In this video, learn how to maximize your time and let Sales Navigator work for you by mastering the platform quickly.
features and functionality. We've even looked at a workflow. But what I want to do right now is walk you through what the Sales Navigator experience looks like, from the beginning, to what you do on an ongoing basis. It's not going to take a lot of time, so I want you to pay attention are accurate, and that they are updated. This is something you're going to do the very first time, once you're onboarding, but if you were seeing lead recommendations on account pages or if you're receiving recommendations that just don't match what it is you're looking for, please revisit your sales preferences under the Discover, Edit Your Sales Preferences tab, and make adjustments appropriately. Where you will see some of those recommendations really fall to the wayside is if you've chosen too many functions. Generally, if you're picking every single function, so every single department in the company, you're going to receive a very muddied list, and that's what we want to avoid. We do want to remember that Sales Navigator, it's a platform. It's got its own algorithm. The more tailored your preferences are, the better recommendations you will receive. Let the algorithm do its work and send you leads. So, Sales Preferences, that's something you do one time. Next, if you are a rep who's got named accounts, or if you've got accounts that you're pursuing, this is where you're going to take the time to find those companies and save them. So doing a quick search for your named accounts, I can see this is one of my accounts, and I'm going to save that account so that I can receive updates, rather, into my newsfeed. I'm going to create a brand new list here. So these are going to be my named accounts. It's going to be critical. Create. And now that account has been saved. If you've got decision makers that you already know at your named account, you can easily go to them and make sure that you're saving them appropriately. So I've already saved the CFO. I'm going to save this designer, so it's going to be to my, let's, I'll just create to a Buyers list. So it's going to to a, this is a different list, because it's going to be for leads, not to my different companies. And I'm going to save just another couple of people to my Buyers list, because these are going to be people who are going to be impacting the way I do business. So just like that, we've saved some leads, we've saved some accounts. If I click on Go Back to Account, a couple of the things that we will see, and if I refresh the page, the account page is now changed to reflect what I have done. So I can see that my account is saved. I can see the leads that I have saved, as well. And then Activity is where I would be able to see any activity that I engaged in. So if I had, for example, sent anybody an InMail, that would show here. As far as even adding tags and notes, those things would be updated here. This is how I can keep a really real time view of how I'm doing with my companies that I care about. From this point, please continue to save your accounts, save your appropriate leads, to make sure that you've got those all on an appropriate list. At this point, you want to make sure that you've always got new leads coming in. So one recommendation is I would go to Advanced, Search For Leads, if you're looking for new people. Easily, click Apply Your Sales Preferences, and it's going to import your geography, Now, Sales Navigator will send me alerts and I'll see those updates via email, as well as here in my saved searches. So I'll see a red number right beside if there are some new profiles that match my search criteria. So, remember, you can have 15 alerts going at once, unlimited saved searches, so you want to have that set to Never as an option, and then, beyond that, that's how the algorithm and the automation really helps you to keep on top of things. Beyond that, what do I want to do in Sales Navigator? I want to make sure that I am prepared for meetings. So we had looked at Rochelle before, our saved lead. Prior to a meeting, do a quick review of the profile. Make sure that you're checking out the recommended leads. Understand what's happening. See who can provide you with an introduction. Ask for that warm intro, as well. Remember, introduction requests won't cost you a credit, so those are going to be great to be able to use fairly freely. See how you can get someone to provide you with the intro. If you feel all bold, you can send Rochelle the InMail directly yourself. Again, look over the profile, check to see what you've got that will help to warm up that conversation, because that's going to be absolutely fundamental. We know that 90% of decision makers have no interest in cold outreach, so warm outreach really is going to be the way to go. Beyond that, what would I be doing in Sales Navigator? I could go to PointDrive, create some great presentations. So instead of sending an email that might be caught in a firewall, or might be blocked, which would obviously be the worst, I want to be able to create a PointDrive with all of my dynamic content so I can gain insights on how people are engaging with the profiles. And then, beyond that, on a regular basis, how do we engage on Sales Navigator? Dear friends, we're going to start at Home. Home is where I'm going to see updates from my leads and accounts. I'm also going to be able to leverage some of the alerts under this little bell, and this is where I'm going to be able to see what is happening with the people and with the companies that I care the most about. So, just to break it down what we've done, as far as setup, you need to set those sales preferences, that's one time. Saving all of your targeted accounts, as well as your leads, that's going to be one time, as well. Setting a saved search to make sure that you are receiving a continual flow of leads to your inbox, that's going to be one time, too. What you're doing on an ongoing basis is sending out communications, so via InMail or using the warm introduction, you are checking the newsfeed and the alerts to make sure that you're always up to date on what's happening on the platform, as well as what's happening with the accounts and leads that you care about. And then, beyond that, setting up any other saved searches that you need in order to make sure that you're always on top of your business. Now, I'm looking at the timer that I've got running, and that took under 10 minutes. Granted, I've done this once or twice, so I might've gone a little bit faster, but, really, the goal here is to help you understand, Sales Navigator, sometimes people can think it's overwhelming. They can think that there's a lot of elements, and there are. But, realistically, it's not about doing everything all at once. You can incorporate Sales Navigator into your daily workflow, on a daily basis. It doesn't need to be complicated. You can use Sales Navigator and the automation behind it to really power what it is you do, and get Sales Navigator to send you leads, send you updates in a way that will set you up for success, as well as make sure that you know what's happening with the leads and the accounts that you care about.
- 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