The Power of LinkedIn Sales Navigator

by Morgan Alverson | Jul 6, 2021

If you’re in the B2B space, especially if you are in sales, and you’ve been holding back on using LinkedIn Sales Navigator, you are missing out.

It’s such a valuable tool that you and your team can use to grow your business. If you’re doing ABM in some capacity, Sales Navigator is especially helpful. Whether you’re trying to create a list for ABM, or have your list and want to be strategic about reaching out to this list, Sales Navigator can help.

Here are 3 reasons (there are more) you shouldn’t hold back on Sales Navigator anymore.

Building a list with Sales Navigator

You have the ability to build a list of prospects in Sales Navigator (multiple lists, actually). There are a few options here:

  1. You know who the companies are you want to target, but need to find the list of leaders at this company so you search the company, find the leaders, and add them to your list.
  2. You have no idea who the companies or people are, but you know the industry and type of companies you want to work with. You can then use the filters from LinkedIn to find companies and people, adding them to your list.
  3. You know exactly who you want on your list, so you search their name and add them.

The filters Sales Navigator created are very helpful when building a prospect list.

You can then name the list and keep up with everyone on that list. Sales Navigator will show you if they switched jobs, if they posted on LinkedIn, and more. There’s even an option to ask Sales Navigator to add to the list based on the filters you set in place.

Keeping up with your prospects

While your LinkedIn feed is full of posts from everyone you’re connected to, your Sales Navigator feed is much more focused. You’re able to view the full feed of every person on every list, a feed of your saved accounts, and a feed of only your leads. When you filter to a feed of your leads, you can then engage with your prospects’ content. You can set intentional time to engage with your prospects and see what they’re up to without getting distracted with all that comes with LinkedIn and social media.

I’d suggest keeping an eye on your prospects list and engaging with their content before you blindly connect with them. Sales Navigator allows you to easily do this.

Reaching out to your prospects

Your Sales Navigator inbox is separate from your LinkedIn inbox. Again, this keeps you focused on your prospects. You can keep notes and tag your prospects (similar to a CRM) and send messages to them, even if you aren’t connected on LinkedIn yet. 

This only scratches the surface of what LinkedIn Sales Navigator can do for you and your sales team. It’s such a powerful tool, and if you are in sales, I could not recommend Sales Navigator enough. Today is the day to stop holding back and get started.

Please know that Sales Navigator does have a cost associated with it. The Professional Plan was $79.99/month, but as a sales professional, worth the cost. You can see the full breakdown of plans here.

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 by Morgan Alverson

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