Digitally Next

How to grow business with LinkedIn Sales Navigator in 2020

Sixteen years since its launch, LinkedIn remains a favorite private networking platform, but it’s still tremendously underestimated as a professional tool for developing your client base.

Social media networking is now a remarkably useful way of attracting new customers – 80% of financial advisors have promised to use social media for this purpose.

The key element is that LinkedIn, as a social networking platform, has found greater prevalence among wealthy investors and customers, compared to other platforms such as Facebook, which can be used primarily for private purposes, as opposed to generating business leads.

According to HubSpot, using LinkedIn is a fantastic choice for anybody spending 25 percent of the time in direct generation and prospecting. If this sounds like your role, keep reading to learn just how it is possible to use LinkedIn, mainly, the Sales Navigator.

What is the LinkedIn Sale/Revenue Navigator?

The LinkedIn Revenue/Sales Navigator is a superior, professional tool that lets you generate prospects and connect together in a more organized manner.

It gives you a boost in identifying relevant leads, monitoring participation, and fostering a more giant network of customers, all within a short amount of time.

If you’re taking a look at using LinkedIn for sales, this is a tool you need to definitely learn how to leverage. It is the 21st century, and it’s time to proceed from cold-calling.

LinkedIn Sales Navigator

Also read Tips to Master LinkedIn Marketing and Generate Leads (that actually work)

6 steps to use LinkedIn Sales Navigator effectively

1. Integrate your contacts and CRM using the tool

The signup procedure for the Revenue Navigator is relatively easy, but be sure you take time to establish your accounts and proceed through every step thoroughly.

As soon as you’ve signed up for your LinkedIn Revenue Navigator account, you will have the ability to import your leads/target accounts. You have already put in the effort to collect all of this information: might also add it to the Revenue Navigator so that you can derive improved insights.

2. Using the Lead Builder alternative efficiently

Lead Builder, to put it simply, is the innovative search option (which may explain its place right next to the search box).

It’s got 22 distinct filters, but the interface is quite intuitive and simple, so we guarantee you, you will lean into the job in no time whatsoever.

LinkedIn Sales Navigator Search

This tool is incredibly helpful when using LinkedIn for leads. You may use Boolean filters from the Keywords to narrow down applicable accounts and information.

There are particular impressive metrics you need to pay special attention to. Relationship Filter is highly beneficial filter- which it helps you in focusing on levels of connection 1st, 2nd and 3rd.

Once you’ve narrowed it down to the specific demographic you’re looking for, ensure you Save Search, so you don’t miss out on the results you’ve gotten, as well as the exact metrics you used to arrive with this.

3.Update your Earnings Preferences

LinkedIn has a rather sophisticated recommendation mechanism, but if you would like to earn the best use of it, then you need to ensure that your Sales Preferences are upgraded. How can you identify your sales tastes? Simple.

Close your eyes and envision your ideal client profile. For example, if you are a new accountancy firm providing bookkeeping services so you would like to target small companies in specific industries such as Real Estate which will be buying your availing your service.

It could be a list of shortlisted buyer character, it includes geography, industry, business size, and function (or the designation/department that the man or woman is in).

LinkedIn Sales Navigator

4. Leads from Prospect Page

A prospect’s page may tolerate an abundance of information and contributes to other individuals, too (after all, if you wish to locate people like your potential, your best bet is to look at who they’re mingling with).

You can even mine leads in the prospects’ profile by assessing their connections. If you have already filled out your Revenue Preferences, you will also receive a listing of guide recommendations based on the metrics you have set.

Always add tag with prospects mentioning how did you got that prospect and for what reason he is your prospect so that you can start conversation in a better way.

5. Initiate conversation with your contacts in powerful way

Now you’ve become an expert in identifying leads through the Revenue Navigator software. Now your real work starts: contacting the prospects you have specified.

Nevertheless, the basic principles still hold up: you’ve got hardly any time to create an impact on this person. What should you do?

A fantastic profile can do half of the job for you, so be sure you have a prominent and fascinating headline with a solid value proposition. Be sure you’re using unique content, not rehashing boilerplate messages that everyone has seen a few hundred times.

As soon as you start emailing your prospects, you will realize that it is highly restricted! Do not worry, though; there’s a workaround. Start looking for opportunities with Open Profiles.

Do not leave leads dangling, if you have sent a link request, do not leave the person hanging once they respond! It is always good to respond with a thank you note for the link and ask a telephone to take the issue forward.

It is also possible to leverage specific dates (for example, quarterly ends, celebratory occasions, etc.) and create messaging around the event given as a method of establishing an ongoing relationship.

6. Assess how good you’re using the Social Selling Index

To ensure you get the best results from Revenue Navigator and understand what pain areas you have been facing, you will have to track and manage each engagement you’ve got on the platform.

Social Selling LinkedIn is a straightforward tool that tells you how you have been using the Revenue Navigator.

LinkedIn Sales Navigator

The Social Selling LinkedIn Index measures your performance on four indicators: your specialist branding, connecting with the proper people, whether you are engaging with the insights, and how you are building relationships.

You can find a maximum of 25 on each index, and the scores are tabulated per week – so you can also evaluate how you have been performing over some time.

Why should you concentrate on this? Well, based on LinkedIn, the higher your score, the more successful you’ll be at reaching your sales objectives. You do not want to dismiss their recommendations. It is what we’re saying!


It’s a platform that permits you to concentrate on your connections’ quality instead of blindly reaching out to hundreds of prospects, only to find a couple manifest into a real business.

Thanks to the 22 unique filters, a great sales tastes matrix, and the ever-so useful Social Selling Index and recommendations, using LinkedIn for leads has come to be almost imperative for companies that are looking to perform their work smartly.

Also read How to Improve Email Deliverability