How to Get the Most Out of LinkedIn Sales Navigator (2023)

It’s straightforward to seek out thought leaders on LinkedIn giving tips about utilizing LinkedIn Gross sales Navigator. However when one among my reps was struggling to e-book conferences in Q1 this 12 months, I couldn’t discover a complete information to LinkedIn Gross sales Navigator — so I made a decision to write down it.

Desk of contents

1. The right way to arrange your E book of Enterprise
2. The right way to use Lead filters
   1. “Modified jobs in previous 90 days” filter
   2. “Years in present place” filter
   3. “Following your organization” filter
   4. “Previous buyer” filter
   5. “Previous colleague”
   6. “Previous firm/present firm” boolean search
   7. “Class curiosity” filter
   8. Making a “Persona” filter
3. The right way to use Account filters
   1. “Funding occasions in previous 12 months” filter
   2. “Senior management adjustments” filter
   3. “Firm headcount development” filter
4. The right way to use the Relationship Explorer

1. 1. TEMPLATE: Asking for an introduction

5. The right way to use the Gross sales Nav Account Hub
6. The right way to use Purchaser Intent and Purchaser Actions knowledge
7. The right way to use Alerts

How this information helped my SDR

I handle a staff of gross sales improvement reps, so I’ve seen all of it.

Once I dug deeper into what one struggling SDR specifically was doing, I realised I wanted to assist her absolutely perceive each helpful function in Gross sales Navigator so she might velocity up turnaround occasions.

I researched suggestions and tips, investigated the software, and ran periods with my rep. Simply two weeks later, we began seeing higher outcomes. In Q2, she achieved in a single month what she achieved in all the Q1.

Now, this information can do the identical for you.

Associated: Answering The High 5 Questions On The right way to Use LinkedIn 📚(5 min learn)

The right way to use LinkedIn Gross sales Navigator for prospecting in 2023

1. The right way to arrange your E book of Enterprise in LinkedIn Gross sales Navigator

First issues first. It’s worthwhile to arrange your E book of Enterprise (BoB), and also you do this in your Gross sales Nav House web page by selecting what account record you need to take into account your BoB.

 

 

If Gross sales Navigator is linked to your CRM: Select ‘My CRM Accounts.’ The record might be routinely up to date/synced as you add or take away accounts to/out of your identify in your CRM.

If Gross sales Navigator is just not linked to your CRM: You’ll be able to manually add an inventory of accounts by going to ‘Accounts’ >> ‘See account lists’ >> ‘Add record’. Be aware that as you make adjustments in your record in your CRM, these adjustments gained’t be mirrored routinely on LinkedIn.

Your E book of Enterprise is now arrange! Now, I’ll stroll you thru completely different options that will help you determine which accounts you need to prioritise.

Be aware: You’ll need to outreach to those precedence accounts sooner. They’re extra seemingly to answer you since they’re exhibiting some sort of set off, intent sign, or perception.

Associated: The three-Step Mantra to Modernize Your LinkedIn Lead Era 📚(6 min learn)

2. The right way to use Gross sales Navigator Lead filters

LinkedIn Gross sales Navigator provides two forms of searches:

• Lead searches: You’ll discover leads/prospects/folks
• Account searches: You’ll discover accounts/corporations.

Let’s take a look at what helpful options we have now within the Lead Filters search view that may assist us determine triggers.

The “Modified Jobs in Previous 90 Days” filter

When a brand new decision-maker joins a enterprise, they usually need to make a fast influence. In lots of circumstances they overview the present tech stack and are open to evaluating different platforms.

This presents a extremely precious alternative to you. So that you need to know if and when one among your accounts has a brand new decision-maker.

Right here’s easy methods to use this filter:

Choose your ‘’Account record’ (both “My CRM Accounts” or your manually uploaded account record). Then choose “Modified jobs in final 90 days” to see folks in your accounts who modified roles up to now 3 months.

Professional tip: For elevated accuracy, you possibly can go to the “Position” filters part and add particular job titles or a operate.

Instance: We goal HR professionals at my firm. So I both select “Human Assets” within the ‘Perform’ filter, or add in a number of key phrases within the ‘Present job title’ filter, like “HR,” “folks,” “human assets,” or “tradition.”

 

 

Associated: 50 Finest Lead Era Instruments in 2023 (Ranked & Rated) 📚

The “Years in Present Place” filter

Another is the ‘Years in present place’ filter.

Use this filter, then choose “Lower than 1 12 months.” This can present you individuals who began just lately — not simply 3 months in the past, however 4, 5 or 6 months in the past.

These prospects are nonetheless fascinating in SDR-land, and could also be in a greater place to purchase than prospects who began up to now 90 days.

Usually when resolution makers first begin their function, they take a while to get settled in and analyse the present tech stack. At months 4-6, they might lastly be ready to start out conversations with distributors.

 

 

Bonus: How I Gained 10,000 LinkedIn Followers in Seven Months 📚(8-minute learn)

The “Following Your Firm” filter

Prospects who observe your organization most likely know who you might be. They could have heard about your product, used your product earlier than or are simply involved in it.

Both approach, it’s a good suggestion to achieve out to them.

 

 

The “Previous Buyer” filter

That is one among LinkedIn’s newer options, and it’s a superb one. It’s solely obtainable to Superior Plus LinkedIn customers, and the information relies on the alternatives in your CRM.

This filter uncovers individuals who at the moment work at one among your goal accounts and used to work at an organization who’s a buyer.

Why that is precious: These leads know your product and have truly used it earlier than! It needs to be pretty straightforward to attach with them, and they’re undoubtedly extra prone to reply.

 

 

The “Previous Colleague” filter

The ‘Previous colleague’ filter reveals those who in some unspecified time in the future in time labored at an organization the place you additionally labored.

This might be your present firm, or a previous firm. This filter is nice to seek out folks you may already know, or at the very least provide you with some widespread floor in your outreach.

 

 

Bonus: Utilizing the “Present Firm / Previous Firm” filters utilizing a boolean search

This can be a good trick that permits you to discover individuals who at the moment work at your present firm and used to work at one among your accounts, and vice versa.

Why will we care about these folks? As a result of we will get introductions from them!

First: It’s worthwhile to create a Boolean string with all of the accounts in your E book of Enterprise. Take a look at this downloadable template to create it your self!

Upon getting the string, merely copy and paste it in both “Previous firm” or “Present firm” fields, then enter your individual firm identify within the different one.

 

 

The “Class Curiosity” filter

That is one other new LinkedIn Gross sales Navigator function. This function permits you to discover leads/prospects who’re exhibiting curiosity in your product class (not your product itself).

That is just like ZoomInfo and different comparable instruments’ intent knowledge — however on LinkedIn it’s on the lead degree somewhat than at account degree.

Go into “Class Curiosity” and search for the forms of classes that match your product. Then choose your Account record to see who out of your accounts could be in search of an answer like yours!

 

 

The “Persona” filter

In the event you ceaselessly use primary filters to slim down your search, then it can save you time by making a “Persona” as a substitute.

Personas on LinkedIn Gross sales Navigator are mainly a mixture of filters. When you choose a Persona, your chosen filters are routinely utilized to slim down your search to the kind of prospects you need to see.

To create a Persona, go to the “Personas” part on the prime proper nook of the Lead search view. Click on “Create a brand new persona” to decide on the appropriate:

• Perform
• Seniority degree
• Present job title
• Geography

 

Then, while you’re doing all your Lead searches, as a substitute of getting to use a number of completely different filters, you possibly can merely choose your ‘Persona’ and that’s it!

 

 

Associated: 10 LinkedIn Profile Tricks to Stand Out in 2023 📚(10 min learn)

3. The right way to use Gross sales Navigator Account filters

In addition to discovering fascinating leads, you too can use Gross sales Navigator to seek out accounts that needs to be prioritised as a result of they’ve an fascinating set off.

Listed below are some choices you may discover helpful:

The “Funding Occasions in Previous 12 Months” filter

In 2023, only a few corporations are literally elevating massive funding rounds — however some nonetheless are!

Funding is at all times an awesome set off as a result of it means the corporate will most likely be investing of their tech stack and processes — and doubtless additionally rising and increasing.

To make use of this filter, go to the “Account Filters” part within the Gross sales Navigator search bar to open the Account search view.

Then, choose the next filters to see any accounts in your E book of Enterprise / Account record that obtained funding up to now 12 months:

 

 

The “Senior Management Adjustments” filter

Large adjustments in senior management can point out an organization is taking a brand new course and embarking on new initiatives — together with reviewing their tech stack!

The caveat with this filter is that “senior management” might be anybody… which means a pacesetter from any division throughout the account.

With a purpose to see these accounts, select “Senior management adjustments in final 3 months” and your required account record.

 

 

The “Firm Headcount Progress” filter

Final however not least for this part, one of the vital in style triggers. Progress!

You undoubtedly need to see which accounts out of your E book of Enterprise have had development up to now 12 months.

With development comes new challenges, new processes and the necessity to have techniques that may scale with the enterprise. Nice alternative for us salespeople to achieve out!

In my view, setting the minimal worth for this filter too excessive doesn’t actually work in 2023. As a result of let’s face it, many corporations are literally doing layoffs — so the quantity of corporations rising massively has undoubtedly decreased.

My advice is to start out with one thing round 25-30%. See what number of outcomes this returns and prioritise these first — then go down if you wish to see extra outcomes.

 

 

4. The right way to use the Gross sales Navigator Relationship Explorer

This can be a performance obtainable at Account degree. This implies you possibly can go into any account and the Relationship Explorer is without doubt one of the first sections you will notice. (Look under “Account Historical past.”)

Why will we care about this? As a result of that little part flags fascinating folks to us, comparable to:

• First diploma connections: These are folks from the account that you just’re immediately linked to on LinkedIn. This implies you possibly can go forward and message them immediately!
• Second diploma connections: Folks from the account you’re not directly linked to through one other individual you’re linked to on LinkedIn. Go ask for that introduction!
• Not too long ago modified jobs: These folks had been employed or promoted up to now 90 days. Once more, an excellent fast option to determine doubtlessly new resolution makers!
• Previous colleagues: Individuals who labored at an organization the place you additionally labored.

TeamLinks connections: These are individuals who you aren’t immediately linked to, however somebody out of your present firm is. This could imply asking for that introduction needs to be even simpler for the reason that mutual connection is a present colleague of yours.

 

 

TEMPLATE: Asking for an introduction utilizing LinkedIn Gross sales Navigator TeamLinks + LinkedIn

I’ve created the next quick and candy templates you should use when asking for an intro!

• Individuals who work at your present firm / Present colleagues:

Hey [COLLEAGUE NAME], can see you’re linked to [PROSPECT NAME] on LinkedIn. I’m working the account at the moment so needed to examine when you’d be prepared to make an intro?

• Some other LinkedIn connections / not present colleagues:

Hey [MUTUAL CONNECTION NAME], hope you’re effectively!

As a part of my function I’m making an attempt to attach with the staff at [ACCOUNT NAME] and I’ve observed you’re linked to [PROSPECT NAME] who’s their [JOB TITLE], right here on LinkedIn.

I’d love to attach with this individual as I’ve observed [INSIGHT ON THE ACCOUNT], and would love to debate our P[RODUCT CATEGORY] resolution with them.

Would you be open to introducing me to her/him/them?

Thanks!

Associated: Does LinkedIn InMail (Actually) Work for Lead Era? 📚

5. The right way to use the Gross sales Navigator Account Hub

In the event you’re on the House web page, you will notice an “Accounts” button on the prime (blue) important menu.

That takes you to the just lately upgraded “Account Hub” the place you possibly can see an outline of triggers and alerts for accounts in your chosen Account record.

That is particularly helpful as a result of SDRs/BDRs can add lists of their AEs’ accounts (in case your AEs personal accounts as effectively). Then, your SDRs can search for triggers not solely on their very own accounts, but in addition on their AEs’ accounts.

First issues first. Go into this little “+ Class intent” button on the highest proper nook of your Account Hub and select the product classes associated to your product.

 

 

As soon as you choose that, a brand new column (beta standing as of July 2023) might be added to your Account Hub, known as “Class intent.”

So now your Account Hub ought to appear to be this:

 

 

What will we see right here that’s fascinating for SDRs?

• Alternative date: That is primarily to see when you’ve got an open alternative (synced together with your CRM) with this account. (This function is aimed extra at AEs somewhat than SDRs.)
• Connection paths: This reveals how many individuals from the account you’re linked to, through First Diploma Connections, Second Diploma Connections or TeamLinks Connections.
• Purchaser intent: This reveals the extent of curiosity (Adverse, Reasonable or Excessive) that prospects from this account are exhibiting in your particular product or firm.
  • Professional tip: when you click on on the hyperlink to “X actions,” you’ll get a pop-up with a abstract of the actions that generated that degree of intent. (e.g., engagement with advertisements or engagement together with your firm web page.)
• Class intent: This reveals the variety of prospects from this account who’re exhibiting curiosity in your product class. Keep in mind, class curiosity is measured at Lead degree, so you possibly can truly click on on the “X workers” hyperlink and see precisely who it’s!
• Newest Account Alerts: Alerts associated to development in headcount.

6. The right way to use Gross sales Navigator Purchaser Intent & Purchaser Actions knowledge

After you’ve recognized accounts with average or excessive purchaser intent, it’s a good suggestion to dig a bit deeper into that knowledge.

Go into your chosen account and scroll down till you attain the “Account Purchaser Intent” part.

This can present you LinkedIn’s predicted curiosity from that account into your organization. You’ll be able to first see a abstract of the important thing components impacting the rating:

 

 

Then, you too can see a breakdown of prospects’ actions!

Merely scroll all the way down to see an inventory of all of the current actions, together with advertisements engagement, web site visits, firm web page visits, and extra.

 

 

7. The right way to use Gross sales Navigator Alerts performance to remain updated together with your accounts

In addition to your Account Hub, you even have one other approach of staying updated together with your accounts: alerts.

To ensure you don’t miss out on any necessary triggers, merely go to your House web page and see the “All Alerts” part.

This part will present you a feed (which you’ll be able to type by “Newest” or “Relevance”) of updates out of your saved accounts.

(Tip: You may need to examine your saved accounts and unsave any that you just’re now not working. In any other case you’ll get irrelevant updates.)

When you’re on the All Alerts part, click on on “Accounts” after which “Filter account alerts” to pick solely the kind of updates you’re involved in.

 

 

Identical for leads: You’ll be able to choose solely the sort of alerts you want to see in your feed relating to your saved leads/prospects.

 

 

In my view, it’s a good suggestion to examine this “All Alerts” part each day. Supplied you will have the appropriate accounts saved, your updates are extraordinarily precious for serving to you determine a superb time to achieve out to that account or lead.

The final word LinkedIn prospecting guidelines

I do know what you’re considering: “This can be a lot!”

Don’t assume you possibly can keep in mind all of the filters/tips to determine which accounts and prospects to prioritise?

Steal my downloadable guidelines right here.

It contains all my filters and tips – ensure you save all of the searches!.

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What tips did I miss? Any filters or options that you just SDRs and Gross sales Growth Managers use ceaselessly to determine good accounts that aren’t talked about right here?

Let me know within the feedback and let’s enhance this information collectively!