Accelerate your B2B prospecting with LinkedIn Sales Navigator

Is it possible to sell successfully through LinkedIn? Well, the fact is it’s the inevitable future. Learn more about LinkedIn Sales Navigator and how you should use it to achieve success in this blog post. If you want to get the details, listen to the full podcast episode “Accelerate your prospecting with LinkedIn Sales Navigator” with our guest Sandra Long, President of Post Road Consulting LLC, Piper.

If you want to learn more how you can succeed with social selling on LinkedIn, check out this webinar (our most popular piece of content last year).

If you want to succeed with your prospecting using LinkedIn Sales Navigator, the first advice is to have a good LinkedIn profile so you can build your personal brand. But building a personal brand is not just about telling where you went to school and whom you work for, it's much more personal. Your followers want to know your unique values, what your network looks like and what mindset you have. So, make sure to spend some extra time to make your personal profile stand out.

Second, conversation with good quality is a priority. Most LinkedIn users understand this, but not everyone knows how it leads to sales. The platform itself drives us to become more active online and the buyers have done their research before the actual sales talk begins. This means high quality conversations is a priority for opening doors. The solution is to invest in LinkedIn Sales Navigator, there are five strong benefits that make the investment well worth the money. 

5 benefits with LinkedIn Sales Navigator:

• A powerful search function with lots of different filters and the ability to create lists
• Tagging people – a feature that was previously included in the free version but was then removed
• Target competitors and interesting individuals that you want to contact – your prospects
• Follow content and keep track of changes, such as new hires of seniors
• See visitors from 90 days back (compared to the free version's 5 last visitors).

Sales Navigator is superior other software since it offers a complete package for engagement, content strategy, messaging and connecting. However, you should also remember that it requires training and administration. Below are the three best tips for increasing leverage using the tool.

3 tips for increasing leverage with LinkedIn Sales Navigator:

1. Give the users proper training so that they get a good foundation
2. Make sure that there’s someone who leads the social selling work in a qualified way (contact us if you need help with this)
3. Establish sales and marketing alignment so that the content is right for the targeted buyer

Except from questions about the efficiency of LinkedIn Sales Navigator, we also get many questions about LinkedIn’s ad function “InMail”. Does it really work? Well, it can if used right. Many people write to prospects directly, without knowing the recipient. Then the end result is usually not a success. But if you offer engaging content and establishing a relationship first, then you can approach them in a friendly and personal way which means they are more likely to convert.