LinkedIn - Do you use Sales Navigator?
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Reaching out to a company without knowing what's happening inside it is a guessing game. You end up talking to the wrong person, at the wrong time, about something they don't care about.
LinkedIn Sales Navigator fixes this. It shows you what a company is doing right now, who the right people to speak to are, and gives you everything you need to research a company or person in depth before you reach out.
Video: Introduction to Sales Navigator (2 min)
- Follow what a company is doing: save target companies as accounts so Sales Navigator alerts you to new leaders, headcount growth, job ads and news. It includes a tip about headcount growth by department.
- Find the right people to speak to: Lead search filters (function, seniority, recently changed jobs, recently posted), Relationship Explorer and saving several people per account as leads.
- Research a company or person in depth: Account IQ, news and job ads for the company. Lead IQ, recent posts and shared experiences for the person.
✅ Figure: Good example - Lead IQ for Adam Cogan
Use Sales Navigator by hand
LinkedIn doesn't allow scraping tools, bots, browser extensions that automate clicks, or bulk exporting of contacts. It can detect this activity and restrict or permanently remove your account.
- Don't use tools that auto-visit profiles, auto-connect or auto-message
- Don't copy contact lists out of Sales Navigator in bulk
- Don't open dozens of profiles in quick succession
Losing your Sales Navigator seat costs far more than the time any shortcut saves.