How To Master LinkedIn Sales Navigator To Smash Your Sales Goals

Using LinkedIn Sales Navigator for Lead Generation

In this video, Jamal from HubSpot explains how to use LinkedIn Sales Navigator to optimize lead generation. The process can be broken down into four stages: searching for potential customers, organizing those prospects, messaging them, and tracking the results of your prospecting.

Advanced Filters for Searching Potential Customers

• Sales Navigator offers dozens of advanced filters not available to regular LinkedIn users.

• These filters help you identify decision makers in an organization by filtering seniority level and function.

• You can also filter by activities like recently changed jobs or being featured in the news.

• A shared experience filter lets you connect with a potential customer on a personal level.

Organizing Prospects with Lead Lists

• Create lead lists to keep search results organized and shareable across your team.

• Exclusion filters can greatly reduce redundancy in your list and let you focus on fresh new prospects.

• Upload existing account lists into Sales Navigator to receive automated updates whenever an event occurs that might merit fresh outreach to the prospect.

Messaging Prospects

• To avoid spamming, LinkedIn puts tight controls on who you can message and how many messages you can send.

• Once you've identified decision makers, start a process of reaching out to them in order to raise awareness, build trust, and ultimately close deals.

Conclusion

Using LinkedIn Sales Navigator is essential for doing business in 2022. By following the four stages of lead generation - searching for potential customers, organizing those prospects, messaging them, and tracking the results of your prospecting - businesses can leverage advanced filters not available to regular LinkedIn users. This helps identify decision makers within organizations while keeping search results organized and shareable across teams. Ultimately, the goal of sales prospecting is to identify decision makers and start a process of reaching out to them in order to raise awareness, build trust, and ultimately close deals.

Using Sales Navigator to Generate Leads

In this section, the speaker explains how to use Sales Navigator to generate leads and increase response rates.

Personalized Messages

• By using Sales Navigator's advanced search functionality, it's easy to draft personalized messages to each prospect, increasing the chances of receiving a response.

• HubSpot offers free sales email templates that can be filled out with the intel discovered through filtered searches. This will help generate a terrific response rate.

Tracking Success

• Every time a user responds to an InMail that you sent, you get a credit towards sending another InMail. So if 10 of the recipients respond out of 20 InMails sent, you now have 10 more InMails you can send.

• Sales Navigator has a convenient dashboard that can be used to track overall usage and success rate in outreach.

• Integration is available for Sales Navigator users with Advanced or Advanced Plus subscriptions with third party CRMs like HubSpot so that all lead gen activity on LinkedIn can be tracked next to activity on other platforms.

Advanced Features

• Upgrades allow users to work together by offering features like identifying prospects who share connections so that qualified introductions can be made. There's also advanced ROI reporting and even CRM data validation that will let you crosscheck the info in your CRM with the data that LinkedIn has for those individuals.

• This effectively makes Sales Navigator an extension of your main CRM and turns all of LinkedIn into your business database.

Conclusion

The speaker concludes by providing additional resources for optimizing one's LinkedIn strategy.

• Sign up for HubSpot academies free LinkedIn for business course.

• Look out for more content dedicated to optimizing your LinkedIn strategy coming out soon on this channel. Subscribe now so you don't miss a single lesson.