Using LinkedIn Sales Navigator

Sales Navigator is the name of LinkedIn’s premium service designed for sales professionals, which, among other features, provides users with the ability to conduct advanced searches. This means that if you pay for the Sales Navigator, you can get leads that are much more in line with your buyer persona than through the more general search. Additionally, if you’re using the search feature for lead generation strategies for LinkedIn, you’ll actually be limited in the number of searches you can make unless you have the Sales Navigator. Here’s what else you can do with this powerful upgrade.

Use Filters to Narrow Your Search

With Sales Navigator, you can use up to 20 filters to search for either individuals or businesses that could use your product or service. These filters include keywords, which help you search for relevant words inside profiles; geographic location, which allows you to search for prospects in a specific location; job title, which gives you the power to search for individuals with specific job titles or roles so you can reach decision-makers more easily; company size, which helps you target companies that are small, midsize, or enterprise (based on number of employees); exclusions, which allows you to exclude individuals and companies that you already know aren’t a great fit for your company.

The combination of filters you use can get you very close to your desired buyer persona, thereby generating leads that are much warmer than if you use the non-premium version of LinkedIn. Using Boolean searches can refine your results even further by using the modifiers AND, OR, and NOT. This strategy will save you a lot of time by bringing up relevant prospects the first time you search.

Custom Lead Lists

Custom Lead Lists are a part of the LinkedIn Sales Navigator that allow you to track and manage your LinkedIn communications all in one place. You’re able to create a list that is specific to a campaign you’re running so that only the leads you want to target show up when you pull up this list. This strategy allows you to create multiple lead lists for multiple campaigns and gives you complete control and insight into lead activity and other pertinent data.

You can also sort, edit, and share your Custom Lead Lists to other Sales Navigator users. This makes it simple for you to assign a list to a specific sales representative for lead nurturing or follow up. The user you share your list with will get a notification when it’s available to them and from there, they can view the list and collaborate with you or others using the notes section.

Define Your Audience

The best part about Sales Navigator is that you can define your audience by choosing filters that set up your Sales Navigator by the preferences you select. There’s no need to set this up every single time you log into the Sales Navigator so it’s ready for you to start using right away. Before you use the advanced search field, you can narrow down your results by industry, region, seniority level, job function, and more. Then, set up additional filters in the advanced search section to develop even more customized results.

Conclusion

If you’re looking to use LinkedIn to its fullest to generate more qualified leads, get Sales Navigator. Its powerful tools will make prospecting a much easier process.