How to Use Sales Navigator for Competitive Edge

Here's how I currently use Sales Navigator to generate millions in pipeline. If you follow this process, you'll have more meetings then you'll know what to do with! Today I want to walk you through Relationship Explorer. Let's say I am a Account Executive at GetAccept. I focus on three target personas: • Director of Sales Development • VP of Sales • CRO At the beginning of every quarter, I’m given a new list of key accounts to break into. This week I’ve narrowed it down to one account, Marvel. 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. 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 Marvel 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 created. I see that Deadpool, the CRO at Marvel, has an Executive TeamLink connection to my CMO. Then, I reach out to my CMO and ask for an intro! Multithreading is critical to lowering the risk that a deal doesn't 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 created, I see that Wolverine 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 Nav strategy like this? 

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

If you are in a sales role and you aren’t using the Sales Navigator Relationship Explorer correctly, you are wasting time. I was showing this to an account executive last week and he found a perfect prospect and a possible approach within 30 seconds of researching a new account. This applies to everyone from enterprise salespeople to entrepreneurs, solopreneurs, and service providers who need to find new business. Because the Relationship Explorer takes advantage of LinkedIn’s data and AI to surface the best paths in when you are looking at a new account. The key is effective use of the Personas search filters. Take a moment and create a few of these filters. Resist the urge to put C-Suite in all of them, and instead think about the individuals that you would really like to engage with (and that would be open to engaging with you). Then, whenever you look at a new account, plug that Persona into the Relationship Explorer and see what comes up. Not only will you see the top 8 suggestions that Sales Navigator has for you, it will share possible paths into the conversation. For example, the individual might be new to their role, have a shared connection or Teamlink relationship, have just posted on LinkedIn, or you might share a past employer or organization. The AE I was talking to uncovered a Head of Data Science (a perfect prospect) who had just started in their role. A few minutes on their LinkedIn profile uncovered a treasure trove of information that the AE could use to customize their outreach. This was using a Persona that they had developed for another account, so it took literally seconds. You won’t always have this homerun, but why not start here and see if you can let the system do the work for you? #deepsales #salesnavigator #linkedin #socialselling Becky Brown Anthony Carlson Alexander Beck Anna Roper Sander Huysmans Jori Besteman Alexander Low Amari Gonzalez Tom Latourette

If you're like most of our clients, you have LI Sales Nav, but get about 5% of your team to use it. Why? Because they've been taught how to use it, not how to use it to SELL. Here's another one of my favorite hacks: Sales Nav leverages all of the data and intelligence on LI and answers your questions - you just need to know what to "Hey, Siri" it. Hey Sales Nav...tell me anyone who: Worked for my last two employers Is a VP or CXO in sales And has posted on LI in the last 30 days Poof. An instant list of buyers that likely have tons of connections in common with you due to your alma and that have posted recently. Then? Go through who posts often Add them to a list in Sales Nav Pop in on Mondays to comment (meaningfully...) on their last post Maybe tag in your equal-to-them-in-title clients to see their post (psst, show them the heavy hitters you know or work with!) Do this 2-3 times Then connect with them on LI "Harry, I keep coming across your content and love your posts around xyz. I see you also used to work at ON24 and are connected to Lloyd Christmas, who was my mentor there! Small world, even if we didn't cross paths during our tenure." Harry replies and you banter a bit. Then you say, "I actually work with a ton of clients just like you and even a few competitors to xyz org - if you'd ever entertain a chat or be up for hearing a bit about how we could help you, I'd be appreciative of the chance." Poof. Earn the right the meeting, put in the Show Me You Know Me #SMYKM, kill it as a social seller, and take down meeting after meeting. Bonus points? Post your own content on Tuesday and that person is infinitely more likely to see your content because you commented on their post the day before. Double bonus? Refine the criteria to geo, connections of, recently changed jobs, on and on. Triple bonus points if you caught my movie reference. Prospecting is easy. This is what we teach x 100 other strategies to our clients - welcome Sherlock Holmes'ing your way through the sales process. #samsales #linkedintips #linkedinsalesnavigator #saas