It’s straightforward to search out thought leaders on LinkedIn giving recommendations on utilizing LinkedIn Gross sales Navigator. However when considered one of 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 put in writing it.

Desk of contents

1. Learn how to arrange your E book of Enterprise
2. Learn how 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. Learn how to use Account filters
   1. “Funding occasions in previous 12 months” filter
   2. “Senior management adjustments” filter
   3. “Firm headcount progress” filter
4. Learn how to use the Relationship Explorer

1. 1. TEMPLATE: Asking for an introduction

5. Learn how to use the Gross sales Nav Account Hub
6. Learn how to use Purchaser Intent and Purchaser Actions knowledge
7. Learn how to use Alerts

How this information helped my SDR

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

After I dug deeper into what one struggling SDR specifically was doing, I realised I wanted to assist her totally perceive each helpful characteristic in Gross sales Navigator so she may velocity up turnaround instances.

I researched ideas 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 your complete Q1.

Now, this information can do the identical for you.

Associated: Answering The Prime 5 Questions On Learn how to Use LinkedIn  (5 min learn)

Learn how to use LinkedIn Gross sales Navigator for prospecting in 2023

1. Learn how to arrange your E book of Enterprise in LinkedIn Gross sales Navigator

First issues first. It’s good to arrange your E book of Enterprise (BoB), and also you try this in your Gross sales Nav House web page by selecting what account checklist you need to think about your BoB.

 

 

If Gross sales Navigator is related to your CRM: Select ‘My CRM Accounts.’ The checklist shall 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 will not be related to your CRM: You possibly can manually add an inventory of accounts by going to ‘Accounts’ >> ‘See account lists’ >> ‘Add checklist’. Be aware that as you make adjustments in your checklist in your CRM, these adjustments received’t be mirrored routinely on LinkedIn.

Your E book of Enterprise is now arrange! Now, I’ll stroll you thru completely different options that can assist you establish which accounts you must prioritise.

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

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

2. Learn how to use Gross sales Navigator Lead filters

LinkedIn Gross sales Navigator affords two varieties 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’ve got within the Lead Filters search view that may assist us establish 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 instances they evaluation the present tech stack and are open to evaluating different platforms.

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

Right here’s learn how to use this filter:

Choose your ‘’Account checklist’ (both “My CRM Accounts” or your manually uploaded account checklist). 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

An alternate is the ‘Years in present place’ filter.

Use this filter, then choose “Lower than 1 12 months.” This may 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.

Typically when determination 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 begin 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 concerned with it.

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

 

 

The “Previous Buyer” filter

That is considered one of 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 presently work at considered one of your goal accounts and used to work at an organization who’s a buyer.

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

 

 

The “Previous Colleague” filter

The ‘Previous colleague’ filter exhibits people who sooner or later 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 search out folks you would possibly 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

It is a good trick that permits you to discover individuals who presently work at your present firm and used to work at considered one of your accounts, and vice versa.

Why can we care about these folks? As a result of we are able to get introductions from them!

First: It’s good to create a Boolean string with all of the accounts in your E book of Enterprise. Try 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 characteristic. This characteristic 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 related instruments’ intent knowledge — however on LinkedIn it’s on the lead degree fairly than at account degree.

Go into “Class Curiosity” and search for the varieties of classes that match your product. Then choose your Account checklist to see who out of your accounts is perhaps searching for an answer like yours!

 

 

The “Persona” filter

For those who continuously 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 mix 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 high proper nook of the Lead search view. Click on “Create a brand new persona” to decide on the proper:

• Perform
• Seniority degree
• Present job title
• Geography

 

Then, once you’re doing all of 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. Learn how to use Gross sales Navigator Account filters

Moreover discovering fascinating leads, it’s also possible to use Gross sales Navigator to search out accounts that must be prioritised as a result of they’ve an fascinating set off.

Listed below are some choices you would possibly discover helpful:

The “Funding Occasions in Previous 12 Months” filter

In 2023, only a few corporations are literally elevating large 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 possibly 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 checklist that acquired funding up to now 12 months:

 

 

The “Senior Management Adjustments” filter

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

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

In an effort to see these accounts, select “Senior management adjustments in final 3 months” and your required account checklist.

 

 

The “Firm Headcount Development” filter

Final however not least for this part, probably the most well-liked triggers. Development!

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

With progress comes new challenges, new processes and the necessity to have methods that may scale with the enterprise. Nice alternative for us salespeople to succeed in out!

For my part, 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 positively decreased.

My suggestion is to begin 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. Learn how to use the Gross sales Navigator Relationship Explorer

It is 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 note. (Look under “Account Historical past.”)

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

• First diploma connections: These are folks from the account that you just’re straight related to on LinkedIn. This implies you possibly can go forward and message them straight!
• Second diploma connections: Folks from the account you’re not directly related to through one other individual you’re related to on LinkedIn. Go ask for that introduction!
• Just lately modified jobs: These folks had been employed or promoted up to now 90 days. Once more, a brilliant fast solution to establish doubtlessly new determination makers!
• Previous colleagues: Individuals who labored at an organization the place you additionally labored.

TeamLinks connections: These are individuals who you aren’t straight related to, however somebody out of your present firm is. This could imply asking for that introduction must be even simpler because the 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 brief and candy templates you should utilize when asking for an intro!

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

Hey [COLLEAGUE NAME], can see you’re related to [PROSPECT NAME] on LinkedIn. I’m working the account presently so needed to test should you’d be prepared to make an intro?

• Some other LinkedIn connections / not present colleagues:

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

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

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

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

Thanks!

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

5. Learn how to use the Gross sales Navigator Account Hub

For those who’re on the House web page, you will note an “Accounts” button on the high (blue) most 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 checklist.

That is particularly helpful as a result of SDRs/BDRs can add lists of their AEs’ accounts (in case your AEs personal accounts as nicely). Then, your SDRs can search for triggers not solely on their very own accounts, but additionally 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) shall be added to your Account Hub, known as “Class intent.”

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

 

 

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

• Alternative date: That is primarily to see in case you have an open alternative (synced along with your CRM) with this account. (This characteristic is aimed extra at AEs fairly than SDRs.)
• Connection paths: This exhibits how many individuals from the account you’re related to, through First Diploma Connections, Second Diploma Connections or TeamLinks Connections.
• Purchaser intent: This exhibits the extent of curiosity (Destructive, Average or Excessive) that prospects from this account are exhibiting in your particular product or firm.
  • Professional tip: should 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 adverts or engagement along with your firm web page.)
• Class intent: This exhibits the variety of prospects from this account who’re exhibiting curiosity in your product class. Bear 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 progress in headcount.

6. Learn how 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 may present you LinkedIn’s predicted curiosity from that account into your organization. You possibly can first see a abstract of the important thing components impacting the rating:

 

 

Then, it’s also possible to see a breakdown of prospects’ actions!

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

 

 

7. Learn how to use Gross sales Navigator Alerts performance to remain updated along with your accounts

Moreover your Account Hub, you even have one other approach of staying updated along with your accounts: alerts.

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

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

(Tip: You would possibly need to test 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 concerned with.

 

 

Identical for leads: You possibly can choose solely the form of alerts you want to see in your feed relating to your saved leads/prospects.

 

 

For my part, it’s a good suggestion to test this “All Alerts” part every day. Offered you might have the proper accounts saved, your updates are extraordinarily priceless for serving to you establish time to succeed in out to that account or lead.

The final word LinkedIn prospecting guidelines

I do know what you’re considering: “It is a lot!”

Don’t suppose you possibly can bear in mind all of the filters/tips to establish which accounts and prospects to prioritise?

Steal my downloadable guidelines right here.

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

———

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

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