So many people I speak to are using Sales Navigator like a glorified phone book, but it’s capable of so much more!
Here are 10 actionable LinkedIn tips to transform your B2B Lead Generation using this powerful tool.
It’s a common misconception that Sales Navigator is just for finding job titles or companies. Actually, it’s a dynamic platform for tracking updates like promotions and engaging with personal posts, which are crucial for nurturing leads and successful sales prospecting.
Action: Don’t just search; save leads and accounts in lists to make your team more efficient.
Get precise with your targeting by using Boolean search. For example, use strings like “(marketing OR Sales) AND (Chief OR Director OR Global OR Froup OR EMEA)” to target senior sales and marketing roles.
Action: Work smarter. Save these strings so you can copy and paste them and adapt them easily.
Understand the difference between saved searches and saved lists. Saved searches update automatically with new results, while saved lists remain static. Use both! Dynamic filters like ‘new in role in the last 90 days’ or ‘posted in the last 30 days’ will keep your leads fresh.
Action: Regularly revisit your saved searches for new leads and use the ‘exclude’ filter to keep your lists accurate.
Advanced Filters for Precision Targeting: Use advanced filters to fine-tune your searches. For example, you can focus on new decision-makers, recent job changes, or people actively posting on LinkedIn.
Action: When searching via Account Lists, you can skip industry or headcount filters. Also, use Category Intent to find people interested in specific product categories.
On an advanced plan, you can use TeamLink to leverage your company’s connections within target accounts. Connecting through mutual contacts makes your outreach much more effective.
Action: Build a network within your company to connect to your targets for higher acceptance rates.
Content is power. Don’t just post for the sake of it; use content strategically. Treat your Sales Navigator homepage as your daily engagement to-do list.
Action: Liking or commenting on a prospect’s post can boost connection rates significantly.
While Sales Navigator doesn’t give you direct contact info, third-party tools like Apollo, Lusha, and Clay can help you find emails and phone numbers.
Action: Use these tools to enrich your data, but don’t replace Sales Nav’s engagement tracking capabilities.
You can track engagement using SmartLinks, which allows you to see who clicks on your links and how they interact with your content.
Action: Keep track of and gauge interest from warm prospects.
LinkedIn is the most effective part of a broader strategy. Ensure your team has a strong LinkedIn presence, up-to-date profiles, consistent posting and thoughtful engagement.
Action: People will check out your team members before you pitch them, so prepare your team and optimise LinkedIn profiles.
If you spend at least 30 minutes on LinkedIn daily, Sales Navigator will make that time more effective. Using it for tracking and daily use makes it a worthy investment.
Action: Consider the Advanced features like Category Intent and TeamLink if they align with your company’s needs.
And don’t overlook
Whether you’re new to the platform or a long-time user, there’s always room to improve. By implementing these tips and tricks, you’ll be well on your way to supercharging your lead generation and upping your LinkedIn marketing game.
