5 LinkedIn Sales Navigator Tips for Successful Prospecting

By Perry van Beek

Part of LinkedIn Sales Navigator For Dummies Cheat Sheet

With 500 million active members, LinkedIn is the ideal platform for researching your target audience, and LinkedIn Sales Navigator is a handy tool for segmenting and tracking your outreach efforts. Here are five tips to help improve your prospecting — the process of filtering through reams of individual and information to isolate the most relevant prospects for your business — using Sales Navigator:

1. CRM integration is a must.

Does your company use customer relationship management (CRM) technology? Sales Navigator has been designed to integrate with HubSpot, Salesforce, Microsoft Dynamics, and other popular CRMs. Syncing customer data is an absolute must if you want to succeed in your prospecting efforts.

2. TeamLink is a built-in prospecting network.

LinkedIn is a disparate collection of industry hubs, and each industry has its subset of influencer nodes. It can be hard to make direct connections with second- and third-degree connections in your industry. With TeamLink, you don’t have to worry about that anymore — simply take a glance through your entire team’s network and reach out to viable prospects with ease!

3. Log TeamLink connections effectively.

Keeping up with connections in your network through TeamLink is essential. You probably want to know if someone in your company has reached out to a contact you were planning to target. Rather than performing a manual search to check every time, you can save search parameters for a group of connections in your network. Then, if another salesperson has reached out to individuals or companies in that particular group, you will be notified.

4. Make the most of your Social Selling Index (SSI).

You may have noticed the SSI circle on the right-hand side of the Sales Navigator home page. Sure, it offers a gauge of how successful your social selling tactics are but offering just a number often leads to more questions than answers. For example, you might be thinking: how do I know which parts of my approach are working, and which need a re-think? Glad you asked! If you click on the % sign, it will break down your performance in precisely those terms. For areas of your strategy that need a re-think, Sales Navigator will offer some suggestions.

5. Target users with open profiles.

There is a limit to the number of InMail messages you can send each month, depending on which account package you have. While LinkedIn is unlikely to change this function any time soon, there is a cheeky way around the limitation. Sending mail to users with “open profiles” does not count against your InMail allocation. Premium members have the option to open their profile and accept messaging from anyone at no cost. The bonus is that Open Profile recipients are usually quite receptive to outreach efforts.

Also, it used to be so that InMail messages that didn’t receive a response got credited back. Since January 2015 LinkedIn has reversed that and now, you get an InMail credit for every InMail message that receives a response within 90 days of the send date. So, make sure to write good InMail messages!