Finding leads is a primary goal for any sales rep. Part of that is getting a hold of the right tools and technologies to efficiently find potential clients.

In recent years, LinkedIn has risen to become one of the most popular sources for lead generation, owing to its Sales Navigator solution. With this tool, and a little integration and setting up, your search will go easier than ever.

Most certainly many of you, at some point, have given it a try to find the contacts you needed.

But are you sure you’ve made full use of it yet?

Rest assured, we’ll show you some tips that professionals use daily to get customers.

But first, let’s find out what Sales Navigator is:

What is LinkedIn Sales Navigator?

LinkedIn Sales Navigator is, as the name implies, a tool that utilizes LinkedIn’s over 500 million members to help sales representatives and organizations to build and nurture relationships with prospects and clients. This allows you to enhance sales performance and boost your sales prospecting method by using search and filter features.

Apart from that, the tool also provides you with insights that will help you gain a deeper understanding of prospects and leads as they go through your sales funnel. With the actionable information provided, you can engage with your ideal leads on a more personal level through personalized and tailored content.

Another highlight of LinkedIn Sales Navigator is that this tool keeps your personal and professional brands separate. Due to this, you can easily focus on different tactics at different times.

Many individuals, sales teams, and organizations have tried this tool and succeeded in finding new leads. Let’s get to know what tricks they use to make the best out of Sales Navigator:

LinkedIn Sales Navigator tips and tricks to obtain more leads

1. Import your leads to Sales Navigator

After you’ve set up Sales Navigator, where do you start?

Of course, you wouldn’t want to start searching with no clue. Then the first thing to do is to import connections from your personal profile into Sales Navigator. This will help you grow potential leads and open to more opportunities.

The setting is very simple, drag your cursor to the Lists and choose Saved Leads from the drop-down that appears.

Sales invigator

After that, just select “Import Connections” in the top right corner. This will appear:

Import Connections(Source: LinkedIn Sales Navigator help center)

From the list of companies that your connections work at, select the ones from which you want to import connections. A list of names will appear at the right side of the window, simply check the boxes next to those names and confirm your selections.

2. Make good use of your former customer list to generate new ones

Your existing list of satisfied clients is a great opportunity to get new prospects. Here is why: most people will connect with others in the same field, like colleagues or peers in the same profession. Another reason is that former employees of your customers, who would have worked with you on previous projects, are likely to choose you over others because of their familiarity with your products or services.

A little trick can help you identify these employees. In your search filter, at the Company box, type in the name of your client’s company. And then, from the drop-down list, simply choose “Past not Current”.

It’s that simple. You’ve now found a list of hot leads with this powerful filter.

Past not Current

3. Save Inmail credits by targeting Open Profile

 open profile

I’m sure that you have come across this during your search. Accounts stated “Open” like this are open profiles, which is an amazing feature of LinkedIn. The Open Profile feature allows account holders to find and contact with other members who are interested in meeting new people.

Normally, when you want to message people who are not in your network, it will cost your Inmail credits, which are around $10 each. That is undoubtedly expensive for an everyday activity. The Open Profile takes away that barrier by allowing anyone to contact Open Profile members without costing their Inmail counting.

Therefore, by targeting these types of profiles, not only do you save your credits for other important situations, but also have more chances to win these leads. Because people with Open Profile are either eager to meet new people or are looking for some new opportunities in business or future career.

4. Save leads and accounts to monitor

Sales Navigator news feed is a good place for you to keep track of your leads and their companies’ activities. Far more functional than your personal feed, the Sales Navigator news feed allow you to filter the activities of your saved leads by top updates, type and top accounts using the Filter Your Updates box to the left of your homepage.

Save leads and accounts to monitor

The homepage can provide latest updates of accounts, leads and prospects that can be a good icebreaker for your communication. For example, mentioning an article shared by your targeted account may be a good opening approach.

5. Make use of Advanced Search to Filter Prospect Search

Normally, using boolean search is an efficient way to find the prospect you want. However, with Advanced Search, you don’t have to do that anymore. There are more than 30 filters that are sophisticated enough to let you narrow in on almost anything you want.

This function is very easy to use. First, click on Advanced in your search bar, choose search for leads or accounts depending on your preference.

A pop-up window will appear for your search. You can save time by switching the toggle in the top right of the window to Apply sales preferences or use the search criteria below to target your search options, including: Profile filters, Role and tenure filters, Company filters and Other filters.

Filter your search

Once the initial search is displayed, you can narrow the results by using the filters on the left side of the page.

Narrow search

6. Don’t waste time typing your search terms over and over

Another trick that you could do with Sales Navigator is its Save Search feature. You must have noticed the “Save search” button at the top right corner of your results page. This little button can do you a great favor, in case you want to pick up where you left off in the previous search.

After narrowing your search to the wanted phrase, in the result page, just click the “Save search” button so that your search terms and conditions can be saved by Sales Navigator. Remember to give them some distinct names so you can recreate them later.

The way to retrieve your saved searches is simple. Just click inside the search bar, then scroll down and select the search you want to see.

Save search

7. Teamlink Filter

A bonus feature to the Sales Navigator Team plan is Teamlink Filter. This feature allows you to be notified if your team members have new connections, which means you and your teammates will have full access to each other network and make the best out of it.

Teamlink Filter

(Source: LinkedIn Sales Navigator help center)

By default, Team link is enabled in your Settings menu right under your profile picture. You can choose to deactivate it or not. However, it is better to keep this one because it can bring you great benefit.

According to LinkedIn experts, you are five times likely to get a meeting or contract with a warm approach rather than a cold one. Therefore, once you’ve done with filtering your ideal list, the next thing to do is asking a favor from your 1st-degree connections (mostly your teammates), to introduce you to the targeted prospects. This will help make your first conversation less awkward and increase the chance of winning deals.

ChloeDigital Marketing
Finding leads is a primary goal for any sales rep. Part of that is getting a hold of the right tools and technologies to efficiently find potential clients. In recent years, LinkedIn has risen to become one of the most popular sources for lead generation, owing to its Sales Navigator...