It’s simple to seek out thought leaders on LinkedIn giving recommendations on utilizing LinkedIn Gross sales Navigator. However when considered one 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 put in writing it.
Desk of contents
- The right way to arrange your Ebook of Enterprise
- The right way 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
- The right way to use Account filters
- “Funding occasions in previous 12 months” filter
- “Senior management adjustments” filter
- “Firm headcount development” filter
- The right way to use the Relationship Explorer
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- TEMPLATE: Asking for an introduction
- The right way to use the Gross sales Nav Account Hub
- The right way to use Purchaser Intent and Purchaser Actions knowledge
- The right way to use Alerts
How this information helped my SDR
I handle a staff 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 absolutely perceive each helpful function in Gross sales Navigator so she might velocity up turnaround instances.
I researched ideas 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 the whole Q1.
Now, this information can do the identical for you.
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The right way to use LinkedIn Gross sales Navigator for prospecting in 2023
1. The right way to arrange your Ebook of Enterprise in LinkedIn Gross sales Navigator
First issues first. You want to arrange your Ebook of Enterprise (BoB), and also you do this in your Gross sales Nav Residence web page by selecting what account listing you need to take into account your BoB.
If Gross sales Navigator is related to your CRM: Select ‘My CRM Accounts.’ The listing will likely 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 will not be related to your CRM: You may manually add an inventory of accounts by going to ‘Accounts’ >> ‘See account lists’ >> ‘Add listing’. Observe that as you make adjustments in your listing in your CRM, these adjustments 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 determine which accounts you must prioritise.
Observe: You’ll need to outreach to those precedence accounts sooner. They’re extra probably to answer you since they’re displaying some type of set off, intent sign, or perception.
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2. The right way to use Gross sales Navigator Lead filters
LinkedIn Gross sales Navigator affords two varieties 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 determine triggers.
The “Modified Jobs in Previous 90 Days” filter
When a brand new decision-maker joins a enterprise, they usually need to make a fast affect. In lots of circumstances they evaluation the present tech stack and are open to evaluating different platforms.
This presents a extremely precious alternative to you. So that you need to know if and when considered one of your accounts has a brand new decision-maker.
Right here’s 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 “Function” 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 ‘Perform’ filter, or add in a number of key phrases within the ‘Present job title’ filter, like “HR,” “individuals,” “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 yr.” This may 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 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 function, they take a while to get settled in and analyse the present tech stack. At months 4-6, they could lastly be able to begin conversations with distributors.
Bonus: How I Gained 10,000 LinkedIn Followers in Seven Months (8-minute learn)
The “Following Your Firm” filter
Prospects who comply with 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 focused on it.
Both manner, it’s a good suggestion to achieve out to them.
The “Previous Buyer” filter
That is considered 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 presently work at considered one of your goal accounts and used to work at an organization who’s a buyer.
Why that is precious: 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 positively extra more likely to reply.
The “Previous Colleague” filter
The ‘Previous colleague’ filter exhibits those who 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 seek out individuals you would possibly already know, or at the very least provide you with 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 presently work at your present firm and used to work at considered one 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 want to create a Boolean string with all of the accounts in your Ebook 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 degree fairly than at account degree.
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
If you happen to continuously use primary filters to slim down your search, then it can save you time by making a “Persona” as an alternative.
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 prime proper nook of the Lead search view. Click on “Create a brand new persona” to decide on the fitting:
- Perform
- Seniority degree
- Present job title
- Geography
Then, whenever you’re doing all your Lead searches, as an alternative 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. The right way to use Gross sales Navigator Account filters
In addition to discovering attention-grabbing leads, you too can use Gross sales Navigator to seek out accounts that ought to be prioritised as a result of they’ve an attention-grabbing 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 corporations are literally elevating massive funding rounds — however some nonetheless are!
Funding is all the time an ideal 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 Ebook of Enterprise / Account listing that acquired funding previously yr:
The “Senior Management Adjustments” filter
Large 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” might be anybody… that means a pacesetter from any division inside the account.
With the intention to see these accounts, select “Senior management adjustments in final 3 months” and your required account listing.
The “Firm Headcount Progress” filter
Final however not least for this part, one of the crucial fashionable triggers. Progress!
You positively need to see which accounts out of your Ebook of Enterprise have had development previously 12 months.
With development comes new challenges, new processes and the necessity to have techniques 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 corporations are literally doing layoffs — so the quantity of corporations rising massively has positively 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. The right way 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 likely one of 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, akin to:
- First diploma connections: These are individuals from the account that you just’re instantly related to on LinkedIn. This implies you may go forward and message them instantly!
- Second diploma connections: Folks from the account you’re not directly related to through one other individual you’re related to on LinkedIn. Go ask for that introduction!
- Just lately modified jobs: These individuals had been employed or promoted previously 90 days. Once more, a brilliant fast option to determine 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 instantly 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 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 related to [PROSPECT NAME] on LinkedIn. I’m working the account presently so wished to examine for those who’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 function I’m making an attempt to attach with the staff at [ACCOUNT NAME] and I’ve observed you’re related 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] answer with them.
Would you be open to introducing me to her/him/them?
Thanks!
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5. The right way to use the Gross sales Navigator Account Hub
If you happen to’re on the Residence web page, you will notice an “Accounts” button on the prime (blue) important menu.
That takes you to the 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 effectively). 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) will likely be added to your Account Hub, known as “Class intent.”
So now your Account Hub ought to seem like this:
What will we see right here that’s attention-grabbing for SDRs?
- Alternative date: That is primarily to see in case you have an open alternative (synced together with your CRM) with this account. (This function is aimed extra at AEs fairly than SDRs.)
- Connection paths: This exhibits how many individuals from the account you’re related to, through First Diploma Connections, Second Diploma Connections or TeamLinks Connections.
- Purchaser intent: This exhibits the extent of curiosity (Unfavorable, Reasonable or Excessive) that prospects from this account are displaying 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 degree of intent. (e.g., engagement with adverts or engagement together with your firm web page.)
- Class intent: This exhibits 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 really click on on the “X staff” hyperlink and see precisely who it’s!
- Newest Account Alerts: Alerts associated to development in headcount.
6. The right way to use Gross sales Navigator Purchaser Intent & Purchaser Actions knowledge
After you’ve recognized accounts with average 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 may 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 too can see a breakdown of prospects’ actions!
Merely scroll right down to see an inventory of all of the current actions, together with adverts engagement, web site visits, firm web page visits, and extra.
7. The right way 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 ensure 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 be able to type 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 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 focused on.
Similar for leads: You may choose solely the type of alerts you wish to see in your feed concerning your saved leads/prospects.
For my part, it’s a good suggestion to examine this “All Alerts” part day by day. Offered you will have the fitting accounts saved, your updates are extraordinarily precious for serving to you determine a great 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 assume you may bear in mind all of the filters/methods to determine which accounts and prospects to prioritise?
Steal my downloadable guidelines right here.
It consists of all my filters and methods – ensure 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 continuously to determine good accounts that aren’t talked about right here?
Let me know within the feedback and let’s enhance this information collectively!
