It’s straightforward to seek out thought leaders on LinkedIn giving recommendations on utilizing LinkedIn Gross sales Navigator. However when one in every of my reps was struggling to ebook conferences in Q1 this 12 months, I couldn’t discover a complete information to LinkedIn Gross sales Navigator — so I made a decision to jot down it.
Desk of contents
- Find out how to arrange your E book of Enterprise
- Find out how 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
- Find out how to use Account filters
- “Funding occasions in previous 12 months” filter
- “Senior management modifications” filter
- “Firm headcount progress” filter
- Find out how to use the Relationship Explorer
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- TEMPLATE: Asking for an introduction
- Find out how to use the Gross sales Nav Account Hub
- Find out how to use Purchaser Intent and Purchaser Actions information
- Find out how to use Alerts
How this information helped my SDR
I handle a workforce of gross sales improvement reps, so I’ve seen all of it.
Once I dug deeper into what one struggling SDR specifically was doing, I realised I wanted to assist her totally perceive each helpful function in Gross sales Navigator so she may velocity up turnaround occasions.
I researched ideas and tips, investigated the device, 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 the whole Q1.
Now, this information can do the identical for you.
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Find out how to use LinkedIn Gross sales Navigator for prospecting in 2023
1. Find out how to arrange your E book of Enterprise in LinkedIn Gross sales Navigator
First issues first. It’s essential arrange your E book of Enterprise (BoB), and also you try this in your Gross sales Nav Dwelling web page by selecting what account record you wish to think about your BoB.
If Gross sales Navigator is linked to your CRM: Select ‘My CRM Accounts.’ The record will likely be routinely up to date/synced as you add or take away accounts to/out of your title in your CRM.
If Gross sales Navigator shouldn’t be linked to your CRM: You possibly can manually add a listing of accounts by going to ‘Accounts’ >> ‘See account lists’ >> ‘Add record’. Observe that as you make modifications in your record in your CRM, these modifications received’t be mirrored routinely on LinkedIn.
Your E book 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.
Observe: You’ll wish to outreach to those precedence accounts sooner. They’re extra possible to reply to you since they’re exhibiting some form of set off, intent sign, or perception.
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2. Find out how to use Gross sales Navigator Lead filters
LinkedIn Gross sales Navigator presents two sorts of searches:
- Lead searches: You’ll discover leads/prospects/individuals
- Account searches: You’ll discover accounts/firms.
Let’s take a look at what helpful options we’ve got 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 sometimes wish to make a fast influence. In lots of instances they assessment the present tech stack and are open to evaluating different platforms.
This presents a extremely helpful alternative to you. So that you wish to know if and when one in every of your accounts has a brand new decision-maker.
Right here’s find out how to use this filter:
Choose your ‘’Account record’ (both “My CRM Accounts” or your manually uploaded account record). Then choose “Modified jobs in final 90 days” to see individuals in your accounts who modified roles prior to now 3 months.
Professional tip: For elevated accuracy, you possibly can go to the “Position” filters part and add particular job titles or a perform.
Instance: We goal HR professionals at my firm. So I both select “Human Assets” 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.” This may 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 fascinating in SDR-land, and could also be in a greater place to purchase than prospects who began prior to now 90 days.
Usually when determination makers first begin their function, they take a while to get settled in and analyse the present tech stack. At months 4-6, they could lastly be ready to start out conversations with distributors.
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The “Following Your Firm” filter
Prospects who observe your organization most likely know who you’re. They could have heard about your product, used your product earlier than or are simply interested by it.
Both means, it’s a good suggestion to succeed in out to them.
The “Previous Buyer” filter
That is one in every of LinkedIn’s newer options, and it’s an excellent one. It’s solely out there to Superior Plus LinkedIn customers, and the info relies on the alternatives in your CRM.
This filter uncovers individuals who presently work at one in every of your goal accounts and used to work at an organization who’s a buyer.
Why that is helpful: These leads know your product and have really used it earlier than! It needs to be pretty straightforward to attach with them, and they’re undoubtedly extra more likely to reply.
The “Previous Colleague” filter
The ‘Previous colleague’ filter reveals those who sooner or later in time labored at an organization the place you additionally labored.
This may very well be your present firm, or a previous firm. This filter is nice to seek out individuals you would possibly already know, or a minimum of provide you with some frequent floor in your outreach.
Bonus: Utilizing the “Present Firm / Previous Firm” filters utilizing a boolean search
It is a good trick that permits you to discover individuals who presently work at your present firm and used to work at one in every of your accounts, and vice versa.
Why can we care about these individuals? As a result of we are able to get introductions from them!
First: It’s essential create a Boolean string with all of the accounts in your E book of Enterprise. Try this downloadable template to create it your self!
After 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 function. This function permits you to discover leads/prospects who’re exhibiting curiosity in your product class (not your product itself).
That is just like ZoomInfo and different related 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 sorts of classes that match your product. Then choose your Account record to see who out of your accounts is likely to be searching for an answer like yours!
The “Persona” filter
In the event you often use primary filters to slender down your search, then it can save you time by making a “Persona” as a substitute.
Personas on LinkedIn Gross sales Navigator are principally a mixture of filters. When you choose a Persona, your chosen filters are routinely utilized to slender down your search to the kind of prospects you wish 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 proper:
- Operate
- Seniority degree
- Present job title
- Geography
Then, whenever you’re doing all of your Lead searches, as a substitute of getting to use a number of completely different filters, you possibly can merely choose your ‘Persona’ and that’s it!
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3. Find out how to use Gross sales Navigator Account filters
Apart from discovering fascinating leads, you can even use Gross sales Navigator to seek out accounts that needs to be prioritised as a result of they’ve an fascinating 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 firms are literally elevating huge funding rounds — however some nonetheless are!
Funding is all the time a fantastic set off as a result of it means the corporate will most likely be investing of their tech stack and processes — and doubtless 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 E book of Enterprise / Account record that obtained funding prior to now 12 months:
The “Senior Management Adjustments” filter
Massive modifications in senior management can point out an organization is taking a brand new route and embarking on new initiatives — together with reviewing their tech stack!
The caveat with this filter is that “senior management” may very well be anybody… that means a pacesetter from any division inside the account.
With a purpose to see these accounts, select “Senior management modifications in final 3 months” and your required account record.
The “Firm Headcount Development” filter
Final however not least for this part, some of the well-liked triggers. Development!
You undoubtedly wish to see which accounts out of your E book of Enterprise have had progress prior to now 12 months.
With progress 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!
For my part, setting the minimal worth for this filter too excessive doesn’t actually work in 2023. As a result of let’s face it, many firms are literally doing layoffs — so the quantity of firms rising massively has undoubtedly decreased.
My advice 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. Find out how to use the Gross sales Navigator Relationship Explorer
It is a performance out there at Account degree. This implies you possibly can go into any account and the Relationship Explorer is likely one of the first sections you will notice. (Look beneath “Account Historical past.”)
Why can we care about this? As a result of that little part flags fascinating individuals to us, akin to:
- First diploma connections: These are individuals from the account that you simply’re immediately linked to on LinkedIn. This implies you possibly can go forward and message them immediately!
- Second diploma connections: Folks from the account you’re not directly linked to by way of one other particular person you’re linked to on LinkedIn. Go ask for that introduction!
- Not too long ago modified jobs: These individuals had been employed or promoted prior to now 90 days. Once more, a brilliant fast option to establish probably new determination makers!
- Previous colleagues: Individuals who labored at an organization the place you additionally labored.
TeamLinks connections: These are individuals who you aren’t immediately linked 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 should utilize when asking for an intro!
- Individuals who work at your present firm / Present colleagues:
Hey [COLLEAGUE NAME], can see you’re linked to [PROSPECT NAME] on LinkedIn. I’m working the account presently so needed to test for those who’d be keen 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 observed you’re linked to [PROSPECT NAME] who’s their [JOB TITLE], right here on LinkedIn.
I might love to attach with this particular person as I’ve observed [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!
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5. Find out how to use the Gross sales Navigator Account Hub
In the event you’re on the Dwelling web page, you will notice an “Accounts” button on the prime (blue) essential menu.
That takes you to the just lately upgraded “Account Hub” the place you possibly can see an outline of triggers and alerts for accounts in your chosen Account record.
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 additionally 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, known as “Class intent.”
So now your Account Hub ought to appear like this:
What can we see right here that’s fascinating for SDRs?
- Alternative date: That is primarily to see you probably have an open alternative (synced together with your CRM) with this account. (This function is aimed extra at AEs slightly than SDRs.)
- Connection paths: This reveals how many individuals from the account you’re linked to, by way of First Diploma Connections, Second Diploma Connections or TeamLinks Connections.
- Purchaser intent: This reveals the extent of curiosity (Detrimental, Reasonable or Excessive) that prospects from this account are exhibiting in your particular product or firm.
- Professional tip: for those who 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 together with your firm web page.)
- Class intent: This reveals 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 possibly can really click on on the “X workers” hyperlink and see precisely who it’s!
- Newest Account Alerts: Alerts associated to progress in headcount.
6. Find out how 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.
This may present you LinkedIn’s predicted curiosity from that account into your organization. You possibly can first see a abstract of the important thing components 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 latest actions, together with adverts engagement, web site visits, firm web page visits, and extra.
7. Find out how to use Gross sales Navigator Alerts performance to remain updated together with your accounts
Apart from your Account Hub, you even have one other means of staying updated together with your accounts: alerts.
To be sure to don’t miss out on any necessary triggers, merely go to your Dwelling web page and see the “All Alerts” part.
This part will present you a feed (which you’ll type by “Newest” or “Relevance”) of updates out of your saved accounts.
(Tip: You would possibly wish to test your saved accounts and unsave any that you simply’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 out solely the kind of updates you’re interested by.
Identical for leads: You possibly can choose solely the form of alerts you want to see in your feed relating to your saved leads/prospects.
For my part, it’s a good suggestion to test this “All Alerts” part each day. Offered you will have the proper accounts saved, your updates are extraordinarily helpful for serving to you establish a superb time to succeed in out to that account or lead.
The final word LinkedIn prospecting guidelines
I do know what you’re considering: “It is a lot!”
Don’t suppose you possibly can keep in mind all of the filters/tips to establish which accounts and prospects to prioritise?
Steal my downloadable guidelines right here.
It consists of all my filters and tips – be sure to save all of the searches!.
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What tips did I miss? Any filters or options that you simply SDRs and Gross sales Improvement Managers use often to establish good accounts that aren’t talked about right here?
Let me know within the feedback and let’s enhance this information collectively!
