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5 Sales Navigator Prospecting Tips on LinkedIn You Don’t Know About

Published on 2018-07-20 By Nelson Rony

We Help B2B Companies Generate Leads and Increase Sales Through LinkedIn

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The year is 2025, you are leading a sales team or are a sales rep yourself, and have a quota to reach. You login to LinkedIn Sales Navigator and input your ICP (ideal client profile) in the search bar and hit SEARCH. From the now over 1 Billion Profiles worldwide, you are given a focused lead list in the accounts or territories you desire.

With the click of a button, you export all these contacts with their valid email, phone number and can place them into a personalized outbound sales system while re-targeting them with hyper-relevant ads across the internet.

Sales Navigator

The lead generation floodgates open and you hit your annual quota in the first quarter and punch your ticket to President’s Club… life is good.

Sounds great right? Unfortunately, the year is 2018 and LinkedIn Sales Navigator is not quite this easy to use…yet. So here are 5 Prospecting Tips You Probably Don’t Know About which will help you target your prospects more effectively on Sales Navigator:

1. Using a Negative Boolean Operator (NOT) To Refine Your Lead Searches

In my experience, the best way to search for a specific role is to use the filter “Title” as opposed to a combination of “Function” and “Seniority” as using “Title” will scrape every profile in the LinkedIn database and match it to their current actual Title as it appears on their LinkedIn Profile. The latter tactic will generate results based on ways the LinkedIn user self-identified themselves when creating their profile.

So, when using the Filter “Title” it is important to brush up on your Boolean logic knowledge. That means not only should you be using Boolean Operators like “AND” & “OR” when wanting to generate a list for all Sales Leaders, for example: ((“VP” OR “Vice President) AND Sales) = VP Sales AND Vice President of Sales
You should make sure to use the Operator “NOT” to ensure you are not including unqualified leads in your searches. One common mistake is when wanting to search for the President at certain companies: If you just include “President” in the filter for “Title” you will not only receive profiles for President BUT also Vice President of Technology, Vice President of Engineering, Vice President of Marketing etc… so make sure and use NOT to exclude “Vice President”: (President NOT “Vice President”) = President Only

2. Save Your Lead Searches and Instruct Sales Navigator to Notify You Automatically For All New Leads!

The whole purpose of technology is to automate the manual processes we do every day so we can have more time to spend in areas that deliver the most value. Constantly running Lead Searches on LinkedIn will eat up your valuable time.

Instead, once you’ve found the right combination of filters and “Titles” in your desired territory or accounts → Hit “Save Search”
This will instruct Sales Navigator to continually run this search so you don’t need to. When you want to see the new updates in your Search simply hover over Saved Searches to identify the new leads you can reach out to.

3. Manage Your Saved Leads By Tagging Them Appropriately

Sales Navigator is a wonderful business intelligence tool as it allows you to place a digital fence around your leads, by clicking Save Lead, thus receiving notifications of all their activities. You can easily find this list of leads by clicking on Lists → Saved Leads at the top of the Sales Navigator Page.

Teamwork

4. Drastically Increase Your Response Rates By Filtering By City and/or School After a Major Event

The Philadelphia Eagles have just won the Super Bowl → Start your next Lead Gen search by focusing on the city of Philadelphia. This is an easy way to scale an outreach strategy that is still personalized with a tailored subject line: “Go Birds + New IT Software”

5. Frustrated by Only Seeing 25 Results In Your Lead & Account Searches? Manually Edit the Sales Navigator URL to increase your Count.

Next time you run a Lead or Account Search, take a look at the URL and update the COUNT=25 to your desired amount of leads or accounts per page. Ex: COUNT= 50 will give you 50 leads or accounts per page.

Conclusion: Sales Navigator is a very powerful tool, but today it still lacks many features and functionality that would help us sales people become more effective in our day to day. Hopefully, these 5 tips will help you get more out of this platform until the year 2025 arrives.

Now, what if I told you that you didn’t need to wait until 2025 to put in place a Sales & Marketing strategy that leverages Sales Navigator data? What if bbloom.io could help you source valid contacts, put in place a scalable personalized outbound system and re-target your leads with tailored ads?