It’s straightforward to seek out thought leaders on LinkedIn giving tips about utilizing LinkedIn Gross sales Navigator. However when one in every of my reps was struggling to guide conferences in Q1 this yr, 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 Guide 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 adjustments” 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 group 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 absolutely perceive each helpful function in Gross sales Navigator so she might velocity up turnaround instances.
I researched ideas and tips, investigated the instrument, 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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Find out how to use LinkedIn Gross sales Navigator for prospecting in 2023
1. Find out how to arrange your Guide of Enterprise in LinkedIn Gross sales Navigator
First issues first. You’ll want to arrange your Guide of Enterprise (BoB), and also you do this in your Gross sales Nav House web page by selecting what account record you need to think about your BoB.
If Gross sales Navigator is linked to your CRM: Select ‘My CRM Accounts.’ The record will probably 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 linked to your CRM: You possibly can manually add an inventory of accounts by going to ‘Accounts’ >> ‘See account lists’ >> ‘Add record’. Observe that as you make adjustments in your record in your CRM, these adjustments received’t be mirrored robotically on LinkedIn.
Your Guide of Enterprise is now arrange! Now, I’ll stroll you thru completely different options that will help you establish which accounts you must prioritise.
Observe: You’ll need to outreach to those precedence accounts sooner. They’re extra doubtless to answer you since they’re exhibiting some sort 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 affords two kinds 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 now 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 influence. In lots of circumstances they assessment the present tech stack and are open to evaluating different platforms.
This presents a extremely beneficial alternative to you. So that you need to know if and when one in every of your accounts has a brand new decision-maker.
Right here’s the way 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’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,” “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.” This may present you individuals who began not too long ago — 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 resolution 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 begin conversations with distributors.
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The “Following Your Firm” filter
Prospects who observe your organization most likely know who you might be. They may have heard about your product, used your product earlier than or are simply inquisitive about it.
Both method, 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 a superb one. It’s solely out there to Superior Plus LinkedIn customers, and the information is predicated on the alternatives in your CRM.
This filter uncovers individuals who at present work at one in every of your goal accounts and used to work at an organization who’s a buyer.
Why that is beneficial: These leads know your product and have truly used it earlier than! It must be pretty straightforward to attach with them, and they’re undoubtedly extra more likely to reply.
The “Previous Colleague” filter
The ‘Previous colleague’ filter exhibits folks 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 seek out individuals you would possibly already know, or no less than provide you with some widespread floor in your outreach.
Bonus: Utilizing the “Present Firm / Previous Firm” filters utilizing a boolean search
This can be a good trick that means that you can discover individuals who at present work at your present firm and used to work at one in every 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: You’ll want to create a Boolean string with all of the accounts in your Guide 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 identify within the different one.
The “Class Curiosity” filter
That is one other new LinkedIn Gross sales Navigator function. This function means that you can 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 relatively than at account degree.
Go into “Class Curiosity” and search for the kinds of classes that match your product. Then choose your Account record to see who out of your accounts could be searching for an answer like yours!
The “Persona” filter
When you often use primary filters to slim 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 slim down your search to the kind of prospects you need to see.
To create a Persona, go to the “Personas” part on the high proper nook of the Lead search view. Click on “Create a brand new persona” to decide on the appropriate:
- Perform
- Seniority degree
- Present job title
- Geography
Then, once you’re doing all of your Lead searches, as a substitute 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. Find out how to use Gross sales Navigator Account filters
Moreover discovering fascinating leads, you may also use Gross sales Navigator to seek out accounts that must be prioritised as a result of they’ve an fascinating 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 amazing set off as a result of it means the corporate will most likely 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 record that obtained funding prior to now yr:
The “Senior Management Modifications” filter
Large adjustments 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” could possibly be anybody… which means a frontrunner from any division throughout the account.
With a view to see these accounts, select “Senior management adjustments in final 3 months” and your required account record.
The “Firm Headcount Progress” filter
Final however not least for this part, one of the well-liked triggers. Progress!
You undoubtedly need 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 programs 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 undoubtedly decreased.
My suggestion is to begin 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
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 without doubt 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 fascinating individuals to us, comparable to:
- First diploma connections: These are individuals from the account that you simply’re straight linked 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 linked to through one other individual you’re linked to on LinkedIn. Go ask for that introduction!
- Just lately modified jobs: These individuals had been employed or promoted prior to now 90 days. Once more, an excellent fast method to establish doubtlessly new resolution makers!
- Previous colleagues: Individuals who labored at an organization the place you additionally labored.
TeamLinks connections: These are individuals who you aren’t straight linked to, however somebody out of your present firm is. This could imply asking for that introduction must be even simpler for the reason that 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 linked to [PROSPECT NAME] on LinkedIn. I’m working the account at present so needed to examine if you happen to’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 position I’m attempting to attach with the group 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 individual 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. Find out how to use the Gross sales Navigator Account Hub
When you’re on the House web page, you will note an “Accounts” button on the high (blue) essential menu.
That takes you to the not too long ago upgraded “Account Hub” the place you’ll be able to 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 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 probably be added to your Account Hub, known as “Class intent.”
So now your Account Hub ought to appear to be this:
What will we see right here that’s fascinating 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 function is aimed extra at AEs relatively than SDRs.)
- Connection paths: This exhibits how many individuals from the account you’re linked to, through First Diploma Connections, Second Diploma Connections or TeamLinks Connections.
- Purchaser intent: This exhibits the extent of curiosity (Unfavorable, 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 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 degree, so you’ll be able to truly click on on the “X staff” 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 elements impacting the rating:
Then, you may also 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. Find out how to use Gross sales Navigator Alerts performance to remain updated together with your accounts
Moreover your Account Hub, you even have one other method of staying updated together with your accounts: alerts.
To be sure you don’t miss out on any essential triggers, merely go to your House web page and see the “All Alerts” part.
This part will present you a feed (which you’ll be able to kind by “Newest” or “Relevance”) of updates out of your saved accounts.
(Tip: You would possibly need to examine 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 out solely the kind of updates you’re inquisitive about.
Similar for leads: You possibly can 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 every day. Supplied you have got the appropriate accounts saved, your updates are extraordinarily beneficial 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 pondering: “This can be a lot!”
Don’t assume you’ll be able to bear 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 you 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 Growth 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!
