6 tips on how to use LinkedIn Sales Navigator - Part 2
In issue #2, I shared 7 tips on how to use Sales Nav, you can read it here.
Today, I'm going to share more tips on how I leverage Sales Nav to start conversations with my prospects.
Unfortunately, Sales Nav is the most under-leveraged tool in an SDR tech stack.
SDRs use it for doing lead searches or account searches.
So let's think about it in some different ways.
Let's see how we can use Sales Nav differently to start conversations.
You need to think about this:
Do you use alerts?
Do you use Saved searches?
Do you combine different features of Sales Nav? Lead searches to your account list?
Etc
Use those 6 tips to start more conversations with your prospects:
Tip 1: Lead filters
You don't have a single way to research your prospects.
You can use:
Keywords: in the search bar, you can look for specific keywords in their LinkedIn profile
Current title: the right title or boolean searches: AND, OR, NOT, etc.
Function: love this one, it's broad but you can find a lot of relevant personas
Seniority level: to include only decision-makers or your champions
Not every way of researching your prospects is perfect.
Don't use just one way, because you might miss some relevant prospects.
I've done that in the past and I still see some SDRs doing this mistake.
Bonus: You can go deeper with people who just joined the company or have a certain amount of experience.
Tip 2: Referrals: leverage existing clients and connections
Referrals are one of the best ways to sell and have a high chance to sell.
How?
Go to your 1st-degree connexions → Go to their profile → their connexions → look for your personas → Make a list → Contact your 1st-degree connexions to ask them if they know them.
Here's a message you can use for referrals:
Hi {{First name}}, {{inster something personal, a post you read, a podcast episode you've listened to, etc}}. I noticed that you are connected to a handful of people on LinkedIn that I'm looking to connect with. Can I run the names by you?
After they say yes, send them 5 contacts.
Tip 3: Target 2nd-degree connexion.
When you target a specific account, focus on 2nd-degree connexions.
You will get more chances to get your connexion request accepted than a 3rd-degree connexion.
Tip 4: Account & leads lists you can create.
Lists are great for keeping track of specific accounts or prospects. You can use that when a previous customer move to another company for example.
Examples:
Customers: accounts list
Customers: champions
Old opportunities
The people you booked a meeting with
The people you’ve closed
Specific location
Bonus: in the previous issue I mention how to track Past customers to new companies. If your Sales Nav is sync with your CRM (thanks to your sales ops :D), you can have this list. I found 15 people with interesting titles under 5 min that we need to contact.
Tip 5: Use spotlights in your lead search
For every account that you are prospecting, you need to rank up the people inside of it. Spolights are great for that, because you might find people who are not active on LinkedIn. Use spotlights to find prospects who might start a conversation with you.
Following your company: they already are familiar with your company
Post on LinkedIn in 30 days: they are active on LinkedIn, you have more chance that they will reply to you
Changed jobs in last 90 days: People who just get a new job are more open to new ideas.
I never used teamlink intro yet, but going to start thinking about this. If you already tried, would love to know who you leverage this filter.
Tip 6: keyword in your prospect posts
Thanks to Carlos Lopez who sent me this one.
In Sales Nav you can look for specific keywords inside LinkedIn posts of prospects. You can look for keywords or problems you solve related to your product inside your account list or inside an account.
Another way to look inside posts but on LinkedIn, not Sales Nav. The search bar.
You can use bolean searches, filter by date, or specific person.
Thanks for reading.
That's all for this Sunday. 1 simple tip for SDRs.
Quick Reminder: If you like my emails please do “add to address book” or reply.
See you again next Sunday.
Cheers,
Elric
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