14. Saving Leads
Interested in a lead who’s not quite ready to buy? Save your leads and follow them for updates and to see when they’re in the best position for you to reach out – like changing companies or roles. You can save leads from a company’s Account Details page, from search results, your Sales Navigator homepage, and the lead’s own page.
15. Sync Sales Navigator with Your CRM
Using a CRM at your company? Sync your sales navigator account with your CRM account to keep a report of the communication you have had with your prospects.
Consequently, doing this will afford you the insights and reporting you need. Saving you much time from the back and forth between two different sites
It only takes a click, and you’ll quickly thank yourself for doing it. If you’re a HubSpot CRM user looking to connect your account to Sales Navigator, click here.
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16. Log Calls to Sales Navigator
If you use the Sales Navigator mobile app, you can log calls, length, and duration. This is an easy way to recall your previous conversations straight through LinkedIn rather than an additional call tracking software.
17. Integrating Email and Sales Navigator
Why stop at your phone and your CRM? You can sync your Sales Navigator account to your email, which produces the essentials of that contact’s LinkedIn profile alongside your email inbox. You can even save as a lead directly through an email interaction.
18. Save Your Searches
Don’t keep reinventing the wheel. Once you develop a filtered search that you believe will consistently produce quality leads, save that search from receiving periodic emails for those who have newly met your criteria, you’re able to run or edit these saved searches at any time.
19. Utilising Shared Experience
One of LinkedIn’s best premium filters is the “Leads with Shared Experiences/ Commonalities.” You’ll be able to more easily find leads who have areas of professional overlap like you. For example, reaching out with a “Glad to be talking to another UMass alum!” is a lot more effective than jumping right to the “have you evaluated your online banking needs lately?”.
20. Employing the “Past Not Current” Filter
People hop jobs all the time – and that includes your customers. You can utilise the “Past Not Current” filter to identify leads who previously worked at a company that is currently your customer. The conversation can go something like, “I saw you moved on from [old company name]. Out of curiosity, what is [new company name] using for their [solution you provide]?” This is a great way to use your existing customer base to add to your customer base with the power of LinkedIn.
21. Saving Your Searches
Looking for a particular type of lead? Use a Boolean search to find who you need. This is where you’ll employ “OR,” “NOT,” and/or “AND” in your searches to take multiple factors into account. For example, you could search for “CTO” OR “VP of Security” or “Manager” NOT “Sales” to accomplish your catered search needs.
22. Utilising Your Lead Recommendations
Are LinkedIn’s gifts to you. Each person is similar to someone who you’ve saved as a lead or is someone who matches the preferences saved in your settings.
23. Target Companies
Better With Account Details Pages – when you want to reach out to a rep from a company you know would benefit from what you’re selling but unsure who to reach out to? Search for that company in your search bar and head to the Recommended Leads section, where suggested leads at that company based on what you’re looking for in the lead will be produced. You’ll also be able to monitor company updates, job changes from employees, news mentions, and more.
24. Keep Your Records Together With Notes and Tags
Notes and tags are for your own internal record keeping and organisation needs. You can bucket leads into pre-set categories, like current role, with a tag, or with a custom note to yourself about that lead with a note (i.e. “Just took the role on in January – follow up in three months.”).
Further, these tools are great for quick reference when you need to recall the needs of a certain lead. Your notes and tags will also be saved in your CRM if you’ve synced them with your Sales Navigator account.
25. Applying the TeamLink Filter
LinkedIn is a networking site, so use your network to help you sell! When you apply the TeamLink Connections filter, you’ll find possible leads who share a first or second connection with you, as it incorporates the relationships of members of your sales team in addition to your personal first connections. You can then reach out to that mutual connection to see if they can make an intro on your behalf.
26. Save Your TeamLink Searches Just like saving searches in general, saving TeamLink searches keeps you updated on your targeted leads’ professional lives. Revisit that search or set up a notification cadence to see if you develop any mutual connections for those prospects. Following the same steps as above when starting a conversation.