Learn to Prospect using LinkedIn Sales Navigator for 2021
Using LinkedIn® Sales Navigator in 2021
More than 700 million people have created a LinkedIn Profile. This makes the data in the LinkedIn system rich with information useful for prospecting activities. Sales Navigator is the Premium Subscription tool LinkedIn provides for these prospecting activities.
Anyone serious about prospecting thru LinkedIn into and beyond 2021 will need to use Sales Navigator. Sales Navigator users need to be efficient and purposeful in their prospecting tactics in order to create a sustainable routine that generates results.
In this course, we will review the many areas of Sales Navigator you will use in your prospecting processes. Understanding the best practices and tactics required to use these areas will provide you the foundation needed to create real business value using Sales Navigator.
We will also introduce you to a set of routine tasks that when performed will provide you the best search results, lead and account management value and can build your pipeline and new business opportunities. While reviewing these tasks you will need to decide how to integrate them into your routine prospecting.
I will share my proven Sales Navigator prospecting process so you can use it as a template for your own processes.
Prerequisites and Advanced Preparation
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Each student will need to have basic computer skills, an understanding of web browsers, and basic website navigation skills to attend this course.
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Each student will need to have a LinkedIn Profile in order to participate in this course.
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Each student will need a subscription to LinkedIn Sales Navigator (Professional, Team, or Enterprise)
Learning Objectives
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Discover and understand the benefits of the 7 areas of Sales Navigator
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Explore and understand the best practices and activities of using Sales Navigator for prospecting.
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Explore a Proven Sales Navigator Prospecting tactic that provides the best long term value.
The Key areas of LinkedIn Sales Navigator
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1
IntroductionI share the areas of LinkedIn Sales Navigator we will discuss and some of what you will learn in this video.
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2
Who Am I?
For those who have not met me yet, here is a little bit about me and how I got to where I am today, a LinkedIn Strategist, Trainer & Coach teaching LinkedIn and Sales Navigator.
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3
What is LinkedIn Sales Navigator?
I like this video because I am offering clarity on what LinkedIn Sales Navigator is. I really like LinkedIn's definition which you will here in this video.
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Who should use LinkedIn Sales Navigator?
LinkedIn Sales Navigator is not for everyone. It takes practice and a commitment to using the tool to create real business value. Don't subscribe to this premium tool if you are not ready to seriously use it.
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Prerequisites to using LinkedIn Sales Navigator
I want you to know the most important prerequisite for using LinkedIn Sales Navigator, a commitment to practicing and experimenting with the application to get really good at using it.
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Introduction of the Key areas of LinkedIn Sales Navigator
There are 7 key areas of LinkedIn Sales Navigator I introduce you to before we dive in and look at them in detail.
Sales Navigator Prospecting Tactics
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Sales Navigator Settings
Understand the settings area of LinkedIn Sales Navigator before you get started. Usually, once you set these settings, you only need to adjust when your target audience change.
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Navigating the Sales Navigator Home Page
Beyond the basic menu options, you need to understand how to use the LinkedIn Sales Navigator Home page. You will find this very useful when you begin your Sales Navigator Social Listening activities.
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Understanding the Sales Navigator Home Page Alerts
The Alerts on the LinkedIn Sales Navigator home page are very important for you to get the maximum value out of Sales Navigator.
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Understanding the Sales Navigator Lead View
This is LinkedIn Sales Navigator Lead view as of late November 2020. Hopefully, it has not changed much in the past few months.
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Understanding the Sales Navigator Account View
This is the LinkedIn Sales Navigator Account view as of November 2020.
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Introduction to Sales Navigator Lead Search
Plan on spending a lot of time experimenting with Sales Navigator Search. It is one of the most powerful features of this application.
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Introduction to Sales Navigator Account Search
LinkedIn has no search filters for Companies (as of 11/2020). However, Sales Navigator has 13 powerful search filters for you to build lists of target accounts.
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14
Building Sales Navigator Saved Search Alerts
Once you are focused on the right LinkedIn Member, in the right role, company, industry, region, (etc), let Sales Navigator send you new leads each week.
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15
Building a Sales Navigator Lead List
Doing the search is only part of the process. The next step is to put the right leads into Lists you can work (prospect).
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Building a Sales Navigator Account List
Equally as important as Lead Lists, if you are doing ABM (Account-Based Marketing), using Account Lists can be very useful for your prospecting work.
Closing Remarks & Resources
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Using Sales Navigator for Social Listening
When I first started using LinkedIn Sales Navigator I did not fully understand the power of Social Listening. Now I do.
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Using Sales Navigator InMails and Messaging
LinkedIn Sales Navigator InMails are a great tool when you write good messaging. Additionally, understanding where messages go and when you can use regular Sales Navigator messages can help you be efficient in messaging your prospects.
