Market Veep Blog

Drive In More Leads

    Picture of Jennelle McGrath
    By Jennelle McGrath in April, 2016 | 8 minute read

    Lead Generation - LinkedIn - Social Media

    10 Ways to Use LinkedIn Sales Navigator For Growing Your Sales Pipeline

    LinkedIn Sales Navigator is the perfect tool for B2B social selling. You can use it to build relationships, get insights into your customers, and increase your opportunities exponentially.


    If you haven’t been using LinkedIn Sales Navigator to grow your sales pipeline, you have been missing out! Most of the people we speak to have some version of a paid LinkedIn profile, but this particular platform is built specifically for those individuals wanting to focus on social selling.

    So what is social selling and why does it matter?

    Social selling is about leveraging your social network to find and connect with the right prospects, building increased trust for you and your brand, offering multiple types of touchpoint types, and closing sales faster. LinkedIn assigns a daily Social Selling Index number to your profile to keep you on track toward your social selling goals.

    The Social Selling Index (SSI) is a ranking system for how effective you’re at establishing your professional brand, finding the right people, engaging with insights, and building relationships. As with any sales or marketing strategy, you need measurable metrics so you can quantify your progress and efforts.

    The SSI is scored as a value from 0 to 100, 100 being the most complete and active. This number is based on the following four factors from LinkedIn. create a professional brand, focus on finding the right people, engage with insights, and build relationships.

    Create a professional brand

    Some interesting statistics from LinkedIn to motivate you are that 35% of sales reps who have a high SSI score get more page views than those that don’t. More page views may equate to more sales in the long run. LinkedIn says that 92% of B2B business leaders are more likely to engage with sales professionals that are known industry thought leaders.

    So what does it mean to create your professional brand? Make sure that your profile is as complete as possible so that business leaders can easily find and connect with you. It is a good LinkedIn practice to include examples of your work in multimedia to make sure they get a full scope of your brand.

    Make sure to Increase your interactions and visibility by posting and interacting with others content. This can be through liking or sharing others content or posting of your own. Finally, generate endorsements and skills from colleagues and clients to build trust with your connections.

    Find the right people

    LinkedIn Sales Navigator helps identify and connect with more qualified prospects and helps you be more efficient with better search and research tools. Use the sales tools to narrow in on key decision makers, unlimited profile searches, and advanced search filters. Leverage warm leads to expand your network by using 2nd, 3rd and group connections.

    Use the tools to research your prospects and get a full scope of their business to turn cold leads into warm prospects.

    Engage with insights

    Ready to get conversation worthy? So are your prospects! Create new leads and nurture saved leads by sharing noteworthy content through groups, messaging, posts, and updates. LinkedIn says that nearly 62% of B2B business owners report that they appreciate salespeople who have researched or have knowledge of their business.

    LinkedIn also states that you are 70% more likely to get appointments with decision makers or a sale if you are a member of LinkedIn Groups. By posting relevant content it can help you set yourself apart as an industry expert and trusted resource. Make sure to also include newsworthy content that is relevant to current events, including articles, blog posts, and news updates.

    Build relationships

    Strengthen your network! LinkedIn says that 73% of B2B buyers prefer to buy from a sales professional who is referred by someone they know. They also state that 87% of B2B buyers said they would have a favorable impression of a salesperson who was a referral from someone in their professional network. The larger your network of connections the greater the reach of your 2nd and 3rd connections opening the door with additional decision makers.

    You can focus on targeting senior level individuals who help with key decision making to help speed up your sales pipeline. Utilize TeamLink the LinkedIn Sales Navigator platform for teams that helps expand your reach to your team's network as well. Don’t forget that nurturing leads is just as important as making the first connection!

    By having multiple touch points you can make sure you stay top of mind with your target market and keep your sales pipeline full.

    So What Is LinkedIn Sales Navigator?

    Still wondering why social selling matters?

    In a LinkedIn internal study, they found a correlation between achieving sales goals and sales reps with high SSI:

    • 45% more sales opportunities
    • 51% more likely to hit quota
    • 78% of social sellers outsell peers who don't use social media

    LinkedIn Sales Navigator is a LinkedIn platform designed to help sales and marketing individuals connect with the right prospects. This powerful tool has a robust set of filters that can help you save countless hours with its unique algorithm that can:

    • Help you receive custom lead recommendations based on your LinkedIn preferences
    • In one click allows you to import your Salesforce data
    • Use advanced search parameters that offer more filters than standard LinkedIn
    • Track who has viewed your profile for the last 90 days and be able to proactively follow up and connect
    • Reach out to anyone with InMail
    • Offers a special edition known as Sales Navigator Team that allows you to connect with team members networks
    • Allows you to save leads in one place
    • Allows you to show all your saved leads updates in one place so you can easily stay connected and top of mind
    • Depending on which edition you have, it can unlock people’s profiles outside of your network connections. It allows you to save up to 3,000 leads

    Get LinkedIn to work for your B2B Business

    Here Are 10 Ways to Use LinkedIn Sales Navigator For Growing Your Sales Pipeline

    1. Complete your LinkedIn profile

    Sure you have a LinkedIn profile but have you made sure it is complete? Here is a quick checklist to make sure you leave no t’s uncrossed or "i’s" undotted.

    • Title
    • Company
    • History
    • Background image
    • Headshot that only has you in it, refrain from using children, animals or multiple people in the image
    • Add your education
    • Fill out a full description of your current company
    • Add your Twitter link
    • Include your company website
    • Add your email
    • Add your phone number
    • When applicable complete the following: certifications, advice for contacting, interests, publications, projects, volunteering, patents, supported organizations, organizations, test scores, languages, honors and awards, skills/ endorsements and courses.
    • Join groups
    • Follow businesses

    2. Complete your company profile

    Make sure you have completed a full breakout of summary, descriptions, images, logos and help drive your team, colleagues, and clients there to follow your business.

    3. Use Lead Builder for searching out prospects

    With dozens of filtering options, you will have no limit to the number of new prospects you can funnel in! Be as specific as you want or cast a wider net by mixing and matching which filters you utilize. Here are some of the major filters to take full advantage of: Keywords, current companies, locations, title, function, industry, company size and company size.

    For function you can select from none, all or multiples: entrepreneurship, accounting, administrative, arts and design, business development, community and social development, consulting, education, engineering, finance, healthcare services, human services, information technology, legal, marketing, media and communication, military and protective services, program and project management, purchasing, quality assurance, real estate, research, sales and support.

    For seniority level, you can select none, all or multiples: owner, unpaid, training, entry, senior, manager, director, VP, CXO, and partner.

    When choosing company size, you can select none, all or multiples: self-employed, 1-10, 11-50, 51-200, 201-500, 501-1,000, 1,001-5,000 and 5,001-10,000.

    For industry, you can select none, all or multiples. Every industry is included, from accounting and aviation to sporting goods, wholesale, writing, and editing.

    4. Save and filter leads

    Leads are what the Sales Navigator deems as individual prospects.

    Here is an outline of  options for filtering your saved leads: current company name, relationship (1st, 2nd, groups, 3rd and everyone else), TeamLink, Location (by postal code, state, region), title, keyword, past companies, first name, last name, function, company size, company type, years in current position, years at current company, leads that follow your company, years of experience, groups, school, language, interested in, member since and headquarters.

    Most of these filters also have drill downs within each that allow even more filtering options.

    5. Save accounts

    Accounts are companies that have company pages that can be saved as an “accounts list”. These accounts can then be broken down further to find additional decision makers within the company and allow you to stay up to date with content that the company publishes.

    6. Filter your updates

    Keep up with all your leads and account updates in one place. Real-time feed of posts, updates and company info. Save time by filtering only saved leads so you can make sure to like, share and read relevant content to build relationships.

    7. Message through LinkedIn Sales Navigator

    Stay aware of both LinkedIn Sales Navigator messages and LinkedIn messages all in one place. Keep track of all your contact with leads and be aware of when you need another touchpoint.

    8. Save your searches from the Lead Builder

    Don’t just perform the searches save them! When new leads come in the system will automatically update you through alerts so you can stay up to date with new opportunities. Save your searches from the lead builder and then review them at a later period to narrow them down. You can also review all recent searches and then save the best ones.

    9. Join groups

    Join groups that align with interests of your target markets. Also join groups that are for industry professionals to help find share worthy fresh content and stay up to date with what is new.

    10. Post daily

    Post updates daily. Share, like, and promote content that is relevant to your connections. The more information you share, the greater you will set yourself apart as an industry expert.

    Get LinkedIn to work for your B2B Business

    Related Posts