It’s straightforward to seek out thought leaders on LinkedIn giving tips about utilizing LinkedIn Gross sales Navigator. However when one in all 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 jot down it.
Desk of contents
- Find out how to arrange your Ebook 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 modifications” filter
- “Firm headcount development” 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 knowledge
- 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 totally perceive each helpful characteristic in Gross sales Navigator so she might velocity up turnaround instances.
I researched ideas and tips, investigated the instrument, 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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Find out how to use LinkedIn Gross sales Navigator for prospecting in 2023
1. Find out how to arrange your Ebook of Enterprise in LinkedIn Gross sales Navigator
First issues first. You have to arrange your Ebook of Enterprise (BoB), and also you do this in your Gross sales Nav Residence web page by selecting what account record you need to take into account your BoB.
If Gross sales Navigator is linked to your CRM: Select ‘My CRM Accounts.’ The record might be robotically up to date/synced as you add or take away accounts to/out of your title in your CRM.
If Gross sales Navigator will not be linked to your CRM: You’ll be able to manually add an inventory of accounts by going to ‘Accounts’ >> ‘See account lists’ >> ‘Add record’. Be aware that as you make modifications in your record in your CRM, these modifications received’t be mirrored robotically on LinkedIn.
Your Ebook of Enterprise is now arrange! Now, I’ll stroll you thru completely different options that will help you establish which accounts it is best to prioritise.
Be aware: You’ll need to outreach to those precedence accounts sooner. They’re extra possible to answer you since they’re displaying some form 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 provides two kinds of searches:
- Lead searches: You’ll discover leads/prospects/folks
- Account searches: You’ll discover accounts/firms.
Let’s take a look at what helpful options we have now 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 instances they evaluation the present tech stack and are open to evaluating different platforms.
This presents a extremely invaluable alternative to you. So that you need to know if and when one in all your accounts has a brand new decision-maker.
Right here’s the best 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 folks in your accounts who modified roles prior to now 3 months.
Professional tip: For elevated accuracy, you may 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 Sources” within the ‘Perform’ filter, or add in a number of key phrases within the ‘Present job title’ filter, like “HR,” “folks,” “human sources,” 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 12 months.” This can present you individuals who began lately — 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.
Typically 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 could lastly be able to start out conversations with distributors.
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The “Following Your Firm” filter
Prospects who comply with your organization most likely know who you might be. They could have heard about your product, used your product earlier than or are simply all in favour of it.
Both approach, it’s a good suggestion to achieve out to them.
The “Previous Buyer” filter
That is one in all LinkedIn’s newer options, and it’s an excellent one. It’s solely accessible to Superior Plus LinkedIn customers, and the information is predicated on the alternatives in your CRM.
This filter uncovers individuals who presently work at one in all your goal accounts and used to work at an organization who’s a buyer.
Why that is invaluable: These leads know your product and have truly used it earlier than! It needs to be pretty straightforward to attach with them, and they’re positively extra more likely to reply.
The “Previous Colleague” filter
The ‘Previous colleague’ filter reveals folks that sooner or later 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 no less than provide you with some widespread floor in your outreach.
Bonus: Utilizing the “Present Firm / Previous Firm” filters utilizing a boolean search
It is a good trick that lets you discover individuals who presently work at your present firm and used to work at one in all your accounts, and vice versa.
Why can we care about these folks? As a result of we are able to get introductions from them!
First: You have to create a Boolean string with all of the accounts in your Ebook 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 personal firm title within the different one.
The “Class Curiosity” filter
That is one other new LinkedIn Gross sales Navigator characteristic. This characteristic lets you 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 degree moderately 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
For those who 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 principally a mixture 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 precise:
- Perform
- Seniority degree
- Present job title
- Geography
Then, if you’re doing all your Lead searches, as a substitute of getting to use a number of completely different filters, you may merely choose your ‘Persona’ and that’s it!
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3. Find out how to use Gross sales Navigator Account filters
In addition to discovering fascinating leads, you can even use Gross sales Navigator to seek out accounts that needs to be prioritised as a result of they’ve an fascinating set off.
Listed here are some choices you would possibly discover helpful:
The “Funding Occasions in Previous 12 Months” filter
In 2023, only a few firms are literally elevating huge funding rounds — however some nonetheless are!
Funding is at all times an awesome set off as a result of it means the corporate will most likely be investing of their tech stack and processes — and doubtless 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 Ebook of Enterprise / Account record that acquired funding prior to now 12 months:
The “Senior Management Adjustments” filter
Huge modifications 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 frontrunner 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 record.
The “Firm Headcount Progress” filter
Final however not least for this part, one of the vital fashionable triggers. Progress!
You positively need to see which accounts out of your Ebook of Enterprise have had development prior to now 12 months.
With development comes new challenges, new processes and the necessity to have programs 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 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. Find out how to use the Gross sales Navigator Relationship Explorer
It is a performance accessible at Account degree. This implies you may 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 fascinating folks to us, comparable to:
- First diploma connections: These are folks from the account that you just’re immediately linked to on LinkedIn. This implies you may go forward and message them immediately!
- Second diploma connections: Folks from the account you’re not directly linked to by way of one other individual you’re linked to on LinkedIn. Go ask for that introduction!
- Lately modified jobs: These folks have been employed or promoted prior to now 90 days. Once more, an excellent 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 immediately linked to, however somebody out of your present firm is. This could imply asking for that introduction needs to 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 should 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 presently so needed to test in the event you’d be prepared 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 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’d 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
For those who’re on the Residence web page, you will note an “Accounts” button on the high (blue) most important menu.
That takes you to the lately upgraded “Account Hub” the place you may see an summary 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 properly). Then, your SDRs can search for triggers not solely on their very own accounts, but additionally 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) might be added to your Account Hub, referred to as “Class intent.”
So now your Account Hub ought to appear to be this:
What can 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 characteristic is aimed extra at AEs moderately than SDRs.)
- Connection paths: This reveals how many individuals from the account you’re linked to, by way of First Diploma Connections, Second Diploma Connections or TeamLinks Connections.
- Purchaser intent: This reveals the extent of curiosity (Damaging, Reasonable or Excessive) that prospects from this account are displaying in your particular product or firm.
- Professional tip: in the event 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. Bear in mind, class curiosity is measured at Lead degree, so you may truly click on on the “X workers” hyperlink and see precisely who it’s!
- Newest Account Alerts: Alerts associated to development in headcount.
6. Find out 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.
This can 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, 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. Find out how 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 approach of staying updated together with your accounts: alerts.
To be sure to 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 kind by “Newest” or “Relevance”) of updates out of your saved accounts.
(Tip: You would possibly need to test 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 solely the kind of updates you’re all in favour of.
Identical for leads: You’ll be able to choose solely the form of alerts you wish to see in your feed relating to your saved leads/prospects.
For my part, it’s a good suggestion to test this “All Alerts” part each day. Supplied you might have the precise accounts saved, your updates are extraordinarily invaluable 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: “It is a lot!”
Don’t suppose you may keep 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 to 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 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!
