In this video, learn daily activities you can adopt inside of Sales Navigator, as well as how to incorporate checking leads, account news, messages, and updates into your daily workflow.
- [Instructor] We've talked a lot about the features that make up Sales Navigator, but how do we put it all together? How do you use this platform in a workflow during your day-to-day life? Let's look at how we can incorporate meaningful Sales Navigator activity on a daily basis so that we can see desired sales results. So let's start off, let's close out this InMail that we were going to send to Rochelle, Discard, and let's say I have a meeting with Rochelle at nine in the San Angelico Museum of Contemporary Art Office. First thing I want to make sure that I do is I want to make sure that I'm updated on the account. So just by hovering the account name, I can go to the company and get a sense of what's happening. I see who am I directly connected to. I know Rochelle is not one of those people. I can check the News and Insights if they has some things to share. This is where I would be able to get updates on the state of their business and make sure that I'm informed walking into the meeting. Now going back to the actual meeting itself, I know we are talking to Rochelle, there she is, one of the things that I have not done that's definitely remiss is I have not saved her as a lead. So I want to make sure that I get her saved to my leads so I can receive insights. But I do want to make sure that I take a look over her profile. We've got this meeting coming up and I want to know exactly who it is that I'm meeting with, I want to be able to see if there are any things that we have in common, as well as potentially, any mutual connections, anything that we've got of interest. So doing a quick review here, I can see some of the things that I know are important to her. It will help me just to build rapport once we get into that meeting. One thing that's also going to be very crucial is leveraging these recommended leads. So these recommended leads are people generally at the same seniority or higher as Rochelle, so if I'm going to be in this meeting with her in person, and if she's going to be located in Ventura, this would be a good opportunity for me to see, potentially who are some of these other people that might be great for me to meet. As I think I'd mentioned before in another video, whenever you have the opportunity to either dismiss or save, you do want to do that so Sales Navigator learns from you. So I don't need to hang out with a talent recruiter, but I do absolutely need to get more information on a CEO, member of the board, same thing with Johnathan here, I want to save him, and then we can dismiss the other two. So this is giving me some good insight, hopefully when I actually meet with Rochelle at nine, I am able to see if Elizabeth or Jonathan are available so we would be able to have some further conversations, and it gives me some insights into other decision makers in the organization. So hopefully we see, this whole thing has taken so far maybe about one minute. Gave me insight into the company, as well as insight into my lead, as well as other recommended leads that might be beneficial for me to get to know. So it doesn't take a whole lot of time. Good activity and behavior to get into before you step into a meeting. Let's fast forward, the meeting went well, of course, and let's just say I did have the opportunity to ask Rochelle about these recommended leads. So maybe there were some good conversations had there. As far as next steps, it would be really great for me to be able to message Rochelle and say thank you, and then highlight the fact that we had a great meeting. So personalize with some of the things that we had discussed. Maybe we've got some restaurants or sports teams in common, and then think about what is that compelling information, the thing that we had discussed during our meeting as far as a next step, and let's set up that next meeting, and then always making sure that she knows what the call to action is. So call me at three, but overall it's going to be a way to use this InMail as a thank you note, hopefully you'll be able to get a connection request in there as well, and then this is going to be a great way for me to start to build this conversation with Rochelle. Close that up. Beyond that, again we're here at probably about three or four minutes right now of activity. I could do a quick check and see if there's anything else in my inbox, so any communications I need to respond to there. Here I could also see if there are any other alerts that I want to be able to find or respond to. It's going to be great for me to understand what's happening as far as my saved leads, saved accounts, and just any other good updates that I would need to know. I want to make sure that I'm always being active, so I could check and see if there are any new results in my saved searches. If there were I would see a little red number right beside with the number of results, but I would also be able to maybe start a brand new search. So leverage my sales preferences, maybe want to focus specifically on Santa Barbara only, and then make sure I'm always on top of this. Quickly save this search because I know that these are the types of people that I'm looking for. So still in media, and then set that alert to daily as well. So not super long as far as some of the things that we're doing, but now I've got two saved searches, I've got Sales Navigator working for me, bringing me new results so that I'm able to ensure that I know who exactly I should be engaging with. So here is where I can look at my prospects, see that there's somebody who's changed jobs in the past 90 days, great person for me to engage with and congratulate as well, see how I can offer some help, and then also people who have posted on LinkedIn in the past 30 days. So this would be a good person for me to send an InMail to. So very easy for me to be able to increase my engagement, add to my prospect list, and make sure I'm really keeping on top of what's happening in my territory. Beyond that, as far as things that are ongoing, I would encourage you to go home, go to your Sales Navigator home. This is where, in your newsfeed and your alerts, you can see what has changed rather, but you can also see key selling moments. So some of those key selling moments are going to include, for example, if you've got a perfect buyer who has changed roles, or has left the company, you want to know about that. If there is a prospect who was mentioned in the news, again reach out, build rapport, just show that you're paying attention. And then we've got potentially a potential customer who's posting content, or who's making a comment. So ways for you to be able to engage and really share with what's happening in the network and ensure that you're starting to build conversations and build rapport. So in terms of on an ongoing basis, should be living in the newsfeed, checking out your sales alerts, and understanding what's happening on an ongoing basis. Check your saved searches, see if you've got any new results, but beyond that, should be using Sales Navigator to gain insights and send those communications, and making sure that you're really on top of your game. I think above all, the important piece here is incorporating Sales Navigator into your workflow, it doesn't have to be complicated, I promise. You want to use Sales Navigator to perform your daily activities and allow the insights present, boost your credibility. This is what our customers are asking for, they want an informed rep. These insights are meant to help you engage more easily with prospects and grow your business 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