What Does LinkedIn Sales Navigator Do?

Learn What LinkedIn Sales Navigator Is Used for to Connect with More Prospects

Social selling isn’t a fad. It’s pretty much the future of B2B sales!

The latest statistics show that 75% of B2B buyers are influenced by social media in their purchase decisions. Used optimally, social media platforms like LinkedIn can prove to be incredible lead-generation channels.

If not done correctly, prospecting on LinkedIn can be tedious. Reaching out manually to clients selected through a trial-and-error process is not the most effective.

With LinkedIn Sales Navigator, you can find ideal prospects, personalize your outreach and nurture meaningful relationships. It’s a unique tool designed to help sales professionals prospect better and run elaborate & targeted campaigns on LinkedIn.

Sales Navigator helps with LinkedIn lead generation so learning what LinkedIn Sales Navigator does can give you the edge you need to reach out to more and better potential clients for your business.

What Is LinkedIn Sales Navigator Used For?

LinkedIn Sales Navigator is used as a specialized subscription-based tool to help sales professionals and firm managers find and message leads on LinkedIn.

Sales Navigator gives you access to advanced search and filtering capabilities that let you pinpoint ideal prospects with laser-like precision.

What LinkedIn Sales Navigator does is focus on helping you build and connect with decision-makers and serious prospects. Sales Navigator enables you to engage prospects meaningfully and drive conversions so you can showcase your expertise, establish trust and increase your chances of closing deals.

Getting Started with Sales Navigator

Here’s how you can create and manage your Sales Navigator account.

Logging In and Accessing Sales Navigator

Here’s how to access LinkedIn Sales Navigator. These are the steps you need to take:

1. Visit LinkedIn and log in using your credentials.
2. Navigate to the top menu and click "Sales Navigator" or find it in the "Work" dropdown menu.
3. If you don’t have a Sales Navigator subscription yet, you may need to upgrade your LinkedIn account to gain access.

While accessing the Sales Navigator dashboard, familiarize yourself with the user interface and the various sections available. You’ll notice the interface is designed to simplify LinkedIn lead generation.

Explore the Home tab and the Accounts, Leads and Lists sections, which offer valuable insights and tools to manage your sales activities efficiently.

Setting Up Your LinkedIn Sales Navigator Profile

Once your Sales Navigator account is up and running, it’s time to optimize your profile to boost lead generation and approach potential clients on LinkedIn.

Consider these pro tips to create a convincing profile:

1. Craft a compelling headline: Use a concise and impactful headline that speaks of your expertise in your particular industry and the specific benefits you offer clients.
2. Personalize your profile URL: Customize your profile URL to include your name or relevant keywords. This is a subtle touch that can improve your visibility in search results.
3. Craft a client-centric summary: Create a well-crafted summary that speaks directly to your target audience. Highlight your specialization, your approach, and the tangible values you provide to your clients.
4. Showcase your expertise: Use multimedia elements such as videos, infographics, or case studies to demonstrate your expertise. You can also add a portfolio to LinkedIn. This builds credibility with potential clients.
5. Request recommendations: Reach out to satisfied clients, colleagues, or industry leaders through a LinkedIn connection message for recommendations. These recommendations should highlight your skills, knowledge, and professionalism.

You can also explore well-optimized Sales Navigator profiles of successful professionals. Pay special attention to formatting, type of content, and presentation for inspiration in creating a profile that resonates with your ideal clients.

Optimizing your profile for Sales Navigator is how to get your LinkedIn profile noticed and will help you come across as a reliable & trustworthy professional.

4 Steps for Using LinkedIn Sales Navigator for Lead Generation

Once set up, you can use Sales Navigator to generate qualified leads at scale with these four steps:

1. Leveraging Advanced Search and Filtering Capabilities
2. Building and Managing Lead Lists
3. Messaging Connections and Engaging Prospects
4. Monitoring and Utilizing Sales Insights

1. Advanced Search and Filtering Capabilities

A key strength of Sales Navigator is its advanced search and filtering capabilities. Here’s how you can harness these features to identify ideal prospects:

Utilize advanced search options. Sales Navigator offers a range of search parameters to help you find highly targeted prospects. Experiment with filters such as location, industry, job title, company size and more to narrow your search and focus on your ideal client profile.

Refine search results with filters. Once you’ve entered your search criteria, use additional filters to refine your results. Filter by seniority level, years of experience or specific keywords relevant to your target audience.

Maximize search query effectiveness. Craft strategic search queries using a combination of relevant keywords and filters. Experiment with different variations and combinations to expand or narrow your search as needed.

Regularly review search results and adjust your queries to optimize the quality and relevance of the leads you find.

2. Building and Managing Lead Lists

Once you’ve identified potential prospects through Sales Navigator, it’s important to organize and manage them effectively. Follow these steps to manage your leads:

Create targeted lead lists. Use Sales Navigator’s Lists feature to create lists based on different criteria, such as industry, location or specific campaigns. Segmenting your leads allows for better organization and tailored followup approaches.

Organize leads for efficient followup. Within each lead list, categorize prospects based on their stage in the sales process or priority level. Add notes and tags to provide context and personalize your interactions. This helps you stay organized and ensures timely & relevant followups.

Regularly update and refresh lead lists. Keep your lead lists updated by reviewing and refreshing them. Remove outdated or unresponsive leads and add new prospects as you continue your outreach efforts.

3. Messaging Connections and Engaging Prospects

Once you’ve identified potential prospects on Sales Navigator, it’s time to engage with them and initiate meaningful connections. Here are best practices for LinkedIn messaging:

Personalized outreach and connection requests. Personalize your outreach messages and connection requests by referencing specific details from the prospect’s profile or mention mutual connections to demonstrate interest. Avoid generic templates and tailor your communication to each prospect.

Also use LinkedIn AI messaging to conduct personalized outreach at scale.

Crafting compelling messages. Capture a prospect’s attention with compelling and concise language in your messages. Highlight your value and explain how it aligns with their needs & goals.

Focus on building a connection rather than immediately pitching your services. A personalized and engaging message is the best way to use LinkedIn Sales Navigator to nurture more conversations with leads.

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Nurturing relationships through meaningful interactions. Once connected, continue nurturing the relationship by sharing valuable content, insights or industry-relevant news. Engage in thoughtful conversations by asking open-ended questions and actively listening to responses.

Establish yourself as a trusted resource and advisor to foster long-term relationships.

4. Monitoring and Utilizing Sales Insights

A great feature in Sales Navigator is called Sales Insights, which provides data to help you understand and target prospects better. Here’s how you can use it:

Explore Sales Insights. Access the Sales Insights section of Sales Navigator to gain valuable data and analytics related to your prospects, including information about job changes, company updates and engagement with your content.

Stay informed about prospects’ activities and use this information to tailor your approach.

Utilize data and analytics. Analyze the data provided by Sales Insights to identify trends, opportunities and potential pain points for your prospects. Use this knowledge to personalize your interactions and address specific needs effectively.

Data-driven insights enable you to have more meaningful and impactful conversations with prospects.

Enhance sales strategies. Adjust your LinkedIn sales strategy based on Sales Navigator insights by identifying patterns in prospect engagement, refining your messaging or exploring new avenues for lead generation.

Sales Insights data empowers you to optimize your approach and increase your chances of success.

Using Sales Navigator with Social Selling Techniques

LinkedIn Sales Navigator does sales outreach that enables you to leverage social selling.

Social selling is essential for success on Sales Navigator. It involves being active on LinkedIn by posting, sharing content, engaging with connections and optimizing your profile to showcase your online reputation for prospects whom you send sales messages to.

Let’s understand how you can organically use social selling to improve what LinkedIn Sales Navigator is used for LinkedIn social selling examples.

Say you’re a financial advisor specializing in retirement planning. You identify a prospect on Sales Navigator who is likely to be thinking about retirement strategies.

To leverage social selling principles within LinkedIn Sales Navigator, try these three tactics:

1. Personalize Interactions
2. Provide Value
3. Engage Authentically

1. Personalize Interactions

Send a connection request to the prospect referencing their interest in retirement planning. In your message, mention that you noticed their recent post about the topic and express your desire to share valuable insights specific to their retirement goals.

2. Provide Value

Share an informative article or guide on optimizing retirement savings strategies through Sales Navigator’s messaging feature. Tailor the content to address their unique circumstances and highlight how your expertise can help them achieve specific goals. 

3. Engage Authentically

Follow up with a personalized message on Sales Navigator inviting the prospect to join a relevant retirement planning group on LinkedIn. Engage in conversations within the group by offering expert advice, answering questions, and sharing success stories.

These activities help position yourself as a knowledgeable resource and establish credibility among potential prospects.

How AI Can Make Improve LinkedIn Sales Navigator for Better Conversations with Leads

AI tools have revolutionized the possibilities of LinkedIn Sales Navigator. They add a wide range of advantages for Sales Navigator users.

AI tools can easily automate repetitive tasks to boost efficiency & save time and help scale up personalized approaches in outreach messages.

LinkedIn AI provides recommendations that analyze reply likelihoods, sentiment analysis and response suggestions so you can optimize sales strategies.

At CoPilot AI, we create AI tools that help sales executives use Sales Navigator to its full potential. Our platform helps users design and run automated prospecting campaigns at scale for unparalleled lead generation.

You can automate every step of your Sales Navigator-based prospecting campaign, from outreach to nurturing leads with us.