SalesNavigator is something we hear a lot about, but few people know how to use its advanced features perfectly. Yet good prospecting databases are the lifeblood of successful outbound campaigns. Here’s a complete tutorial on how to build and maximize your sales with this essential LinkedIn tool.
Identify the right leads, reach key decision-makers and build strong relationships. Our detailed tutorial reveals the intricacies of Sales Navigator, from its advanced search and filtering features to its integration with MirrorProfiles: the 1st professional-quality Linkedin account rental service on the market.
What makes Sales Navigator truly stand out are its personalized lead recommendations. Thanks to LinkedIn’s advanced AI algorithms, users receive tailored suggestions based on their previously saved preferences and interactions. This feature, along with valuable insights, not only saves time but also enhances the relevance of prospects in each sales pipeline.
LinkedIn classic or Sales Navigator licence ?
The free version of LinkedIn offers basic search functions for finding people, companies, and jobs. However, the paid version of LinkedIn Sales Navigator is designed specifically for sales and marketing professionals, providing the best tools and features to enhance your outreach and lead generation efforts.
Sales Navigator revolves around 5 levers:
- Search for leads (or prospects) using advanced search filters.
- Search for accounts (companies) using dedicated company filters.
- Creation of lead lists and accounts (companies). You’ll be using company lists much more than lead lists.
- Tracking prospect and company activity such as publications, job changes, fund-raising, etc.
- Direct communication with your leads through InMails. And no credits consumption if your prospects are in “Open Profiles”
Another noteworthy feature of Sales Navigator is its ability to predict buyer intent. With the help of behavioral data analysis, users can identify accounts that exhibit signs of purchasing interest. This insight allows sales professionals to prioritize their outreach efforts and make informed decisions to improve conversion rates.
Prospecting on LinkedIn is a game-changer for sales and recruitment professionals, creating a more direct connection with corporate decision-makers. By leveraging advanced features like TeamLink and customizable alerts, professionals can follow up on key opportunities and gain deeper insights into their industry. Rather than following traditional methods, focus on a thorough understanding of prospects’ specific needs and let your team build authentic connections in LinkedIn’s professional environment.
- Recontact them whenever you like, ideal for lead nurturing loops
- Create Linkedin post strategies. Your 1st network will first see your posts on their Linkedin feed. It’s a good way of communicating indirectly and gaining notoriety among your prospects.
Sales Navigator also includes relationship mapping tools. These enable teams to analyze how prospects are connected within their network, providing valuable insights into shared connections and industry experiences. Such features can uncover shared connections, making it easier to identify paths for warm introductions and referrals.
The different Sales Navigator offers
Becoming a Premium member of LinkedIn means subscribing to one of 4 paid offers:
- Premium Career: give your career a boost by making it easier to get in touch with recruiters.
- Premium Business: for professionals looking to expand their network.
- Recruiter Lite: for HR managers who need to identify candidates and run recruitment campaigns.
- Sales Navigator: for prospecting professionals who want to generate qualified leads.
The Sales Navigator subscription comes in 3 packages:
1) Sales Navigator Core:
- Price: €99.17 per month
- Advanced search filters.
- 50 InMails/month.
- Real-time notifications of your leads’ activity.
- Smart Links: business presentations to share with your leads.
2) Sales Navigator Advanced:
- Price: €134.99 ex VAT per month. But with our provider is 60€.
- More advanced search filters.
- 50 InMails/month.
- Real-time notifications of your leads’ activity.
- Smart Links: business presentations to share with your leads.
- Create a team.
- TeamLink: leverage your team’s network of leads and relationships.
- Sales Navigator Coach: an integrated learning program offering personalized advice and recommendations to optimize your use of Sales Navigator.
The big advantage over Core is that you can import your company lists directly as CSV files into your account lists. No need to register them 25 by 25, saving you valuable time and enhancing your decision-making process.
Sales Navigator Advanced also supports AI-driven account summaries. These summaries provide insightful overviews of target companies directly within your account list, making it easier for sales teams to prioritize opportunities at scale and follow up with the best prospects.
3) Sales Navigator Advanced Plus:
- Price on request.
- Advanced reporting and analysis tools.
- CRM integration.
- Dedicated assistance and support services.
How Sales Navigator works
Sales Navigator is a powerful CRM tool from LinkedIn, specially designed for sales and marketing professionals. It allows you to search for and track prospects, create lead lists, and gain valuable insights. This tool is based on advanced search functionalities and sophisticated filters that help users identify and target the best business opportunities.
The two main tabs: “Lead” and “Account
Sales Navigator is structured around two main tabs: “Lead” and “Account”. Each of these tabs offers specific features and functionalities to help your team manage their prospecting activities efficiently.
The “Account” tab focuses on companies.
In this tab, you can search for accounts using advanced filters. Choose your criteria and create a list of companies that match your target industry and job requirements in every way. Don’t hesitate to play with filters that you can use later in your copywriting, such as:
Has the company posted a job ad? It’s recruiting = it’s growing and investing in new features.
Headcount growth by division: recruiting sales staff = needing advanced sales tools.
You can then create lists of accounts. These lists enable you to build a folder where you can find your target companies easily. You can store them in Sales Navigator and set up alerts to stay updated on any changes or new opportunities.
The advantage of account lists is that you can go and find the people you’re interested in within these companies. This is called double filtering. An account list is limited to a storage of 1,000 companies, but it’s much more precise and less time-consuming than having to manually enter them into your lead filters later on, allowing your team to focus on high-priority leads.
In the “Lead” tab, you’ll find information directly from the people who fit into your targeting criteria. In the “Account” tab, you’ll find companies that fit your target group. This nuance needs to be taken into account when choosing the right filters for each search to ensure the best results.
How do I create an account list?
Create your search using advanced filters.
Click on the accounts to view more details. Check the boxes next to the accounts you wish to add to your list.
Once you’ve selected the accounts you want, click on the “Save to List” button at the top of the search results page.
You have two options:
Create a new list: Click on the “Create a new list” button, give your list a name, then save it.
Add to an existing list: Select an existing list from the drop-down menu.
NB : Sales Navigator allows you to include only batches of 25 companies in the account list. If your search contains 203 companies, then you need to repeat the operation on all the search pages. It’s a pain, but it’s Sales Navigator’s protection against automation.
The only way around it is to have Sales Navigator Advanced, scrape your company search via Phantombuster or Captain Data, and then upload your CSV to your Sales Navigator account. This integration with tools like Salesforce can help streamline your workflows and enhance your CRM capabilities.
https://mirrorprofiles.com/wp-content/uploads/2024/05/video-1.mp4
Once you’ve created your account list, you can include it in the “Lead” tab to follow up and find the right contacts in these companies, ensuring you don’t miss out on any critical outreach opportunities.
In fact, for example, I’d like to contact the managers of companies involved in photography (such as the explanatory video). First I’ll create my account search in the “Account” tab, then I’ll create a list of accounts to keep these companies.
Then I switch to the “Lead” tab and include my list in my search so that I only get the people who work in these companies.
This is the double filtering method you’ve just seen. This is the method to master for effective Linkedin prospecting.
Once you’ve created your account list, you can include it in the “Lead” tab to find the right contacts in these companies.
In fact, for example, I’d like to contact the managers of companies involved in photography (such as the explanatory video). First I’ll create my account search in the “Account” tab, then I’ll create a list of accounts to keep these companies.
Then I switch to the “Lead” tab and include my list in my search so that I only get the people who work in these companies.
This is the double filtering method you’ve just seen. This is the method to master for effective Linkedin prospecting.
Sales Navigator advanced search filters
The free version of LinkedIn imposes limitations on the number of search results and the number of searches performed in a month. Sales Navigator overcomes these limitations, while offering advanced search filters and literally putting you at the center of global business. Finding targeted leads clearly becomes child’s play.
On the Sales Navigator home page, click on “Lead Filters”. These advanced filters are categorized and organized for easy searching. New features and filters are regularly added to Sales Navigator, allowing you to combine them and adjust them to your needs for the most precise results.
- Company:
- Current company.
- Number of employees.
- Previous company.
- Type of company.
- Location of company headquarters.
Here, if you’ve done your company search and double-filtered, you don’t need to. In fact, it’s at the “Persona” level that you’ll put your list of accounts.
- Role:
- Function.
- Current job title.
- Hierarchical level.
- Previous job title.
- Length of service with current company.
- Length of service in current position.
- Personnel:
- Geographical area.
- Sector.
- Groups.
- First name.
- Name.
- Profile language.
- Years of experience.
- School.
- Published content.
- Keywords in articles.
- Intention to buy:
- The account shows an intention to buy.
- Category of interest (New).
- Follow your company.
- Recent profile views.
- Better connections.
- Relationships:
- Relationships from.
- TeamLink relations from.
- Former colleague.
- Shared experience.
- Recent news:
- New position.
- Posts on LinkedIn.
- In the news.
- Activity flow.
- Persona (New):
- Account list.
- List of prospects.
- People in CRM (Premium subscription).
- People you’ve interacted with.
- Prospects and registered accounts.
When you start to enter your first filter in Sales Navigator, the first results start to appear on the right-hand side of the page. Use new filters until you achieve precise targeting.
Here, in the search, I found all CEOs in the real estate sector, company size 200-500.
Sales Navigator’s CRM integration feature further enhances filtering precision. By syncing leads directly to your CRM, such as Salesforce, you create centralized contact records with real-time updates on activity and data validation, ensuring the quality of leads remains intact throughout the pipeline and your team stays informed.
As a general rule, aim for databases of between 200 and 1,000 people, plus you’ll probably need to add advanced filters for greater precision. Certain filters, such as experience or hierarchical level, may only be of interest for more precise copywriting in your prospecting campaigns, helping you target the best prospects effectively.
Boolean search in Sales Navigator
Boolean search is an advanced search technique that uses logical operators to refine and target search results precisely and efficiently. With Sales Navigator, this method lets you combine different search criteria to find exactly the profiles you’re looking for, enhancing your search capabilities.
When you use quotation marks in Sales Navigator, you can search for an exact expression or a specific phrase. For example, by searching for “Marketing Manager”, Sales Navigator will only display profiles that contain exactly that phrase, thus eliminating irrelevant results and improving the quality of your searches.
Logical operators
- AND:
- The “AND” operator is used to search for profiles that include all the specified terms. For example, by searching for “Marketing Manager” AND “Growth Hacker”, Sales Navigator will display profiles that contain both “Marketing Manager” and “Growth Hacker” in their titles or descriptions.
- OR:
- The “OR” operator is used to search for profiles that include at least one of the specified terms. For example, if you search for “CEO OR Founder”, Sales Navigator will find profiles containing either the term “CEO” or the term “Founder”.
- NOT:
- The “NOT” operator is used to exclude specific terms from the search. For example, if you search for “Marketing Manager NOT Senior”, Sales Navigator will display profiles that include “Marketing Manager” but exclude the term “Senior”.
Boolean operators can be particularly useful in a Sales Navigator search filter: filter by “keywords” to enhance your search precision and target the best leads.
When searching by keywords, Sales Navigator analyzes all LinkedIn profile information, including description, “About” section, work experience, education, recommendations, and skills. Using specific, relevant keywords helps you refine your results and obtain more targeted leads. For example, you can search for “Wedding” OR “Marriage” to find profiles containing these terms to locate photographers in these fields. Be careful, though: keywords are only useful in conjunction with the “Jobtitle”, otherwise you run the risk of making a lot of targeting errors in your search.
Sales Navigator’s Boolean search is a powerful tool for refining your searches and obtaining highly precise results. By using quotation marks, logical operators like AND, OR, NOT, and parentheses, you can structure complex queries that allow you to target exactly the profiles you’re looking for. This optimizes your prospecting and helps you find more qualified leads, enhancing your overall outreach strategy.
How to recover data from Sales Navigator
Once your search is created in Sales Navigator, manual data collection can quickly become time-consuming, especially when working with large volumes of data. Fortunately, there are automated tools that can simplify this process. One of the best tools for this task is Captain Data.
Captain Data extracts data from multiple online platforms, including LinkedIn, Sales Navigator, websites, online directories, and more. Users can set up customized scraping tasks to obtain exactly the information they need, integrating seamlessly with CRM systems to enhance your data management.
Automating data collection saves you valuable time, which you can devote to other important tasks. What’s more, scraping tools like Captain Data reduce human error, ensuring more accurate and complete data collection. Other tools include Phantombuster and Evaboot, which offer advanced features to support your prospecting efforts.
With Captain Data, you can process large volumes of data quickly and efficiently, which is particularly useful for large account lists. This ensures your team can focus on high-value tasks and decision-making based on reliable data insights.
Data collection from Sales Navigator can be simplified and optimized by using scraping tools such as Captain Data. By automating this process, you can concentrate on analyzing data and implementing effective prospecting strategies, while saving considerable time and enhancing your team’s productivity.
How to optimize Sales Navigator with MirrorProfiles?
With Sales Navigator, you can quickly extract data and create effective prospecting files for both prospects and candidates. However, when you need to visit numerous LinkedIn profiles or company pages, MirrorProfiles becomes indispensable. LinkedIn imposes strict limits on profile visits, number of searches, and other activities, which MirrorProfiles can help you manage efficiently.
The advantage of MirrorProfiles is that it lets you multiply LinkedIn quotas according to the number of profiles you use. It’s so practical and helps your team scale their outreach without hitting LinkedIn’s limitations.
MirrorProfiles lets you rent LinkedIn profiles ready for automation. Initially, these profiles do not have Sales Navigator, but you can add it if required. We often recommend this approach to our customers. In 90% of cases, a single Sales Navigator account is enough to feed a dozen LinkedIn accounts, enhancing your team’s ability to manage multiple outreach campaigns. That said, Sales Navigator does not allow you to exceed limitations such as connection requests or the number of messages.
However, if you need to enrich your databases with information available only via Sales Navigator, it will be necessary to add it to your MirrorProfiles accounts. Here’s how to do it:
From your Sales Navigator account, send a login invitation to your MirrorProfiles account.
Log in to your MirrorProfiles account and accept the invitation.
Return to your main account and sponsor the MirrorProfiles account by clicking here :
On your MirrorProfiles profile, you’ll receive a message with an affiliate link, entitling you to 2 free months instead of just one.
At the end of the 2 months, cancel the subscription by ticking the “I’m unsubscribing because the subscription is too expensive” box. LinkedIn will then offer you a 50% discount for the next 2 months.
There you go! You’ve just extended the use of Sales Navigator on your MirrorProfiles account for 4 months, while paying for just one month, maximizing your team’s outreach capabilities.
Sales Navigator is a powerful and indispensable tool for professionals wishing to prospect on LinkedIn. With its advanced search and filtering features, it enables you to identify the right leads, reach key decision-makers, and build solid relationships. By harnessing data constantly updated by LinkedIn members, Sales Navigator transforms traditional prospecting into a more efficient and relevant process, providing your team with the best tools for success.
Whether you choose one of Sales Navigator’s offerings, or optimize its use with tools such as MirrorProfiles and Captain Data, you can significantly improve your prospecting strategy and increase your sales effectiveness. By automating data collection and multiplying your opportunities with automated profiles, you’ll save valuable time and maximize your chances of success, ensuring your team stays ahead in the industry.
In conclusion, Sales Navigator is more than just a prospecting tool; it’s a truly strategic resource for developing your professional network and reaching your sales targets. Don’t wait any longer to exploit its full potential and transform your sales approach with the best features and services available.
FAQ
What is the Sales Navigator?
LinkedIn Sales Navigator is a premium sales tool designed for professionals to find, build, and manage client relationships using LinkedIn’s vast data. It offers advanced search filters, unlimited lead searches, InMail messaging, and integration with CRM tools like Salesforce, enhancing lead generation and sales outreach efficiency .
How much is a Sales Navigator in the UK?
LinkedIn Sales Navigator in the UK costs approximately $99.99 per month for the Core plan, or $959.88 annually ($79.99/month). The Advanced plan costs about $149.99 monthly or $1,300 annually ($108.33/month). Enterprise-level Advanced Plus requires custom pricing starting around $1,600 per seat yearly .
Is LinkedIn Sales Navigator free?
LinkedIn Sales Navigator is not free; it offers a 30-day free trial but requires a paid subscription afterward. The Core plan costs around $99.99 per month or $79.99 monthly if billed annually. Other plans like Advanced and Advanced Plus have higher prices and additional features .
What is the difference between LinkedIn and Sales Navigator?
LinkedIn is a general professional networking platform with basic features for profile viewing, messaging, and learning. Sales Navigator is a premium LinkedIn tool designed for sales professionals, offering advanced lead search filters, lead recommendations, CRM integration, unlimited profile views, and 50 InMail credits for targeted outreach and lead management—unavailable in standard LinkedIn.
