In this video, learn how to find leads using Sales Navigator Search and Advanced Search to locate leads quickly and efficiently.
- [Instructor] A very big part of working in Sales Navigator is building your list of leads. How do you comb through the millions of global LinkedIn members to find just the people you want to build relationships with? You use Sales Navigator's robust Advanced Search functionality. When it comes to search within Sales Navigator, there are many options that will help you target the leads you need from within the LinkedIn network easily. Let's look at some ways that you can efficiently source your leads using Sales Navigator. First off, if you know exactly who it is you're looking for, you can leverage this blue search bar. Type in the name of the person or the company that you need, select them from the dropdown menu, otherwise, it will launch a brand new search, and then here we go, I am at this person's profile page. This I find to be very useful before meetings. It will help me to understand the prospect, but understand this is me working one at a time. If I am looking to cast a wider net, I'm going to use Advanced Search. So navigating to Advanced, Search for leads, and this is how I can start to comb the millions of LinkedIn members and find just the people that I want. I find the very easiest way to start the search is to use the Apply your sales preferences button. In about, hmm, .5 seconds, I was able to generate a search that is using my chosen geography, industry, seniority level, function, and head count. This is finding me key players directly within my territory using those preferences, and that is why they're so important. Beyond that, if you wanted to create your own search, you could remove the sales preferences and start to add some filters that would make the most sense. Here it's going to focus on a couple beyond the key five that we looked at that are part of the sales preferences. First of all, Relationship. So who are your first degree connections? So people you're directly connected to. Second degree, friends of friends. That's always a good place to start because you're going to be able to ask for some nice introductions. Next, for those of my friends working globally, Profile Languages. If you want to find somebody who had a specific native language based on your geographical region, this is a great way to find those. We talked earlier about schools. Schools are so important. Here you can try to find your alum because it's going to give you an easy way to build rapport. In the Company filters, I think a great place to start is going to be with these Current and Past Company. Current, you're going to use if you've got your named account so you can pop all of your named accounts in there. For Past Company, I think that this is great to use for couple of different reasons. You can use it, number one, people who used to work with you at your company. So they know your business. Maybe they're moving to or they've moved to a new organization. Could be a great way to get some new introductions. Another way you can use this is people that you have done business with, so maybe companies that have bought from your organization before. Popping those companies into this search, you can help to find some of those what we call blue birds. So maybe they're singing your praises, they've seen good results, and that's going to be a great way to break into this new organization. For in role in tenure, just going to hop up here, Titles. You do want to be aware that with titles, Sales Navigator is looking for the exact title that you're targeting, so do make sure that you're thinking widely in terms of how people refer to themselves. And then Years in current position or Years at current company, we know that these new hires, they're looking to be change agents. So perhaps you want to look for people who I've been at the organization for less than one year. Conversely, I know in some industries, potentially in financial services or insurance, maybe you're looking for people who've been at their company for over six years but less than 10. Maybe that's going to be a sweet spot for you as far as people who are ready to purchase from you. Now let's run this search searches using my sales preferences, hit Search, here are my results. I can update and adjust my filters on the left-hand side as required. As far as things that you want to be aware of, when you are looking at search, yes, we've got our filters, but across the top, we've got our spotlights. These spotlights are super beneficial and help you to segment and group types of people you're looking at. First, we've got our people who've changed jobs in the past 90 days. So those are going to be those change agents. Leads with TeamLink Intro. This is going to be the people who work in your organization, who have Sales Navigator licenses, are going to be able to provide you with introductions to six brand new prospects. Mentioned in the news. Great way to build rapport and congratulate them on those mentions. Posted on LinkedIn in the past 30 days. So they are more active on the platform. Great way to engage with somebody as well as make sure that you show them that you're paying attention to what it is they're sharing. Share experiences with you. This is either going to be work overlap, that you have a school in common, or that you are both a member of a LinkedIn.com group. The final sales spotlight, and the one that's my favorite, is Leads that follow your company on LinkedIn. These are people who have gone to LinkedIn.com, have selected the Follow button from your company page, and now every time they log in to LinkedIn, they are seeing your company updates, so they know more about your products and services, and it's going to be very warm conversation because they're already knowledgeable. So I like to start there. From this point, just doing a quick review, I can see that these are the types of profiles that I am interested in. So as far as next steps, you do want to make sure that you save your search. So saving my search, I'm going to give it a name that makes sense, so I'm just going to name these Prospects. And then one of the things I want to leverage is these alerts. I can have an unlimited amount of saved searches, so one is listed as Never. I can have 15 Active alerts, so either Daily, Weekly, or Monthly. My preference is Daily because I'm targeting C-suite directors and VPs. I don't want to hear there's been a change at one of my target companies a week or a month after, so Daily is a good suggestion. Green check mark means that, yup, we're good to go. The search has been saved. I can refine the search again under Saved Searches as well. Just like we can see here with my Inbox, there will be a red number beside the Search if there are new results. I can also set it so I'm receiving these updates via email. So it's a fantastic way for me to keep on top of my prospects. So as far as the things that we're able to do with search, lots of opportunities as far as how we search for leads, and it's a great way to make sure that we're always on top of our game. Sales Navigator allows you to conduct targeted searches or build broader lead lists. And don't forget to save your search and set alerts so Sales Navigator can do the work for you. Harness Sales Navigator search tools to identify top leads and stay on top of your relationships.
- Setting up Sales Navigator
- Using account pages
- Finding prospects
- Viewing profiles
- Leveraging warm introductions
- Sending InMail
- Using the mobile app
- Syncing with your CRM
- Using PointDrive for insights
- Incorporating Sales Navigator into your daily workflow