How To Master LinkedIn Sales Navigator To Smash Your Sales Goals

Summary

In this video, Jamal from HubSpot demonstrates how to use LinkedIn Sales Navigator for effective lead generation and sales. He outlines the four stages of the process: searching for potential customers, organizing prospects, messaging them, and tracking results. He highlights advanced filters to identify decision-makers, the use of InMail credits for outreach, and the integration of Sales Navigator with CRMs like HubSpot for comprehensive lead tracking and team collaboration.

Takeaways

• 🌐 LinkedIn is a crucial tool for business with 830 million users and 53 million organizations.
• 🛠️ Sales Navigator is the optimal way to find new leads and drive conversions on LinkedIn.
• 🔎 Sales Navigator offers advanced search filters to identify decision makers and stay updated with prospects' activities.
• 💼 Filters like seniority level, function, and shared experiences help in personalizing outreach to potential customers.
• 🔄 You can save search parameters and leads in lists for efficient organization and future prospecting.
• 📈 Exclusion filters help in reducing redundancy and focusing on fresh prospects not already in the sales pipeline.
• 📊 CRM data can be integrated with Sales Navigator to receive automated updates on prospects' significant events.
• 💬 InMail credits allow contacting users outside your network, with the number of messages sent influenced by response rates.
• 📝 Personalized messages drafted using advanced search insights can increase response rates from prospects.
• 📊 Sales Navigator's dashboard helps in tracking outreach success and team performance, with CRM integration available for advanced users.
• 📚 HubSpot offers a free guide and course on leveraging LinkedIn for business, including sales email templates for better engagement.

Q & A

What is LinkedIn's primary purpose according to the script?

LinkedIn is described as an essential tool for doing business, particularly for finding new leads and driving conversions in 2022.

Who is Jamal from HubSpot and what is his role in the video?

Jamal is a representative from HubSpot who presents the video to show viewers how to use LinkedIn Sales Navigator to target buyers, personalize outreach, and understand key insights.

What is LinkedIn Sales Navigator and how can it be used for business?

LinkedIn Sales Navigator is a tool designed to help businesses optimize lead generation by offering advanced search filters, organization of prospects, messaging, and tracking the results of prospecting.

What are some of the advanced filters available in Sales Navigator that are not available to regular LinkedIn users?

Sales Navigator offers filters such as seniority level, function, activities (like recent job changes or news features), shared experiences, and connections within the organization.

How does the script suggest narrowing down the list of decision makers for a specific company?

The script suggests using advanced filters like new job positions and shared experiences to reduce the list of decision makers to a more manageable number for targeted outreach.

What is the purpose of saving search parameters and leads in Sales Navigator?

Saving search parameters allows for quick revisitation when new prospects are needed. Saving leads helps keep the results of searches well organized and even shareable across a team.

How can existing CRM data be utilized to enhance Sales Navigator's functionality?

By uploading an existing account list into Sales Navigator, users can receive automated updates on events like promotions or funding rounds, prompting timely outreach.

What is the significance of InMail credits in Sales Navigator?

InMail credits allow Sales Navigator users to contact LinkedIn users outside their network. The number of InMails sent is influenced by the response rate, as responses generate additional credits.

How can Sales Navigator help in personalizing messages to prospects?

Sales Navigator's advanced search functionality helps in drafting personalized messages by utilizing the intelligence gathered from filtered searches, increasing the chances of receiving a response.

What additional tools does Sales Navigator offer for tracking and managing sales activities?

Sales Navigator provides a dashboard for tracking overall usage and success rates, integration with third-party CRMs for comprehensive lead tracking, and advanced features for team collaboration and ROI reporting.

What resources does the script recommend for further learning about LinkedIn for business?

The script recommends downloading the free HubSpot guide to LinkedIn marketing for business and subscribing to HubSpot's free LinkedIn for business course for more insights.

Outlines

00:00

🔍 Leveraging LinkedIn Sales Navigator for Targeted Lead Generation

This paragraph introduces LinkedIn Sales Navigator as a vital tool for business professionals, especially for those tasked with finding leads and driving conversions. Jamal from HubSpot demonstrates how to use Sales Navigator to target the right buyers, personalize outreach, and gain key insights. The video covers the four stages of lead generation: searching for potential customers, organizing prospects, messaging them, and tracking results. It highlights advanced search filters exclusive to Sales Navigator that help identify decision-makers and stay updated with their activities. The paragraph also suggests downloading the free HubSpot guide to LinkedIn marketing for further insights and encourages viewers to subscribe for more content.

05:01

📝 Streamlining Lead Management with Sales Navigator and CRM Integration

The second paragraph delves into the advanced features of LinkedIn Sales Navigator, such as saving search parameters for future use, creating and sharing lead lists, and using exclusion filters to avoid redundancy. It discusses the strategy of uploading an existing CRM account list to Sales Navigator for automated updates on prospects' significant events. The paragraph also mentions the 'View Similar' feature for finding new leads and the importance of personalized messaging to increase response rates. It explains the InMail credits system and how responses can earn additional credits. The video emphasizes the importance of tracking and analyzing outreach success with Sales Navigator's dashboard and its integration capabilities with CRM platforms like HubSpot, which is especially beneficial for users with Advanced or Advanced Plus subscriptions. The paragraph concludes with a call to action for viewers to sign up for HubSpot's free LinkedIn course and stay tuned for more content on optimizing LinkedIn strategies.

Keywords

💡LinkedIn

LinkedIn is a professional networking platform with over 830 million users and 53 million organizations, serving as an essential tool for conducting business. In the video, it is highlighted as a platform where professionals can find new leads and drive conversions, emphasizing its role in business networking and sales.

💡Sales Navigator

Sales Navigator is a premium version of LinkedIn designed to help sales professionals find new leads and drive conversions more effectively. The script discusses how to leverage Sales Navigator for targeting the right buyers, personalizing outreach, and gaining key insights, which is central to the video's theme of optimizing lead generation.

💡Lead Generation

Lead generation refers to the process of identifying and cultivating potential customer interest in a product or service. The video outlines the steps to optimize lead generation using LinkedIn Sales Navigator, including searching for potential customers, organizing prospects, messaging them, and tracking results.

💡Advanced Filters

Advanced filters are special search criteria available in Sales Navigator that are not accessible to regular LinkedIn users. These filters, such as seniority level and function, are used to identify decision-makers within an organization, which is a key aspect of the video's strategy for effective lead generation.

💡Decision Makers

Decision makers are individuals within an organization who have the authority to make purchasing decisions. The video emphasizes the importance of identifying these individuals as part of the lead generation process, using advanced filters on Sales Navigator to find them.

💡Personalized Outreach

Personalized outreach involves tailoring communication to the specific needs or interests of a prospect to increase engagement. The video suggests using the insights gained from Sales Navigator to make outreach more personalized, thereby increasing the chances of a positive response.

💡InMail Credits

InMail credits are a feature of Sales Navigator that allow users to contact LinkedIn users outside of their network. The video explains how the number of InMails one can send is influenced by the response rate, illustrating the platform's mechanism to avoid spam and encourage meaningful engagement.

💡CRM Integration

CRM (Customer Relationship Management) integration refers to the linking of Sales Navigator with third-party CRM systems like HubSpot. The video mentions this feature as a way to track lead generation activities on LinkedIn alongside other platforms, showing the interconnected nature of modern sales tools.

💡ROI Reporting

ROI (Return on Investment) reporting is a feature that allows users to measure the effectiveness of their sales efforts. The video mentions advanced ROI reporting as part of the Advanced or Advanced Plus subscriptions, indicating a way to assess and improve the sales strategy using data.

💡Qualified Introductions

Qualified introductions are connections made through shared contacts that can increase the likelihood of a successful business relationship. The video discusses how Sales Navigator can help identify prospects who share connections with team members, facilitating these introductions.

💡CRM Data Validation

CRM data validation is the process of checking the accuracy of information in a CRM system against external data sources. The video describes this feature as a way to ensure the quality of CRM data by cross-checking it with LinkedIn's data, which is crucial for maintaining an accurate and up-to-date sales database.

Highlights

LinkedIn is an essential tool for 830 million users and 53 million organizations in 2022.

Sales Navigator is the best way to leverage LinkedIn for finding new leads and driving conversions.

Download the free HubSpot guide to LinkedIn marketing for business for more insights.

The lead generation process with Sales Navigator involves searching, organizing, messaging, and tracking.

Sales Navigator offers advanced filters like seniority level and function to identify decision makers.

Filter by activities to stay current with prospects' recent job changes, news features, or LinkedIn posts.

Use the shared experience filter to connect with potential customers on a personal level.

Save search results and organize prospects into lists for efficient outreach.

Exclude leads already in the sales pipeline or who are unlikely to respond to reduce redundancy.

Upload your CRM account list to Sales Navigator for automated updates on prospects' changes.

Use the 'View Similar' feature to find leads matching your ideal customer persona.

Sales Navigator provides InMail credits to contact users outside your network, with the number determined by response rate.

Draft personalized messages to each prospect using Sales Navigator's advanced search functionality.

Check out HubSpot's free sales email templates to maximize meaningful connections with leads.

Sales Navigator's dashboard helps track overall usage and success rate in outreach.

Integrate Sales Navigator with CRMs like HubSpot for comprehensive lead gen activity tracking.

Advanced or Advanced Plus subscriptions offer features like qualified introductions and CRM data validation.

Sales Navigator turns LinkedIn into a business database, extending your main CRM.

Transcripts

- For 830 million users and 53 million organizations,

LinkedIn is an essential tool for doing business in 2022.

And if you're responsible for finding new leads

and driving conversions,

then the best way to leverage LinkedIn

is by using Sales Navigator.

What's up, it's Jamal from HubSpot.

And in this video, I'm gonna show you

some of the ways that you can use

LinkedIn Sales Navigator to target the right buyers,

make your outreach personalized,

and understand key insights.

If you wanna learn more about how LinkedIn

can be used to amp up your company,

you should also download

the free HubSpot guide to LinkedIn marketing for business.

There's a link in the description.

And while you're down there, be sure to subscribe

to this channel and ring notification bell.

All right, so first things primero, as they say.

When it comes to using LinkedIn Sales Navigator

to optimize your lead generation,

the process can be broken down into four stages.

Searching for potential customers,

then organizing those prospects,

messaging those prospects,

and tracking the results of your prospecting.

When it comes to search,

Sales Navigator offers dozens of advanced filters

not available to regular LinkedIn users.

Some of these filters,

like seniority level and function

are designed to help you identify decision makers

in the organization.

You can also filter by activities,

which help you stay current

with what your prospects are up to.

These include having recently changed jobs,

been featured in the news,

or posted something on LinkedIn.

There's also a shared experience filter

that will let you connect to a potential customer

on a personal level.

There's even a filter to let you know

if anyone within your search parameters

already knows your organization.

Wanna see me put these filters together?

Let's imagine I wanna start my own line of,

oh I don't know, Jamal branded T-shirts for example.

And I wanna sell them at Urban Outfitters.

How would I determine the best person for me to contact?

A quick search for Urban Outfitters

reveals over 6,500 employees,

but only 265 decision makers.

That's still a lot of decision makers,

I'm not gonna lie.

Out of that list of 265 decision makers,

I'm gonna filter for people who are new to their jobs

and people who I've shared experiences with.

Now I have a manageable 28 people

worth reaching out to.

So I'll select all of them,

and save them to a list that I titled Urban Outfitters.

Now I could reach out to these 28 individuals

and surely someone is gonna get this face

into those stores, I hope.

Now odds are whatever you're selling is a lot more

in demand than what I'm selling.

In fact, by playing advanced filters to your search,

you'll reduce the avalanche possible prospects on LinkedIn

into a manageable list that you can reach out to

and start leading down your sales pipeline.

Sales Navigator will also let you save

your search parameters

so that you can quickly revisit them

whenever the top of your funnel needs to be topped off

with new prospects.

And that's not the only way to save time

with Sales Navigator.

You can create lead list

to help keep the results of your searches well organized

and even shareable across your team.

It also lets you filter out leads who you don't want,

perhaps because they're already in the sales pipeline,

or maybe they just won't hit you back in the DMs, frankly.

These exclusion filters can greatly reduce redundancy

in your legend.

and lets you focus on fresh new prospects.

But could there also be a way to use the existing data

in your CRM to make Sales Navigator work for you?

We asked Caroline Buchholz,

a senior program manager for sales process and systems

at HubSpot this question.

And she told us to upload our existing account list

into Sales Navigator.

So you can start receiving automated updates

whenever an event occurs,

like a promotion or a new round of funding

that might merit fresh outreach to the prospect.

And if you somehow run out of prospects

in the filtering process,

the view similar feature can help you

find potential leads who closely match,

though aren't identical to your ideal customer persona.

Technology is crazy, I'm not gonna lie.

Ultimately, the goal of sales prospecting

is to identify decision makers in an organization

who could be interested in purchasing

your product or service.

But once you've identified decision makers,

you have to start a process of reaching out to them

in order to raise awareness, build trust,

and ultimately close deals.

To avoid spam, LinkedIn puts in tight controls

on who you can message,

as well as how many messages you can send,

much to mine chagrin.

Every Sales Navigator subscription

comes with InMail credits

that allow you to contact LinkedIn users

outside of your connection,

and the LinkedIn UX spotlights these messages,

so they're hard to ignore.

Sales Navigator users receive 50 InMails per month,

but the actual number of InMails you can send is determined

by the response rate you receive.

Because every time a user responds

to an InMail that you sent, you get a credit

towards sending another InMail.

So if I send 20 InMail messages

and 10 of the recipients respond,

I now have 10 more InMails I can send.

So you'll InMail in, InMail out.

By using Sales Navigators advanced search functionality,

it's easy to draft personalized messages to each prospect,

increasing the chances of receiving a response.

If you wanna maximize your chances

of making meaningful connections with your leads,

check out the link to HubSpot's free sales email templates

down in the description below.

By filling out these templates

with the intel you discovered

through your filtered searches,

you'll be able to generate a terrific response rate.

So good in fact,

you're probably gonna have a hard time

keeping track of them all.

I mean, they're just gonna be throwing money at you.

Dollars, euros, bitcoins, no rubles though.

To help you keep track of all the success,

Sales Navigator has a convenient dashboard

that you can use to track your overall usage,

as well as your success rate in outreach.

Sales managers can use these tools

to track their entire team's performance.

And you can integrate Sales Navigator

with third party CRMs like HubSpot,

so that all of your lead gen activity on LinkedIn

can be tracked next to activity on other platforms.

Integration is available to Sales Navigator users

with Advanced or Advanced Plus subscriptions.

Previously called Team and Enterprise Tiers,

these upgrades allow users to work together

by offering features like the ability

to identify prospects who share connections

to members of your team,

so that you can get qualified introductions.

There's also advanced ROI reporting

and even CRM data validation

that will let you crosscheck the info in your CRM

with the data that LinkedIn has for those individuals.

This effectively makes Sales Navigator

and extension of your main CRM

and turns all of LinkedIn into your business database.

And at this point,

I feel like you should be pretty confident

to start your first search on Sales Navigator.

If not, clearly I've let you down in some way.

I'm sorry.

Let me know in the comments how I can do better.

If you're looking for more ways

to use LinkedIn to accelerate your business,

you can sign up for HubSpot academies

free LinkedIn for business course.

And look out for more content

dedicated to optimizing your LinkedIn strategy

coming out soon on this channel.

Subscribe now so you don't miss a single lesson.

Now, if you'll excuse me,

I really am gonna be trying to get my face

into Urban Outfitters.

I don't care if it's on a T-shirt, stickers, coaster,

a portrait where we Photoshop my face

onto Jesus Christ himself,

we're gonna figure it out.

Until then, I'll see you next time.

- This data is wrong every freaking time.

- Have you heard of HubSpot?

HubSpot is a CRM platform

where everything is fully integrated.

- Whoa, I can see the client's whole history.

Calls, support tickets, emails,

and here's a task from three days ago

I totally missed.

- [Narrator] HubSpot grow better.