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Using LinkedIn Sales Navigator in addition to cold calling

Using Sales Navigator on Linkedin

For salespeople, cold calling has always been one of the most effective ways to sell. Since the start of the pandemic, more people have been working from home and calling has been less effective. More and more people are discovering that they can sell using social profiles. Linkedin Sales navigator helps sales people generate more leads for their coaching, consulting, or B2B software business. In this story, we'll show you how you can use Sales Navigator and Poseidon to reach peak efficiency as a sales person.

Linkedin Sales Navigator helps salespeople, business leaders, entrepreneurs, avid networkers, recruiters, and more generate more leads for their coaching, consulting, or B2B software business. In this article, we'll show you how you can use LinkedIn Sales Navigator and Poseidon to reach peak efficiency as someone who wants to constantly generate new leads.

Photo by Kyle Smith

Sales Navigator has been around for a while, but it just went from being a "nice to have" to "an essential", when everyone started working from home. When the pandemic started, many knowledge workers who would be at their desk started working from home at least part of the time. With the rise of remote work, it has been hard to reach through cold calling. As many sales teams are leveraging emails (whether through a warm or cold list), people can easily ignore emails. When you're using LinkedIn Sales navigator, you are able to find out a lot more about your prospect, and you're able to build rapport with them by identifying common ground, or things to talk to.

It's a bit like a party. If you just show up to a party and walk up to someone out of context and bombard them with your messages, they might think you're a bit of a loony toon. If you're able to find something to talk to them about based on what you know about them (even if its what they're wearing), you're more likely to engage in a follow on conversation that could lead to a friendship. Networking and sales aren't all that different from going up to someone at a party -- Finding share common ground like using the fields available on social profiles will yield much more fruit. Linkedin's Sales navigator is a great resource that allows sales professionals to find out more about a person and better personalize your messages to them.

Sales Navigator is part of Linkedin's premium service, so you'll need to upgrade here if want access. Sales reps using LinkedIn Sales Navigator were almost 5x more likely to view the profiles of decision makers and 2.5x more likely to connect with these decision makers than non-Sales Nav users.

Here's a few tips to keep in mind if you're using LinkedIn to sell:

  • The best way to start using Sales Navigator is with a free trial for a month to make sure that you (or your sales reps) know how to use it.
  • Always remember to be clear that you're building a relationship rather than just dump sales messages or spam your prospect. And, really mean it! Remember that sales and relationships are a long game. You're going to want to develop and nurture these contacts over a period of time, not just a one-off interaction.
  • Once you have run your initial search on LinkedIn Sales Navigator, you can use the advanced filters to narrow down your list of leads. - You can use keyword, industry, company headcount, and many other categories to filter through an extensive list of Ideal Customer Profiles (ICPs).
  • Create a separate list of warm leads and personalize your message to include people you have in common. In some cases, you may want to ask your mutual contact for an introduction in the first place. Remember, cold leads are not as effective as warm introductions.
  • LinkedIn Sales Navigator limits the number of InMail messages you can send, but allows for 1k saved leads. Keep early insights by staying active on the platform.

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