Working smart (efficient workflow, effective prep) is vital for sales.
LinkedIn Sales Navigator – if used well – serves as a helpful agent in such work.
In learning LISN, I watched a 34′ minute tutorial from Gabe Villamizar.
Here are my notes from the tutorial. Of course, learning by doing is the best approach to gain skill, but this creates a good foundation.
Sales Preferences
LISN is all about optimizing your search results. Begin with choosing your default Sales Preferences, i.e.:
– Territory
– Industry
– Company size
Be smart about what your specific aims for the search, based on your company’s targets.
How to Search for Accounts (specific companies)
Narrow down with segments:
– For geography segment, include (for example) “Utah” AND “Ogden, Utah,” “Provo, Utah,” etc. for comprehensive search
– Choose industry, i.e. “computer software”
– Choose company headcount, choose, i.e. “51-200”
After clicking search, a filter may come up, such as “with senior leadership changes in last 3 months.” This may be relevant if targeting senior leadership.
Note: be sure to save your search for future access. AND, this initiates “account news” for you to view for those accounts, which can be valuable ice breaker material when initiating contact.
How to Search for Leads (specific employees)
Again, narrow down with segments:
– Geography, (again) BOTH “Greater Salt Lake City Area,” and “Salt Lake City, Utah”
– Industry, “computer software”
– Relationships, “2nd degree connections”
– Keywords, i.e. ““VP of Sales” OR “VP of Marketing” OR “Vice President of Sales” OR “Vice President of Marketing”” IF you know your buyers – Seniority Level, i.e. “VP”
– Function, i.e. “Sales,” “Marketing”
– Became a member, i.e. “1 Day ago.” A new member might be more receptive to new InMail.
– CRM contacts – allows you to sync Salesforce data
Note: (again) save Leads so (again), LISN gives you updates for specific nuggets to establish rapport
LinkedIn Sales Navigator InMail
– You get 20-50 credits per month, BUT as long as you receive reply, credit comes back
– InMail is most impactful when *personalized*
– So, imbed personal nuggets (Ice Breakers are suggested by LISN)
– Copy to CRM if you have that license
– Attach PDF as relevant
Key Takeaway
Never ask basic questions in a call without looking at available info. Leverage the data LISN gives, so you can do your prep work.
“If I had 8 hours to chop down a tree, I’d spend 6 hours sharpening the axe.”
