The first time you sign into Sales Navigator, you will see a welcome screen, which will start the onboarding process. This process let's you establish important information about your sales strategy and gives you the opportunity to import some of your LinkedIn connections as sales leads. We'll go through the onboarding process so you can see how it works. We'll also see how to go back and re-do the onboarding process at a later time.
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- [Voiceover] Let's look at how to get Sales Navigator set up from the very start. If you want to follow along, I'm assuming that your company has already purchased a Sales Navigator license. I'm here on the Sales Navigator homepage, which of course you can access by going to linkedin.com/sales, but if this is the very first time you're accessing Sales Navigator, this is not what you'll see. The first time you sign in, you'll see a welcome screen, and you'll be prompted to go through the onboarding process. Even though I've already completed that process, I can go back and go through it again at any time, and so can you, just by going to linkedin.com/sales/onboarding.
This is the onboarding process, which was probably the very first thing that you saw when you signed into Sales Navigator. On this welcome screen, you'll see your profile photo there in the center just to make sure that you're logged into the correct account. From here, I'll want to scroll down on the page and hit Continue. Next, it will give me the opportunity to import people that I've connected with on LinkedIn as leads in Sales Navigator. I get some recommendations based on people that I've connected with on LinkedIn, which is a great start for sourcing leads.
It's gonna start by giving me a list of companies, and you can see that list here. Underneath each of these companies is a number, so what this means is, at Adobe, I've connected with five people on LinkedIn who work at Adobe, but I've imported zero of those five people as leads into Sales Navigator. So, I could choose this company or I could hit the little plus button to import all five of those people, or I could go to one of these others on the list, or I could do a search for a specific company.
I'm gonna search for lynda.com, which happens to be the company I work for. It comes up here in the search results, and I can see that I've connected with 43 people at lynda.com, and I've imported zero of them as leads. I could hit the plus button to import all 43, or if I click on the name of the company, I see a list of all of those people who I've connected with at that company, and I could be a little bit more selective. I could select individual people by hitting the little checkbox next to their names, rather than importing everybody, but if I did want to import all of them, I could just hit the plus button and it checks off all of them.
If I want to uncheck them all, I can just hit this button again, and they're all unchecked. Just keep in mind, at this point, you might not see anybody that's highly relevant here, and that's okay. You're gonna have the opportunity to continue to tailor this as we move through the process, and this onboarding process is just a starting point. You'll add and make adjustments to your leads as you continue to use Sales Navigator. So, I could go through here and select the people that I'm interested in. I could clear this search to go back to that list of suggested companies, and I could always search for another one.
You want to go through here and select whatever leads might be relevant. For now I don't have any selected, but that's fine. I'm gonna hit Continue to go to the next step. Now, on this next page, for the first time, we see a Skip button down at the bottom, so if you want to, you could bail out of the rest of this onboarding process, but I really recommend that you don't skip the onboarding process. It's all about getting a bunch of information into Sales Navigator to help it create recommendations, and allow you to get deeper insights into the leads that you're gonna be prospecting.
Let's not skip, let's continue on, and on this page, I need to tell Sales Navigator about my sales territory, or geographic regions where I'm gonna be working. It's not actually going to eliminate your view from other regions, but it will bring in recommendations for people, or from companies, that are located in your particular territory. So, you probably want to start by searching for a location. I'll just search for Los Angeles. It comes up here in the search results. I can hit the little plus button, and it adds it to my list.
Let's add a few more. We'll do San Francisco, I'll add that, and let's do San Diego. At any time, if you decide you want to remove one of these, just point your mouse at one of them, you'll see this X appear, so if I want to remove San Diego, I can hit that X, and it takes it out of that list. Go ahead and search and build out the locations that you want, and then hit Continue. Next, we want to narrow down the type of industries that you sell to. We don't want leads for all industries, so you can scroll through this list and choose the plus icon next to any industry that's relevant to you.
I do a lot of work with education, and e-learning, so I'm gonna choose both of those by hitting the plus button, and of course, I could remove them by rolling my mouse over and hitting the X. I could choose from this list, or I could do a search. I'm gonna hit Continue to move on. Next, we want to pick out some job functions. We want to identify the type of job functions that your ideal leads will have, and this is where the decision makers are gonna be within the company. Again, you can scroll through this list, and select some options, or you could go straight to the search field, and maybe I want to find people in human resources, so I can start typing that, hit the plus button to add that to my list.
I can clear this search, and go on and choose other job functions if I wanted to. That's it, that's the last section of the onboarding process. I can hit Continue, and I'm back here on the Sales Navigator homepage. This is gonna be our home base as we continue using Sales Navigator. Of course, the onboarding process helped you identify leads and other important variables, but we are not finished identifying leads and accounts, far from it. We're gonna see how to search for more leads and accounts later in another chapter.
- Setting up Sales Navigator
- Finding new leads with Lead Builder
- Saving Lead Builder searches
- Using updates and suggestions
- Viewing LinkedIn profiles
- Making introductions via shared connections
- Using InMail to reach contacts
- Using the Sale Navigator mobile app