Wish to grow to be a prospecting celebrity? LinkedIn Gross sales Navigator is a incredible useful resource. It simplifies the method of discovering, contacting, and staying up-to-date with prospects, referrals, and prospects.
LinkedIn Gross sales Navigator has three tiers, every with completely different options and prices: Skilled, Staff, and Enterprise. We’ve damaged down the need-to-know data about every tier so you possibly can determine which works finest for you and your crew.
Let’s go.
Why Use LinkedIn Gross sales Navigator?
LinkedIn Gross sales Navigator is a paid subscription service designed to streamline the method of discovering new leads, making connections, and driving conversions. It’s obtainable for each people and groups and, based on the official Navigator web page, “the most effective model of LinkedIn for gross sales professionals.”
However what does it actually carry to the desk?
In apply, LinkedIn Gross sales Navigator provides improved search capabilities, elevated visibility into prolonged contact networks, and personalised algorithms that make it potential for gross sales and advertising groups to succeed in the best decision-maker at goal corporations.
Whereas the device shares some options with Premium Enterprise, Gross sales Navigator is purpose-built to assist groups profit from LinkedIn connections, discover new contacts, and improve general gross sales.
Particular advantages of Gross sales Navigator embrace:
- Searches on your target market utilizing superior filters
- Advisable gross sales leads and replace monitoring
- Superior filtering not obtainable in another LinkedIn model
- Job change alerts
- Particular key phrase mentions
- Limitless profile searches
Take into account this final profit — limitless searches. Whereas LinkedIn is a free social platform, the corporate does cap the variety of profile searches you are able to do every month. Attain that restrict and also you’ll have to attend till searches roll over the following month. Gross sales Navigator removes this limitation and lets you search as many profiles as vital to realize your gross sales objectives.
Tier Overview: What You Get With Every
As famous above, Gross sales Navigator has three tiers: Skilled, Staff, and Enterprise.
LinkedIn Gross sales Navigator price will increase by tier — Skilled is $79.99 monthly with an annual subscription, and Staff is $108.33 monthly. For Enterprise pricing, you’ll must contact LinkedIn instantly.
Right here’s a fast take a look at what you get with every tier.
Skilled
Skilled is the lowest-cost Gross sales Navigator choice. It consists of options akin to superior lead and firm search, alerts in your gross sales leads and accounts, and the power to create customized lists. Skilled additionally integrates with well-liked gross sales instruments akin to SNAP, Outlook, and the Gross sales Navigator cellular app.
Staff
Gross sales Navigator Staff comes with all of the options of Skilled, together with the power to share content material and monitor engagement. You additionally get strong administrative instruments and CRM platform syncing.
Enterprise
Enterprise takes your gross sales a step additional with superior CRM integrations. You get entry to knowledge validation and content material creation instruments, together with enterprise-level options akin to single sign-on (SSO) for safety and worker knowledge integration for max gross sales affect.
Unsure if LinkedIn Gross sales Navigator is the best match for your enterprise? LinkedIn provides a 1-month free trial for members that aren’t on paid subscription plans and haven’t used any free trials within the final 12 months.
Eager about making the change however undecided find out how to use LinkedIn Gross sales Navigator? Learn on for version-specific suggestions that can assist you profit from this highly effective gross sales framework.
Suggestions for Gross sales Navigator Skilled
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Gross sales Navigator Skilled |
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Price |
$79.99/month with annual subscription or $99.99 monthly |
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Leads |
Save as much as 1,500 and maintain monitor of firm updates for every one. |
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Visibility |
Get a bigger profile |
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InMail |
Get 20 InMail messages every month for these hand-raisers who present curiosity in your merchandise. |
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Integrations |
Get the Outlook Net integration to rapidly schedule conferences. |
1. Message prospects with out utilizing your InMail quota.
Skilled, Staff, and Enterprise Gross sales Navigator customers can ship as much as 20, 30, and 50 InMail messages monthly, respectively. If you wish to ship greater than that, goal customers with “Open Profiles,” who gained’t rely towards your InMail quota.
As a bonus, “Open Profile” customers are usually fairly receptive to being contacted.
2. Obtain the cellular app.
Salespeople who spend a number of time away from their desk will admire the Gross sales Navigator app (obtainable for iOS and Android.)
The app delivers real-time updates about saved accounts and leads, so reps can rapidly attain out after a prospect has written a brand new put up, confirmed up within the press, or shared firm information. Customers can even see their every day account and lead suggestions and browse purchaser profiles.
The power to save lots of leads and accounts can also be useful. With this function, discipline gross sales reps can immediately save the connections they’ve made after a gathering or name quite than ready until they’re in entrance of a pc.
Lastly, the Gross sales Navigator app lets reps ship InMail and messages on the go. Contacting a prospect rapidly after a compelling occasion can imply the distinction between successful and dropping a deal, so it is a highly effective function.
3. Improve your profile.
It’s simpler to face out with a Gross sales Navigator Staff or Enterprise account, since these include a bigger profile image and background picture.
As well as, these customers are displayed extra prominently in search outcomes. If a prospect searches for somebody matching a rep’s description, that rep has a better likelihood of catching her eye.
4. View comparable prospects.
Gross sales Navigator search features embrace the power to counsel comparable results in ones you’re at present pursuing. Merely click on the drop-down button on a lead you’re taking a look at after which click on “View comparable” — this can carry up a listing of leads with comparable job titles or roles. It is a nice approach to focus your gross sales efforts on decision-makers and scale back the period of time spent looking for the best individual in an organization.
5. Broaden your search affect.
The extra centered your search, the higher your outcomes. LinkedIn Gross sales Navigator consists of a number of options to make searches extra particular, together with:
- Displaying potential leads that already comply with your organization
- Discovering which leads have posted on LinkedIn up to now month
- Seeing which leads have been talked about within the information
- Discovering prospects which have not too long ago modified jobs
- Figuring out contacts with shared connections
Suggestions for Gross sales Navigator Staff
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Gross sales Navigator crew |
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Price |
$108.33/month with annual subscription or $149.99 monthly |
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Leads |
Save as much as 5,000 leads and maintain monitor of firm updates for every one. |
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Help |
Work together with your devoted relationship supervisor to get probably the most profit from LinkedIn Gross sales Navigator. |
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InMail |
Get 30 InMail messages every month for potential leads who present curiosity in your merchandise. |
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Integrations |
Get integrations with all the highest CRM platforms, together with HubSpot’s. |
1. Combine gross sales navigator together with your HubSpot CRM.
LinkedIn has partnered with a number of CRM suppliers — HubSpot, Microsoft Dynamics, Salesforce, Zoho, and Infor — to carry profile particulars and shared connections from Gross sales Navigator expertise into your CRM.
Meaning as you’re doing all your day-to-day within the CRM, you will not must open a brand new tab (or three) to trace down the lead or account in Gross sales Navigator. With a crew account you possibly can:
- Ship InMail instantly from a contact document
- View shared connections
- Ask mutual connections for introductions
- Add leads on the identical firm and add them to your Gross sales Navigator leads listing
- Join with individuals at a company who’ve shared connections or pursuits
- Discover out who you are already linked to within the group
Right here’s a pattern of what that integration would possibly appear like, within the context of HubSpot CRM:
Already utilizing one of many CRMs that integrates with Gross sales Navigator? Arrange the sync now. Utilizing one other CRM, or not utilizing one in any respect? Concern not: LinkedIn can be increasing the universe of CRM integrations so keep tuned.
Observe: To make use of HubSpot’s integration with LinkedIn Gross sales Navigator, you will need to have a LinkedIn Gross sales Navigator Staff or Enterprise account.
2. Apply the TeamLink filter.
In response to LinkedIn, you’re extra more likely to go away a positive impression with patrons if you happen to have been launched to them by a mutual connection. With the TeamLink Connections filter, you possibly can simply discover the prospects who meet your search standards and share an acquaintance with you, whether or not it’s a primary or second-degree connection.
This filter faucets the networks of the opposite members of your gross sales crew and your first-degree connections.
Observe: You could have a Staff or Enterprise accounts to make use of TeamLink.
3. Save a TeamLink search.
Simply since you don’t have a mutual reference to a prospect now doesn’t imply you by no means will. Your contacts type new connections each week. Nevertheless it’s inefficient to manually run the identical searches repeatedly within the hopes one thing has modified.
Fortuitously, the “save search” function allows you to automate this step. When you’ve outlined your search parameters and utilized the TeamLink filter, examine the “Save Search” field.
Now, if one in every of your coworkers connects with one in every of your leads, you’ll be immediately notified.
Observe: You could have a Staff or Enterprise account to make use of TeamLink.
4. Try the TeamLink part.
You can too take a look at the TeamLink part of an accounts web page, which helps you construct strategic relationships at a company you’re concentrating on.
Let’s say you need to work with Blue Leaf. If you take a look at the TeamLink part of the Blue Leaf account web page, TeamLink will show the present workers who’re linked to members of your community. Now you can ask these mutual connections for introductions.
Observe: You could have a Staff or Enterprise accounts to make use of TeamLink.
5. Entry the community of each individual at your organization.
TeamLink allows you to faucet into the connections of each Gross sales Navigator seatholder at your organization. However that largely limits you to salespeople, recruiters, and perhaps your executives — in spite of everything, the typical marketer, buyer assist rep, or finance affiliate is not going to wish an account.
With TeamLink Prolong, these individuals can now opt-in to the Gross sales Navigator community. Meaning your pool of obtainable contacts turns into a lot greater.
The primary 1,000 seats of TeamLink Prolong come bundled free with each Enterprise Version contract.
6. Create customized lists of your prospects to maintain monitor of their standing.
In response to new analysis from Weidert Group, as much as six completely different individuals are actually concerned in each B2B buying determination.
To successfully work an account, it is advisable to maintain monitor of who’s concerned within the shopping for course of, type connections with them, and determine their distinctive aims and priorities. It’s no small feat.
Gross sales Navigator helps streamline this info by permitting you to create lists and filter leads primarily based on the factors you set. When you’ve recognized a related contact, you utilize key phrases to indicate you solely contacts who match these standards.
7. Use the “ In” filter to search out methods of offering worth.
Discovering methods so as to add worth to your prospects’ lives isn’t all the time straightforward. Because of the “ In” filter, you possibly can immediately work out which patrons want your assist — which will provide you with a serious benefit when reaching out.
For instance, you possibly can run a seek for “mid-level advertising managers” and additional slender down the pool with the “ In: Business consultants” filter. Each prospect the search returns has self-indicated they’d like to satisfy business consultants. You possibly can volunteer your individual experience, supply to attach them with a specialist inside your organization, or introduce them to an exterior contact.
8. Use superior filters to determine your ideally suited prospects.
Because of Gross sales Navigator’s superior filters, salespeople can hone in on particular prospect sorts. These embrace:
- Exclude saved, seen, or contacted leads
- Firm kind: Public, non-public, or nonprofit (Additionally obtainable in LinkedIn Premium)
- Teams (Additionally obtainable in LinkedIn Premium)
- Years in present place
- Years at present firm
- Years of expertise (Additionally obtainable in LinkedIn Premium)
- Member since (Additionally obtainable in LinkedIn Premium)
- Headquarter
- Seniority degree (Additionally obtainable in LinkedIn Premium)
- Posted content material key phrases
In case you’re not fairly offered on this function but, LinkedIn gives a full listing of the superior search filters.
9. Goal high-value accounts.
Gross sales and Advertising and marketing, excellent news: Working collectively on LinkedIn campaigns is less complicated than ever earlier than, due to an integration between Gross sales Navigator and Marketing campaign Supervisor.
Like earlier than, entrepreneurs are answerable for advert artistic, finances, and timeline. But now, they’ll goal the leads and accounts their gross sales reps are pursuing — which means your messaging and worth prop can be top-of-mind once you’re partaking with potential prospects.
Advertising and marketing may even make the most of lookalike modeling, to allow them to discover and market to customers just like present prospects and prospects.
Salespeople can see precisely how their prospects are partaking with advertising content material and can even get alerts when a saved account has learn, favored, or shared their firm’s sponsored content material.
10. Leverage shared pursuits.
Top-of-the-line methods to encourage extra gross sales? Discovering one thing in widespread to start out the dialog. LinkedIn Gross sales Navigator streamlines this course of with the “Share experiences with you” filter that reveals you leads which have shared pursuits listed on their profile. These shared pursuits present an amazing jumping-off level for conversations that transcend fundamental chilly calls and emails, in flip making it simpler to jumpstart the gross sales course of.
Suggestions for Gross sales Navigator Enterprise
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Gross sales Navigator crew |
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Price |
Contact LinkedIn for pricing |
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Leads |
Save as much as 10,000 leads and maintain monitor of firm updates for every one. |
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Staff Options |
Get enterprise-grade license administration with single-sign-on for giant gross sales groups. |
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InMail |
Get 50 InMail messages every month for potential leads who present curiosity in your merchandise. |
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Superior Options |
Get unique entry to LinkedIn Elevate alerts and place your self as a trusted level of contact for leads and purchasers. |
1. Construct rapport With “Shared Experiences and Commonalities”.
Gross sales Navigator already permits customers to save lots of leads, however the “Share experiences with you” filter makes it simpler to floor alternatives inside that database. The filter provides you a powerful basis for constructing rapport by pulling collectively all of the prospects who’ve a minimum of one factor in widespread with you: Perhaps you each lived in Manhattan at one level, labored for a similar firm, volunteered with the identical nonprofit, or have one other level of commonality.
Mentioning this level of similarity once you attain out (both in your electronic mail topic line, the message physique, or in your voicemail) will increase your probabilities of getting a response.
2. Unlock out-of-network person profiles.
The unlock function, which is accessible with Gross sales Navigator Staff, lets reps view the complete profile of a person exterior of their community. As soon as they’ve unlocked a profile, everybody on their Gross sales Navigator crew can see it.
Each crew member can unlock as much as 25 profiles monthly. To take action, click on the blue “Unlock member profile” button within the high part of a member’s profile.
3. Refine your lead and account suggestions.
Gross sales Navigator might help reps maintain their pipeline full with computerized lead and account suggestions. To ensure their suggestions align as intently as potential with their purchaser personas, salespeople ought to make the most of the device’s Gross sales Preferences. These standards embrace area, business, perform, and seniority degree.
So as to add or modify these settings, click on your profile image within the high proper nook and select “Settings.”
Then scroll all the way down to the Gross sales Preferences part, kind your decisions, and click on “Carried out.”
Gross sales Preferences solely apply to guide and account suggestions, which means common searches embrace outcomes that fall exterior of a person’s saved decisions. For example, a rep would possibly ask for suggestions for government assistants in California, however merely looking out “government assistant” might generate prospects that stay elsewhere.
4. Validate your CRM knowledge.
“Clear knowledge” won’t be probably the most glamorous two-word string within the English language, however it’s important to a high-functioning gross sales org. With out up-to-date, correct info on leads, prospects, and prospects, it is a lot tougher for a rep to construct rapport, earn credibility, add worth, and finally win the enterprise.
That is why LinkedIn’s Knowledge Validation function is so nice. It robotically updates contact knowledge in your CRM in actual time. Perhaps you are within the early phases of your gross sales course of when your major contact leaves the corporate. As a result of he updates his title, the document in your CRM adjustments too.
5. Add your e book of enterprise to Gross sales Navigator.
In case you’re simply beginning out with LinkedIn Gross sales Navigator, you could have already got a listing of contacts that you just’re working with. Now, LinkedIn allows you to add that CSV listing into Gross sales Navigator so you possibly can seamlessly join together with your leads multi function place.
In case you’ve had bother closing a deal or if there are extra stakeholders within the approval course of, you possibly can uncover insights that can allow you to prioritize these contacts and plan your subsequent steps to interact with them. You’ll additionally get alerts concerning updates on the firm so that you by no means miss a beat.
6. Generate curiosity with InMail.
LinkedIn Gross sales Navigator provides you entry to InMail – LinkedIn’s model of electronic mail or direct messages. InMail is barely obtainable to Gross sales Navigator subscribers, which means your prospects possible see far fewer InMails than typical emails.
The outcome? In case you can stand out from the group by discovering a shared curiosity or providing a novel viewpoint, InMail makes it potential to spice up your connective affect.
7. Create a customized outreach message.
Talking of affect, one wonderful means to do that in LinkedIn Gross sales Navigator is by making a customized outreach message. First, run a sophisticated LinkedIn search to get particulars about your gross sales goal’s business, location, and market area of interest.
Then, ship one thing like this connection request template:
“Hello, {first_name}, I’m reaching out to develop our community of {your_industry} leaders.
Right here in {your_city}, we’re exploring some nice alternatives in {your_industry_niche}, and it might be nice to attach with you and share what we’ve discovered.”
Modify the small print to match your wants, however make finest use of the {} filters obtainable in LinkedIn to create fast and simple templates you possibly can rapidly ship to a number of leads. Value noting? Connection — not conversion — is the purpose of those preliminary InMails, so that you’re finest served by aiming for a pure, conversational tone over one thing extra sales-focused.
Prospect Higher With LinkedIn Gross sales Navigator
LinkedIn is a B2B gross sales and advertising powerhouse, and Gross sales Navigator provides your crew important insights to profit from it. Whether or not you’re a crew of 1 or a part of a longtime enterprise, this device has options that can assist you shut offers with a human-centered perspective. There’s no extra guessing or sending chilly emails to the incorrect decision-maker. LinkedIn Gross sales navigator unlocks the secrets and techniques to closing offers that the most effective prospectors and gross sales professionals swear by.
Editor’s notice: This put up was initially printed in June 2019 and has been up to date for comprehensiveness.
