How to Use Sales Navigator for Lead Generation

I used to waste 3 hours every morning on LinkedIn with a pathetic 2% response rate. It was soul-crushing, especially when I knew high-value clients were out there somewhere. Then I discovered five hidden Sales Navigator features that completely transformed our approach. We now generate 50-100 pre-qualified prospects consistently, scaling our agency to $600K monthly. The game-changer? Competitor Connection Mining. Instead of basic filtering, I started connecting with sales reps at competing agencies, then used the "connections of" filter to see who they were talking to. This single tactic landed us a Fortune 500 client worth six figures. Buying Intent Signals was next. By filtering for people who "changed jobs in the last 90 days" AND "posted on LinkedIn in the last 30 days," we found prospects actively seeking solutions. These weren't cold leads - they were practically raising their hands for help. Technology Filtering revealed which tools companies were already investing in. For our PR agency, finding businesses using Sision or Meltwater showed they valued communications and were serious about growth. Smart Links with Advanced Analytics let us bundle case studies and proposals while tracking exactly which pages prospects viewed and for how long. No more generic follow-ups - we knew precisely what interested them. Boolean Searches refined everything to laser-precision. Combining "VP of marketing OR director of communications" with funding stages like "Series A OR Series B" connected us with decision-makers at companies with budget. The results speak for themselves: from struggling to find qualified leads to a consistent pipeline of perfect-fit prospects. Our close rate tripled within weeks. Want to see exactly how we implement these strategies? I've created a detailed walkthrough video showing these techniques in action. Watch the full breakdown here: https://lnkd.in/g-kbwNEe

$1.1M of my 2023 closed won pipeline, had a previous user in the deal cycle. It's the easiest new pipeline, but most reps don't know how to find previous users systematically. Lightning absolutely does strike twice. In fact, it's more likely to strike twice. Previous users will have a higher likelihood to respond right away, take a meeting, and have a much shorter sales cycle. The hardest part is just identifying / tracking them in the first place. Here's how to set up a saved search in Sales Navigator that will alert you when previous users join your current accounts: 𝗦𝘁𝗲𝗽 𝗯𝘆 𝗦𝘁𝗲𝗽: 1. Sign in to Sales Navigator 2. Click Leads at the top of the page 3. Click Lead Filters + 4. Click "Past Company" and click on your past customer list under "Account Lists" - mark INCLUDE 5. Click "Current Company" and click on your past customer list under "Account Lists" - mark EXCLUDE 6. Under "Workflow" go to Account Lists and highlight your current CRM accounts you own This way - you're finding people that worked at previous customer companies but EXCLUDING those who are now at customer accounts or at the same place. 7. Under "Function" add any that match who you currently target 8. Click the toggle for "Save search to get notified of new results" People are constantly changing jobs, so always look for this when targeting a new account. This is one of your strongest signals. Keep your raving fans in the family. P.S. Built out an email template for previous users + 6 other use cases, here: https://lnkd.in/gAyuvKkt

How I use Sales Navigator to generate millions in pipeline. If you follow this process, the meetings will start to pour in. Today I want to walk you through Relationship Explorer. Let's say I am a Account Executive at Champify. I focus on three target personas: • CRO • Director of Sales Development • VP of Sales At the beginning of every quarter, I’m given a new list of key accounts to break into. I typically sit down every morning and spend an hour prospecting. This week I’ve narrowed down one account, Slytherin, that would be a fantastic opportunity if I could close it. My best chance at penetrating this account is to go beyond shared connections to find hidden allies or someone already familiar with me or my company. These hidden allies could help expand my relationship footprint. I know Relationship Explorer in Sales Navigator can help me do just that, find the best path and any hidden allies in the account. I visit the Slytherin page in Sales Navigator and see that it’s surfaced 8 of the top individuals that might be relevant for me, based on the Sales Persona I’ve built out. I see that Snape, the CRO at Slytherin, has an Executive TeamLink connection to my CMO. I plan to reach out to my CMO and ask for an introduction! I know multithreading is critical to lowering the risk that a deal does pan out if my point of contact leaves the company. (We want deal insurance people) Since that’s the case, I also want to see if I can engage with the Director of Sales Development, as I expect they would be the primary buyer, and they may be my advocate in the deal. Using the Director+ Persona I’ve built out, I see that Draco is the Director of Sales Development and was a past customer in his previous job! This allows me to look in our CRM to find any details I can from the last time he was a customer, and I reach out with those details. Leverage the insights to break through the noise. P.S. Are you running your Sales Navigator strategy like this?

Sales Navigator Tip 2/6 Sales Navigator, one of LinkedIn's premium platforms, has powerful advanced filters that enable sellers to precisely identify their ideal accounts and buyers and who in their network can help them gain access to them. These filters encompass a range of parameters, including company size, industry, job function, seniority level, geographic location, social proximity (1st, 2nd degree, etc.), and more. By leveraging these filters strategically, sellers can create highly targeted lists of buyers that align with their ideal customer profile helping them in the first stages of #deepsales. Benefits of Advanced Filters for Identifying Ideal Accounts 1. Precision Targeting: Advanced filters enable sales professionals to define specific criteria for their ideal accounts, ensuring that they target organizations most likely to benefit from their products or services. 2. Efficient Use of Resources: By narrowing down the pool of potential accounts, sellers and teams can allocate their time and resources more effectively, focusing on high-value opportunities with the greatest likelihood of success. 3. Increased Relevance: Tailoring outreach efforts to prospects that match certain criteria increases the relevance of messaging, leading to higher response rates and engagement. 4. Better Alignment with Sales Strategy: Advanced filters allow sales teams to align their prospecting efforts with their overall sales strategy, whether targeting specific industries, geographic regions, or company sizes. In addition to targeting ideal accounts, Sales Navigator's advanced filters can also help sales professionals identify the key decision-makers within those organizations. By filtering prospects based on job function, seniority level, and other relevant criteria, sales teams can pinpoint the individuals who have the authority and influence to make purchasing decisions. Sales Navigator's advanced filters empower sales professionals to streamline their prospecting efforts, target high-value opportunities, and drive meaningful connections with their ideal accounts and buyers. By harnessing the power of advanced filters, you can take your prospecting strategy to new heights and unlock a world of possibilities for business growth.