Being one of the top prospecting tools, you can get data and insights that will help you target the right prospects. But how exactly do you get your money’s worth after investing in this tool?
How to Generate Leads with LinkedIn Sales Navigator
To generate leads with your sales navigator account, here’s what this article will cover;
Use advanced search filters to find new leads
Create a list with the contacts you’ve identified
Use the relationship explorer feature to find the right decision-makers and connect with them
You can also connect with invitation notes and send InMails
Use features on the sales navigator advanced plans like Teamlink extend and smart links
Maximize your account by also using it for recruitment
Automate lead generation with saved searches
Combine sales navigator with LinkedIn ads
Integrate sales navigator with Taplio
Automate outreach messages with lemlist and LinkedIn sales navigator
How to Build Prospects Contact List with Sales Navigator
Prospecting always starts with getting a list of high-quality leads you want to target. On Sales Navigator, you can automatically search for your ideal customers and group them in your contact list. Here’s how to do that efficiently;
Use the advanced search filters to find new leads
On a regular LinkedIn account, you get 18 filters dentist phone number list to help you narrow down who your prospect is. While that might seem like a lot, there are no lead search filters to help you get the list you need.
But on your Sales Navigator account, you have 36 lead filters with an additional 16 filters for account searches giving you more room to narrow down on the accounts that matter.
To find this option, simply;
Go to your homepage on Sales Navigator
On the top screen, choose between lead or account filters
Depending on what you choose you’ll get a list of filters you can use
Apply the ones you want to help you modify the contacts in the results
The major difference between lead and account filters is that leads focus on specific people while accounts focus on specific companies. So your customer profile will determine what filter category you’ll use. There are also no limits to the number of searches you can make so use this to your advantage.
Pro Tip
Use the Boolean search operators available to make your list even more specific. Sales Navigator has five of them; AND, OR, NOT, Quotes and Parentheses. You can use these Boolean operators under the Job title filters or the keyword field.
So for example, in the image above, this search filter is looking for prospects whose job titles are sales managers and sales directors.
Create different lead lists of your target accounts
Once you have a drop-down of all your target accounts or ideal contacts, segmenting them into a list helps you organize, find and target them even faster. To create a lead list on Sales Navigator simply follow these steps;
Select the leads or contacts you want to add to your list by tapping on the checkbox beside the contact
Tap on “Save to List”
Tap on the “+” in the drop-down to create a new list and name the list
Your contacts will automatically be moved here.
When you need to find your lead lists, you’ll see them on the homepage under “Lead lists”
Pro Tip
You can add the same contact to more than one list. However, we recommend not sending messages at the same time if there’s a contact in both sequences to avoid spamming them. To add your contact to more than one list on Sales Navigator, just;
Create another search or under the same search, select the same contacts
Tap on “Add to another list”
Click on the “+” icon in the drop-down to create a new list
Name the list and they’ll automatically be in this list as well.
Find the right decision-makers with relationship explorer
There’s a feature on Sales Navigator called Relationship Explorer. With this feature, you can create a persona of your ideal customer profile using job title, location, and more.
Based on your ICP, for each new company or account assigned to your team, you immediately get recommendations on the top people you should contact.
To access this feature, visit the search bar on the homepage and type in an account
From the dropdown, tap on the target company
Scroll down and you’ll see a list of spotlights or contacts that you can reach out to
Once you tap on a specific contact, you’ll get things like shared experiences and other details to help you send a personalized icebreaker
You can also save these contacts to a list by tapping on the “Save” button next to each one.
Pro Tip
A great way to build your persona is to make a search first and then edit the details of the persona to match your preferred profile
How to Nurture Leads with LinkedIn Sales Navigator
Once you have your contacts neatly segmented with details you can use for outreach, it’s time to reach out to them. At this stage, personalization is an important key to getting results, especially in B2B sales.
Automation is also helpful in letting you reach all of your saved contacts within a short period. Here’s how to nurture your leads with LinkedIn Sales Navigator;
Connect and send InMails
You can reach out to your contacts via connection messages or InMails.
Connection requests help you to bring 2nd or 3rd-degree connections into your inner network. So when they agree to connect, you can see each other’s posts, send messages and more. You can choose to either send a connection request with a note or without one, but we recommend adding one.
