How To Use LinkedIn Sales Navigator For Sales Prospecting

LinkedIn is a gold mine of leads!

To help businesses further enhance their prospecting on LinkedIn, it introduced its premium tool LinkedIn Sales Navigator.

With Sales Navigator, the business found that their sales research efficiency increased by 15% and an 8% average yearly increase in revenue.

But it will truly work in your favor when you know how to use it the right way.

So if you want to learn how to use the LinkedIn Sales Navigator for effective prospecting and maximum return, then this guide is for you. Let’s get started!🚀

LinkedIn Sales Navigator offers the best version of LinkedIn for sales professionals. It is a B2B, deep sales platform that has features for lead generation, account prioritization, customer engagement, and more.

It enables sales teams to prospect and cultivate relationships with high-value customers by leveraging integrated, accurate, and first-party professional data.

It is a paid subscription service with advanced features designed for both individuals and teams.

Sales Navigator stands as an indispensable asset for sales professionals relying on social selling and relationship building.

Its robust features streamline lead generation and account management, proving invaluable for sales teams and organizations. Some of its most useful features include:

The LinkedIn Sales Navigator pricing & features are distributed across three subscription plans:

Before moving forward with using the premium features of LinkedIn, you should have a few things set up already.

Now we are all prepped to prospect like a pro with LinkedIn Sales Navigator!

This feature is like a hack that makes the life of a sales rep a lot easier. Boolean searches allow you to combine multiple search terms using Boolean operators (AND, OR, NOT) to narrow down your results.

For example, if you search for-

The search will return results that satisfy all the given conditions i.e., for sales managers who work in the software industry and have at least 5 years of experience.

You can also use Boolean searches to exclude certain results. If you search for-

The search will return results for individuals who work in the software industry and have "sales" in their job title, but not "manager".

Advanced search filters & search are one of the most famous features of LinkedIn Sales Navigator which offers over 40 search filters that make intent-based prospecting much easier.

Some of the advanced filters (not available in the free version) include- groups, interests, recently changed jobs, company, seniority level, years in current position, years at current company, etc.

With so many filters you can narrow down your search results and find the most relevant and qualified prospects for your business. You will discover new opportunities and niches you may have missed otherwise.

You can also segment your prospects based on various criteria and data points to further personalize your outreach strategy.

Saved searches are a feature that allows you to save your search queries and criteria for future reference.

This means you won’t have to go through so many filters every time you want to find new prospects. Instead, when you have your searches saved, every time new potential customers match with your search filters, they will be added to your saved search results.

That is why using LinkedIn Sales Navigator saved searches is super useful to put your LinkedIn lead generation on autopilot.

You can save up to 15 lead searches and 15 account searches on LinkedIn Sales Navigator. You can also edit, delete, or rename your saved searches as needed.

Now that you know how to find the best prospects for your business, it's time to build your lead lists. You can start by moving accounts from your saved searches to specific lists.

You can build the lists based on how you want to approach those leads. You can categorize your lead lists as per the technology used, company size, industry, recent job change, mutual connection, etc.

You need to know not just that prospects are interested in your company, but why they showed interest or which product or solution they were specifically interested in.

LinkedIn’s Buyer intent data helps you learn about your buyer’s intent better by examining their interaction with your profile and posts to understand if they are expressing interest in your product/services.

This will allow you to further refine your search for high-intent prospects and reach out to them in a more personalized way. However, this feature is only available for LinkedIn Sales Navigator Advance and Advance Plus plans.

Once you have identified high-intent leads, you need their contact details to reach out to them and nurture them.

Using Clearout’s LinkedIn Chrome Extention you will be able to extract the details of the prospects who are not even connected with you on LinkedIn.

All of the data is pre-verified and includes details such as your prospect’s email address, phone number, location, company details, job description, etc.

You can search for as many profiles as you want without any limitations and extract the data in bulk from LinkedIn Profile Pages, Search Results, Sales Navigator Leads or Accounts, Connections, Invitations, and more.

You also get the option to automate your data extraction process by defining the search criteria on LinkedIn and providing the list name or the number of pages to be extracted.

👉 Get the LinkedIn Chrome Extension now!

Here are some of the features and tips that will make your sales prospecting experience with LinkedIn Sales Navigator even easier!

The ‘view similar’ feature allows you to locate more profiles that match your ideal leads.

If you click the view similar button on the profile of any lead account, or existing customer, it will bring up a list of leads and accounts with similar job titles, industries, company sizes, and other criteria.

This is helpful when you want to expand your reach within a target audience, find new prospects, or identify new markets.

‘Alerts’ feature is a powerful tool that can help sales professionals stay up-to-date on the latest activity of their saved leads and accounts and spark personalized conversation with your leads.

For example, when a lead takes an action, such as changing their job title or sharing a post, you'll receive an alert and based on their activity you can reach out to them with a personalized message.

The feature also helps you identify cross-selling and upselling opportunities. When an existing client takes an action that indicates they're growing or expanding, such as hiring new employees or opening a new location, you can use Sales Navigator Alerts to identify opportunities for cross-selling and upselling.

You just need to set up alerts about the actions that will help target relevant leads for your business.

The Posted on LinkedIn filter allows you to find leads who have recently posted on LinkedIn. This can be a great way to find leads who are active on LinkedIn and who may be interested in your product or service.

You can define content keywords and when people are posting with those keywords or interacting with posts related to those keywords, you will be notified.

Now that you know what your target audience is looking for, try reaching out to them with personalized solutions.

You can also add other criteria to your search, such as job title, industry, and company size to further narrow down your results and find the most relevant leads.

LinkedIn Groups are another place to find new leads and connect with them.

You can start by spotting and joining relevant LinkedIn groups for your business and target audience, and then you can send invites to people who show interest in a similar business to yours or express pain points that your product happens to solve.

Once you are connected with them, you can start conversations, learn more about their requirements, and pitch in your product.

You can also use emails to reach out to them once you have spotted relevant leads. With Clearout’s prospecting extension, you can easily find their email address and other details that will come in handy for personalized outreach.

‘SmartLinks’ feature allows you to bundle multiple sales content assets, such as pitch decks, product overviews, and case studies, into a single trackable link. You can then share this link with your prospects via email, LinkedIn messaging, or other channels.

When a prospect clicks on a SmartLink, they will be taken to a landing page where they can view all of the content that you have bundled into the link. You can also use SmartLinks to track how your prospects are engaging with your content.

For example, you can see how many people have clicked on the link, how many people have viewed each piece of content, and how long they have spent viewing each piece of content.

To use SmartLinks to find high-intent leads, you can follow these steps:

The ‘Tag your prospects’ feature on LinkedIn is a way to organize and track your leads. It allows you to add tags to your connections' profiles so that you can easily find them later. You can tag your prospects by industry, job title, company size, or any other criteria that are relevant to you.

To tag your prospects, simply click on the "Tag" button on their profile. You can then enter a tag name or select from a list of existing tags. You can also create new tags as needed.

Once you've tagged your prospects, you can easily find them by searching for tags in your connections list. You can also use tags to create saved searches so that you can easily stay up-to-date on your leads' activity.

You are now all equipped to find high-quality and intent-based leads using LinkedIn Sales Navigator. Along with using the mentioned features, make sure to store your lead’s accurate contact details and reach out to them at the right time and with the right communication methods.