10 Tips to get the most out of LinkedIn Sales Navigator (+ examples)

LinkedIn Sales Navigator is a powerful tool that can help companies and professionals connect with potential customers, increase sales and grow their network of contacts. This platform is specifically designed for sales agents and promoters, making it easier to search for, connect and relate to potential customers.

However, to get the most out of this tool, it's important to use it effectively. In this guide, we'll talk about tips on how to empower LinkedIn Sales Navigator to improve prospecting and help you truly sell.

1. Set up your profile correctly

Your LinkedIn Sales Navigator profile must be optimized for success. This includes having a professional profile picture, a detailed summary that highlights your experience, and a clear headline that explains your role. All of this may seem like obvious advice, but most sales reps don't take it into account.

If you set up your profile correctly, you can establish credibility and build trust with potential customers. This will also help you promote your personal brand. Looking professional is key when it comes to creating a good relationship with your potential customers.

For example: Make sure your photo is up to date, well lit and taken in a professional environment, or at least keep a neutral color as a background. Are you a sales representative? Make sure to retouch your bio by adding a short but sweet description of who you are, such as “Experienced sales professional focused on customer success.” In the summary, highlight your previous successes and your experience in the industry.

2. Define the profile of your ideal customer

To get the most out of LinkedIn Sales Navigator, it's important to have a clear idea of your ideal customer. This includes demographics, jobs, and specific sectors. By defining your ideal customer profile or ideal customer profile (ICP), you can create more specific searches that produce higher-quality leads.

For example: If you're a sales representative who sells software to small businesses, you could define your ideal customer as a small business owner or manager with 10-50 employees in the technology industry. This allows you to adapt your searches to find the most relevant potential customers in that niche.

3. Use TeamLink for advanced searches

TeamLink is a LinkedIn Sales Navigator feature that allows you to see the connections you have in common with potential customers. By using this feature, you can take advantage of your existing network to make new connections.

For example: Let's say you're a marketer looking to connect with decision makers in the healthcare industry. You can use the TeamLink filter to see if anyone on your team or network is connected to the decision makers you're targeting. If someone is, you can ask them to introduce you or to provide you with information about the interests or weaknesses of decision makers.

4. Create personalized leads lists

One of the most useful features of LinkedIn Sales Navigator is the ability to create personalized lists of potential customers. These lists allow you organize your potential customers based on specific criteria such as job title, sector or location. By creating personalized lists, you can focus on your target market, ensuring that you use your time wisely and increasing your chances of success.

For example: If you're in a position prospecting or selling hardware to small businesses, your list of potential customers should focus on small business owners in the technology industry with 10-50 employees.

5. Activate the “interested in...” filter

Providing relevant content is essential to maintain the interest of your potential customers. Fortunately, with the help of the “Interested in” filter in Spanish, you will be able to quickly identify which potential customers require your help and/or knowledge. This will give you a significant advantage when it comes to contacting them.

Example: You can search for “mid-level marketing managers” and then use the filter “Interested in: Industry Experts” to further narrow the list. All potential customers who appear in the search results have expressed a desire to meet with industry experts. You can then offer your own experience or share content related to this topic that could help drive the conversation even further.

6. Use the Sales Spotlight functionality

The Spotlight feature in LinkedIn Sales Navigator is designed to help sales professionals identify the key accounts and decision makers they have more likely to respond to their outreach efforts.

The Spotlight feature uses LinkedIn algorithms and data to highlight accounts that show certain buying signals or behaviors, such as recent job changes, posting relevant content, or participating in specific industry groups. This can help you stay informed about industry trends and changes taking place in your sector of interest and in ICPs.

For example: If you sell consulting services to healthcare providers, Sales Spotlights can help you keep informed about industry changes and updates in your target accounts, so you can better spread your messages and keep up to date with industry trends.

7. Add tags and take note of new connections

LinkedIn Sales Navigator tags can be applied to prospects and accounts to help organize and prioritize recruitment efforts. These labels allow us to quickly identify and classify potential customers based on specific criteria, such as industry, location, position or phase of the sales process.

When you apply a tag to a prospect or account, that tag becomes part of the prospect's profile or account in Sales Navigator. The seller can then filter their leads and accounts based on these tags to focus their efforts on the most important leads.

For example: you can create a label for “high priority” accounts or a label for accounts that have expressed interest in a specific product or service that you offer or related to your company.

8. Avoid using InMail to send messages

LinkedIn Sales Navigator includes a limited number of InMails that you can use to send messages to your contacts. However, it's important to use them wisely and avoid spam. Instead of relying solely on InMails, try to first connect with your potential customers on LinkedIn and participate in their content. This can help you establish a relationship before sending a message.

For example: Since you don't want to be perceived as the typical “spammy” sales representative who pounces directly into the inbox of your potential customers offering a service or product, it's best to engage with them by commenting on their posts, sharing relevant content or sending personalized connection requests. Make the contact (about the first one) as organic as possible.

9. Customize pickup messages

And this brings us back to the previous point: don't spam. When you're targeting potential customers in LinkedIn Sales Navigator, it's important personalize your message and make it relevant to their needs. Generic messages are often ignored or deleted, and most of the time they create a bad perception of you as a professional and, therefore, of your company.

When connecting with a potential customer, we want every interaction to add value and be memorable. Keep in mind that every time you make contact with them, you are representing your brand (personal or corporate). So the whole experience has to be satisfying.

For example: Let's imagine that you sell marketing services to companies. Instead of sending generic messages in bursts, take the time to research each one and adapt the content based on the specific needs or interests of your contact.

10. Record all LinkedIn activity in your CRM

Last but not least, to get the most out of LinkedIn Sales Navigator, it is important to keep track of all your activity within this social network. This includes connections made, messages sent, and any other relevant information. If you record all the activity in your CRM, you can stay organized and focused on your goals.

Every time you complete a call, send a meeting request, or share your company's playbook, record these activities within Salesforce or whatever CRM platform you're using. At the end of the week, it would be easier to get reports with accurate data about what tactic works best and what actions aren't giving you the expected results.

In addition to recording calls and emails, many sales teams complement their prospecting strategy with instant messaging channels. Have an integration of WhatsApp on Salesforce allows you to centralize conversations, follow up with potential customers and maintain complete traceability of all interactions within the CRM.

And if you don't yet have a robust telephony system connected to your CRM, explore how Harmonix can help you with its telephony for Salesforce.

Example: if you're a salesperson who spends most of the day prospecting through LinkedIn, you can automate the manual recording of data in your CRM by adding sales engagement tools that connect your Salesforce with the social network. This way, every action you take will automatically be recorded in your customer base (this includes creating contacts and companies).

Teams that carry out a high volume of prospecting can benefit from a automatic bookmark for Salesforce, since this tool speeds up contact with potential customers and reduces time wasted on manual tasks.

When integrated with the CRM, each interaction is automatically recorded, ensuring traceability and improving business productivity.

LinkedIn is by far the most valuable platform for connecting directly with potential customers, and LinkedIn Sales Navigator makes it easy for you as long as you use all the features wisely. If you need to boost it even more, you should try Harmonix for LinkedIn.

Harmonix AI allows you to create cadences, customized templates and analysis, while making it easier to interact with potential customers and close more deals. Try it today and see the difference it can make for your sales team.

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