales reps that add a personal touch to their outreach. Sales
navigator allows you to save notes or add tags to leads to remember important
details like whether they are a decision maker or personal details like “Joe loves
wine from Southern California.” Those smaller details can come in handy when a
lead is celebrating a job anniversary or a new role and your rep wants to send a
personalized note.
 7. Perform a ‘bluebird search’

A ‘bluebird search’ refers to leads that were happy customers of yours once upon a
time, but they are now at a new organization and you want to get back in touch with
them. Reps can use the “past not current” filter to find these leads. For example, if you
know that LinkedIn was a client that raved about your product, your reps can select the
company name “LinkedIn” and select “past not current” from the dropdown to find
former employees of LinkedIn who may want to do business with you in their current
roles.

8. Find similar prospects

Sales Navigator makes it easy to find similar prospects with the ‘view similar’ button.
Once you find an ideal prospect, simply select the dropdown and Sales Navigator will
populate results with similar job titles and backgrounds at other companies.

9. Apply TeamLink filter

According to LinkedIn, you are five times more likely to get a meeting if you go in with a
warm introduction rather than a cold one. Sales Navigator’s TeamLink connections filter
allows you to see all warm leads – those that you have a second-degree connection
with – once you turn on the setting at the top of your search filters.

Rather than reaching out directly to that lead, reps should reach out to the connection
they have in common. Then they should ask if the lead would be willing to make an
introduction.

10. Send InMail to leads

InMail is LinkedIn’s version of an email or direct message. This is an effective way for
reps to communicate with leads, given that the average person likely gets much fewer
InMail every day than they do emails.

To maximize the effectiveness of InMail, reps should do a full review of the lead’s profile
and engage with any updates they’ve shared recently. For example, if a lead recently
shared an article on account-based selling, your rep can share their comments on the
article and highlight how they can help.

11. Optimize LinkedIn profile

Last but definitely not least, sales reps need to optimize their LinkedIn profiles in order
to maximize their effectiveness on Sales Navigator. Their profile is not only a
representation of their personal brand, but also a representation of your organization.
Sales enablement leaders can help reps accomplish an optimized profile by scheduling
sessions for professional headshots, creating a profile checklist, and providing sample
copy for reps to include on their profiles.

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