The Final 2023 Information to LinkedIn Gross sales Navigator

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It’s straightforward to seek out thought leaders on LinkedIn giving recommendations on utilizing LinkedIn Gross sales Navigator. However when one among my reps was struggling to guide conferences in Q1 this yr, 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. Easy methods to arrange your Ebook of Enterprise
  2. Easy methods 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. Easy methods to use Account filters
    1. “Funding occasions in previous 12 months” filter
    2. “Senior management adjustments” filter
    3. “Firm headcount progress” filter
  4. Easy methods to use the Relationship Explorer
    1. TEMPLATE: Asking for an introduction
  1. Easy methods to use the Gross sales Nav Account Hub
  2. Easy methods to use Purchaser Intent and Purchaser Actions knowledge
  3. Easy methods to use Alerts

How this information helped my SDR

I handle a staff of gross sales growth reps, so I’ve seen all of it.

Once I dug deeper into what one struggling SDR particularly was doing, I realised I wanted to assist her absolutely perceive each helpful characteristic in Gross sales Navigator so she may velocity up turnaround occasions.

I researched ideas and tips, 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 High 5 Questions On Easy methods to Use LinkedIn  (5 min learn)

Easy methods to use LinkedIn Gross sales Navigator for prospecting in 2023

1. Easy methods to arrange your Ebook of Enterprise in LinkedIn Gross sales Navigator

First issues first. That you must arrange your Ebook of Enterprise (BoB), and also you try this in your Gross sales Nav Dwelling web page by selecting what account record you wish to contemplate your BoB.

 

linkedin sales navigator - book of business

 

If Gross sales Navigator is related to your CRM: Select ‘My CRM Accounts.’ The record will probably be mechanically up to date/synced as you add or take away accounts to/out of your identify in your CRM.

If Gross sales Navigator shouldn’t be related to your CRM: You possibly can manually add an inventory of accounts by going to ‘Accounts’ >> ‘See account lists’ >> ‘Add record’. Be aware that as you make adjustments in your record in your CRM, these adjustments received’t be mirrored mechanically on LinkedIn.

Your Ebook of Enterprise is now arrange! Now, I’ll stroll you thru completely different options that will help you determine which accounts you need to prioritise.

Be aware: You’ll wish to outreach to those precedence accounts sooner. They’re extra possible to reply to you since they’re displaying some type of set off, intent sign, or perception.

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

2. Easy methods to use Gross sales Navigator Lead filters

LinkedIn Gross sales Navigator presents two sorts of searches:

  • Lead searches: You’ll discover leads/prospects/folks
  • Account searches: You’ll discover accounts/firms.

Let’s take a look at what helpful options we’ve got within the Lead Filters search view that may assist us determine triggers.

The “Modified Jobs in Previous 90 Days” filter

When a brand new decision-maker joins a enterprise, they sometimes wish to make a fast affect. In lots of instances they evaluation the present tech stack and are open to evaluating different platforms.

This presents a extremely worthwhile alternative to you. So that you wish to know if and when one among your accounts has a brand new decision-maker.

Right here’s how one can 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 may 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 ‘Operate’ filter, or add in a number of key phrases within the ‘Present job title’ filter, like “HR,” “folks,” “human sources,” or “tradition.”

 

linkedin sales navigator - changed jobs in last 90 days

 

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 yr.” It will present you individuals who began 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.

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 could lastly be ready to begin conversations with distributors.

 

linkedin sales navigator - years in current position

 

Bonus: How I Gained 10,000 LinkedIn Followers in Seven Months  (8-minute learn)

The “Following Your Firm” filter

Prospects who comply with your organization most likely know who you’re. They may have heard about your product, used your product earlier than or are simply concerned about it.

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

 

linkedin sales navigator - following Your Company

 

The “Previous Buyer” filter

That is one among LinkedIn’s newer options, and it’s an excellent one. It’s solely obtainable to Superior Plus LinkedIn customers, and the information is predicated on the alternatives in your CRM.

This filter uncovers individuals who presently work at one among your goal accounts and used to work at an organization who’s a buyer.

Why that is worthwhile: These leads know your product and have really used it earlier than! It needs to be pretty straightforward to attach with them, and they’re undoubtedly extra more likely to reply.

 

linkedin sale navigator - past customer filter

 

The “Previous Colleague” filter

The ‘Previous colleague’ filter exhibits folks that in some unspecified time in the future 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 at the very least offer you some widespread floor in your outreach.

 

linkedin sale navigator - past colleague filter

 

Bonus: Utilizing the “Present Firm / Previous Firm” filters utilizing a boolean search

This can be a good trick that permits you to discover individuals who presently work at your present firm and used to work at one among 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: That you must create a Boolean string with all of the accounts in your Ebook of Enterprise. Take a look at this downloadable template to create it your self!

After you have 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.

 

linkedin sale navigator - current company boolean 1

linkedin sale navigator - current company boolean 2

 

The “Class Curiosity” filter

That is one other new LinkedIn Gross sales Navigator characteristic. This characteristic permits you to discover leads/prospects who’re displaying 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 stage relatively than at account stage.

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

 

linkedin sale navigator - category interest filter

 

The “Persona” filter

In case you steadily use primary filters to slender down your search, then it can save you time by making a “Persona” as an alternative.

Personas on LinkedIn Gross sales Navigator are principally a mixture of filters. When you choose a Persona, your chosen filters are mechanically utilized to slender down your search to the kind of prospects you wish 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 suitable:

  • Operate
  • Seniority stage
  • Present job title
  • Geography

linkedin sale navigator - persona filters

 

Then, while you’re doing all of your Lead searches, as an alternative of getting to use a number of completely different filters, you may merely choose your ‘Persona’ and that’s it!

 

 

Associated: 10 LinkedIn Profile Tricks to Stand Out in 2023  (10 min learn)

3. Easy methods to use Gross sales Navigator Account filters

Moreover discovering attention-grabbing leads, you may as well use Gross sales Navigator to seek out accounts that needs to 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 firms 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 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 Ebook of Enterprise / Account record that acquired funding previously yr:

 

linkedin sale navigator - funding events in the past 12 months

 

The “Senior Management Modifications” filter

Huge adjustments in senior management can point out an organization is taking a brand new course 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 inside the account.

To be able to see these accounts, select “Senior management adjustments in final 3 months” and your required account record.

 

linkedin sale navigator - senior leadership changes filter

 

The “Firm Headcount Development” filter

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

You undoubtedly wish to see which accounts out of your Ebook of Enterprise have had progress previously 12 months.

With progress comes new challenges, new processes and the necessity to have programs 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 firms are literally doing layoffs — so the quantity of firms rising massively has undoubtedly decreased.

My advice 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.

 

linkedin sale navigator - company headcount growth filter

 

4. Easy methods to use the Gross sales Navigator Relationship Explorer

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

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

  • First diploma connections: These are folks from the account that you just’re instantly related to on LinkedIn. This implies you may go forward and message them instantly!
  • Second diploma connections: Individuals from the account you’re not directly related to by way of one other individual you’re related to on LinkedIn. Go ask for that introduction!
  • Lately modified jobs: These folks have been employed or promoted previously 90 days. Once more, an excellent fast technique to determine probably 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 instantly related to, however somebody out of your present firm is. This could imply asking for that introduction needs to be even simpler because the mutual connection is a present colleague of yours.

 

linkedin sale navigator - relationship explorer

 

TEMPLATE: Asking for an introduction utilizing LinkedIn Gross sales Navigator TeamLinks + LinkedIn

I’ve created the next quick 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 examine in case 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 function I’m making an attempt to attach with the staff at [ACCOUNT NAME] and I’ve seen you’re related 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. Easy methods to use the Gross sales Navigator Account Hub

In case you’re on the Dwelling web page, you will notice an “Accounts” button on the prime (blue) essential menu.

That takes you to the lately upgraded “Account Hub” the place you may see an outline 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.

 

linkedin sales navigator account hub - category intent

 

As soon as you choose that, a brand new column (beta standing as of July 2023) will probably be added to your Account Hub, known as “Class intent.”

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

 

linkedin sales navigator - 0account hub filter

 

What can we see right here that’s attention-grabbing for SDRs?

  • Alternative date: That is primarily to see in case you have an open alternative (synced together with your CRM) with this account. (This characteristic is aimed extra at AEs relatively than SDRs.)
  • Connection paths: This exhibits how many individuals from the account you’re related to, by way of First Diploma Connections, Second Diploma Connections or TeamLinks Connections.
  • Purchaser intent: This exhibits the extent of curiosity (Adverse, Average or Excessive) that prospects from this account are displaying in your particular product or firm.
    • Professional tip: in case 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 advertisements or engagement together with your firm web page.)
  • Class intent: This exhibits the variety of prospects from this account who’re displaying curiosity in your product class. Keep in mind, class curiosity is measured at Lead stage, so you may really click on on the “X workers” hyperlink and see precisely who it’s!
  • Newest Account Alerts: Alerts associated to progress in headcount.

6. Easy methods to use Gross sales Navigator Purchaser Intent & Purchaser Actions knowledge

After you’ve recognized accounts with reasonable 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.

It will present you LinkedIn’s predicted curiosity from that account into your organization. You possibly can first see a abstract of the important thing elements impacting the rating:

 

linkedin sales navigator - acount buyer intent

 

Then, you may as well see a breakdown of prospects’ actions!

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

 

 

7. Easy methods to use Gross sales Navigator Alerts performance to remain updated together with your accounts

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

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

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

(Tip: You may wish to examine 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 about.

 

linkedin sales navigator - account alerts

 

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

 

 

For my part, it’s a good suggestion to examine this “All Alerts” part each day. Supplied you have got the suitable accounts saved, your updates are extraordinarily worthwhile for serving to you determine a very good time to succeed in out to that account or lead.

The last word LinkedIn prospecting guidelines

I do know what you’re pondering: “This can be a lot!”

Don’t assume you may bear in mind all of the filters/tips to determine which accounts and prospects to prioritise?

Steal my downloadable guidelines right here.

It contains 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 Growth Managers use steadily to determine good accounts that aren’t talked about right here?

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

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