It’s simple to search out thought leaders on LinkedIn giving recommendations on utilizing LinkedIn Gross sales Navigator. However when considered one of my reps was struggling to guide conferences in Q1 this 12 months, I couldn’t discover a complete information to LinkedIn Gross sales Navigator — so I made a decision to put in writing it.
Desk of contents
- Easy methods to arrange your Ebook of Enterprise
- Easy methods to use Lead filters
- “Modified jobs in previous 90 days” filter
- “Years in present place” filter
- “Following your organization” filter
- “Previous buyer” filter
- “Previous colleague”
- “Previous firm/present firm” boolean search
- “Class curiosity” filter
- Making a “Persona” filter
- Easy methods to use Account filters
- “Funding occasions in previous 12 months” filter
- “Senior management adjustments” filter
- “Firm headcount development” filter
- Easy methods to use the Relationship Explorer
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- TEMPLATE: Asking for an introduction
- Easy methods to use the Gross sales Nav Account Hub
- Easy methods to use Purchaser Intent and Purchaser Actions information
- Easy methods to use Alerts
How this information helped my SDR
I handle a workforce of gross sales growth reps, so I’ve seen all of it.
After I dug deeper into what one struggling SDR specifically was doing, I realised I wanted to assist her totally perceive each helpful characteristic in Gross sales Navigator so she might velocity up turnaround occasions.
I researched suggestions and methods, investigated the software, and ran classes with my rep. Simply two weeks later, we began seeing higher outcomes. In Q2, she achieved in a single month what she achieved in your entire Q1.
Now, this information can do the identical for you.
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Easy methods to use LinkedIn Gross sales Navigator for prospecting in 2023
1. Easy methods to arrange your Ebook of Enterprise in LinkedIn Gross sales Navigator
First issues first. It’s essential to arrange your Ebook of Enterprise (BoB), and also you do this in your Gross sales Nav House web page by selecting what account listing you need to contemplate your BoB.
If Gross sales Navigator is related to your CRM: Select ‘My CRM Accounts.’ The listing will likely be robotically up to date/synced as you add or take away accounts to/out of your title in your CRM.
If Gross sales Navigator is just not related to your CRM: You possibly can manually add a listing of accounts by going to ‘Accounts’ >> ‘See account lists’ >> ‘Add listing’. Be aware that as you make adjustments in your listing in your CRM, these adjustments received’t be mirrored robotically on LinkedIn.
Your Ebook of Enterprise is now arrange! Now, I’ll stroll you thru completely different options that will help you establish which accounts you need to prioritise.
Be aware: You’ll need to outreach to those precedence accounts sooner. They’re extra seemingly to reply to you since they’re exhibiting some type of set off, intent sign, or perception.
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2. Easy methods to use Gross sales Navigator Lead filters
LinkedIn Gross sales Navigator provides two forms of searches:
- Lead searches: You’ll discover leads/prospects/individuals
- Account searches: You’ll discover accounts/corporations.
Let’s take a look at what helpful options we have now within the Lead Filters search view that may assist us establish triggers.
The “Modified Jobs in Previous 90 Days” filter
When a brand new decision-maker joins a enterprise, they usually need to make a fast impression. In lots of instances they assessment the present tech stack and are open to evaluating different platforms.
This presents a extremely worthwhile alternative to you. So that you need to know if and when considered one of your accounts has a brand new decision-maker.
Right here’s tips on how to use this filter:
Choose your ‘’Account listing’ (both “My CRM Accounts” or your manually uploaded account listing). Then choose “Modified jobs in final 90 days” to see individuals in your accounts who modified roles previously 3 months.
Professional tip: For elevated accuracy, you’ll be able to go to the “Position” filters part and add particular job titles or a operate.
Instance: We goal HR professionals at my firm. So I both select “Human Sources” within the ‘Operate’ filter, or add in a number of key phrases within the ‘Present job title’ filter, like “HR,” “individuals,” “human assets,” or “tradition.”
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The “Years in Present Place” filter
An alternate is the ‘Years in present place’ filter.
Use this filter, then choose “Lower than 1 12 months.” It will present you individuals who began just lately — not simply 3 months in the past, however 4, 5 or 6 months in the past.
These prospects are nonetheless attention-grabbing in SDR-land, and could also be in a greater place to purchase than prospects who began previously 90 days.
Usually when choice makers first begin their function, they take a while to get settled in and analyse the present tech stack. At months 4-6, they might lastly be able to start out conversations with distributors.
Bonus: How I Gained 10,000 LinkedIn Followers in Seven Months (8-minute learn)
The “Following Your Firm” filter
Prospects who observe your organization in all probability know who you might be. They may have heard about your product, used your product earlier than or are simply keen on it.
Both method, it’s a good suggestion to succeed in out to them.
The “Previous Buyer” filter
That is considered one of LinkedIn’s newer options, and it’s a superb one. It’s solely obtainable to Superior Plus LinkedIn customers, and the info relies on the alternatives in your CRM.
This filter uncovers individuals who at the moment work at considered one of your goal accounts and used to work at an organization who’s a buyer.
Why that is worthwhile: These leads know your product and have really used it earlier than! It needs to be pretty simple to attach with them, and they’re positively extra prone to reply.
The “Previous Colleague” filter
The ‘Previous colleague’ filter exhibits those that sooner or later in time labored at an organization the place you additionally labored.
This could possibly be your present firm, or a previous firm. This filter is nice to search out individuals you would possibly already know, or at the very least offer you some frequent floor in your outreach.
Bonus: Utilizing the “Present Firm / Previous Firm” filters utilizing a boolean search
This can be a good trick that lets you discover individuals who at the moment work at your present firm and used to work at considered one of your accounts, and vice versa.
Why will we care about these individuals? As a result of we are able to get introductions from them!
First: It’s essential to create a Boolean string with all of the accounts in your Ebook of Enterprise. Take a look at this downloadable template to create it your self!
Upon getting the string, merely copy and paste it in both “Previous firm” or “Present firm” fields, then enter your individual firm title within the different one.
The “Class Curiosity” filter
That is one other new LinkedIn Gross sales Navigator characteristic. This characteristic lets you discover leads/prospects who’re exhibiting curiosity in your product class (not your product itself).
That is just like ZoomInfo and different comparable instruments’ intent information — however on LinkedIn it’s on the lead degree slightly than at account degree.
Go into “Class Curiosity” and search for the forms of classes that match your product. Then choose your Account listing to see who out of your accounts is perhaps in search of an answer like yours!
The “Persona” filter
When you regularly use fundamental filters to slim down your search, then it can save you time by making a “Persona” as an alternative.
Personas on LinkedIn Gross sales Navigator are mainly a mixture of filters. When you choose a Persona, your chosen filters are robotically utilized to slim down your search to the kind of prospects you need to see.
To create a Persona, go to the “Personas” part on the prime proper nook of the Lead search view. Click on “Create a brand new persona” to decide on the suitable:
- Operate
- Seniority degree
- Present job title
- Geography
Then, whenever you’re doing all of your Lead searches, as an alternative of getting to use a number of completely different filters, you’ll be able to merely choose your ‘Persona’ and that’s it!
Associated: 10 LinkedIn Profile Tricks to Stand Out in 2023 (10 min learn)
3. Easy methods to use Gross sales Navigator Account filters
Apart from discovering attention-grabbing leads, you can even use Gross sales Navigator to search out accounts that needs to be prioritised as a result of they’ve an attention-grabbing set off.
Listed here are some choices you would possibly discover helpful:
The “Funding Occasions in Previous 12 Months” filter
In 2023, only a few corporations are literally elevating huge funding rounds — however some nonetheless are!
Funding is at all times an important set off as a result of it means the corporate will in all probability be investing of their tech stack and processes — and possibly additionally rising and increasing.
To make use of this filter, go to the “Account Filters” part within the Gross sales Navigator search bar to open the Account search view.
Then, choose the next filters to see any accounts in your Ebook of Enterprise / Account listing that obtained funding previously 12 months:
The “Senior Management Modifications” filter
Large adjustments in senior management can point out an organization is taking a brand new course and embarking on new initiatives — together with reviewing their tech stack!
The caveat with this filter is that “senior management” could possibly be anybody… that means a pacesetter from any division throughout the account.
In an effort to see these accounts, select “Senior management adjustments in final 3 months” and your required account listing.
The “Firm Headcount Progress” filter
Final however not least for this part, probably the most in style triggers. Progress!
You positively need to see which accounts out of your Ebook of Enterprise have had development previously 12 months.
With development comes new challenges, new processes and the necessity to have methods that may scale with the enterprise. Nice alternative for us salespeople to succeed in out!
In my view, setting the minimal worth for this filter too excessive doesn’t actually work in 2023. As a result of let’s face it, many corporations are literally doing layoffs — so the quantity of corporations rising massively has positively decreased.
My suggestion is to start out with one thing round 25-30%. See what number of outcomes this returns and prioritise these first — then go down if you wish to see extra outcomes.
4. Easy methods to use the Gross sales Navigator Relationship Explorer
This can be a performance obtainable at Account degree. This implies you’ll be able to go into any account and the Relationship Explorer is likely one of the first sections you will note. (Look beneath “Account Historical past.”)
Why will we care about this? As a result of that little part flags attention-grabbing individuals to us, comparable to:
- First diploma connections: These are individuals from the account that you just’re straight related to on LinkedIn. This implies you’ll be able to go forward and message them straight!
- Second diploma connections: Folks from the account you’re not directly related to through one other particular person you’re related to on LinkedIn. Go ask for that introduction!
- Just lately modified jobs: These individuals have been employed or promoted previously 90 days. Once more, a brilliant fast method to establish doubtlessly new choice makers!
- Previous colleagues: Individuals who labored at an organization the place you additionally labored.
TeamLinks connections: These are individuals who you aren’t straight related to, however somebody out of your present firm is. This could imply asking for that introduction needs to be even simpler because the mutual connection is a present colleague of yours.
TEMPLATE: Asking for an introduction utilizing LinkedIn Gross sales Navigator TeamLinks + LinkedIn
I’ve created the next brief and candy templates you need to use when asking for an intro!
- Individuals who work at your present firm / Present colleagues:
Hey [COLLEAGUE NAME], can see you’re related to [PROSPECT NAME] on LinkedIn. I’m working the account at the moment so needed to test if you happen to’d be prepared to make an intro?
- Every other LinkedIn connections / not present colleagues:
Hey [MUTUAL CONNECTION NAME], hope you’re effectively!
As a part of my function I’m attempting to attach with the workforce at [ACCOUNT NAME] and I’ve seen you’re related to [PROSPECT NAME] who’s their [JOB TITLE], right here on LinkedIn.
I’d love to attach with this particular person as I’ve seen [INSIGHT ON THE ACCOUNT], and would love to debate our P[RODUCT CATEGORY] answer with them.
Would you be open to introducing me to her/him/them?
Thanks!
Associated: Does LinkedIn InMail (Actually) Work for Lead Technology?
5. Easy methods to use the Gross sales Navigator Account Hub
When you’re on the House web page, you will note an “Accounts” button on the prime (blue) principal menu.
That takes you to the just lately upgraded “Account Hub” the place you’ll be able to see an outline of triggers and alerts for accounts in your chosen Account listing.
That is particularly helpful as a result of SDRs/BDRs can add lists of their AEs’ accounts (in case your AEs personal accounts as effectively). Then, your SDRs can search for triggers not solely on their very own accounts, but in addition on their AEs’ accounts.
First issues first. Go into this little “+ Class intent” button on the highest proper nook of your Account Hub and select the product classes associated to your product.
As soon as you choose that, a brand new column (beta standing as of July 2023) will likely be added to your Account Hub, referred to as “Class intent.”
So now your Account Hub ought to appear like this:
What will we see right here that’s attention-grabbing for SDRs?
- Alternative date: That is primarily to see in case you have an open alternative (synced along with your CRM) with this account. (This characteristic is aimed extra at AEs slightly than SDRs.)
- Connection paths: This exhibits how many individuals from the account you’re related to, through First Diploma Connections, Second Diploma Connections or TeamLinks Connections.
- Purchaser intent: This exhibits the extent of curiosity (Detrimental, Average or Excessive) that prospects from this account are exhibiting in your particular product or firm.
- Professional tip: if you happen to click on on the hyperlink to “X actions,” you’ll get a pop-up with a abstract of the actions that generated that degree of intent. (e.g., engagement with adverts or engagement along with your firm web page.)
- Class intent: This exhibits the variety of prospects from this account who’re exhibiting curiosity in your product class. Keep in mind, class curiosity is measured at Lead degree, so you’ll be able to really click on on the “X workers” hyperlink and see precisely who it’s!
- Newest Account Alerts: Alerts associated to development in headcount.
6. Easy methods to use Gross sales Navigator Purchaser Intent & Purchaser Actions information
After you’ve recognized accounts with average or excessive purchaser intent, it’s a good suggestion to dig a bit deeper into that information.
Go into your chosen account and scroll down till you attain the “Account Purchaser Intent” part.
It will present you LinkedIn’s predicted curiosity from that account into your organization. You possibly can first see a abstract of the important thing elements impacting the rating:
Then, you can even see a breakdown of prospects’ actions!
Merely scroll all the way down to see a listing of all of the current actions, together with adverts engagement, web site visits, firm web page visits, and extra.
7. Easy methods to use Gross sales Navigator Alerts performance to remain updated along with your accounts
Apart from your Account Hub, you even have one other method of staying updated along with your accounts: alerts.
To ensure you don’t miss out on any necessary triggers, merely go to your House web page and see the “All Alerts” part.
This part will present you a feed (which you’ll kind by “Newest” or “Relevance”) of updates out of your saved accounts.
(Tip: You would possibly need to test your saved accounts and unsave any that you just’re now not working. In any other case you’ll get irrelevant updates.)
When you’re on the All Alerts part, click on on “Accounts” after which “Filter account alerts” to pick solely the kind of updates you’re keen on.
Similar for leads: You possibly can choose solely the type of alerts you want to see in your feed concerning your saved leads/prospects.
In my view, it’s a good suggestion to test this “All Alerts” part every day. Offered you’ve gotten the suitable accounts saved, your updates are extraordinarily worthwhile for serving to you establish time to succeed in out to that account or lead.
The last word LinkedIn prospecting guidelines
I do know what you’re pondering: “This can be a lot!”
Don’t suppose you’ll be able to bear in mind all of the filters/methods to establish which accounts and prospects to prioritise?
Steal my downloadable guidelines right here.
It contains all my filters and methods – ensure you save all of the searches!.
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What methods did I miss? Any filters or options that you just SDRs and Gross sales Improvement Managers use regularly to establish good accounts that aren’t talked about right here?
Let me know within the feedback and let’s enhance this information collectively!
