If you’re using LinkedIn for lead generation, you’ve probably heard of Sales Navigator. This advanced sales tool is developed by LinkedIn to help sales teams and organizations make the most of this network.
By using Sales Navigator, sales teams can find and engage better prospects faster, and see the big picture in their lead generation efforts. Even though Sales Navigator is so popular, few sales teams are using it properly. And that’s we’ve created this guide: to explain how you can use Sales Navigator to make the most out of your LinkedIn lead generation efforts.
By using Sales Navigator with a tool like SalesFlow, you can expand its functionality and make it even more effective. Before we explain the tactics that’ll help you use Sales Navigator on 200%, let’s first take a look at the benefits of using it:
1. CRM Integration
As Sales Navigator integrates with several popular sales apps and customer relationship management platforms, it’ll simplify your pipeline management and make tracking sales much easier.
2. Automatic lead recommendations
Sales Navigator is always analyzing your saved leads to suggest new, similar ones. This means you’ll always have new leads, without committing additional resources to the lead generation process.
3. Better targeting options
When you use Sales Navigator, you gain access to lots of premium filters.
This allows you to fill your pipeline with more relevant leads. You can filter people and companies by criteria like:
- Group membership
- Years of experience
- Job opportunities
Now that you’re familiar with what makes Sales Navigator a great option for sales teams that are using LinkedIn, here are a few ways to help you make the most out of it. These hacks will make your lead generation process on LinkedIn more efficient.
1. Break down searches with 1,000+ contacts
If you want to craft more effective outreach messages, you should consider breaking down all searches with more than 1000 contacts. Using the powerful filtration options you have, you can divide your leads into smaller groups.
After you break down the list into smaller groups, you can create custom outreach messages for each group.
2. Find prospects similar to your existing customers
One of Sales Navigator’s most powerful features is its ability to suggest prospects that are similar to the ones you already have. And the best thing about finding similar prospects on Sales Navigator is how easy it is.
To find more similar prospects using Sales Navigator, follow these steps:
- Go to the Search Bar in Sales Navigator
- Search for existing clients
- Select any client from the search result
- Press Show Similar (as shown below)
Once you do this, you’ll get 100 leads that are similar to that customer. It’s that simple. And since those new leads are similar to the ones you already have done, you can approach them the same way, and share the same case studies with them. No need to create new materials.
3. Target companies with a similar income range
If you or your client don’t have a list of companies to target but knows a specific income range, this will be very helpful. To target companies with a specific income range, follow these steps:
- Go to Search Accounts
- Enter the relevant criteria
- Save the search results
After you save those results, you can then import them into SalesFlow to automate and scale your outreach process.
4. Target specific C-Suite accounts
If you’re working with a client who want to target C-suite executives, you can easily do that with Sales Navigator by following these steps:
- Create a string/boolean search on the companies they want to reach out to. e.g. “Goldman Sachs” OR “Morgan Stanley” OR “JP Morgan” OR “HSBC” OR “Barclays” AND “CEO”
- Filter the search results by seniority
By doing this, you’ll get a list of all C-suite executives in all the companies you specified. To refine the results even further, all you have to do is apply more filters.
5. Use the Sales Navigator Google Chrome extension
The LinkedIn Sales Navigator Chrome extension can make your life a whole lot easier. If you want to know if there’s a LinkedIn account connected to a specific email, all you have to do if hover your mouse over your email in your Gmail inbox.
After you do that, a popup will appear with that person’s LinkedIn profile. You can also save leads and see your TeamLink data just by using this plugin. This will help you work more efficiently, and save you lots of time in the long run.
6. Combine Sales Navigator with SalesFlow
When you combine Sales Navigator with SalesFlow, you’ll be able to 10x your open rates by utilizing prospects who haven’t accepted your invitation. Not everybody uses LinkedIn that often, and if someone hasn’t accepted your invitation, it doesn’t mean they’re not interested in what you’re offering.
With this hack, you’ll be able to make the most out of your prospects list, all while automating the entire process.
Sales Navigator is an essential tool for any sales team that’s serious about generating leads on LinkedIn. While the tool is powerful by itself, knowing how to use it properly can easily multiply your productivity when using that tool.
Using an automation tool like SalesFlow with Sales Navigator will help you scale your lead generation efforts. By doing so, you’ll be able to grow your social selling efforts in a way that would otherwise be impossible without a bigger sales team.