How to Leverage LinkedIn to Enable Your Sales Team and Secure Leads

Filed in Sales Enablement on January 29, 2019 by

Better sales enablement starts with making better use of the tools that you have at your disposal. And one of those tools that has a lot to offer in terms of improving sales tactics and securing more leads is LinkedIn.

LinkedIn is known for its efficiency in helping forge connections in the business world, but it’s not just for job hunting. Sales leaders have been using LinkedIn for years as a method of lead generation and sales enablement, in particular a function of the site called LinkedIn Sales Navigator. Not familiar? Let’s go over the basics.

What Is LinkedIn Sales Navigator?

LinkedIn Sales Navigator is a software tool offered to LinkedIn members that assists sales reps and organizations in cultivating strong relationships with current and potential clients within the LinkedIn network.

There are a ton of features specially designed to optimize sales enablement through the site, provided you know how to make the best use of them. These features include:

  •        Real-time updates on lead and sales activity
  •        PointDrive Presentations for the creation of original content
  •        CRM integration
  •        Advanced search
  •        Invoicing
  •        LinkedIn Teamlink for collaborative sales efforts
  •        Lead recommendations
  •        Notes and tags for sharing insights among your team

Along with these tools, you also get the benefit of your standard LinkedIn functionalities. This includes InMail messaging for direct communications between your team and with your client prospects, as well as insights into profile activity like who’s posted new content and who’s been showing interest in your page.

Learning how to use LinkedIn Sales Navigator effectively takes a little bit of practice, but the sky is the limit in terms of what it can do for you if you take full advantage of all of its features. Below, we’ll go over some of the LinkedIn Sales Navigator tips and best practices for getting the most out of this important tool.

How to Maximize the Benefits of LinkedIn Sales Navigator

Sales Navigator offers a ton of search-specific capabilities that allow you to monitor lead activity and find new prospects. Here are some tips for making use of all that it can do for you.

1. Start by creating a curated list of leads and accounts that you’re interested in

Your first step as a Sales Navigator user should always be to build a foundation of leads. This foundation will serve as a jumping off point for both enhancing relationships with those prospects you already have and expanding into other potentially profitable directions.

Within Sales Navigator, your leads can be both individual contacts and entire companies. Optimize your pipeline by saving to your news feed the leads who you already have relationships with so that you can monitor and stay up to date on their activity. Keep adding on to your news feed as you find new leads who you want to track. Your reps will all be able to access the same feed so that everybody always knows what’s going on.

2. Integrate your CRM

LinkedIn has partnered up with many of the top CRM providers to allow you to link your existing CRM software into the Sales Navigator platform. Syncing your CRM with Sales Navigator means that you won’t have to make manual updates regarding lead activity – profile details will be shared automatically. LinkedIn has expanded their CRM integration capabilities to more providers, so you can hopefully find your own CRM provider on the list. See the full rundown of sync-able CRM providers here.  

3. Set alerts

Never miss an important update. Set alerts so that you’ll be notified right away if one of your leads changes jobs or positions or if there’s some other shake up that affects how you’ll do business with a client. It’s a great way to stay ahead of the game and ensure that you know if you need to find a new point of contact. Make sure to set alerts for both individual leads and the companies that they work for and you’ll never miss a beat.

4. Taper down your search with Sales Spotlights

When you do a search through Sales Navigator you’ll see a dashboard called Sales Spotlights on the top that breaks down your search results further. Categories include those who have recent activity on their LinkedIn page, those who follow your company’s profile, those who have recently changed jobs, and more.

When you click on a section of this dashboard you’ll see a slimmed down list of leads who fit into whatever category you’ve chosen to look at. Use these categories to narrow your searches into more easily digestible lead lists.

5. Look for links through shared experiences

Use the “Share Experiences With You” filter in the Sales Spotlight dashboard to quickly hone in on factors that will help you build rapport with your leads. The filter groups together leads based on things that they have in common with you, such as a shared alma mater or past volunteer work with the same organization. Use your shared experiences as jumping off points in your messages with prospects to instantly find a common thread and increase your chances of getting a response.

6. Make use of advanced filters

Sales Spotlight is excellent when it comes to filtering down your searches, but you can create your own filter categories too if you’re looking for something specific. Use Sales Navigator’s advanced filters to narrow down your leads by whatever grouping you’d like, be it the type of company that they work for, their seniority and role within a company, their years in a current position, and so on. So if you’re just looking for the leads with the most buying power within their companies, for example, you’ll have no trouble finding them through the advanced filter options.

7. Save your searches

The ability to perform complex searches is a valuable feature of Sales Navigator. When you find that perfect configuration of search terms that pulls up a strong list of leads, save it so that you don’t have to figure out how to get there again. You’ll be glad you did if you want to easily access a search grouping later on without having to go through all the trouble of retracing your steps.

8. Look for distinct ways that you can provide value to your leads

There’s a whole lot of information you can gleam from Sales Navigator beyond just a lead’s name and contact information. Use the “Interested In” filter for quick insights into what leads are looking for, such as leads who have stated a desire to connect with marketing experts or industry leaders. Not only does this provide you an “in” for getting in touch if you know that you can connect them with who they’re looking for, it also makes it more likely that if you do offer them that value they’ll stick around to learn more.

9. Download the mobile app for sales enablement on the go

Sales enablement doesn’t start and end on a rep’s desktop computer, so neither should the tools they use to get there. Have your team download the Sales Navigator app (available for both IOS and Android) so that they can access key information about their leads on the go. They’ll have access to all the same features of the desktop software, including real time updates and messaging. It’s great for doing a quick check-up on a client before a meeting or writing notes directly after a meeting that can then be shared with both sales leadership and other team members.

Follow the tips above to start maximizing the benefits that you get out of Sales Navigator, but don’t stop there. The more you play around on the platform, the more you’ll learn about how Sales Navigator can help your team build on its capabilities and relationships and forge ahead with new goals and leads.

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