3 Ways to Use LinkedIn Sales Navigator to Boost Your Sales Performance
LinkedIn Sales Navigator is the company's social selling platform which provides a range of tools that focus on helping you find the right prospects to build trusted relationships.
By learning and leveraging the different features of LinkedIn Sales Navigator, you can build your personal and professional brand and develop relationships with the leads most relevant to you - and with a range of the platform's advanced search features now being integrated into Sales Navigator exclusively, now is the perfect time to take a closer look at it's benefits.
Here are the three filters and features of the tool that can help ensure you spend your time wisely when socially engaging.
1. Those Active in the Last 30 Days
Social selling is all about building and nurturing relationships through social networking. However, sales leaders and sales reps want to ensure they're not wasting their time engaging and prospecting with people who are not active on social networks.
Perfect. Now you don't have to - Sales Navigator enables you to build a lead list then filter and see which prospects have been active on LinkedIn in the past 30 days.
There's a very high probability that if someone has been active on the platform in the last 30 days that they're more likely to:
- Read your engagement
- Be more open and receptive to engagement
- Engage back with you
2. Leads That Follow Your Company
If you're a sales rep who works for a larger organization, or one which has a significant social following on your company's LinkedIn page, then this next feature is can deliver significant benefit.
LinkedIn Sales Navigator enables you to specifically filter anyone that is "Following" your company's LinkedIn page. If a prospect is following your company's page and is not a customer and has not engaged with a sales rep, there's a high probability that they'd be willing to engage with a rep, even if only to learn more for a future opportunity.
Sales reps need to know these types of details. No more hours spent scrolling through your list of followers to find relevant lead, now it's right there on your LinkedIn Sales Navigator Lead Builder page.
LinkedIn literally narrows your list of leads into those obviously interested in your company, the products or services you provide, and your company's expertise. Take advantage - engage, help and develop that relationship.
3. Shared Experiences
This filter narrows your leads into those who share common experiences with you. This includes attending the same school, working for the same past employer, and/ or being in the same LinkedIn group.
Social selling and sales is about finding common ground to build a relationship. LinkedIn Sales Navigator shows you the common ground to do so by highlighting shared experiences. Leverage your shared experiences to start a conversation with your prospects.
But at the same time, don't immediately pummel these leads with sales pitches. Social selling is about nurturing relationships, building trust, helping, and answering questions which then leads to a sales opportunity. Cold calling and pitching your products or services as the perfect solution without nurturing that relationship or understanding how you can help a buyer is an old school sales technique.
Don't do normal.
If you're still trying to attract the modern buyer by being normal, you need social selling training to properly teach you how to leverage these shared experiences to increase sales.
Leveraging Sales with LinkedIn Sales Navigator
In 2014, 74% of sales people who beat their quota by 10% or more said that they had an excellent understanding about the use of social media for prospecting, nurturing relationships, and closing deals. Your goal is to help your customers solve business problems. LinkedIn Sales Navigator can help you connect with your modern buyers. Especially ones that may be talking about their business problems online.
Don't do normal.
Be your own CEO and take charge of growing your sales revenue.
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