In part 1 of the article, we introduced the LinkedIn® Sales Navigator tool and why it should be part of your sales technology stack. Today, we’re giving you a closer look at specific tips and tools that can help you dive in.
Although the platform is incredibly user-friendly, here are some strategies that can help you focus in on your most important prospects and clients with ease.
This is LinkedIn’s form of private messaging for Sales Navigator, and users are allotted a certain number of e-mails they can send based on the package. The Pro edition receives 15 per month, and the Team package comes with 30. InMail credits can accumulate from month-to-month, but they expire after 90 days.
To ensure users receive a high-quality experience and are developing meaningful relationships, messages that don’t receive a response do not get credited back. However, as motivation, those messages that do get a response within 90 days of the send date are credited back to your account. This process helps provide intelligence to refine your market and develop more authentic interactions.
2. Advanced Search
Although the search tools on the LinkedIn platform are quite effective for locating other professionals, Sales Navigator has an advanced, sales-specific search engine that is built specifically for locating relevant prospects. In addition to entering a keyword, you can also search for potential customers by their company, location, or title. You can also focus your search on the basis of the following parameters:
- Company size
Sales Navigator also allows a representative to create specific lead lists with custom searches to save time and focus on developing valuable relationships.
The Social Selling Index, also known as an SSI score, is LinkedIn’s established metric that measures and ranks how well a company or an individual uses LinkedIn as a tool for social selling. There is a variety of data points that goes into calculating this score, including the following:
- Information about your brand. This data asks for answers to questions like: How complete is your profile? Are there any endorsements? This data also includes any content you have added for thought leadership, like articles and blog posts.
- Data about your relationships. This metric looks at how many connections you have made and your acceptance rate of requests.
- Engagement information. This figure is calculated by quantifying how many shares, likes, and comments your content has, as well as your response rate for messages sent. In addition, it counts your amount of groups joined and quantifies your engagement in said groups.
- Information on LinkedIn usage. This metric quantifies your profile views, people searches, and consecutive days active.
Sales Navigator leverages your data in many ways, and a good SSI score reflects an effective usage of the platform. A key feature of the application is an SSI dashboard that helps you stay on the right track with real-time performance data.
Reps who have access to a Sales Navigator Team account also have the TeamLink tool included. Essentially, it is a dashboard that allows you to view and search your entire team’s connections to find the best or most direct path to a lead. The Team Edition enables a salesperson to leverage a much larger network as well as locate people to assist with making a warm introduction. All team members will have access to your connections as well. A specific search link within the tool suggests the best path to target prospects.
5. CRM Sync
LinkedIn realizes that sales solutions generally involve a complex system, with a variety of applications—so integration is key. Sales Navigator links with Salesforce to automatically import any accounts you are already working with in the customer relationship management system (CRM). Once these contacts are imported, reps generally gain a multitude of additional information about their prospects. This is where the capabilities of the platform shine. With the additional information linked to information within the CRM, sales reps have all the tools they need to begin developing authentic relationships with their customers.
Sales Navigator is an effective tool that is built to integrate with the current systems most B2B sales teams are currently employing. The software automates a variety of processes while still fostering meaningful relationships. It’s important to remember that the ultimate goal is to promote valuable content to your community by leveraging effective social tools like the LinkedIn Sales Navigator.