- For 830 million users and 53 million organizations,
LinkedIn is an essential tool for doing business in 2022.
And if you're responsible for finding new leads
and driving conversions,
then the best way to leverage LinkedIn
is by using Sales Navigator.
What's up, it's Jamal from HubSpot.
And in this video, I'm gonna show you
some of the ways that you can use
LinkedIn Sales Navigator to target the right buyers,
make your outreach personalized,
and understand key insights.
If you wanna learn more about how LinkedIn
can be used to amp up your company,
you should also download
the free HubSpot guide to LinkedIn marketing for business.
There's a link in the description.
And while you're down there, be sure to subscribe
to this channel and ring notification bell.
All right, so first things primero, as they say.
When it comes to using LinkedIn Sales Navigator
to optimize your lead generation,
the process can be broken down into four stages.
Searching for potential customers,
then organizing those prospects,
messaging those prospects,
and tracking the results of your prospecting.
When it comes to search,
Sales Navigator offers dozens of advanced filters
not available to regular LinkedIn users.
Some of these filters,
like seniority level and function
are designed to help you identify decision makers
in the organization.
You can also filter by activities,
which help you stay current
with what your prospects are up to.
These include having recently changed jobs,
been featured in the news,
or posted something on LinkedIn.
There's also a shared experience filter
that will let you connect to a potential customer
on a personal level.
There's even a filter to let you know
if anyone within your search parameters
already knows your organization.
Wanna see me put these filters together?
Let's imagine I wanna start my own line of,
oh I don't know, Jamal branded T-shirts for example.
And I wanna sell them at Urban Outfitters.
How would I determine the best person for me to contact?
A quick search for Urban Outfitters
reveals over 6,500 employees,
but only 265 decision makers.
That's still a lot of decision makers,
I'm not gonna lie.
Out of that list of 265 decision makers,
I'm gonna filter for people who are new to their jobs
and people who I've shared experiences with.
Now I have a manageable 28 people
worth reaching out to.
So I'll select all of them,
and save them to a list that I titled Urban Outfitters.
Now I could reach out to these 28 individuals
and surely someone is gonna get this face
into those stores, I hope.
Now odds are whatever you're selling is a lot more
in demand than what I'm selling.
In fact, by playing advanced filters to your search,
you'll reduce the avalanche possible prospects on LinkedIn
into a manageable list that you can reach out to
and start leading down your sales pipeline.
Sales Navigator will also let you save
your search parameters
so that you can quickly revisit them
whenever the top of your funnel needs to be topped off
with new prospects.
And that's not the only way to save time
with Sales Navigator.
You can create lead list
to help keep the results of your searches well organized
and even shareable across your team.
It also lets you filter out leads who you don't want,
perhaps because they're already in the sales pipeline,
or maybe they just won't hit you back in the DMs, frankly.
These exclusion filters can greatly reduce redundancy
in your legend.
and lets you focus on fresh new prospects.
But could there also be a way to use the existing data
in your CRM to make Sales Navigator work for you?
We asked Caroline Buchholz,
a senior program manager for sales process and systems
at HubSpot this question.
And she told us to upload our existing account list
into Sales Navigator.
So you can start receiving automated updates
whenever an event occurs,
like a promotion or a new round of funding
that might merit fresh outreach to the prospect.
And if you somehow run out of prospects
in the filtering process,
the view similar feature can help you
find potential leads who closely match,
though aren't identical to your ideal customer persona.
Technology is crazy, I'm not gonna lie.
Ultimately, the goal of sales prospecting
is to identify decision makers in an organization
who could be interested in purchasing
your product or service.
But once you've identified decision makers,
you have to start a process of reaching out to them
in order to raise awareness, build trust,
and ultimately close deals.
To avoid spam, LinkedIn puts in tight controls
on who you can message,
as well as how many messages you can send,
much to mine chagrin.
Every Sales Navigator subscription
comes with InMail credits
that allow you to contact LinkedIn users
outside of your connection,
and the LinkedIn UX spotlights these messages,
so they're hard to ignore.
Sales Navigator users receive 50 InMails per month,
but the actual number of InMails you can send is determined
by the response rate you receive.
Because every time a user responds
to an InMail that you sent, you get a credit
towards sending another InMail.
So if I send 20 InMail messages
and 10 of the recipients respond,
I now have 10 more InMails I can send.
So you'll InMail in, InMail out.
By using Sales Navigators advanced search functionality,
it's easy to draft personalized messages to each prospect,
increasing the chances of receiving a response.
If you wanna maximize your chances
of making meaningful connections with your leads,
check out the link to HubSpot's free sales email templates
down in the description below.
By filling out these templates
with the intel you discovered
through your filtered searches,
you'll be able to generate a terrific response rate.
So good in fact,
you're probably gonna have a hard time
keeping track of them all.
I mean, they're just gonna be throwing money at you.
Dollars, euros, bitcoins, no rubles though.
To help you keep track of all the success,
Sales Navigator has a convenient dashboard
that you can use to track your overall usage,
as well as your success rate in outreach.
Sales managers can use these tools
to track their entire team's performance.
And you can integrate Sales Navigator
with third party CRMs like HubSpot,
so that all of your lead gen activity on LinkedIn
can be tracked next to activity on other platforms.
Integration is available to Sales Navigator users
with Advanced or Advanced Plus subscriptions.
Previously called Team and Enterprise Tiers,
these upgrades allow users to work together
by offering features like the ability
to identify prospects who share connections
to members of your team,
so that you can get qualified introductions.
There's also advanced ROI reporting
and even CRM data validation
that will let you crosscheck the info in your CRM
with the data that LinkedIn has for those individuals.
This effectively makes Sales Navigator
and extension of your main CRM
and turns all of LinkedIn into your business database.
And at this point,
I feel like you should be pretty confident
to start your first search on Sales Navigator.
If not, clearly I've let you down in some way.
I'm sorry.
Let me know in the comments how I can do better.
If you're looking for more ways
to use LinkedIn to accelerate your business,
you can sign up for HubSpot academies
free LinkedIn for business course.
And look out for more content
dedicated to optimizing your LinkedIn strategy
coming out soon on this channel.
Subscribe now so you don't miss a single lesson.
Now, if you'll excuse me,
I really am gonna be trying to get my face
into Urban Outfitters.
I don't care if it's on a T-shirt, stickers, coaster,
a portrait where we Photoshop my face
onto Jesus Christ himself,
we're gonna figure it out.
Until then, I'll see you next time.
- This data is wrong every freaking time.
- Have you heard of HubSpot?
HubSpot is a CRM platform
where everything is fully integrated.
- Whoa, I can see the client's whole history.
Calls, support tickets, emails,
and here's a task from three days ago
I totally missed.
- [Narrator] HubSpot grow better.