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A quick look at Sales Navigator (4 tips to land more clients)

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It’s that time of year to express our undying love for the art of selling 💘 If sales isn’t your valentine, maybe your motivational video intake is a little lacking.

How’s this for a Valentine's gift: 4 Sales Nav tips to supercharge your pipeline!

In Today’s Jam

  • The Sales Lab: A quick look at Sales Navigator 

  • Weekly Poll

  • The best Sales Navigator Filter (according to Jed Mahrle)

  • Sales Q&A: sellers making 6 figures, what do you do?

  • Reduce buyer anxiety and close more sales

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The Sales Lab🔬: A quick look at Sales Navigator (4 tips to land more clients)

LinkedIn was founded in 2002 by Reid Hoffman who wanted to create a way to connect professionals from all industries. Less than a year later, he and his colleagues launched LinkedIn, one of the oldest social networks in the history of the interwebs. Yes, it’s older than Facebook! 

A year after its launch, LinkedIn was a million users deep. But it wasn’t until 2014 that LinkedIn Sales Navigator came into the picture.

How do all these improvements help you with selling today? Here are 4 tips for using Sales Navigator to land more clients. 

It Starts With Boolean Search

Boolean search allows you to exclude or add specific people to your saved searches and lists. Incorporating this in your sales efforts is a must: your Sales Nav strategy will only work if you’ve filtered out your ideal customer.

Save These Three Searches

According to Morgan J Ingram, he spends most of his time in the leads list section of Sales Nav. Ingram believes it provides you with way more data to tailor your first touchpoint. Here are the three searches he recommends:

  • Changed job in the last 90 days. 

  • Previous role. 

  • Viewed your profile in the last 90 days.

Build Out Your Leads List

The next step is to save your leads from saved searches – and turn them into a lead list. Here’s what your list should look like:

  • Industry list: Everyone you’d like to target within a specific industry.

  • Customers with the most seats: People within your buyer persona specifically from your 25 customers with the most seats. In some cases, a customer (one that used your solution in the past) may switch companies, and begin pushing your solution at their new job.

  • Current customers: Add approximately 100 people who work for your current customers to this list i.e. people in your region. Ideally, those who have proven themselves to be true brand advocates. Similar to customers in our last point, these folks will be likely to push your product should they move to another company.

Feed The Leads

Once you’ve done the work of saving searches and lists, you want to put a system in place. This system will entail checking for updates on persons of interest and dropping them a message every few weeks. This is how you will start closing deals. 

Ingram suggests checking saved searches for anything new in green and adding persons to your leads list. Additionally, you want to stay on top of your digital inventory. Congratulating prospects who just switched jobs can be a neat way to build rapport over a period of time.

Check out Ingram’s full breakdown here. It includes screenshots of what to say when you choose to reach out to prospects in your list.

Have you incorporated Sales Navigator into your sales efforts?

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If you answered no, reply to this email and let us know what tool you’re currently using.

Offers you can’t refuse

Follow companies that matter with Owler

Owler is a prospecting tool that makes the process that much easier for sellers with exclusive industry insights. Even better, it has a free version that isn’t half bad.

The Best Sales Navigator Filter (according to Jed Mahrle)

Jed Mahrle recently shared his favorite Sales Navigator filter (Connections of). And while that’s good to know, that’s not the real kicker. He also shared a full breakdown of how he incorporates this into prospecting to land more clients and close harder than ever. 

Sales Q&A

Besides SaaS & Real Estate, those earning 6 figures, what do you do?

It’s Time For That Dream Sales Job…💼

Looking for a new job opportunity in Sales? Search for the latest and greatest jobs here.

Looking to hire someone with great Sales experience? Post your job on The Sales Jam Job Board, here.

Game Changers of the week🔥

Reduce buyer anxiety and close more sales

A study shared by Corporate Visions reveals that sellers close 40% of their deals on average. Twenty percent of lost deals go to competitors; the other 40% go to sales purgatory (no decision). Here’s how to reduce buyer anxiety and stop your prospects from ending up in sales purgatory.

How to recover from a sideways deal

There’s nothing quite like thinking you have a sale in the bag only for your client to pull out at the last minute, migrate to Eastern Europe, and change their identity. The Sales Babble Podcast discusses what to do when a prospect pulls the rug out from under your feet.

Check out the episode: Apple Podcasts | Spotify | YouTube

B2B Summit North America

The B2B Summit North America is underway on May 5 - 8, connecting marketing and sales teams at one of the most significant conferences of the year. The conference will provide marketing, sales and product teams with the tools to connect with solution providers, as well as dive into content themes on how to achieve collaborative success across departments.

Sales Scene of the Week

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