Wish to grow to be a prospecting celebrity? LinkedIn Gross sales Navigator is a implausible useful resource. It simplifies the method of discovering, contacting, and staying up-to-date with prospects, referrals, and clients.
LinkedIn Gross sales Navigator has three tiers, every with completely different options and prices: Skilled, Group, and Enterprise. We’ve damaged down the need-to-know data about every tier so you’ll be able to resolve which works greatest for you and your group.
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 out there for each people and groups and, in line with the official Navigator web page, “the most effective model of LinkedIn for gross sales professionals.”
However what does it actually deliver to the desk?
In apply, LinkedIn Gross sales Navigator affords improved search capabilities, elevated visibility into prolonged contact networks, and customized algorithms that make it potential for gross sales and advertising groups to achieve 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 enhance general gross sales.
Particular advantages of Gross sales Navigator embrace:
- Searches in your target market utilizing superior filters
- Really useful gross sales leads and replace monitoring
- Superior filtering not out there in another LinkedIn model
- Job change alerts
- Particular key phrase mentions
- Limitless profile searches
Contemplate 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 means that you can search as many profiles as mandatory to realize your gross sales targets.
Tier Overview: What You Get With Every
As famous above, Gross sales Navigator has three tiers: Skilled, Group, and Enterprise.
LinkedIn Gross sales Navigator price will increase by tier — Skilled is $79.99 per 30 days with an annual subscription, and Group is $108.33 per 30 days. For Enterprise pricing, you’ll must contact LinkedIn instantly.
Right here’s a fast have a look at what you get with every tier.
Skilled
Skilled is the lowest-cost Gross sales Navigator choice. It consists of options corresponding to superior lead and firm search, alerts in your gross sales leads and accounts, and the flexibility to create customized lists. Skilled additionally integrates with widespread gross sales instruments corresponding to SNAP, Outlook, and the Gross sales Navigator cell app.
Group
Gross sales Navigator Group comes with all of the options of Skilled, together with the flexibility to share content material and monitor engagement. You additionally get sturdy 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 corresponding to single sign-on (SSO) for safety and worker knowledge integration for max gross sales influence.
Undecided if LinkedIn Gross sales Navigator is the best match for your corporation? LinkedIn affords a 1-month free trial for members that aren’t on paid subscription plans and haven’t used any free trials within the final three hundred and sixty five days.
Fascinated about making the change however unsure tips on how to use LinkedIn Gross sales Navigator? Learn on for version-specific ideas that can assist you profit from this highly effective gross sales framework.
Suggestions for Gross sales Navigator Skilled
Gross sales Navigator Skilled | |
Value | $79.99/month with annual subscription or $99.99 per 30 days |
Leads | Save as much as 1,500 and maintain monitor of firm updates for each. |
Visibility | Get a bigger profile |
InMail | Get 20 InMail messages every month for these hand-raisers who present curiosity in your merchandise. |
Integrations | Get the Outlook Internet integration to rapidly schedule conferences. |
1. Message prospects with out utilizing your InMail quota.
Skilled, Group, and Enterprise Gross sales Navigator customers can ship as much as 20, 30, and 50 InMail messages per 30 days, respectively. If you wish to ship greater than that, goal customers with “Open Profiles,” who received’t depend towards your InMail quota.
As a bonus, “Open Profile” customers are usually fairly receptive to being contacted.
2. Obtain the cell app.
Salespeople who spend plenty of time away from their desk will recognize the Gross sales Navigator app (out there 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 avoid wasting leads and accounts can also be helpful. With this characteristic, discipline gross sales reps can immediately save the connections they’ve made after a gathering or name relatively 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 characteristic.
3. Improve your profile.
It’s simpler to face out with a Gross sales Navigator Group or Enterprise account, since these include a bigger profile image and background photograph.
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 higher probability of catching her eye.
4. View related prospects.
Gross sales Navigator search features embrace the flexibility to recommend related results in ones you’re presently pursuing. Merely click on the drop-down button on a lead you’re after which click on “View related” — it will deliver up a listing of leads with related job titles or roles. This can be a nice solution to focus your gross sales efforts on decision-makers and scale back the period of time spent looking for the best particular person in an organization.
5. Increase your search influence.
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 observe your organization
- Discovering which leads have posted on LinkedIn previously month
- Seeing which leads had been talked about within the information
- Discovering prospects which have lately modified jobs
- Figuring out contacts with shared connections
Suggestions for Gross sales Navigator Group
Gross sales Navigator group | |
Value | $108.33/month with annual subscription or $149.99 per 30 days |
Leads | Save as much as 5,000 leads and maintain monitor of firm updates for each. |
Assist | Work together with your devoted relationship supervisor to get probably the most profit from LinkedIn Gross sales Navigator. |
InMail | Get 30 InMail messages every month for potential leads who present curiosity in your merchandise. |
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 deliver profile particulars and shared connections from Gross sales Navigator expertise into your CRM.
Meaning as you’re doing all of your day-to-day within the CRM, you will not need to open a brand new tab (or three) to trace down the lead or account in Gross sales Navigator. With a group account you’ll be able to:
- Ship InMail instantly from a contact document
- View shared connections
- Ask mutual connections for introductions
- Add leads on the similar firm and add them to your Gross sales Navigator leads checklist
- Join with individuals at a corporation 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 seem 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 will probably be increasing the universe of CRM integrations so keep tuned.
Be aware: To make use of HubSpot’s integration with LinkedIn Gross sales Navigator, you should have a LinkedIn Gross sales Navigator Group or Enterprise account.
2. Apply the TeamLink filter.
Based on LinkedIn, you’re extra prone to go away a positive impression with patrons when you had been launched to them by a mutual connection. With the TeamLink Connections filter, you’ll be able to 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 group and your first-degree connections.
Be aware: You should have a Group 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 kind new connections each week. But it surely’s inefficient to manually run the identical searches many times within the hopes one thing has modified.
Luckily, the “save search” characteristic enables 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 all your coworkers connects with one in all your leads, you’ll be immediately notified.
Be aware: You should have a Group or Enterprise account to make use of TeamLink.
4. Try the TeamLink part.
You too can try the TeamLink part of an accounts web page, which helps you construct strategic relationships at a corporation you’re concentrating on.
Let’s say you need to work with Blue Leaf. Whenever you try the TeamLink part of the Blue Leaf account web page, TeamLink will show the present staff who’re linked to members of your community. Now you can ask these mutual connections for introductions.
Be aware: You should have a Group or Enterprise accounts to make use of TeamLink.
5. Entry the community of each particular person at your organization.
TeamLink enables 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 common marketer, buyer help rep, or finance affiliate is not going to want an account.
With TeamLink Lengthen, 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 Lengthen come bundled free with each Enterprise Version contract.
6. Create customized lists of your prospects to maintain monitor of their standing.
Based on 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, you might want to maintain monitor of who’s concerned within the shopping for course of, kind connections with them, and establish their distinctive aims and priorities. It’s no small feat.
Gross sales Navigator helps streamline this data by permitting you to create lists and filter leads based mostly on the factors you set. When you’ve recognized a related contact, you employ key phrases to indicate you solely contacts who match these standards.
7. Use the “ In” filter to seek out methods of offering worth.
Discovering methods so as to add worth to your prospects’ lives isn’t at all times straightforward. Due to the “ In” filter, you’ll be able to immediately work out which patrons want your assist — which gives you a significant benefit when reaching out.
For instance, you’ll be able to run a seek for “mid-level advertising managers” and additional slender down the pool with the “ In: Business specialists” filter. Each prospect the search returns has self-indicated they’d like to satisfy trade specialists. You’ll be able to volunteer your personal experience, supply to attach them with a specialist inside your organization, or introduce them to an exterior contact.
8. Use superior filters to establish your ultimate clients.
Due to Gross sales Navigator’s superior filters, salespeople can hone in on particular prospect sorts. These embrace:
- Exclude saved, considered, or contacted leads
- Firm sort: Public, non-public, or nonprofit (Additionally out there in LinkedIn Premium)
- Teams (Additionally out there in LinkedIn Premium)
- Years in present place
- Years at present firm
- Years of expertise (Additionally out there in LinkedIn Premium)
- Member since (Additionally out there in LinkedIn Premium)
- Headquarter
- Seniority stage (Additionally out there in LinkedIn Premium)
- Posted content material key phrases
In the event you’re not fairly bought on this characteristic but, LinkedIn offers a full checklist of the superior search filters.
9. Goal high-value accounts.
Gross sales and Advertising, excellent news: Working collectively on LinkedIn campaigns is simpler than ever earlier than, due to an integration between Gross sales Navigator and Marketing campaign Supervisor.
Like earlier than, entrepreneurs are accountable for advert inventive, price range, and timeline. But now, they’ll goal the leads and accounts their gross sales reps are pursuing — which means your messaging and worth prop will probably be top-of-mind whenever you’re partaking with potential clients.
Advertising may even make the most of lookalike modeling, to allow them to discover and market to customers much like present prospects and clients.
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.
Among the finest methods to encourage extra gross sales? Discovering one thing in frequent to start out the dialog. LinkedIn Gross sales Navigator streamlines this course of with the “Share experiences with you” filter that exhibits you leads which have shared pursuits listed on their profile. These shared pursuits present a terrific 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
Gross sales Navigator group | |
Value | Contact LinkedIn for pricing |
Leads | Save as much as 10,000 leads and maintain monitor of firm updates for each. |
Group Options | Get enterprise-grade license administration with single-sign-on for giant gross sales groups. |
InMail | Get 50 InMail messages every month for potential leads who present curiosity in your merchandise. |
Superior Options | Get unique entry to LinkedIn Elevate alerts and place your self as a trusted level of contact for leads and shoppers. |
1. Construct rapport With “Shared Experiences and Commonalities”.
Gross sales Navigator already permits customers to avoid wasting leads, however the “Share experiences with you” filter makes it simpler to floor alternatives inside that database. The filter offers you a powerful basis for constructing rapport by pulling collectively all of the prospects who’ve at the least one factor in frequent 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 whenever you attain out (both in your e-mail topic line, the message physique, or in your voicemail) will enhance your probabilities of getting a response.
2. Unlock out-of-network consumer profiles.
The unlock characteristic, which is obtainable with Gross sales Navigator Group, lets reps view the total profile of a consumer exterior of their community. As soon as they’ve unlocked a profile, everybody on their Gross sales Navigator group can see it.
Each group member can unlock as much as 25 profiles per 30 days. 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 may help reps maintain their pipeline full with automated 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, trade, operate, and seniority stage.
So as to add or modify these settings, click on your profile image within the high proper nook and select “Settings.”
Then scroll right down to the Gross sales Preferences part, sort your decisions, and click on “Achieved.”
Gross sales Preferences solely apply to steer and account suggestions, which means common searches embrace outcomes that fall exterior of a consumer’s saved decisions. As an example, a rep would possibly ask for suggestions for govt assistants in California, however merely looking “govt assistant” might generate prospects that stay elsewhere.
4. Validate your CRM knowledge.
“Clear knowledge” may not be probably the most glamorous two-word string within the English language, nevertheless it’s crucial to a high-functioning gross sales org. With out up-to-date, correct data on leads, prospects, and clients, it is a lot tougher for a rep to construct rapport, earn credibility, add worth, and ultimately win the enterprise.
That is why LinkedIn’s Knowledge Validation characteristic is so nice. It routinely updates contact knowledge in your CRM in actual time. Perhaps you are within the early levels of your gross sales course of when your fundamental 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 the event 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 enables you to add that CSV checklist into Gross sales Navigator so you’ll be able to seamlessly join together with your leads multi function place.
In the event you’ve had hassle closing a deal or if there are extra stakeholders within the approval course of, you’ll be able to uncover insights that can aid you 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 offers you entry to InMail – LinkedIn’s model of e-mail or direct messages. InMail is just out there to Gross sales Navigator subscribers, which means your prospects possible see far fewer InMails than typical emails.
The outcome? In the event you can stand out from the group by discovering a shared curiosity or providing a singular viewpoint, InMail makes it potential to spice up your connective influence.
7. Create a customized outreach message.
Talking of influence, one smart way to do that in LinkedIn Gross sales Navigator is by making a customized outreach message. First, run a complicated LinkedIn search to get particulars about your gross sales goal’s trade, 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 could be nice to attach with you and share what we’ve realized.”
Modify the main points to match your wants, however make greatest use of the {} filters out there in LinkedIn to create fast and straightforward templates you’ll be able to rapidly ship to a number of leads. Value noting? Connection — not conversion — is the objective of those preliminary InMails, so that you’re greatest 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 offers your group crucial insights to profit from it. Whether or not you’re a group 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 flawed 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 word: This put up was initially revealed in June 2019 and has been up to date for comprehensiveness.
