In this video, learn how to save your leads to gain insights on changes to their work and business. Lead Lists will help you keep your prospects and customers organized, and allow you to collaborate with your colleagues.
- [Narrator] Efficiency is absolutely critical to a busy salesperson's success. But it doesn't always come easy, let's be honest. If you have a number of accounts you're trying to grow or if you're searching for new leads in your territory, that can be a lot of work, and take a lot of time. How do you continue to be efficient while still making time for sales fundamentals? You save leads and you create custom lists in Sales Navigator. Let's look at how lists will make your efficiency dreams come true. First, we should start by talking about why you would save leads. It's going to be so that you can gain insights. Businesses want reps who are informed, who are knowledgeable, who care. This way, by saving your leads, you'll be able to gain insights, receive alerts on things like job changes, function or department growth, also it's going to help Sales Navigator learn more about what is important to you, providing you with further lead recommendations that really match your needs. So let's get to saving. When you save, you can save to a generic list or you can use custom lead lists to prioritize and organize. Scrolling down, we've got some individuals here that I could save. If I see that these first few individuals are people that I would like to keep on top of because they are my type of prospect in my accounts one of the things that I can do is save, using the Save button. Save is going to prompt me to save it to this again, this generic list, or I can create a specific lead list. I'm going to customize, let's go to California Media. So now this is my customized list with one individual. I can do the same for some other individuals here, you can see when I click save, now I've got my saved leads so again that generic list, or I've got my California Media list. So I'll continue to save that. Sometimes you will see this box pop up where there's two different roles that are popping up, the reason for that is this person has listed that they're working at two different accounts. You'll see this oftentimes if somebody is a board member, if they're doing some volunteer work, if they've got concurrent roles. So I'm going to select the account that I know I'm going to focus on for this particular role. We'll save one more, so save, save it to the same list, there we go. One quick thing I did want to point out while we're here just as far as how do I potentially see even more leads in this space, we have the three dots, so under the ellipses I can take a look at the profile, I can view similar, so this is going to be people who share similar characteristics based on their profile that might be helpful for me to learn about. One of the things that I would caution is that this is not taking into account any of your search criteria, it's just matching it up based on the actual profile. So these might be people outside of your territory but if you do not have a specific geographical territory this might be just the opportunity for you to widen your net. So if you're wondering where those people went they can easily be found in the Lists section. So Lists, and then under Lead Lists it's going to show me my existing lists, so here's my California Media, number of leads, who owns it, as well as when it was last updated. So this is going to be all of the leads saved across all of my lists. One of the things I can do from here if I can click on this, it's going to show me what this actual list looks like. From this points there are a couple of great things that I can do, I can add some comments, this is going to be very beneficial if I am working with perhaps a partner, so maybe it's an AESD, so Account Executive In Sales Development partnership and I want to encourage someone to set up a meeting for Friday at noon, one of the things that I could do to make sure that that message is seen, or that comment is seen, is up in the corner here you will see Share. I can hit Share and in this way other people in my organization who also have Sales Navigator licenses, I can share this list with them, they would be able to view as well as comment on the list. It's a good way to engage back and forth and make sure that we are collaborating together. At any point, if there was someone here that maybe does not belong on the list, again the three ellipses, I can remove them from the list, I can add them to another list, so let's create a new list, Santa Barbara, create new, and then save. So now this person is a member of two lists. Going back to my ellipses I can again view similar so other people who have similar LinkedIn profiles, just to widen my net, or I can send a message so send an InMail directly. Let's go back to all of our lead lists so now I can see my two different lists, good for me to able to share, might be helpful from again that partnership collaboration perspective, or even sharing with your manager, just to be able to coach and provide direction on some of your other areas potentially where you can start to grow the list. One of the things that you can do from here, beyond that, is sharing, you can edit, so maybe I wanted to edit the title, so just to Media, save, and then the other point is if I wanted to I could actually delete the list. So let's delete the Santa Barbara list. So I could delete the list and keep the lead or I could delete the entire list and unsave the lead. So if I delete the list in both cases what will happen is the notes and any comments that were put onto that list and that comments section, those will all be gone in addition to the list. So let's cancel out of that. That is saving leads, that is creating lead lists and making sure that we are actually sharing and collaborating with our peers or our managers to be able to get a sense of how we're doing. You do want to take the time to use Sales Navigator's custom lists so you can better organize and prioritize your saved leads, and drive results. Use lists to share updates with your manager or your peers, and show you're on top of your game.
- 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