It’s simple to seek out thought leaders on LinkedIn giving recommendations on utilizing LinkedIn Gross sales Navigator. However when certainly 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 write down it.
Desk of contents
- Easy methods to arrange your Guide 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 modifications” filter
- “Firm headcount progress” 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 staff of gross sales growth reps, so I’ve seen all of it.
After I dug deeper into what one struggling SDR particularly was doing, I realised I wanted to assist her absolutely perceive each helpful function in Gross sales Navigator so she may pace up turnaround occasions.
I researched suggestions and tips, 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 the whole 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 Guide of Enterprise in LinkedIn Gross sales Navigator
First issues first. You should arrange your Guide of Enterprise (BoB), and also you do this in your Gross sales Nav Residence web page by selecting what account checklist you wish to take into account your BoB.
If Gross sales Navigator is related to your CRM: Select ‘My CRM Accounts.’ The checklist can 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 just isn’t related to your CRM: You may manually add an inventory of accounts by going to ‘Accounts’ >> ‘See account lists’ >> ‘Add checklist’. Be aware that as you make modifications in your checklist in your CRM, these modifications received’t be mirrored routinely on LinkedIn.
Your Guide of Enterprise is now arrange! Now, I’ll stroll you thru completely different options that will help you determine which accounts it’s best to prioritise.
Be aware: You’ll wish to outreach to those precedence accounts sooner. They’re extra seemingly to reply to you since they’re displaying some sort 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 gives two varieties of searches:
- Lead searches: You’ll discover leads/prospects/folks
- Account searches: You’ll discover accounts/corporations.
Let’s take a look at what helpful options now we have within the Lead Filters search view that may assist us determine 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 circumstances they evaluation the present tech stack and are open to evaluating different platforms.
This presents a extremely precious alternative to you. So that you wish to know if and when certainly one of your accounts has a brand new decision-maker.
Right here’s tips on how to use this filter:
Choose your ‘’Account checklist’ (both “My CRM Accounts” or your manually uploaded account checklist). Then choose “Modified jobs in final 90 days” to see folks in your accounts who modified roles prior to now 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 ‘Perform’ filter, or add in a number of key phrases within the ‘Present job title’ filter, like “HR,” “folks,” “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 can 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 prior to now 90 days.
Usually when determination makers first begin their position, 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 comply with your organization in all probability know who you’re. They could have heard about your product, used your product earlier than or are simply fascinated with it.
Both means, it’s a good suggestion to succeed in out to them.
The “Previous Buyer” filter
That is certainly one of LinkedIn’s newer options, and it’s an excellent one. It’s solely out there to Superior Plus LinkedIn customers, and the info is predicated on the alternatives in your CRM.
This filter uncovers individuals who presently work at certainly one of your goal accounts and used to work at an organization who’s a buyer.
Why that is precious: 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 reveals folks that in some unspecified time in the future 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 folks 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
This can be a good trick that lets you discover individuals who presently work at your present firm and used to work at certainly one of your accounts, and vice versa.
Why can we care about these folks? As a result of we will get introductions from them!
First: You should create a Boolean string with all of the accounts in your Guide of Enterprise. Try this downloadable template to create it your self!
After you have 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 lets you discover leads/prospects who’re displaying curiosity in your product class (not your product itself).
That is much like ZoomInfo and different comparable instruments’ intent information — however on LinkedIn it’s on the lead degree fairly than at account degree.
Go into “Class Curiosity” and search for the varieties of classes that match your product. Then choose your Account checklist to see who out of your accounts could be in search of an answer like yours!
The “Persona” filter
Should you incessantly use fundamental filters to slender down your search, then it can save you time by making a “Persona” as an alternative.
Personas on LinkedIn Gross sales Navigator are principally a mix 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 fitting:
- Perform
- Seniority degree
- Present job title
- Geography
Then, if 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!
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3. Easy methods to use Gross sales Navigator Account filters
Moreover discovering attention-grabbing leads, you can even use Gross sales Navigator to seek out accounts that needs to be prioritised as a result of they’ve an attention-grabbing set off.
Listed below 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 Guide of Enterprise / Account checklist that obtained funding prior to now 12 months:
The “Senior Management Modifications” filter
Large 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 throughout the account.
In an effort to see these accounts, select “Senior management modifications in final 3 months” and your required account checklist.
The “Firm Headcount Progress” filter
Final however not least for this part, some of the common triggers. Progress!
You positively wish to see which accounts out of your Guide of Enterprise have had progress prior to now 12 months.
With progress comes new challenges, new processes and the necessity to have techniques 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 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. Easy methods to use the Gross sales Navigator Relationship Explorer
This can be a performance out there at Account degree. This implies you’ll be able to go into any account and the Relationship Explorer is among the first sections you will note. (Look beneath “Account Historical past.”)
Why can we care about this? As a result of that little part flags attention-grabbing folks to us, reminiscent of:
- First diploma connections: These are folks from the account that you just’re instantly related to on LinkedIn. This implies you’ll be able to go forward and message them instantly!
- Second diploma connections: Individuals 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 folks have been employed or promoted prior to now 90 days. Once more, an excellent fast option to determine 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 instantly 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 presently so wished to examine when you’d be prepared to make an intro?
- Some other LinkedIn connections / not present colleagues:
Hey [MUTUAL CONNECTION NAME], hope you’re nicely!
As a part of my position I’m making an attempt to attach with the staff at [ACCOUNT NAME] and I’ve observed 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 observed [INSIGHT ON THE ACCOUNT], and would love to debate our P[RODUCT CATEGORY] resolution with them.
Would you be open to introducing me to her/him/them?
Thanks!
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5. Easy methods to use the Gross sales Navigator Account Hub
Should you’re on the Residence web page, you will note an “Accounts” button on the prime (blue) major 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 checklist.
That is particularly helpful as a result of SDRs/BDRs can add lists of their AEs’ accounts (in case your AEs personal accounts as nicely). 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) can 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 attention-grabbing 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 fairly than SDRs.)
- Connection paths: This reveals how many individuals from the account you’re related to, through First Diploma Connections, Second Diploma Connections or TeamLinks Connections.
- Purchaser intent: This reveals the extent of curiosity (Destructive, Average or Excessive) that prospects from this account are displaying in your particular product or firm.
- Professional tip: when you 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 displaying 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 progress 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.
This can present you LinkedIn’s predicted curiosity from that account into your organization. You may first see a abstract of the important thing components impacting the rating:
Then, you can even see a breakdown of prospects’ actions!
Merely scroll right down to see an inventory of all of the latest 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 together with your accounts
Moreover your Account Hub, you even have one other means of staying updated together with your accounts: alerts.
To ensure you don’t miss out on any vital triggers, merely go to your Residence 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 examine 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 out solely the kind of updates you’re fascinated with.
Similar for leads: You may choose solely the sort of alerts you want to see in your feed relating to your saved leads/prospects.
In my view, it’s a good suggestion to examine this “All Alerts” part day by day. Supplied you’ve got the fitting accounts saved, your updates are extraordinarily precious for serving to you determine an excellent time to succeed in out to that account or lead.
The last word LinkedIn prospecting guidelines
I do know what you’re considering: “This can be a lot!”
Don’t assume you’ll be able to keep in mind all of the filters/tips to determine which accounts and prospects to prioritise?
Steal my downloadable guidelines right here.
It contains all my filters and tips – ensure you save all of the searches!.
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What tips did I miss? Any filters or options that you just SDRs and Gross sales Growth Managers use incessantly to determine good accounts that aren’t talked about right here?
Let me know within the feedback and let’s enhance this information collectively!
