Power Your Pipeline with LinkedIn Sales Navigator

Sandra Log (LinkedIn expert, consultant, author, and speaker; veteran B2B seller and leader)

Sales Navigator offers 3 packages

1. Individuals

2. Teams

3. Enterprise (Premium License)

Sales Navigator is helpful for

1. Filter out the customers and companies most important to us

2. Unterstand what adds value to our customers

3. Address customers and companies personalized to ensure cutomer loyalty

5 Opportunity Buckets

1) Lay a Foundation

We want to be clear about how we want to help our customer.

LinkedIn Profile should be

Buyer focused

Industry expertise
Friendly

LinkedIn Profile is a Strategic Selling Network.

Mindset: Proactive – Confident – Helpful

2) Identify & Track Prospects

Select Sales Preferences
Start Your advanced Search

- You can search for specific Accounts (Leads, Companies…)

- More than 20 Filters
- Generate information about leads (current company, location…)

Save Leads and Accounts

- Effectiveness with Sales Navigator -> Make Lists or save searches

- It is important to be organized, so make sure you’re saving your searches

3) Connect – Engage – Qualify

Research accounts and leads and engage with content
By saving accounts you can follow what they are posting and what they are interested in.

Adjust your content according to your saved accounts’ postings, so you can build up a relationship to them
Vendor content influences buyers

We have to be more personal and friendly

Main question: How can I be Interested in them? If so, they will be interested in you.

The more research you do, the more personalized your content will be.

Smart Link Feature

Content can be grouped in a smart link that can be shared. Through that you can track your followers’ interest in your content. And thanks to that you can personalise your content to get more engagement.

4) Introductions & Referrals

44% of Buyers find vendors from mutual connections.

Team Link Feature

extend your network through your team
easily see who can help you connect with potential leads
help you find the best path to a lead by showing you Sales Navigator license holders on your team account who are 1st-degree connections to the lead

5) Post – Purchase

Recommendations
Cross-Sell
Up-Sell