LinkedIn Sales Navigator: What It Is and How to Generate Leads

We all know that today, LinkedIn is key to getting not only employment, but also new colleagues and also clients. Beyond the manual searches that we can do to contact new customers, there is a tool within the same platform called Sales Navigator and it will help us to boost our sales. In addition, this tool simplifies the process of finding, contacting and keeping up to date with leads, references and customers.

What is LinkedIn sales navigator?

It is a social network tool LinkedIn used to find leads and your target audience faster, improve your sales statistics and optimize your LinkedIn campaigns. In simple terms, if you want to find potential customers (not just customers, but some that already show interest or have an interest in your business). Let's say you sell printers, a potential customer is anyone who works in an IT or maintenance department. Those are already potential customers with leads. In addition, you will spend less resources trying to find the ideal customer, since they are “pre-selected” based on these interests.

If you want to know exactly How to generate b2b leads on LinkedIn I recommend that you click on the link.

Benefits of using the LinkedIn sales browser

1. Sales Navigator allows you to build reliable relationships: you can find those potential customers who are already using the search and filter functions — and also obtain clear information that will allow you to better understand your leads and prospects. It encourages lead generation, since the detailed segmentation of your search allows you to reach a quality audience.
2. Finding the right customer for you in a much easier and more effective way will be a simpler task because with this LinkedIn tool you can keep track of your users and also contact those who are not in your network of contacts (in metrics, it generates 45% more business opportunities).
3. It allows access to more information in real time. You'll be able to link your LinkedIn account and data to your CRM.
4. Measure sales efforts on LinkedIn thanks to the Social Selling Index.
5. It makes it easy to connect with former customers through personalized content.
6. It helps improve the overall inbound marketing strategy.

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What can you do with LinkedIn sales navigator?

1. Lead Builder: with the advanced search criteria you can add a large number of filters to find exactly the people and companies you want to reach.
2. Personalized recommendation of contacts based on your searches and objectives.
3. Integration with your CRM for automatic registration of your customers and accounts that have made purchases in your business. For example, with Salesforce, Microsoft Dynamic or Hubspot. Just import your Sales Navigator data to your CRM and start working! This makes it even easier to manage your funnel and track sales data from one location.
4. Real-time sales update.
5. Email integrations.
6. Save contacts and companies of interest to see all their updates (we recommend: LinkedIn for companies).
7. InMails: depending on your type of LinkedIn plan (only for Premium accounts) you can send a limited number of private messages each month to engage your list of potential customers and interested users.
8. Regular reports to evaluate your sales statistics and much more.
9. Targeted searches. Sales Navigator's advanced search feature gives salespeople the power to focus more specifically on their potential customers and discover relevant connections.

Differences between sales navigator and LinkedIn Premium

LinkedIn Premium:

• Premium Profile: With LinkedIn Premium, you get an improved profile that stands out more in searches and job suggestions.
• InMail: You get a certain amount of InMail messages that allow you to send direct messages to people outside your network of contacts without the need for a mutual connection.
• See Who's Seeing Your Profile: You can see who's viewed your profile in the last 90 days, giving you more information about who's interested in you.
• Access to Learning: LinkedIn Premium offers access to LinkedIn Learning courses, allowing you to improve your professional skills and knowledge.
• Employment Applications: You have access to more information about applicants and greater visibility of jobs compared to free users.

LinkedIn Sales Navigator:

• Prospecting Tools: Sales Navigator is designed specifically for sales professionals and sales teams. It provides advanced prospecting, searching and filtering tools to find more relevant potential customers and business opportunities.
• Lead Search: You can save and organize leads into lists and receive notifications when there are changes to their profiles, allowing you to follow up more effectively.
• InMail for Sales: Unlike LinkedIn Premium, Sales Navigator offers a larger number of InMails and is more focused on helping sales professionals establish connections and communicate with potential customers.
• Discover New Leads: Sales Navigator shows you lead suggestions based on your preferences and activities, allowing you to find more business opportunities.
• Integration with CRM: Sales Navigator integrates with several Customer Relationship Management (CRM) platforms, allowing you to synchronize your prospecting and sales data for better management.

In short, LinkedIn Premium is more oriented towards improving the profile and accessing employment opportunities, while Sales Navigator focuses on helping sales professionals to find leads, close deals and manage their business relationships more effectively.

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How does LinkedIn sales navigator work? Step by Step

Locate Sales Navigator on LinkedIn Where is Sales Navigator? On the upper right side of your screen, when you select the products tab, you will see that there is the Sales Navigator button (enclosed in the orange box in the following image), click to enter. Once you're in your LinkedIn Sales Navigator profile, the first step is to save Sales Navigator to your favorites bar so you can access it more easily for future occasions. To do this, select the star at the top right of the browser.

Edit your information: Once inside the platform, what you should do is edit your settings. Click on your profile picture and select the settings option. In this section, there are three important points you should pay attention to: visibility, sales preferences, and your alerts.

Adjust your visibility: For visibility, there are three options: the first, where your full name, title or position and location are completely public; a second, where you keep certain information private, but you still show your title; and the third, where all your information is completely private.

Sales preferences:

We now move on to sales preferences. There are five important things to consider:

Location, sectors in which you are interested, the type of company you are in, sectors to which your customers normally belong, and the hierarchy or position that those who purchase your services or products usually have.

• For the location, think about where they are located: are you interested in one country or several? Are you interested in a specific city? If the last option is your case, it's simple.
• Also think about the size of the company you run: is it small, medium or large? The choice will depend on the number of employees and will help you to better identify your potential customers. You can choose the category in the settings by selecting between 200 and 500 employees, for example.
• With regard to the department, identify which departments typically buy your services, which are your B2B buyers or decision influencers. They might be in the purchasing, accounting, finance, or education department, to name a few. Just go by selecting the plus sign when you find a sector of your interest and that's it.
• Regarding the degree of hierarchy, you can tell the algorithm what the characteristics of these people are, what type of position or level of management you want them to hold: manager, director, owner, etc. With all these settings you will indicate to the algorithm what the characteristics of your target audience are and thus you will obtain better results
• Alerts: We now move on to configuring alerts: select what type of alerts or notifications you want to receive to your email associated with LinkedIn. To do so, just select the button to activate and deactivate the options based on your preferences.