Sales Navigator Hack - The basics

LinkedIn Sales Navigator and your Attention Hack Some tips on LinkedIn and Sales Navigator Sales Navigator pulls data from LinkedIn.com using special tools and features to narrow searches for more targeted prospects.

Think of LinkedIn.com as the place you: 1) edit your prole, 2) create a company page, 3) participate in LinkedIn Groups, 4) conduct basic searches, 5) message others, and 6) share your knowledge by posting articles, 6) See how your posts, articles, likes, and shares are doing

Top Sales Navigator Features SN adds advanced searching (29 lters vs 11 in LinkedIn.com), lead recommendations and high search and send levels.

Leads and Accounts LEADS ​are specic people you want to work with or people that work at “Accounts”. Track up to 1,500 leads (5,000 with Team Edition). Sales Navigator has a special list for them.

ACCOUNTS ​are target companies or associations with whom you want to do business. Sales Navigator has a special list for them and there are essentially no limits.

Saving Targets as Accounts and Leads puts them on your Sales Navigator Home Page where you can Like, Comment, Share their posts and see news about them.

Searches Sales Navigator searches a database of 500+ million LinkedIn proď€ les.

Like LinkedIn, you will be frustrated by the search, everyone will not show up, but if you save the search it will find them at some point.

See up to 1,000 results at a time (LinkedIn limit) and then further segment searches to get searches down to 900 results or less.

Once you have your list then go through a process to get their attention. This process depends on the type of people you have selected in your search. You can do this all manually or use a Bot, in either case, contact an Educated Change Attention Coach for the complete process.

Boolean Boolean renes your search by focusing on targets to include or exclude using a series of words that mimic​ ​basic algebra. Use it in two very important areas - Keywords and Titles. It’s simple. “multi-word phrases must be in quotes” or use (brackets) OR will let ​any ​of the words qualify

AND requires ​all t​ he words to qualify

NOT eliminates ​specic ​words from qualifying Keywords: ​Operations OR Warehousing OR Logistics NOT Retired NOT Assistant NOT Intern ​Titles: ​CEO OR President OR “chief executive officer” …..

(VP OR Director) AND Marketing Create your “Boolean Text” in a word processor and then copy/paste it into the eld

Tags Tags are about keeping your data in order and can be attached to individuals (very useful) and companies. Use Sales Navigator Tags to track where people are in the sales cycle, their priority, and more to create super qualied lists.

Use Tags to create lists for events or campaigns and send to the list.

Sales Navigator Starter Tags will get you going. Rename them to your liking and Custom Tags as you need. These Tags sort alphabetically and the order matters. Name tags beginning with numbers (1,2) and special characters (- >) to order the Tags more precisely.

Lead Recommendations Sales Navigator recommends potential Leads on proles, on company pages, in lists, on the Home Page, in searches, and in more places. They are often hidden among the other words on the page. Here are some examples so you know specically what to look for:

Map out an entire target Account, save specic individuals as Leads and engage them in a systematic way that includes all of your traditional sales methods.

Second Inbox Sales Navigator introduces a SECOND Inbox and this sucks, it is often wrong and it says you have mail, but it is a ghost. Use it for high volume special projects with Leads, Accounts, and Tags.

Conduct most of your conversations through the LinkedIn.com Inbox as you will lose all the emails if you miss a payment or change companies.

Sales Navigator also has InMails, special messages that can be sent to 2nd and 3rd level connections almost as​ ​if they were 1st level connections. A limited number of InMails are awarded each month, most people don’t read them, but they make you feel like you are working.

Engage Your Leads Sales Navigator delivers relevant news and information about saves accounts and leads and posts them on Sales Navigator Home Page.

Show interest in saved Leads, Like, Share or Comment their activity.

They might notice and it could open doors. Use this information in connection requests and messages. Talk about what THEY are writing about.

Sales Navigator Licensing Sales Navigator is not free, but most LinkedIn users can get a free month to try it out. Sales Navigator Professional is the most popular version. Sales Navigator Team has a 10-user minimum so it is not for everyone. Sales Navigator Enterprise is for large and/or sophisticated companies integrating CRM systems with LinkedIn. LinkedIn Premium Users - given all the features, you can see why it’s worth an extra $20/mo.

Where are you placing your Attention?

We believe your time is best spent talking to prospects, customers, and employees. You should be doing the thinking and outsource the repetitive tasks to Educated Change, letting someone else sort through the data, make the connections and you direct us.

Educated Change offers a managed service that provides persuasion based content, bots and support to get value out of Sales Navigator, to find and engage prospects and let you focus what you like to do and are good at.