It’s simple to search out thought leaders on LinkedIn giving tips about utilizing LinkedIn Gross sales Navigator. However when certainly one of my reps was struggling to ebook conferences in Q1 this yr, 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 E-book 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 group of gross sales growth reps, so I’ve seen all of it.
Once I dug deeper into what one struggling SDR particularly was doing, I realised I wanted to assist her totally perceive each helpful characteristic in Gross sales Navigator so she might velocity up turnaround instances.
I researched suggestions and methods, investigated the software, and ran periods with my rep. Simply two weeks later, we began seeing higher outcomes. In Q2, she achieved in a single month what she achieved in all the 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 E-book of Enterprise in LinkedIn Gross sales Navigator
First issues first. You could arrange your E-book of Enterprise (BoB), and also you do this in your Gross sales Nav Residence 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 shall be robotically up to date/synced as you add or take away accounts to/out of your identify in your CRM.
If Gross sales Navigator just isn’t related to your CRM: You’ll be able to manually add an inventory of accounts by going to ‘Accounts’ >> ‘See account lists’ >> ‘Add listing’. Notice that as you make modifications in your listing in your CRM, these modifications gained’t be mirrored robotically on LinkedIn.
Your E-book of Enterprise is now arrange! Now, I’ll stroll you thru totally different options that will help you establish which accounts you need to prioritise.
Notice: You’ll need to outreach to those precedence accounts sooner. They’re extra seemingly to reply to you since they’re exhibiting 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 provides two varieties 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 now we have 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 need to make a fast affect. In lots of circumstances they overview 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 certainly one of your accounts has a brand new decision-maker.
Right here’s the right way 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 may 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 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
Another is the ‘Years in present place’ filter.
Use this filter, then choose “Lower than 1 yr.” 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 position, 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 could have heard about your product, used your product earlier than or are simply keen on it.
Both manner, it’s a good suggestion to achieve out to them.
The “Previous Buyer” filter
That is certainly one of LinkedIn’s newer options, and it’s a superb one. It’s solely accessible to Superior Plus LinkedIn customers, and the info relies on the alternatives in your CRM.
This filter uncovers individuals who at present work at certainly 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 ought to be pretty simple to attach with them, and they’re undoubtedly extra more likely to reply.
The “Previous Colleague” filter
The ‘Previous colleague’ filter exhibits folks that in some unspecified time in the future in time labored at an organization the place you additionally labored.
This might be your present firm, or a previous firm. This filter is nice to search out individuals you may 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 permits you to discover individuals who at present work at your present firm and used to work at certainly one of your accounts, and vice versa.
Why will we care about these individuals? As a result of we will get introductions from them!
First: You could create a Boolean string with all of the accounts in your E-book of Enterprise. Try 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 identify within the different one.
The “Class Curiosity” filter
That is one other new LinkedIn Gross sales Navigator characteristic. This characteristic permits you to discover leads/prospects who’re exhibiting curiosity in your product class (not your product itself).
That is much like ZoomInfo and different related instruments’ intent information — however on LinkedIn it’s on the lead stage relatively than at account stage.
Go into “Class Curiosity” and search for the varieties of classes that match your product. Then choose your Account listing to see who out of your accounts is likely to be searching for an answer like yours!
The “Persona” filter
When you steadily 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 mainly a mix of filters. When you choose a Persona, your chosen filters are robotically utilized to slender 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 precise:
- Operate
- Seniority stage
- Present job title
- Geography
Then, if you’re doing all of your Lead searches, as a substitute of getting to use a number of totally different filters, you may merely choose your ‘Persona’ and that’s it!
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3. Easy methods to use Gross sales Navigator Account filters
In addition to discovering attention-grabbing leads, it’s also possible to use Gross sales Navigator to search out accounts that ought to be prioritised as a result of they’ve an attention-grabbing set off.
Listed here are some choices you may discover helpful:
The “Funding Occasions in Previous 12 Months” filter
In 2023, only a few firms are literally elevating large funding rounds — however some nonetheless are!
Funding is at all times a fantastic 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 E-book of Enterprise / Account listing that acquired funding previously yr:
The “Senior Management Adjustments” filter
Huge modifications in senior management can point out an organization is taking a brand new path and embarking on new initiatives — together with reviewing their tech stack!
The caveat with this filter is that “senior management” might be anybody… that means a pacesetter from any division inside the account.
As a way to see these accounts, select “Senior management modifications in final 3 months” and your required account listing.
The “Firm Headcount Development” filter
Final however not least for this part, some of the fashionable triggers. Development!
You undoubtedly need to see which accounts out of your E-book of Enterprise have had progress previously 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 achieve 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. Easy methods to use the Gross sales Navigator Relationship Explorer
This can be a performance accessible at Account stage. This implies you may go into any account and the Relationship Explorer is among the first sections you will notice. (Look under “Account Historical past.”)
Why will we care about this? As a result of that little part flags attention-grabbing individuals to us, corresponding to:
- First diploma connections: These are individuals from the account that you simply’re straight related to on LinkedIn. This implies you may go forward and message them straight!
- Second diploma connections: Folks from the account you’re not directly related to by way of one other particular person you’re related to on LinkedIn. Go ask for that introduction!
- Lately modified jobs: These individuals have been employed or promoted previously 90 days. Once more, a brilliant fast strategy 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 ought 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 quick 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 related to [PROSPECT NAME] on LinkedIn. I’m working the account at present so needed to verify for those who’d be keen to make an intro?
- Another LinkedIn connections / not present colleagues:
Hey [MUTUAL CONNECTION NAME], hope you’re properly!
As a part of my position I’m making an attempt to attach with the group at [ACCOUNT NAME] and I’ve observed you’re related 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] 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
When you’re on the Residence web page, you will notice an “Accounts” button on the prime (blue) principal menu.
That takes you to the just lately upgraded “Account Hub” the place you may 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 properly). 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) shall be added to your Account Hub, known 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 if in case you have an open alternative (synced together with your CRM) with this account. (This characteristic is aimed extra at AEs relatively than SDRs.)
- Connection paths: This exhibits how many individuals from the account you’re related to, by way of First Diploma Connections, Second Diploma Connections or TeamLinks Connections.
- Purchaser intent: This exhibits the extent of curiosity (Unfavourable, Average 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 stage of intent. (e.g., engagement with advertisements or engagement together with your firm web page.)
- Class intent: This exhibits the variety of prospects from this account who’re exhibiting curiosity in your product class. Bear in mind, class curiosity is measured at Lead stage, so you may really click on on the “X staff” 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 reasonable 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’ll be able to first see a abstract of the important thing components impacting the rating:
Then, it’s also possible to see a breakdown of prospects’ actions!
Merely scroll right down to see an inventory of all of the current actions, together with advertisements 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
In addition to your Account Hub, you even have one other manner of staying updated together with your accounts: alerts.
To be sure you don’t miss out on any necessary triggers, merely go to your Residence web page and see the “All Alerts” part.
This part will present you a feed (which you’ll be able to type by “Newest” or “Relevance”) of updates out of your saved accounts.
(Tip: You may need to verify your saved accounts and unsave any that you simply’re 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’ll be able to choose solely the sort of alerts you wish to see in your feed concerning your saved leads/prospects.
For my part, it’s a good suggestion to verify this “All Alerts” part each day. Offered you’ve got the precise accounts saved, your updates are extraordinarily worthwhile for serving to you establish time to achieve 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 may 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 – be sure you save all of the searches!.
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What methods did I miss? Any filters or options that you simply SDRs and Gross sales Improvement Managers use steadily to establish good accounts that aren’t talked about right here?
Let me know within the feedback and let’s enhance this information collectively!
