It’s simple to search out thought leaders on LinkedIn giving recommendations on utilizing LinkedIn Gross sales Navigator. However when one in every of my reps was struggling to e-book 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
- Tips on how to arrange your Guide of Enterprise
- Tips on 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
- Tips on how to use Account filters
- “Funding occasions in previous 12 months” filter
- “Senior management adjustments” filter
- “Firm headcount progress” filter
- Tips on how to use the Relationship Explorer
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- TEMPLATE: Asking for an introduction
- Tips on how to use the Gross sales Nav Account Hub
- Tips on how to use Purchaser Intent and Purchaser Actions knowledge
- Tips on how to use Alerts
How this information helped my SDR
I handle a crew of gross sales growth 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 absolutely perceive each helpful function in Gross sales Navigator so she may pace up turnaround instances.
I researched suggestions and methods, investigated the device, 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 your entire Q1.
Now, this information can do the identical for you.
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Tips on how to use LinkedIn Gross sales Navigator for prospecting in 2023
1. Tips on how to arrange your Guide of Enterprise in LinkedIn Gross sales Navigator
First issues first. It’s worthwhile to arrange your Guide of Enterprise (BoB), and also you try this in your Gross sales Nav Residence web page by selecting what account record you wish to take into account your BoB.
If Gross sales Navigator is related to your CRM: Select ‘My CRM Accounts.’ The record will probably be mechanically up to date/synced as you add or take away accounts to/out of your identify in your CRM.
If Gross sales Navigator isn’t related to your CRM: You may manually add a listing of accounts by going to ‘Accounts’ >> ‘See account lists’ >> ‘Add record’. Word that as you make adjustments in your record in your CRM, these adjustments gained’t be mirrored mechanically on LinkedIn.
Your Guide of Enterprise is now arrange! Now, I’ll stroll you thru totally different options that can assist you establish which accounts it’s best to prioritise.
Word: You’ll wish to outreach to those precedence accounts sooner. They’re extra probably to answer you since they’re displaying some form of set off, intent sign, or perception.
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2. Tips on how to use Gross sales Navigator Lead filters
LinkedIn Gross sales Navigator affords 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 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 wish to make a fast influence. In lots of circumstances they overview the present tech stack and are open to evaluating different platforms.
This presents a extremely useful 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 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 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.” It will 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 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 resolution 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 ready 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 most likely know who you’re. They could have heard about your product, used your product earlier than or are simply fascinated by it.
Both manner, it’s a good suggestion to achieve 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 obtainable 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 useful: 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 undoubtedly extra more likely to reply.
The “Previous Colleague” filter
The ‘Previous colleague’ filter reveals those who 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 search out individuals you may already know, or no less than offer you 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 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 will get introductions from them!
First: It’s worthwhile 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 personal firm identify 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 displaying curiosity in your product class (not your product itself).
That is just like ZoomInfo and different related instruments’ intent knowledge — however on LinkedIn it’s on the lead stage quite than at account stage.
Go into “Class Curiosity” and search for the forms of classes that match your product. Then choose your Account record to see who out of your accounts may be on the lookout for an answer like yours!
The “Persona” filter
Should you regularly 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 mainly a mixture of filters. When you choose a Persona, your chosen filters are mechanically 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 high 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, whenever you’re doing all your Lead searches, as an alternative of getting to use a number of totally different filters, you’ll be able to merely choose your ‘Persona’ and that’s it!
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3. Tips on how to use Gross sales Navigator Account filters
In addition to discovering attention-grabbing leads, you may as well 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 below are some choices you may discover helpful:
The “Funding Occasions in Previous 12 Months” filter
In 2023, only a few corporations are literally elevating large funding rounds — however some nonetheless are!
Funding is all the time an incredible 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 12 months:
The “Senior Management Adjustments” filter
Massive 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” 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 adjustments in final 3 months” and your required account record.
The “Firm Headcount Progress” filter
Final however not least for this part, probably the most well-liked triggers. Progress!
You undoubtedly 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 methods that may scale with the enterprise. Nice alternative for us salespeople to achieve 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 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. Tips on how to use the Gross sales Navigator Relationship Explorer
It is a performance obtainable at Account stage. 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 notice. (Look beneath “Account Historical past.”)
Why will we care about this? As a result of that little part flags attention-grabbing individuals to us, reminiscent of:
- 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: Individuals from the account you’re not directly related to by way of one other individual you’re related 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, an excellent fast approach 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 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 present so wished to verify in case you’d be prepared to make an intro?
- Another LinkedIn connections / not present colleagues:
Hey [MUTUAL CONNECTION NAME], hope you’re nicely!
As a part of my function I’m attempting to attach with the crew at [ACCOUNT NAME] and I’ve seen you’re related to [PROSPECT NAME] who’s their [JOB TITLE], right here on LinkedIn.
I might love to attach with this individual 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!
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5. Tips on how to use the Gross sales Navigator Account Hub
Should you’re on the Residence web page, you will notice an “Accounts” button on the high (blue) primary 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 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) will probably 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 when you’ve got an open alternative (synced along with your CRM) with this account. (This function is aimed extra at AEs quite than SDRs.)
- Connection paths: This reveals 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 reveals the extent of curiosity (Destructive, Average or Excessive) that prospects from this account are displaying in your particular product or firm.
- Professional tip: in case you 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 along with your firm web page.)
- Class intent: This reveals the variety of prospects from this account who’re displaying curiosity in your product class. Bear in mind, class curiosity is measured at Lead stage, so you’ll be able to really click on on the “X staff” hyperlink and see precisely who it’s!
- Newest Account Alerts: Alerts associated to progress in headcount.
6. Tips on how to use Gross sales Navigator Purchaser Intent & Purchaser Actions knowledge
After you’ve recognized accounts with reasonable or excessive purchaser intent, it’s a good suggestion to dig a bit deeper into that knowledge.
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 may first see a abstract of the important thing components impacting the rating:
Then, you may as well see a breakdown of prospects’ actions!
Merely scroll right down to see a listing of all of the latest actions, together with advertisements engagement, web site visits, firm web page visits, and extra.
7. Tips on how to use Gross sales Navigator Alerts performance to remain updated along with your accounts
In addition to your Account Hub, you even have one other manner of staying updated along with your accounts: alerts.
To be sure you don’t miss out on any essential 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 may wish to verify your saved accounts and unsave any that you just’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 fascinated by.
Similar for leads: You may choose solely the form of alerts you want to see in your feed concerning your saved leads/prospects.
In my view, it’s a good suggestion to verify this “All Alerts” part each day. Supplied you’ve got the precise accounts saved, your updates are extraordinarily useful for serving to you establish a great time to achieve 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 assume you’ll be able to keep 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 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!
