LinkedIn Sales Navigator MASTERCLASS Part 2 - 14 Secret Hacks to Try Right Now
TLDRIn this comprehensive guide, the speaker, Will, delves deep into leveraging LinkedIn's Sales Navigator for advanced B2B lead generation. He introduces techniques like utilizing Boolean searches with keywords, targeting connections of competitors' employees, and exploiting past company connections for leads. Will also highlights the value of saving searches for future use and sharing them with colleagues for collaboration. The video touches on premium features of Sales Navigator's advanced plans, such as buyer intent signals, CRM integration, and the Smart Link tool, emphasizing their role in enhancing sales strategies and conversions.
Takeaways
- 🚀 LinkedIn Sales Navigator is a powerful lead generation tool for B2B sales teams, offering advanced search capabilities and research tools.
- 🔍 Mastering Boolean searches with keywords can significantly enhance lead discovery, allowing you to find leads that might otherwise be missed using standard search filters.
- 🌐 Utilizing keyword searches can help narrow down prospects by identifying those who list themselves under incorrect or vague industries, such as labeling a software company employee under 'human resources'.
- 🔑 Understanding the various job titles that salespeople use, and incorporating them into your search, can help ensure you don't miss potential leads by searching too narrowly.
- 🤝 Leveraging connections and mutual contacts can provide a competitive edge by identifying leads who are connected to your competitors' sales reps or customer success managers.
- 📈 Past company searches can reveal leads who previously worked at companies that are your customers, providing an opportunity to connect and discuss your product or service.
- 🛒 Keeping track of past interactions and adding them to lead lists can turn one-time conversations into ongoing relationships, potentially leading to future sales opportunities.
- 📊 Saving complex searches can save time and effort, allowing you to revisit and refine your search criteria as needed, and enabling you to capitalize on new leads that fit your criteria over time.
- 🌟 Advanced and Advanced Plus plans offer additional features like sharing searches and lead lists with team members, uploading CSV lists for account lists, and accessing buyer intent signals.
- 🔗 The Smart Link feature allows for sharing multiple resources through a single link, providing insights into engagement and helping to nurture leads through targeted content.
Q & A
What is LinkedIn Sales Navigator and its primary function?
-LinkedIn Sales Navigator is a powerful lead generation tool designed for B2B sales teams. Its primary function is to help users find, research, and connect with potential buyers or leads effectively.
What are the basic features of Sales Navigator covered in the first part of the masterclass video?
-The first part of the LinkedIn Sales Navigator masterclass video covers fundamentals such as building lead lists, account lists, finding and saving leads, and reaching out to them.
Why is it recommended to use keyword searches in Sales Navigator?
-Keyword searches are recommended because they allow users to scour profiles for specific keywords, which can be useful for finding leads that might have been missed using LinkedIn's preset search functionalities and filters.
How can Boolean searches with 'AND', 'OR', and 'NOT' functions be utilized effectively in Sales Navigator?
-Boolean searches with 'AND', 'OR', and 'NOT' functions can help refine search results by finding profiles that contain specific combinations of keywords. 'AND' filters require both keywords, 'OR' includes profiles with either keyword, and 'NOT' excludes profiles with certain keywords, thus eliminating false positives.
What is the significance of using quotation marks in keyword searches on Sales Navigator?
-Using quotation marks in keyword searches on Sales Navigator allows users to search for an exact phrase instead of individual words. This feature narrows down the search results to profiles that contain the specified phrase, making the search more precise.
How can the connections of a known contact help in lead generation?
-The connections of a known contact can be used to identify potential leads who meet the search criteria. By focusing on first-degree connections of a known contact, salespeople can target leads that are more likely to be relevant and open to conversations.
What is the strategy behind searching for leads who are connected with competitors' sales reps or customer success managers?
-Searching for leads connected with competitors' sales reps or customer success managers can help identify potential customers or past customers of the competitor. This strategy allows salespeople to engage in relevant conversations by highlighting the strengths of their own product or service compared to the competitor's.
Why is it important to add contacts to lead lists after interactions?
-Adding contacts to lead lists after interactions is important to maintain and leverage the relationships built. These lists can be used to track warm leads, keep in touch with potential customers, and reach out at appropriate times, such as when they change jobs or show signs of needing your product or service.
What are the benefits of saving searches on Sales Navigator?
-Saving searches on Sales Navigator allows users to revisit complex search criteria at a later time, making the process more efficient. It also enables users to check for new results as people update their profiles or new profiles match the search criteria, helping to continuously refine and expand the lead pool.
How can the 'buyer intent' feature in Sales Navigator help salespeople?
-The 'buyer intent' feature provides insights into the activity of potential leads on LinkedIn, such as viewing profiles, engaging with content, and interacting with advertisements. This information helps salespeople identify and prioritize warm leads that are actively showing interest in the products or services offered.
What are the advantages of linking Sales Navigator with a CRM system for users with Advanced or Advanced Plus plans?
-Linking Sales Navigator with a CRM system allows users to exclude or include people who are already in the CRM, ensuring they focus on net new leads. This integration streamlines the lead generation process and helps avoid duplicate efforts or reaching out to contacts that have already been engaged.
How does the Smart Links feature in Sales Navigator Advanced and Advanced Plus plans work, and what are its benefits?
-The Smart Links feature allows users to group various resources, such as videos, PDFs, and website links, under one shareable link. When a prospect opens the link while logged into LinkedIn, the user can track what resources were viewed and for how long. This provides valuable insights into the prospect's interest and helps in tailoring follow-up conversations more effectively.
Outlines
🔍 Advanced LinkedIn Sales Navigator Techniques
This paragraph introduces advanced techniques for using LinkedIn Sales Navigator, a powerful lead generation tool for B2B sales teams. The speaker, Will, emphasizes the importance of utilizing the full potential of Sales Navigator beyond basic functions. He shares his expertise on conducting billion-dollar searches, which involve using keywords and Boolean operators to find leads that may not appear through standard search filters. The focus is on refining searches to target specific leads, such as those in the software industry or with certain job titles, by incorporating various search strategies and filters.
🤝 Leveraging Connections and Competitor Insights
In this section, the speaker discusses the strategic use of connections and competitor insights to enhance lead generation. He explains how to identify leads who are connected to a competitor's sales reps or customer success managers, suggesting that these individuals may be potential customers. The speaker also advises on how to use past company filters to find leads who previously worked at companies that are current customers. Additionally, he highlights the value of maintaining relationships with past contacts and adding them to lead lists for future outreach. The paragraph emphasizes the competitive advantage gained from using Sales Navigator to gather intelligence and foster warm leads.
📊 Utilizing Buyer Intent Signals and CRM Integration
This segment focuses on the utilization of buyer intent signals and CRM integration within Sales Navigator. The speaker explains that buyer intent signals can be found in various sections of Sales Navigator, such as the home page, accounts tab, and account pages. These signals indicate a prospect's interest based on their activity on LinkedIn, such as viewing profiles or engaging with content. The speaker also discusses the benefits of linking Sales Navigator with a CRM system to exclude existing contacts from searches, ensuring that efforts are concentrated on net new leads. Furthermore, he introduces the Smart Link feature, which allows for tracking engagement with shared resources, providing valuable insights into prospect interest and behavior.
🎯 Maximizing Sales Navigator's Advanced Features
The final paragraph delves into additional advanced features of Sales Navigator, including the ability to share searches and lead lists with team members, which promotes collaboration and efficiency. The speaker also talks about the convenience of uploading CSV lists to quickly add key accounts or customers into Sales Navigator. The paragraph highlights the exclusive features available in the advanced and advanced plus plans, such as the buyer intent dashboard and the account filter based on buyer intent scores. The speaker concludes by expressing excitement over the potential evolution of buyer intent signals and their impact on sales strategies, emphasizing the value of Sales Navigator in driving sales success.
Mindmap
Keywords
💡LinkedIn Sales Navigator
💡lead generation
💡Boolean searches
💡keyword searches
💡connections
💡past company
💡lead list
💡buyer intent
💡CRM integration
💡Smart link
💡competitive intelligence
Highlights
LinkedIn Sales Navigator is a powerful lead generation tool for B2B sales teams, allowing users to find, research, and connect with potential buyers.
Many users are not utilizing the full potential of Sales Navigator, and this video aims to delve deeper into its advanced features and secret techniques.
Boolean searches can significantly enhance lead finding by allowing users to combine keywords and phrases to target specific profiles that may not appear with standard search filters.
Using keyword searches can help identify leads that fall outside of typical job titles or industry classifications, broadening the scope of potential connections.
The 'connections of' feature can be used strategically to find leads who are connected to competitors' sales reps or customer success managers, potentially revealing customers or past customers.
By adding past interactions to a lead list and monitoring for job changes,销售人员 can reach out to leads at new companies, potentially sparking relevant and timely conversations.
Saving searches with complex criteria can be beneficial for future use, as job changes and profile updates may make previously unrelated leads fit the saved search parameters.
Utilizing mutual connections and shared work experiences can facilitate warm introductions and more engaging conversations with potential leads.
Sales Navigator allows users to share searches with colleagues, promoting collaboration and streamlining the sales process.
Adjusting profile viewing settings can help maintain privacy and prevent unintentional notifications, allowing for covert research on potential leads.
Competitive intelligence can be gathered by examining the past and current companies of employees, providing insights into the strengths and weaknesses of competitors.
Advanced and Advanced Plus plans of Sales Navigator offer additional features such as sharing searches and lead lists with colleagues, uploading CSV lists for account lists, and integrating with CRM systems.
LinkedIn's new Buyer Intent feature, available for Advanced and Advanced Plus users, provides insights into potential leads' activities on LinkedIn, including profile views, content engagement, and email interactions.
Smart Links, a feature for Advanced and Advanced Plus users, allows tracking of shared content, providing valuable information on prospects' engagement and interest levels.