It’s simple to seek 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 write down it.

Desk of contents

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

1. 1. TEMPLATE: Asking for an introduction

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

How this information helped my SDR

I handle a workforce of gross sales growth 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 might pace up turnaround instances.

I researched ideas and methods, investigated the instrument, and ran classes with my rep. Simply two weeks later, we began seeing higher outcomes. In Q2, she achieved in a single month what she achieved in the whole Q1.

Now, this information can do the identical for you.

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

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

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

First issues first. You should arrange your E-book of Enterprise (BoB), and also you try this in your Gross sales Nav Residence web page by selecting what account record you need to think about your BoB.

 

 

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

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

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

Notice: You’ll need to outreach to those precedence accounts sooner. They’re extra seemingly to reply to you since they’re displaying 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 best way to use Gross sales Navigator Lead filters

LinkedIn Gross sales Navigator gives 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 sometimes need to make a fast influence. In lots of circumstances they assessment 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 considered one of your accounts has a brand new decision-maker.

Right here’s 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 previously 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 sources,” or “tradition.”

 

 

Associated: 50 Greatest 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 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 attention-grabbing in SDR-land, and could also be in a greater place to purchase than prospects who began previously 90 days.

Usually when resolution makers first begin their position, they take a while to get settled in and analyse the present tech stack. At months 4-6, they could lastly be able 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 inquisitive about it.

Both means, 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 an excellent one. It’s solely accessible to Superior Plus LinkedIn customers, and the info 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 precious: These leads know your product and have truly used it earlier than! It must be pretty simple to attach with them, and they’re undoubtedly extra more likely to reply.

 

 

The “Previous Colleague” filter

The ‘Previous colleague’ filter exhibits those that sooner or later in time labored at an organization the place you additionally labored.

This may very well be your present firm, or a previous firm. This filter is nice to seek out folks you may already know, or no less than offer you 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 means that you can discover individuals who presently work at your present firm and used to work at considered one of your accounts, and vice versa.

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

First: You should 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!

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

 

 

The “Class Curiosity” filter

That is one other new LinkedIn Gross sales Navigator characteristic. This characteristic means that you can discover leads/prospects who’re displaying curiosity in your product class (not your product itself).

That is much like ZoomInfo and different comparable instruments’ intent knowledge — however on LinkedIn it’s on the lead stage slightly than at account stage.

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

 

 

The “Persona” filter

In case you incessantly use fundamental filters to slender down your search, then it can save you time by making a “Persona” as a substitute.

Personas on LinkedIn Gross sales Navigator are principally a mix of filters. When you choose a Persona, your chosen filters are robotically utilized to slender 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 fitting:

• Perform
• Seniority stage
• Present job title
• Geography

 

Then, once you’re doing all of your Lead searches, as a substitute of getting to use a number of totally 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 best way to use Gross sales Navigator Account filters

Apart from discovering attention-grabbing leads, you can even use Gross sales Navigator to seek out accounts that must be prioritised as a result of they’ve an attention-grabbing 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 huge funding rounds — however some nonetheless are!

Funding is all the time 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 acquired funding previously 12 months:

 

 

The “Senior Management Modifications” filter

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

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

So as to see these accounts, select “Senior management modifications in final 3 months” and your required account record.

 

 

The “Firm Headcount Development” filter

Final however not least for this part, one of the vital fashionable triggers. Development!

You undoubtedly need to see which accounts out of your E-book of Enterprise have had progress previously 12 months.

With progress comes new challenges, new processes and the necessity to have techniques that may scale with the enterprise. Nice alternative for us salespeople to succeed in 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 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. The best way to use the Gross sales Navigator Relationship Explorer

This can be a performance accessible at Account stage. This implies you possibly can go into any account and the Relationship Explorer is likely one of the first sections you will note. (Look under “Account Historical past.”)

Why will we care about this? As a result of that little part flags attention-grabbing folks to us, reminiscent of:

• First diploma connections: These are folks from the account that you simply’re straight linked 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 linked to by way of 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 previously 90 days. Once more, an excellent fast approach to establish probably 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 straight linked 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 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 presently so needed to test when you’d be keen to make an intro?

• Another LinkedIn connections / not present colleagues:

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

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

I might 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. The best way to use the Gross sales Navigator Account Hub

In case you’re on the Residence web page, you will note an “Accounts” button on the prime (blue) most important menu.

That takes you to the just lately upgraded “Account Hub” the place you possibly can see an summary 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 nicely). 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 attention-grabbing for SDRs?

• Alternative date: That is primarily to see you probably have an open alternative (synced along with your CRM) with this account. (This characteristic is aimed extra at AEs slightly than SDRs.)
• Connection paths: This exhibits how many individuals from the account you’re linked to, by way of First Diploma Connections, Second Diploma Connections or TeamLinks Connections.
• Purchaser intent: This exhibits the extent of curiosity (Adverse, Reasonable or Excessive) that prospects from this account are displaying 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 stage 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 displaying curiosity in your product class. Bear in mind, class curiosity is measured at Lead stage, so you possibly can truly click on on the “X staff” hyperlink and see precisely who it’s!
• Newest Account Alerts: Alerts associated to progress in headcount.

6. The best 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 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, you can even see a breakdown of prospects’ actions!

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

 

 

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

Apart from your Account Hub, you even have one other means of staying updated along with your accounts: alerts.

To be sure to don’t miss out on any essential triggers, merely go to your Residence 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 test your saved accounts and unsave any that you simply’re 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 inquisitive about.

 

 

Similar for leads: You possibly can choose solely the sort of alerts you wish to see in your feed concerning your saved leads/prospects.

 

 

In my view, it’s a good suggestion to test this “All Alerts” part every day. Supplied you’ve got the fitting accounts saved, your updates are extraordinarily precious for serving to you establish a superb time to succeed in 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 suppose you possibly can bear in mind all of the filters/methods to establish which accounts and prospects to prioritise?

Steal my downloadable guidelines right here.

It consists of all my filters and methods – be sure to save all of the searches!.

———

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

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