Leverage the profile pages of your saved leads so that you can do business. Donna Alexander shows you how to navigate the profile page to uncover relevant information and add custom tags, attach notes, and build rapport.
- [Instructor] You've used Sales Navigator to target leads you want to do business with, and then saved the leads that you want to follow. So, what happens next? Use Sales Navigator to understand your prospects by leveraging their profile page. We're going to look at a couple of different pages here, so that I can show you some of the things that you can gain as far as understanding, when it comes to your prospects. Here, on this page, at the top we've got our lead recommendations. Sales Navigator surfaces these lead recommendations based on the profile that you're currently looking at.
Because we know that the number of decision makers involved in buying decisions continues to increase, these lead recommendations will help you to engage across the organization. Your surface leads within the same company generally at the same level or more senior. Sales Navigator is helping you to diversify your exposure by providing you with potential decision makers and influencers. Let's look at our next example of a profile. Here we've got Freya.
On the right, we've got our tags and note section. Sales Navigator tags are a helpful way for you to categorize your contacts. You're going to be provided with some generic tags, but the real magic happens when you start creating your own, custom tags. Here, I've created some tags to show you some of the capability. You can consider creating tags according to the quarter, perhaps territory, maybe any internal partnerships, as well as projects, or even the role that that lead sits in.
So, are they a decision maker or are they an influencer? Select as many tags as appropriate to make sure that you are categorizing those in a way that makes it easy for you to find them. Then, we've got our note section. Notes are going to be your free-form text that will help you to input information and keep everything on one profile page. Here I've got the note that Freya's receiving her budget in June. Good for me to keep this information top of mind, and directly attached to her profile.
Below, we've got our How You're Connected and Team Link. We know that more and more buyers are not responding to cold outreach. So, this section shows me what my warmest path is to introduction, so, who in my first or second degree network I could leverage to start a conversation with Freya. To the left we have your target's profile. This is what you want to leverage in order to gain a better understanding of some of the things that your prospect has done, as well as some of the things that are going to be important.
Things like education, if you have that in common. You want to make sure that you're mentioning those in conversation, because that will help you build rapport. There's a lot of information that you can get from the LinkedIn profile page, and you can use this info in order to build a relationship. Increase your ability to build rapport quickly, by fully realizing the potential of your prospect's LinkedIn profile, using Sales Navigator.
- Setting up Sales Navigator
- Using the mobile app
- Syncing with your CRM
- Using account pages
- Finding prospects
- Viewing profiles
- Sending InMail
- Using sales updates and PointDrive for insights