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social media toolsDo you use LinkedIn to find prospects for your business?

Have you tried Sales Navigator?

LinkedIn’s Sales Navigator helps you find and keep in touch with the right prospects at the right time.

In this article you’ll discover how to get started with LinkedIn Sales Navigator.

use linkedin sales navigator

Discover how to use LinkedIn Sales Navigator.

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What Is LinkedIn Sales Navigator?

When it comes to LinkedIn premium services, people often think of LinkedIn Pro with InMail messages. But LinkedIn offers many more tools targeted specifically to sales and marketing people. LinkedIn Sales Navigator is the one that most people start with.

This social selling tool makes it easy to find relevant prospects for your business. It does this by providing in-depth user details and advanced search and filtering options.

LinkedIn offers a free 30-day trial of Sales Navigator so you can test it out to see if it works for your business. When the trial ends, you can choose a professional account ($80 per month with 15 InMail messages) or a team account ($130 per month with 30 InMail messages). Note that TeamLink and full out-of-network access are available only with the team account.

Here’s how to get started using Sales Navigator for your business.

#1: Start Your Free Trial

To set up an account, go to the Sales Navigator page and click the Start Your Free Trial button. You’ll need to enter your credit card information to sign up for the 30-day free trial. (You won’t be charged if you cancel before the trial period ends.)

linkedin sales navigator free trial

Sign up for a 30-day free trial of Sales Navigator.

Next, you’re directed to the Sales Navigator site (linkedin.com/sales/), which is a different platform altogether. All of your activity takes place on this site and won’t affect your normal LinkedIn account.

linkedin sales navigator preferences

After signing up for an account, you need to set your preferences.

Before you can start using Sales Navigator, you need to configure it with your preferences. Click Continue to set preferences like what vertical, regions and job titles you want to target.

First, you have the option to save your existing LinkedIn connections as leads.

linkedin sales navigator lead import

Click the + button to import a lead into Sales Navigator.

Next, you can sync Sales Navigator with Salesforce to import your accounts and contacts.

linkedin sales navigator salesforce sync

You can sync your Salesforce account with Sales Navigator.

Now, you can view and save companies suggested by Sales Navigator (similar to following on Facebook or Twitter). Saving companies in your account allows you to track new leads, follow updates and receive company news so you’re well-informed before your first conversation with a prospect. If you’re not sure what companies to save, you can skip this page and add companies later.

linkedin sales navigator account save

Select companies that you want to save as accounts.

Finally, you need to fill in information about what types of leads you’re looking for. You can enter information about your sales territory (countries, regions and cities), industries you sell to and job functions you want to target.

#2: Find Prospects and Leads

When you’re finished with your account preferences, you’re ready to search for prospects and build lead lists. A great way to start is to use Lead Builder, which offers advanced search filters.

Click the Lead Builder button to the right of the search box.

linkedin sales navigator lead builder

Do a Lead Builder search to identify relevant prospects.

You can search for job titles (“sales manager“) or companies (“Microsoft“). Use the various filters to refine your search criteria.

When you’re finished setting your search parameters, click Search to see the results. Sales Navigator provides much more data in its search results than you’d find with LinkedIn.com.

Next to each result, you’ll find a Save as Lead button, which you can use to save relevant prospects.

linkedin sales navigator lead builder lead save

Save relevant leads to your account.

At this point, you have the option to save the lead to an account. Accounts are the companies that you want to follow to stay up to date on recent developments.

linkedin sales navigator lead saved to account

When saving a lead, you have the option to save to an account.

In addition to saving leads, you can save the search itself. Then in the future, when new profiles match your search criteria, you’ll receive email alerts. To save a search, click Save in the upper-right corner of the search results. You have the option to receive email alerts daily, weekly or monthly.

linkedin sales navigator lead email alert preferences

If you save a search, you’ll receive email alerts when new people fit the search criteria.

On the left side of the search results, you’ll find filtering options, including title, industry, postal code, first and last name, seniority level, company size and years of experience.

linkedin sales navigator lead filters

You can filter search results by past job title.

Sales Navigator also offers a feature called TeamLink. Use TeamLink to filter your results to see bridged or team connections. If TeamLink identifies a personal connection between your prospect and a team member, you can ask a mutual connection for an introduction.

After you add prospects as leads, you can view them on the Leads tab.

#3: Keep Tabs on Saved Leads

On the Sales Navigator home page, you can track the most recent updates and news related to your saved leads. The great thing about Sales Navigator is that, unlike LinkedIn, you can see updates from people who aren’t connections. With these insights about your prospects, you can compose better InMail messages when engaging with them.

If you want to narrow the focus of your updates, use the filtering options on the right side of the page.

linkedin sales navigator lead update filters

Filter updates to see only the information you’re interested in.

Click the Accounts tab see the companies you’ve saved. To find out more about a company, click the View Account button to the right. Here you can find and add more people (lead recommendations) and read recent news about the company.

Click the All Employees link to see everyone who works at the company. This is a great feature because it allows you to connect to anyone in the company.

linkedin sales navigator see company employees

Click See All Employees to look for more leads within the company.

Conclusion

If you want to build a lead list for your business, LinkedIn’s Sales Navigator is a great tool for identifying relevant prospects and gaining valuable insights about them.

What do you think? Have you tried LinkedIn’s Sales Navigator to find leads for your business? Please share your thoughts in the comments below.

how to use linkedin sales navigator

Tips for using LinkedIn Sales Navigator.

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  • treb072410

    Great post Pushkar.. Thanks for sharing! Very informative and very useful..

  • @@treb072410:disqus Thanks

  • BeaZea

    This is a great post on how to start using LinkedIn Sales Navigator.

    As an analyst I’m interested in the ROI of using the tool. For $960/$1560 a year I’d like to make sure that 1. our sales reps are using the tool and 2. they are actually growing the company’s revenue using the tool.

    As I see it, measuring “usage” is done by measuring – Do they have a compelling profile that future prospects can relate to? Do they represent our brand the best way possible? (both covered in the sales rep Social Selling Index Score – SSI)? how often do they use the tool? how often do they share content, engage with their leads content?

    On top of that, ROI involves “Return” – and here is the tricky part… how do you measure the return from the tool? sometimes it is very fuzzy. How do you determine that a certain sale is the direct result of using LinkedIn Sales Navigator?

    As this tool is reltively new, I expect we’ll hear more on how to measure its efficiency and ROI.

  • Txnmxy

    Pushkar, can I know whether saving a profile as lead will inform the profile owner of this action [similar to profile view history on LinkedIn] ?

  • Pushkar, thanks for a great post – i have been using LInkedin for 10 yrs and i have NEVER heard of Sales Navigator and i am pretty sure our sales people arent using it either it. Another thing to add to our project list!

  • Hi @BeaZea:disqus, to answer your questions –

    Measuring ROI on prospecting tool can indeed by fuzzy as prospecting is top of the funnel process. For this, you need to keep track of prospects from starting till end using various sales automation tools or even your CRM is also sufficient.

  • Hi @txnmxy:disqus, no, the profiles will not know if you are saving their profiles in sales navigator.

  • @hodgemch:disqus Great, feel free to ask for any questions if you have.

  • Zach Austin

    Hi @@BeaZea:disqus – both great questions. You are correct – companies who work with LinkedIn on an enterprise basis get access to Usage Reporting to give them visibility to usage of the tool by their sales force. In addition, a LinkedIn Relationship Manager can provide them with additional insights on how the top users of Sales Navigator are using the tool differently from core performers.

    As for ROI, companies looks at this in a few ways. The first is what is the value for a Sales Lead from the Marketing organization or outside consultancy? With the same usage reporting you can track the # of leads being pushed directly to the sales reps. The second is, how is the usage of Sales Navigator influencing the creation of sales pipeline, and helping existing opportunities? @pushkargaikwad:disqus is correct that CRM can be very useful for tracking this (typically with a source or attribution code) but if the salesforce does not do this today with other source codes, it can be difficult to implement.

    If that is the case, surveys and direct feedback from reps are the best way to measure the return on this investment. This is also something that our Relationship Managers have significant expertise in and help enterprises with.

    If you can’t tell, I work here at LinkedIn and would be happy to answer any follow up questions you have. I can be reached at zaustin {at} linkedin {dot} com – please don’t hesitate to reach out!

  • Leanne

    Hi, thanks for this great post. I am just wondering, once leads are identified and saved, is inmail the only way to target them or can posts be targeted to them?

  • Scott Beebe

    Thanks for highlighting the Sales Navigator tool. Couple of additional questions…
    1. Is the Sales Navigator included in the standard $59.99 premium service that I am already a member of?
    2. Is there a good tutorial video that walks you through the setup?
    Thanks!

  • @disqus_jmdXg8RqWI:disqus – Hi Leanne, you can contact them through inmail only (or through normal way of adding them as contact).

  • Ranjan Ravi

    Nice share ! really a great work done to keep real time tracking. I needs to start 30 days trails just to understand this post practically. Now i am clear with all my doubts. I hope i can utilise the 30 days trial version 🙂

    Thanks!

  • marimahir

    Thanks Pushkar for the great sharing. Question – when I save someone as a lead, am I able to message them without using the inmails? or inmails is the only way?

  • BeaZea

    Sorry I missed our great response. Thank you.
    You are right about the source attribution tracking. If you’re able to put good tracking in place you’ll be able to measure your results. Unfortunately from my experience with two large companies most of the time, tracking is tricky.
    Therefore I thought that measuring success of sales reps who are using LI sales Nav. vs. non-users (#opened leads/ Time to convert a lead into sale/ etc.) could be another way to measure success. I’m wondering if anyone tried this analysis.