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How to use LinkedIn Sales Navigator for Prospecting & Get Great Results

How to use LinkedIn Sales Navigator for Prospecting & Get Great Results

A lot of B2B companies have started to use LinkedIn Sales Navigator for prospecting. If you haven’t started, you will have to or you might lose potential prospects & customers on LinkedIn. Prospecting on LinkedIn Sales Navigator is one of the most essential sales prospecting strategies adopted by B2B sales development reps and business development professionals. LinkedIn prospecting helps you to find your prospects & turn them into customers than any other social networking platform. This blog post will help you to learn how you can use LinkedIn Sales Navigator for lead generation.

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How to use LinkedIn Sales Navigator for Lead Generation

LinkedIn Sales Navigator is designed for LinkedIn Prospecting. Unlike LinkedIn Basic & LinkedIn Premium versions, it helps you to prospect for sales leads efficiently. However, you need to know how to use LinkedIn Sales Navigator to generate leads effectively. Here are some of the features that will help you to use LinkedIn Sales Navigator for prospecting.

1. How to Find Leads in Sales Navigator

Search is one of the most powerful features that will help you to leverage Linkedin and find leads in Sales Navigator. When it comes to LinkedIn prospecting, searching for leads and accounts is the first thing you would do. LinkedIn Sales Navigator allows you to set your sales preferences based on your requirements. You can set your preferences such as Geographies, Industry, Company Size, Function, and Seniority Level. If you are going to use a particular search criterion regularly, then this comes in handy. You do not need to select those filters every time you search for leads. You can edit your sales preferences under Settings.

However, you can disable your preferences and search for leads based on new search criteria as well. LinkedIn Sales Navigator also recommends leads and accounts for you based on your activity.   

linkedin sales navigator for prospecting

LinkedIn Sales Navigator allows you to search for leads and accounts using the Lead Filters and Account Filters. If you remember, it is the Advanced Search feature that you had in the LinkedIn Basic version. The feature has been removed from the basic version and moved to LinkedIn Sales Navigator.

Click All Filters to access the Lead Filters and Account Filters.

How to use LinkedIn Sales Navigator for Prospecting & Get Great Results 1

You can search for leads using the Top filters, Role & tenure filters, Company filters and Other filters. There are around 23 lead filters that you can use to search for leads. The lead filters will help you to drill down your search and find targeted leads. Once you have found the leads, you can save them and you can connect with them.  

How to use LinkedIn Sales Navigator for Prospecting & Get Great Results 2

Similarly, you can search for accounts using the Top filters, Size and Other filters. You can search for accounts based on filters such as Department headcount, company headcount, department & company headcount growth, annual revenue and you can search for Fortune companies as well. The account filters also enables you to search for companies based on the number of followers, technologies used, job opportunities and relationships, etc.

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2. Use Sales Navigator to Find Similar Leads

The next powerful Sales Navigator feature that you can use for LinkedIn prospecting is View similar. Sales Navigator helps you to find leads that are similar to your ideal prospects. When you find your ideal prospect in your search results and if you want to find similar leads, click on the ellipsis button next to the Save button and click View Similar.

How to use LinkedIn Sales Navigator for Prospecting & Get Great Results 3

It displays a list of similar leads that you are looking for. This feature will help you to learn how to generate leads through LinkedIn Sales Navigator and get a list of targeted prospects in no time.

3. Find Potential Leads through Job Change Alerts

Job Change Alerts is another handy feature for LinkedIn prospecting. You can use LinkedIn Sales Navigator to find if your prospects and existing customers have changed jobs. The search results in LinkedIn Sales Navigator display the number of people who have changed jobs in the past 90 days. This handy feature will help you to make more sales. Try this out.

Build a list of your prospects and existing customers in LinkedIn Sales Navigator. LinkedIn alerts you when your prospects or customers change jobs. You can reach out to those people to look for new sales opportunities. Chances are high that you can make more conversions because your customers already know you or they might have already used your product in their previous company. Similarly, your prospects might also be open for a demo since they already know you.

How to use LinkedIn Sales Navigator for Prospecting & Get Great Results 4

In addition, the search results also display the total number of leads, the number of people who have posted on LinkedIn in the past 30 days and the number of people who have shared their experiences with you. You can click the respective tabs to view the information.

LinkedIn Sales Navigator displays Alerts on the saved leads and accounts. If the saved accounts are mentioned in the news or if they share any updates, they are mentioned in the Alerts. Similarly, when you saved lead posts or share something, you get an alert. This way, you get to know about the activities of your targeted leads and accounts. You can also know about your prospect’s likes and interests, which will be helpful for email personalization. This feature will help you to make the most of LinkedIn Sales Navigator for prospecting and get great results.

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4. Saved Search – Save Time & Effort

If you are using LinkedIn Sales Navigator for prospecting, then you should use this feature. It will save you a lot of your time. If you are someone who performs multiple searches, then the Saved Search feature will come in handy. Once you perform a lead search, the results are displayed.

Click Save Search on the top right corner of the page.

A Save your lead search window pops up.

How to use LinkedIn Sales Navigator for Prospecting & Get Great Results 5

You can enter the name of your search, select the Alert frequency – Daily, Weekly, Monthly or Never and click Save Search.

Your search gets saved under Saved Searches.

How to use LinkedIn Sales Navigator for Prospecting & Get Great Results 6

With Saved Searches, you do not need to enter the search criteria every time you search for it and it is very difficult for you to remember them since you are doing multiple searches. Saved search makes LinkedIn prospecting a lot more easier and quicker.

5. Reach out to Prospects via LinkedIn InMails

InMails is one of the premium features that helps you to leverage LinkedIn Sales Navigator for prospecting. You can reach out to your targeted leads via well-crafted LinkedIn InMail messages. You can research your prospect and come up with a personalized message that connects with your prospect easily.

Use a compelling subject line, craft your message around your prospect’s needs, start a quick conversation and ensure that you keep it short and simple. You need to have in mind that you get only limited InMail credits based on your subscription and you cannot send hundreds of messages that you can do using normal emails. It is one of the LinkedIn prospecting methods that can give you results if used effectively.

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6. Generate Leads through LinkedIn Groups

Using LinkedIn Groups is one of the best methods to use LinkedIn Sales Navigator for prospecting. You can easily find your targeted audience on LinkedIn Groups. The LinkedIn basic version enables you to join relevant groups where your prospects are, participate in discussions, contribute your ideas and establish yourself as a thought leader in your respective domain. You can connect with your prospects, strike a conversation and gradually get into that zone where you can pitch in your products or services.

Whereas LinkedIn Sales Navigator helps you to search leads from LinkedIn Groups.

LinkedIn Sales Navigator for Prospecting

You can use the Groups filter to search for leads. You can also filter leads based on when your prospects joined the group, from one day ago up to 3 months ago.

All the above LinkedIn prospecting methods will help you to use LinkedIn Sales Navigator for prospecting. However, it takes a bit of time & effort to find, search, research, and reach out to your prospects. This is where LinkedIn prospecting tools come in handy.

LinkedIn Prospecting Tool to Speed up Prospecting

LeadGrabber Pro is a smart LinkedIn prospecting tool that enables you to find your ideal prospects and build targeted prospect lists on LinkedIn. The LinkedIn prospecting software also appends verified work email IDs and phone numbers of your prospects. You can export lead list from LinkedIn Sales Navigator and reach your ideal prospects in no time.

The LinkedIn prospecting tool enables you to find decision makers & C-level executives from any location or industry. Prospecting on LinkedIn becomes easy with LeadGrabber Pro. It helps you to speed up LinkedIn prospecting, generate targeted sales leads and make more sales conversions.

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How to Find Prospects Who are Active During the Holiday Season

How to Find Prospects Who are Active During the Holiday Season

Finding it tough to get prospects online?

Yes, it’s Christmas season. But how would you know who’s at work?

Try these 2 techniques to find prospects who are active during the holidays:

Tip 1. How to Find Prospects who are active on LinkedIn

In your LinkedIn Sales Navigator, search for your prospects and click on this tab:

How to find Prospects

You will get everyone who’s still active, and thinking about work. Works even better when you target Owners and CEO’s – they never take off!

Tip 2.  Get Alerts when Your Prospects Post / Share anything

In your Sales Navigator home page, have you used the “Lead News” or the “Lead Shares” button?

Get Prospects

You will get articles, shares and posts from your Leads.

If you see nothing in the list on the right, then you have to do one more step. Find all your top leads who you are trying to land a deal with and Add them to a Lead List as shown below:

Find Prospect lists

LeadGrabber Pro is a B2B prospecting tool that enables you to find potential prospects from various sources such as the Internet, corporate websites, social and professional networking sites, blogs, forums, etc. The software also helps you to append verified business email addresses & phone numbers of prospects and enables you to reach prospects who are active during the holidays.

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Happy Hunting during the Holidays!

5 Reasons Why You Should have a Targeted Prospect List

5 Reasons Why You Should have a Targeted Prospect List

A highly-targeted prospect list is one of the most powerful tools that any business should have before embarking on a marketing journey. Unfortunately, many companies don’t pay much attention to this. They either skip or overlook this vital element that can prove to be a costly miss.

Businesses just vaguely assume their target audience and end up losing their marketing dollars. Narrowing down the Target Audience and Building a Targeted Prospect List is not easy. You have to put in a lot of your time and resources. Though it is a tedious and time-consuming task, businesses can’t afford to skip this.

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Why? Read on.

  1. Reach the right people – When you don’t have a target audience, you would be reaching out to the masses in general and not the right people. Your marketing messages would be common for everyone. Chances are that they might not be your ideal prospects. So when you plan your marketing strategies – email marketing or cold calling campaigns or any other marketing activity for that matter, you might not get the desired output because you have not nailed down your target audience in the first place. You are likely to lose your time and resources.
  2. Be aware of your prospects’ problems – Without knowing your target audience, you will not know the challenges they are going through. Hence, you will not be able to provide the best possible solutions to your prospects that address their problems & needs.
  3. Position your product/service aptly – If you don’t know your target audience and their problems, you will not be able to position your product accordingly. You will not have any clue as to which feature, benefit or solution would help solve your prospects’ problems.
  4. Connect with your prospects – When you don’t know your audience, you will not know the jargon and the terminology they use in their industry. When you use the language they speak, you get to connect with them quite easily. Not knowing the audience & their language impedes the opportunity of getting connected.
  5. Develop new features & product lines – Another benefit of knowing your audience and their problems is, it will help you to develop better products & services. It can help you to come up with new features and product lines that help your prospects and serve them better.

Therefore, targeted prospect lists not only help businesses to reach the right prospects but also helps them to know & understand their challenges better and come up with new & innovative solutions.

LeadGrabber Pro is a powerful tool that enables you to build targeted prospect lists in no time! A lot of businesses use this software to quickly build targeted client prospect lists, reach the right prospects and close more sales.

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