LinkedIn is one of the best sources of prospects available to salespeople. If you’re not using it, you’re losing access to millions of potential customers. And you’re skipping on LinkedIn Sales Navigator, one of the most robust sales tools out there.
Haven’t paid attention to LinkedIn? Considering whether the subscription is worth the money? Then this article is for you!
1) Find more prospects — in less time
Advanced Search is the ultimate weapon of Sales Navigator. If you ever struggled to keep your sales pipeline full, you’ll love it. Advanced Search allows you to filter LinkedIn’s user base to find the right leads.Â
For example, you can search for people in a specific industry, company or position. Or you can filter people in a specific location, who speak a specific language. Advanced Search is essential for maximizing sales based on your ideal customer profile.Â
What this means is that you can find tons of prospects uniquely suited to hear your message in an afternoon.
2) Automate prospecting with saved searches
The ability to save your searches is one of the coolest features of Sales Navigator. The reason why it’s so cool is the ability to set intelligent alerts for each of your searches.
Here’s how it works. Let’s imagine that you finished working with the search based on your ICP. Before looking for new opportunities, save that search. Now, LinkedIn will send you an alert via email each time new prospects appear on that list.
Which means that your prospecting efforts become nearly automatic. Once you save a couple of key searches, you can be the first one to send new prospects your pitch.
3) Discover growing companies
Sales Navigator doesn’t only work with individual prospects — it’s perfect for companies, too.
The criteria for company search is quite a bit different. You can filter out companies based on their revenue or technologies used, for example.
Perhaps the most intriguing feature here is the ability to find fastest-growing companies. You can choose a percentage of headcount growth in the settings of your search. This way, you’ll see companies which are quickly adding new people. Which means that you can pitch your product during the crucial period of growth of a company.
4) Focus on active prospects
Finding active prospects can be a challenge. Nobody wants to lose time on people who changed their jobs or industries, right?
LinkedIn can help you win that time back. There’s a separate tab for prospects who posted on LinkedIn in the last 30 days. This helps you focus on leads who are definitely active and who keep an up-to-date account.
What’s even better, you can use the things they posted about to get in touch with them. Using InMails to get in touch with prospects? It’s better to focus on people who use the platform. Otherwise, you risk losing InMail credit.
Sales Navigator also comes with a feature called View Similar. For each prospect you found, you can see other profiles sharing the same qualities. Say, one of your cold emails worked great for a prospect in a specific position. The feature can quickly find other people who are most likely to engage with it.
Conclusions
What stops people from going all-in on LinkedIn? It comes with a price tag. There are four types of LinkedIn Premium subscription. The one that makes sense for salespeople is Sales Navigator. It’s not the cheapest: the subscription costs $79.99/month.Â
But Sales Navigator comes with some amazing features for advanced prospecting. These tools save time and expand your reach. They set you up for success, and that’s something that’s worth paying for.
