After you get Sales Navigator set up and you've identified some leads and accounts, you should develop a workflow for checking in with your sales strategies. In this movie, we'll walk through the tools that most people typically use on a daily basis to check for updates and identify new leads.
- [Voiceover] As you use Sales Navigator, you're likely going to want to stick to a particular workflow. Now that we have some leads and accounts saved, I'd like to take a trip around the tools that you're likely to use in that daily workflow to monitor news, updates, and suggested leads. So, you're gonna start out your day by signing in, and viewing your dashboard, which is this main homepage, and of course, that includes the news feed. This area here on the middle of the screen, which we've been talking about in this course already.
In fact, you're likely going to be referencing this dashboard and the sales updates in the news feed throughout the day, so you should really think of this as your home base, and of course, you can scroll through, and review these updates. These sales updates are a way to give you insight into your leads, which can help you decide when and how to contact them. You're looking for an opportunity to make an introduction, and some of the best opportunities come through job changes, birthdays, promotions, and any big updates that you might see here in the news feed.
Now, something else that you might want to build into your regular routine, is to review your suggested accounts, and we saw that in another movie. We can go into the Accounts page, which of course, is where I see a list of all of the accounts that I've saved, but there's also this tab for Suggested Accounts, here I can see a list of all of my suggested accounts, and decide if any of them meet the criteria of what I'm looking for. Now again, I don't have any suggestions here, and that's probably because I've not been interacting with this Sales Navigator account very much at all yet, but the list of suggested accounts is gonna look very similar to the list that we see when we go to the saved accounts.
So, let me just click back on Saved Accounts, and we're gonna use this as an example, and imagine that we're looking at suggested accounts, and it's gonna look the same. If you see a suggested account that looks like something that you're interested in, then you should select it, and review the account page, which is where you're gonna see specific updates for that company that are not going to appear in your news feed. Again, because we're actually looking at my list of saved accounts, information from these accounts do appear in my news feed, but if I were on suggested accounts, and saw a list like this, then updates from those companies do not appear in my news feed.
So, let's choose one of these as an example. I'm gonna go with Lynda.com, so even though Lynda.com is a company that I already have saved as an account, if I were clicking on this from my suggested accounts list, I could click on it to view the account page, so let me do that, I'm gonna click on that to view the account page, and let's look at some information we have here, so this is a company's account page, and it looks the same as how it would look if I clicked on it from the suggested accounts list.
At the top, I see lead recommendations, so I could start adding individual leads immediately. I could also hit this button that says see more recommendations, and that would let me go through more potential leads from this company. Now, below that is a list of updates from this company. These updates are the sorts of things that appear in your news feed on the main dashboard. Assuming this was not a company that I had already saved, then on this page, I would see updates that are not in my normal news feed.
Now, you can filter these updates just like you would when you're on the dashboard of Sales Navigator. You've got all those filters over here on the sidebar on the right. So, this is a great way to get a sense if this account is related to you, and also see if there are any active opportunities that you can dive into immediately. If you see something, you're probably going to want to take advantage of it, and either immediately take action, or save that account, and start looking for leads. Now, let's go back to the dashboard, I'm just gonna hit the Home button here, up at the top.
So, we saw where to go for suggested accounts, but what about suggested leads? Well, here on the dashboard, there's a link in the sidebar where we can go straight to a list of potential leads. Now again, I have not done enough work on this Sales Navigator account to get a useful list of potential leads, but clicking on this gives you suggestions of people who may be good leads based on your past activity. Each of those suggested leads will have some recent update information, a link to view that person's profile, and a button to save that person as a lead.
As you continue to interact with content on Sales Navigator, by viewing accounts and other people, all of the information in your news feed, suggested accounts, and potential leads, will continue to evolve. So, it's a good idea to build out a daily workflow that includes some, or all, of the tools that we just saw.
- 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