Prospecting on Sales Navigator To Generate Leads
More than 40% of salespeople say that prospecting is the most difficult part of their job.
Luckily, tools like LinkedIn Sales Navigator make it easier, offering a streamlined pathway to identify and nurture potential leads with precision.
It’s a simple yet powerful solution for sales teams seeking to significantly boost their lead generation efforts and forge meaningful connections that lead to sales, and long-term business relationships.
What is prospecting on Sales Navigator?
You can use LinkedIn Sales Navigator to identify and connect with potential leads. Sales Navigator stands out for its depth in filtering and targeting options, allowing you to pinpoint individuals or companies who are most likely to convert into customers.
It offers key functionalities such as advanced search capabilities, personalized lead recommendations, and the ability to track and engage with prospects. By leveraging these features, sales teams can effectively identify, understand, and nurture leads, guiding them through the sales pipeline with more precision and personalization, leading to a faster sale.
3 Strategies for Prospecting on Sales Navigator
For an effective prospecting strategy using Sales Navigator:
- Use advanced search filters to narrow down prospects. This approach ensures you’re targeting individuals who are most likely to be interested in your offering.
- Create and manage lead lists. You can create lists which helps with tracking interactions and planning your follow-up strategy.
- Stay alert and engaged: Use Sales Navigator’s alerts and updates to keep track of your prospects’ activities. Timely engagement based on these alerts can enhance your relationship-building efforts.
Using Sales Navigator to Prospect your Buyer Personas
Using LinkedIn Sales Navigator to build detailed buyer personas involves leveraging its advanced search features and rich data sets.
By defining your Ideal Customer Profile (ICP), you can utilize Sales Navigator to filter and identify characteristics that match your ideal buyer, such as industry, company size, and job role. This process helps in creating a comprehensive buyer persona by gathering insights on potential leads’ behaviors, preferences, and needs.
To target these buyer personas, Sales Navigator allows for the customization of sales approaches through its targeted search capabilities. By applying specific criteria that align with your buyer personas, you can pinpoint the exact demographic of professionals you aim to engage with. This targeted approach ensures that your sales efforts are directed towards the most promising leads, increasing the efficiency of your prospecting efforts and significantly improving the chances of converting leads into customers.
If you’re interested in learning more about building buyer personas, you might be interested in this article: How to Create an Ideal Customer Profile (ICP)
Prospecting on Sales Navigator for Account Based Marketing (ABM) Strategies
Account-Based Marketing (ABM) is a strategy that directs marketing resources to engaging specific target accounts, enhancing the precision and relevance of campaigns. This approach aids salespeople in focusing efforts on accounts with the highest conversion potential, leading to more efficient and effective sales processes.
LinkedIn Sales Navigator plays a crucial role in ABM strategies by offering tools that allow sales teams to identify and target key accounts with precision. By leveraging detailed company insights and personalized outreach capabilities, sales professionals can tailor their approaches to meet the specific needs and interests of each target account. This focused method not only generates a higher volume of leads but also ensures that these leads are of a higher quality, closely aligned with the company’s ideal customer profile.
LinkedIn Sales Navigator also lets you identify the buying group at your targeted account, allowing you to target not just one key decision maker, but all of them. This can help you build relationships with multiple stakeholders, so you won’t be forgotten or passed over should anyone change roles.
To learn more about Account Based Marketing (ABM) and selling to buying groups, check out these articles:
How Much Does the Pricing of Prospecting on Sales Navigator cost?
The pricing for the platform depends on the tier you need. This depends on your business, industry, and sales strategy, and you’d need to calculate the ROI based on leads generated, deal size, and deals closed.
LinkedIn Sales Navigator Core: $99/month or $959.88/year (save 20%)
LinkedIn Sales Navigator Advanced: $149/month or $1,300/year (save 20%)
LinkedIn Sales Navigator Advanced Plus: Starting at $1600/seat per year
Let’s Wrap It Up!
Sales Navigator stands out as a powerful tool for sales professionals aiming to enhance their lead generation and prospecting efforts. By harnessing the platform’s advanced search capabilities, lead management tools, and personalized outreach strategies, sales teams can target and nurture potential leads more effectively than ever.
With the right approach to prospecting on Sales Navigator, professionals can unlock new opportunities, forging meaningful connections that lead to increased sales.
FAQs
What is prospecting on Sales Navigator?
Prospecting on Sales Navigator means using LinkedIn’s advanced filters and tools to find, organize, and engage leads who match your ideal customer profile.
How do I use Sales Navigator for B2B prospecting?
Start by defining your ICP, then use filters like job title, company size, and geography. Save leads, track activity, and engage when the timing is right.
Is Sales Navigator worth it for prospecting?
Yes—Sales Navigator offers powerful targeting and tracking tools that make it easier to focus on high-value leads and improve your outreach effectiveness.
How do I build a lead list on Sales Navigator?
Use advanced search to find leads, then save them to custom lists. These lists help you stay organized and track outreach progress over time.
Can I export leads from Sales Navigator?
Not natively, but tools like Surfe let you export leads (including verified email addresses) from Sales Navigator directly to your CRM or Google Sheets.
