How does LinkedIn Sales Navigator work?

Since its official launch in 2003, LinkedIn has become an essential element in commercial prospecting and lead generation. Indeed, the platform has continued to deploy new features that are increasingly useful in the B2B world.

One of the lead generation tools that many businesses take advantage of is LinkedIn Sales Navigator.

What is LinkedIn Sales Navigator?

Sales Navigator is a premium LinkedIn feature that helps businesses generate leads on LinkedIn by allowing you to easily find your target audience and connect with them in just a few clicks. It's described as the best version of LinkedIn for anyone interested in sales prospecting, thanks to its many specially designed features.

Available in three variants (Professional, Team and Enterprise), Sales Navigator offers the possibility of subscription for all types of companies, according to their budget. However, LinkedIn offers a 30-day free trial for you to assess whether the tool is worth the investment.

What are the features of LinkedIn Sales Navigator?

1. LinkedIn InMail

Linkedin InMail is a powerful tool for generating leads.

You are most likely familiar with the InMail or you must have received some. These are those private messages that you can send directly to any user on the platform, including users you are not connected with. InMails are only available to premium and LinkedIn Sales Navigator account holders, and the number of messages you can send each month is limited based on your account type.

The LinkedIn Sales Navigator account entitles you to 20 monthly InMails, 30 for Sales Navigator Team, and 50 for the Enterprise account. If used correctly, InMails are one of the most effective LinkedIn prospecting tools you can use to engage prospects. For example, you can try putting an interesting message subject or a catchy CTA in order to increase your response rate to LinkedIn InMails.

2. Advanced search

Advanced search, thanks to LinkedIn Sales Navigator, is done via Lead Builder. As the name suggests, this cool LinkedIn feature will make it easier for you to generate leads. How? Simply by allowing you to easily reach your target audience using important search filters such as the following:

• Key words
• Geography
• Industry
• Company
• seniority level
• Title
• Function
• Relationship
• size of the company

While a free LinkedIn account has its share of filters, the advanced search in LinkedIn Sales Navigator is like putting your search on a boost.

It allows you to segment leads using more granular search criteria not available on free LinkedIn accounts, increasing your chances of finding more targeted leads and gaining valuable details about them than you can. to exploit. Moreover, you can use InMail, mentioned above, to get in touch with them directly.

3. Lead registration

After creating a targeted search to identify your qualified prospects, starting the exercise again is not only painful, but also a waste of your precious time. Do not panic ! The “Save as lead” option eliminates the need to start all over again by giving you the option of saving your search in a separate section of your dashboard. You have all your prospects in one place, easily accessible, and you receive regular updates on these users as a bonus.

4. Sales Navigator Team

As the name suggests, this feature of LinkedIn Sale Navigator is useful for any company with a sales or marketing team on LinkedIn. This allows them to collaborate more effectively to achieve their goals, giving each team member the ability to:

• Save up to 5,000 leads
• Send 30 InMails per month
• Access TeamLink, another LinkedIn feature that lets you reach large audiences using team-owned connections.
• Integrate your LinkedIn account with two popular CRM platforms, Microsoft Dynamics and Salesforce.
• Access regular reports to track sales performance

Go beyond LinkedIn Sales Navigator

The best approach to getting the most out of your prospecting strategy, even using LinkedIn Sales Navigator, is to focus on your personal brand and build your authority on your LinkedIn profile.

One of the most effective ways to build authority on LinkedIn is to share content and get engagement (see NUMERACTIVE company page). Because if your posts generate interaction, they can attract your visitor's attention and increase responses to your messages.

With NUMERACTIVE, you can generate qualified engagement and increase the usual reach of your publications on Linkedin by up to 10x.

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