When it comes to expanding your client base, fewer strategies are as successful as networking and prospecting. You know who’s really good at both those things? Sales reps. So if you’re looking to be an effective sales leader, you’ve got to be able to think like your team. It’s the classic ‘think like a sales rep, act like a sales leader’ type of deal.
Now, we’re not talking about charisma or wits, you can find that in our article on characteristics of a great sales person. In today’s post, we’ll be checking out one specific area where reps excel thoroughly. That’s making the most of any and all technology in their disposal. More specifically, professional networking platform such as LinkedIn. By now, I’m sure everyone’s already familiar with In. That’s why we’ll be showing you how to navigate and make the most out of your time on LinkedIn.
For this, you’ll need one of the most crucial tools that reps make use of – LinkedIn Sales Navigator. This is simply a tool that helps prospect key accounts and leads by monitoring their activities and scanning for similar contacts to reach out to. The more you can learn as a sales leader, the more you’ll be able to motivate your team to take full advantage of these features. Let’s dive right into it.
What is LinkedIn Sales Navigator?
As an additional part of the LinkedIn social network, Sales Navigator is a tool that allows sales, marketing, and growth development teams to find and engage with prospects on a more personal level. SN is packed with a lot of features and possibilities. Definitely a lot more than you get with a paid LinkedIn account. So whether you’re looking to add your entire company as an account or just connect with one friend, it’s really a simple process. And based on your team’s needs, there are different plans to choose from – Team, Professional, and Enterprise.
There are five ways you can make the most of LinkedIn Sales Navigator:
5 Ways to Make the Most of Sales Navigator
1. Import Leads to Sales Navigator
Naturally, the first thing you want to do is import all your current leads and prospects to Sales Navigator. The tool works by using all your existing contacts, monitoring their activities, and then scanning for similar contacts to reach out to. So the more leads and target accounts you already had, the faster SN will work for you. Well, what about startups who barely had any to begin with? Not to worry; Sales Navigator will have you flooded with viable options in no time.
This part is quite easy since LinkedIn walks you through the entire setup process. We’ll walk you through the unexplained bit real quick. Start by importing all leads, accounts and target companies. Next, sync with Salesforce if you’re serious about your prospecting. You’ll then select your preferred territories as well as job functions, SN will do the rest. And remember, the more information you provide, the more suggestions you will get for likely prospects.
2. Engage in Meaningful Conversations
Now that you’ve created a list of both old and new leads, you’ll be able to see their activities through your news feed. The good news is that you don’t even need to be connected with any leads on your list.
You’ll still be able to follow their posts and engage in conversations regardless. All you have to do is leave comments to engage with a lot of your accounts. Alternatively, you could also reach out to your leads directly through InMail by sending them a message. After engaging with majority of these leads, it’s time to move one to the next step.
3. Build Relationships and Establish Authority
This step is incredibly important in the sense that the relationships you form with your leads could last a lifetime. Once you’ve connected with leads and gotten a few responses, it’s up to you to point the communication in the desired direction.
Now, you have to keep in mind that building a relationship is a great starting point for all future collaboration. Similarly, participation in general discussions on certain posts in the newsfeed is a solid way to position yourself and your company as the leading experts in the industry.
4. Apply Teamlink Filter
According to trends on LinkedIn, you are 5 times more likely to get a meeting if you go for a warm introduction as opposed to a cold one. Now, I know you’re wondering how you can go for a warm intro when you barely know the suggested prospects.
Well, LinkedIn Sales Navigator Teamlink connection filter lets you see all warm leads once you turn on the settings at the top of your search filter. Warm leads are those that you have a second degree connection with or have at least engaged in promising convos. So instead of reaching out directly to said lead, reps need to reach out to the connection they have in common. Ask that lead if they would be willing to make an introduction. If the answer is yes, then you’re that much closer to adding the new prospect to your list of customers.
5. Optimize Your LinkedIn Profile
And last but not least, all sales reps need to optimize their profiles so as to maximize their effectiveness once they get on Sales Navigator. Remember, you LinkedIn profile is not just a representation of your personal brand. It’s also a direct representation of your organization.
As a sales enablement leader, you can help your reps accomplish an optimized profile by scheduling sessions for professional headshots, creating a profile checklist, and even providing sample copies for reps to include in their profiles.
Conclusion on Sales Navigator
Prospecting and acquiring new leads is hands down the stepping stone for any successful business. It doesn’t matter if you’re looking for individuals or organizations as clients, partners, or listing leads. Sales Navigator will help you achieve those efforts more efficiently. So set you goals, follow the steps above, and watch your business grow.
And remember to get the leading CRM if you’re really serious about prospecting. Salesforce will help you optimize the way in which you engage with prospects and make the entire process easier. And while you’re at it, make sure you get the best sales enablement tool – Veloxy. With Veloxy, your team is empowered with Artificial Intelligence to shrink sales cycles and close deals that much faster.
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