Using LinkedIn Sales Navigator for Prospecting | Teddy Burriss | Skillshare

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Using LinkedIn Sales Navigator for Prospecting

teacher avatar Teddy Burriss, LinkedIn Trainer, Coach, Consultant, Speaker

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Taught by industry leaders & working professionals
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Watch this class and thousands more

Get unlimited access to every class
Taught by industry leaders & working professionals
Topics include illustration, design, photography, and more

Lessons in This Class

19 Lessons (1h 46m)
    • 1. Class Introduction

      2:11
    • 2. Class Instructor Introduction

      0:54
    • 3. Defining Sales Navigator

      2:59
    • 4. Class Prerequisites

      2:06
    • 5. Who Should be using Sales Navigator

      1:22
    • 6. 7 Key Areas of Sales Navigator

      1:36
    • 7. Home Page Navigation

      6:11
    • 8. Home Page Alerts

      5:39
    • 9. Using the Lead Page

      8:58
    • 10. Using the Account Page

      5:28
    • 11. Mastering Lead Search

      13:43
    • 12. Mastering Account Search

      3:15
    • 13. Creating Saved Searches

      7:26
    • 14. Building a Lead list

      12:03
    • 15. Building an Account list

      5:18
    • 16. Practicing Social Listening

      7:09
    • 17. Sales Navigator Messaging

      10:49
    • 18. My Prospecting Process

      5:10
    • 19. Closing Statements

      3:14
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About This Class

Using LinkedIn® Sales Navigator in 2021

More than 720 million people have created a LinkedIn Profile. This makes the data in the LinkedIn system rich with information useful for prospecting activities. Sales Navigator is the Premium Subscription tool LinkedIn provides for these prospecting activities.

Anyone serious about prospecting thru LinkedIn will need to use Sales Navigator. Sales Navigator users need to be efficient and purposeful in their prospecting tactics in order to create a sustainable routine that generates results.

In this course, we will review the many areas of Sales Navigator you will use in your prospecting processes. Understanding the best practices and tactics required to use these areas will provide you the foundation needed to create real business value using Sales Navigator.

We will also introduce you to a set of routine tasks that when performed will provide you the best search results, lead and account management value and can build your pipeline and new business opportunities. While reviewing these tasks you will need to decide how to integrate them into your routine prospecting.

I will share my proven Sales Navigator prospecting processes so you can use them as templates for your own processes.

Prerequisites and Advanced Preparation

  • Each student will need to have basic computer skills, an understanding of web browsers, and basic website navigation skills to attend this course.
  • Each student will need to have a LinkedIn Profile in order to participate in this course.
  • Each student will need a subscription to LinkedIn Sales Navigator (Professional, Team, or Enterprise)
    (this class does not discuss Team or Enterprise specific features)

Learning Objectives (3 – 5)

  • Discover and understand the benefits of the 7 Key areas of Sales Navigator.
  • Explore and understand the best practices and activities of using Sales Navigator for prospecting.
  • Explore a Proven Sales Navigator Prospecting tactic you can use to develop your own business processes.

Meet Your Teacher

Teacher Profile Image

Teddy Burriss

LinkedIn Trainer, Coach, Consultant, Speaker

Teacher

I am a LinkedIn Strategist and Trainer.

I have been training on the best practices of LinkedIn as a business tool since 2010.

As an accomplished author, public speaker, social media engager and blogger, I have mastered and now share the best practices and principles of using Social Media for Life, Business and Career.

I love sharing the message and best practices of using LinkedIn as a Business tool through my LinkedIn Consulting, Professional Development Programs, Webinars, Workshops, Seminars, Coaching, and Speeches.

Helping individuals and businesses who want to expand their networks and grow their businesses is a pleasure for me.

Learn more about me on my LinkedIn Profile or from my YouTube Channel


My pur... See full profile

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Transcripts

1. Class Introduction: Welcome to my course using sales navigated for prospecting in 2021 and beyond. I'm Teddy births, your LinkedIn strategist and trainer. So what will you learn in this class? This is important for me to share with you. First of all, we'll talk about what is sales Navigator, what really is it will also talk about who should be using sales Navigator because not everyone should be using sales Navigator. We'll also talk about seven key areas of sales Navigator. We'll dig into those deeply so you can understand them more effectively and so you can use them more efficiently. We'll dig into the home page of sales Navigator what it really is beyond just simply a list on a news feed and access to the menus will talk about managing your sales Navigator settings so that there's configured the best possible way view for recommendations by LinkedIn. We'll talk about using linked sales Navigator list. That's a really important part of prospecting through sales Navigator, we'll look at and get a real deep understanding into navigating the sale W8 or leads and sales Navigator account pages will look at and really dig deeply into one of the most powerful features of sales Navigator, which is a search functionality. Then we'll look at understanding how to create and how to use saved searches and other very powerful sort of automation part of sales Navigator. We'll talk about the best practices of using sales Navigator in males and messaging. And we'll look at the, some tactics that I use. Some of my processes of social listening was sales Navigator and LinkedIn because you have to use LinkedIn as well. And then I'll show you a sales Navigator prospecting tactic that I use that works great for me. I'll give you some insights into that. So you can use that to build your own proven prospecting tactics. 2. Class Instructor Introduction: Who am I, but almost social media strategist. I'm also a Linked In strategist trainer and coach teach in LinkedIn, LinkedIn premium and sales Navigator. When using LinkedIn pretty deliberately since 2005, but experimented with sales Navigator in 2010, got real serious about it in 2013. I teach LinkedIn as a business toll, and I teach prospecting using sales Navigator across the globe, across all industries, all business roles, all kinds of company types. I use LinkedIn and sales Navigator in my own business. And I experiment with these business tools everyday so that I can uncover new ideas and new tactics that I can then pass on to my students and my clients so that they can create more value using them. 3. Defining Sales Navigator: So what is LinkedIn sales Navigator? I really like their definition they use on their sales page. Linkedin sales Navigator makes social selling easy. With sales totals that focus on helping you to find the right prospects to build trusted relationships. Read that, does nothing in there about selling. There's nothing in there about pitching your deals. It's about finding the right people so that you can build trusted relationships that is vital to understand, because that really is what social selling is all about. Finding the right people. My words make any connection, engaging in some way, building trusted relationships that opens the door for business opportunities. So little deeper. What is LinkedIn sales Navigator? Well, if so, I'll stand alone interface premium subscription, which means we pay for it of LinkedIn. And you keep the LinkedIn interface. The interface doesn't change. Some of the features may change, but you're going to hold other aisle, webpage or access portal dashboard where we want to call it to LinkedIn data up. And it's a, it's a web browser interface, but it also includes a mobile app. I used my mobile app on a regular basis as well for some of my social listening activity. And from my own experiences says 2010, sales Navigator provides 23 lead filters. Now, That's ten more that are in basic or even premium. Linkedin. Sales Navigator has 13 account filters, but I might leaves or LinkedIn members accounts are companies on LinkedIn. There are 13 account filters in sales Navigator Check out there are no lake down filters in LinkedIn Today. Sales Navigator provides more focused method, a much more focused method of paying attention to the leads and accounts, the news feed on sales Navigator, you decide who gets in their sales Navigator includes in males for what I call cold messaging or cold calling. Sales Navigator has Note feature which I really like for you to keep track of my conversations with leads and activities with accounts. As over as of early 2020, sales Navigator Now lets me engage directly with leads and even account pages from within sales Navigator perusal, it kicked over to LinkedIn and do that. For me, sales Navigator is an integral part of a vital tool for my own prospecting tactics. And I could not be doing the level of prospecting I'm doing today if it weren't for sales Navigator. 4. Class Prerequisites: A few prerequisites which are important to understand before you start using sales Navigator. And let's talk about these. Well, that's a given you gotta have a LinkedIn account. It's not hard to understand you, but you will also need to know who is. Your target audience is really important and you've got to understand that you've gotta be really in tune with what that means and who those people are. You're also going to need to be comfortable engaging with your target audience in multiple channels, not just on social media, LinkedIn or through sales Navigator, but also email, phone, and x2. But whenever video engagement tool you want to use, you're going to need to be really effective user computer. Look, we get that. But I want you to be very effective on the keyboard knows no keyboard shortcuts know what right-click is and how to, how to really efficiently jump around using all the different l whenever the easiest method is for you to quickly move from one screen to annex or quickly move from one tab to the next, et cetera, et cetera. You're really going to want to know your way around Chrome. What, again, what are the keys at work best for you to jump from LinkedIn to sales Navigator and back and a jump from one tab to another. So because when you get really efficient on a keyboard, that's when you become very effective using social prospecting tools. And lastly, you're going to need to have time to execute these activities. You're going to need to find time. You can't just say I've got sales Navigator I've learned and now we're ready to use it. You've got to commit time. This is one of the big prerequisites. You've gotta commit time to experiment, to practice, practice, practice, because the more efficient you get prospect and using sales Navigator, the more effective you're going to be. And that is vital to be a social prospecting professional. 5. Who Should be using Sales Navigator: So, so a little bit about who should be using sales Navigator because not necessarily for everyone. Business development professionals is a given if you're role, is it Abella business opportunities and social listening and social prospecting is important. Inside and outside sales professionals again, who have some level of responsibility for social listening and social engagement. Lead generation profile professionals, absolutely. The bill tap into the, now what is it? 720 million people that are on LinkedIn. Anyone who is serious about researching their target audience and the related companies. Because what you've gotta do, you've got, if you really want to use sales Navigator effectively, you've gotta be willing to commit yourself to use the tools to build a network and the brand through social engagement. And who want to listen intently using social media to pull opportunities for engagement. Pull opportunities again, the conversations in meaningful conversations that can lead to business discussions. Sales navigators, not for everyone. I strongly encourage you to make a decision. If you're going to use sales Navigator, then commit yourself to use that an interweaving it into your other business processes, which we'll talk a little bit of value. 6. 7 Key Areas of Sales Navigator: The seven key areas of sales Navigator that we will discuss in this course include the homepage, which is way more than just a News Feed, and the access to the menus is for social listening. We'll look at a little bit into a default target leads licensee, which is all under settings. You understand that? We will look at how to create a list, how to manage list, how to work a list which is really important for proper social prospecting will look at leads to lead page. So you understand all the basics of the, of that view and how to use it. And by the way, when to go to LinkedIn and when the stay in sales Navigator. Same thing for the account page. We'll look at understanding the account page, whatever features are there that you need to understand a day and start using and grow into becoming fish it using those pages as well. I spent a lot of time on sales Navigator search and save search. It is a very powerful, feature rich area, as I said our way or 23 filters and it'll take time for you to get good at using search and search results. And then we'll look at messaging and males, Android L, social, sale, sales Navigator messages to your leads and the people you want to make leads. So you understand the best way to use messaging. These seven areas are what we're going to drill into in this course to give you a really solid foundation of how to use them. So you can start prospecting using sales Navigator. 7. Home Page Navigation: So the first section I want to talk with you about and give you some insights on so you can learn to use it effectively is the sales Navigator home page. Now by the way, it's really easy to get to sales Navigator if you're in LinkedIn. If you're in LinkedIn, the new score and you got an account click sales Navigator. Furthermore, it's really also pretty easy. Just go to a new tab. New tab you can type in LinkedIn.com slash sales and you're in sales Navigator. So click on it without the white IN and it takes you sales Navigator homepage, click on home and does exactly the same thing no matter where you are, what you're doing, what you're looking at. Clicking on home or clicking on I n will take you back to the homepage. List is the access for all of your saved lead list and a countless and we'll talk about that later on. But this is how you get to all of your all your lead and account list. Saved searches is how you get to all the search searches that you've created. And again, we're gonna talk about this deeper later on, but it's how you get to all of them and how you can get to manage or, or, or execute or work a saved search messaging. It allows you go to the sales Navigator in Box or to the LinkedIn inbox. And so if it goes a Linkedin inbox, it opens link up and takes you to the inbox. And if you're gonna go to sales Navigator, disobeys it up in the current window. Admin is used for the team version of sales Navigator. That's where you have a subscription for a group of users. And the administrator or administrators can manage seat assignment from the admin tool, and they don't get into that in this class. The question mark takes you to help where you're going to ask a question or you can look at GET answers based on recent activity. You could also create a support ticket to go look at help in a new tab, or go to the customer hub, which has some basic information on how to use sales Navigator. Under your thumbnail is where you can get to your settings. We'll talk about that later, upgrade or change your plan here. Go to sales Navigator coach, which has some fairly useful basic videos on using sales Navigator, social selling index. If you haven't looked at that, I encourage you to look at that gives you a benchmark or where you are today with using LinkedIn and sales Navigator based on four key areas, it's worth noting that. And then once you start creating some activity and doing things a little different, a little better, a little more than look at your social cell at index. It should go up. Accesses standard user agreement, privacy and cookie or policies. And then there's a link here to go to a linkedin as well or logout. I'll offer to you for my use of sales Navigator, LinkedIn. I don't walk out. I have my primary office, my MacBook Pro, in my office, I had my Mac book that I carry with me, travel. I leave myself logged in the sales Navigator LinkedIn all the time. And the reason why I do that is twofold. One is well, first of all, nobody else uses my devices, so I don't have to worry about someone else getting into my sales Navigator and my LinkedIn. Secondly, these are business tools. I don't unplug my phone when I'm not using my phone, I don't turn my email often, I'm not using my email. I leave all of the appropriate business tools running so I can get into them efficiently and effectively to be able to use them within my business processes. So I really don't recommend logging out of LinkedIn and sales Navigator if you're going to purposely use those as business tools. Now I'll talk about the left and the right side of your sales navigator window. Before I talk about the stuff in the middle, the left side is linked as LinkdIn I0 through sales Navigator, encouraging you to use it more, encouraging you to experiment more features within sales Navigator. And if you do enough of it than you can get rated based on your ability to try out and use these new features, you can get rated at different levels. I'm let listed as an expert because I've used all of the different features within sales debut. Furthermore, you can see also who's viewed your profile, which is the same number you have in LinkedIn. It's a suitable left-hand side as well. And you see I've got an increase view of my LinkedIn profile, which for me is important. Over on the right side of the screen is, these are basal my activities. The sale navi interrupts as hey Teddy, maybe you want to jump back into conversations with the company SAIC, this individual or this company. They'll Those are 31 or one lead and two accounts that I've engaged with their pages there, lead page or cow page on sales Navigator. So sounds Navier thinks I might want to get back into the Ellis shows you three is, although normally will show below that you have recommended leaves. Again, base all my activity predominantly within LinkedIn. Sales Navigator, sand, Teddy MT, you go look at her profile, his profile, or go look at these other individuals profiles and maybe these leaves or someone that you want to save as a lead and then take them through your process. And I know all these names are actually really good people. But it, but this is just recommended leads basal activity. Now down below that is recommended accounts and it only shows three accounts. Now I can go click on see all to get more. But again, based on my activity application things I might want to do more research on FE, any acid Fannie Mae to determine if I should say them as an account and or work them through my process, that's worth paying attention to these. Because again, depend upon what's going on and what you're doing, they could very well be worthwhile, leaves or accounts for you to add to your prospecting. 8. Home Page Alerts: Now I'm not going to dig into this box here until we get into those conversations about search. But this is where you start search or you go to all the filters to get into some serious, I'll searching will talk about that in another segment. So let's talk about alerts. Alerts are all of the activity that sales Navigator app is pulled into your sales Navigator news feed for all of your accounts. These are the companies that you added to and Save As an account. All of the leaves, these little LinkedIn members that you have saved in sales Navigator and the activity going on with these leads slash LinkedIn members. All will show all of the activity across all areas of accounts and leaves. And you can switch from relevance to the latest. I usually leave it at relevance accounts. When you click on that, then you have the ability to filter these alerts by base on these six different criteria. Growth interests, decision-maker, news updates or suggestions. And I can make a decision of what I wanna do, hit apply. And these are all the post that these accompanied pages have made. And there's because there I've saved him as an account. I can see all that activity. Now, what's really important is for you to make a decision when you're working these alerts, whether or not you are or are not going to execute on any any actions in any way, shape, or form based on this activity, this account. And so if I'm going to do something with it, then I'm, I'm going to view it. And it opens up in a pop-up box on the right. Then I can review it quickly. I can look and see who's reacted to it. I can look and see what comments I can like it or comment, and I can make a decision. Do I want to engage on this content yes or no? And if I once I've done whether I did or didn't hit the X and it Brazi back to this window. And then I can move on to the next one. What I often recommend you do is clear the alert once you've executed. And so that learners done then I can go to the next one and make a decision. What am I gonna do that I'm going to execute on this or I'm going to clear it out. And so you work your way down through these alerts and you execute down as you want. Now if you see there's an organization goes accounts and their companies that I no longer want these alerts. I can click on the three dots. I can remove this alert. I could turn all this type of alert which I don't recommend. You wanna see shared updates. Or I can unsaved this account and it really gets removed from my alert slash sales Navigator newsfeed. Click on that. And then it goes away. And when I refresh, it'll go away eventually it takes time, but it'll eventually go away. Though. The three dots are important for declaring alerts or unsaved account if you no longer want to pay attention to that account. Under leads, has a similar activity. I have alert types, changes, buyer interests, news, shares and suggestions. I often will pay attention to career changes, hit apply. Because I want to know when a lead has left an organization that was a primary account for me to be monitoring and prospecting. So when that lead leaves that account, I need to make a decision. Do I keep him as a lead because of who he is despite the fact that you changed companies and or do I add this company, his new company? Do I add them as an account so I could pay attention to them as well. You make decisions based on the reality of your prospect, inactivity, your brand, your products, services, and your target audience. And again, the same thing. I can look at this. I can message him and congratulate him on his role. I can look at Jennifer's got a new job with Cb is so I can message her, then I could go to CB is and determine if i wanted to evolve to keep Jennifer is a lean ads see businesses account. And whatever I do when I get done, I want to clear out this alert and do the next one. So you've got an enterprise account executive cross border. Do I want to messaging, calling, emailing? Do I want to add this account as a lead, et cetera, et cetera. And once I'm done with that, clear this out and work next time. So your sales Navigator News Feed is important for your social, for your sales Navigator prospecting, This is where you do your social listening. What's going on with your counts? What's going on with your leads? This is where you do your soul showing engagement, where you can engage with your leads and their content by a law, a motorcar likes and comments. This is where you pay attention to changes that are going on with your accounts and your leads. And this is where you can create the opportunity to pull your lead into conversations that could potentially pull them into business conversations and move them deeper into the funnel. So really important for you to become efficient at using the navigation bar. Pay attention to the recommended leaves and recommend accounts, and pay attention to all of your sales Navigator alerts. 9. Using the Lead Page: Okay, so let's go a little deeper into sales Navigator. Let's talk about the leads page and the accounts page. So I'm going to bring up and leave the easiest way to bring up a lead and rant, but individual just type in their name and then click on their name right here. Now, so this is a lead IE, a LinkedIn member that I had saved because I want to prospect them. Okay, so just like with regular LinkedIn, I can see their name. I can see that we're connected first level, I can see that this Linkedin member is paying for a premium version and LinkedIn can't always see that, but Randy has shown us that and there's a save box which matches over here where I've saved him and I can unsafe, I wish. The other box here's messaging and this is really important to pay attention to messenger who's got some complexity to it. First of all, if I've never messaged Randy pitfall war and were not connected, then it's going to be a pure in male. And an email message is going to be a message that he has to accept in order for us to continue engaging through messaging. Secondly, even though we're connected on LinkedIn first level, if I send him a message through sales Navigator, this message thread is going to stay in sales Navigator. It will not be in LinkedIn for me. It may be in LinkedIn for him because I've sent it to him. So it'll show up in his LinkedIn. But you just gotta get used to understanding that in males stay in sales Navigator messaging to anyone, whether it's initial in male or first-level through sales Navigator stays in sales Navigator for the person who initiated the messaging. The person who received the message will receive it in LinkedIn. So you've got to understand that I typically try to keep all of my prospecting messages in sales Navigator. So just, you gotta experiment of this so you understand how it works is the best way for you to figure it out. By the way, when I'm in messaging with Randy, you'll see that I can see his headline tag and see what city and state he's in. First-level connection. It's a saved account. I have his phone number, I have his email address, and I have his website access. All right. Here in front of me. I can see are shared mutual connections. And I can see what groups that we share that we're in together. Any content is shared here recently. And then furthermore, I can go over here and I can send him a message, but away I can attach a document, I can attach an image. I get attach any content that I want to attach from my Dropbox or my my my full mile, my own computer and then setting the message. Now, I can see that this is his About section right here or this right here. If I click on that, it's gonna bring up his About section so I can read that and see what he's saying there in case I don't know it. Furthermore, because we are connected and he is sharing his LinkedIn connections, I can click on this and I can bring up the, all of his connections. And I'm going to add never click. I almost always right-click and open in a new tab. So I can leave this lead view here and I'll go over here and I can see you Bali can only see up to a 1000 Git to filter it. And still you always see up to a thousand. So I can see all of his LinkedIn connections from them while we go over here and see our shared connections again, a right-click open in new tab. And here's the tab. And I can see up the up that's an arrest and up to 1000 and Randy and I had 1200 plus connections. But again, when I filter this, the maximum lists is 1000. I can see where he currently works. I can see where he has other roles that he has. Click on that it brings me up to his profile. I can see what he's doing and I can see is education. I can see as recommendations were received and given. I can also see his interests. Now before I get into leads and there's other content, let me make sure you're aware self, that this is not his entire LinkedIn profile. I want, if I want to see his entire LinkedIn profile, then I've gotta go over here and I've got a view on Linkedin. Now I can bring his entire LinkedIn profile up and I can see everything from his About section has featured his activity experience, education licenses, volunteer I didn't see before skills I didn't see before. And down below that accomplishments I don't see in sales Navigator and I'm like, I don't I just realized I don't see skills. That's interesting. So there's, there's a difference between a sales Navigator will lead view and a LinkedIn profile view. So you've got to use both of them depend upon what type of research you're doing to figure out what do I want to do with this lead? One more thing to show you in the lead. Here are a couple more things. As I got the three dots, I can add a note view on Linkedin. I can copy his LinkedIn profile URL, which by the way, I do that often when I want to send someone an email on introducing the Randy and I can add him to another list. I'm already saved him and he's already in a list, but I'm going to add into another list. And then down below you will see here again, I'm just talking about the profile or the link Bu Li Bu right now I can see the last message I received in sales Navigator was June 26. I have a he's in one list and I don't have any nodes. So I can add a new note testing for the class and say that I had done. So now you'll see there's one that I like to do this. When I go look at the nodes, I'm going to look at his notes. And I don't like, I don't always add a new one is sometimes what I do is I do this and I'll edit the note and I'll put it on top and I'll date it and I'll say new node. So I can keep, so I can keep my notes in one node. In the event I want to copy all of that and take it somewhere else. Now if the discussion is different or the engagement is different and the idea is different than maybe I'll do add a note. Now, couple of things to look at here that here's our highlights, you know, 500 mA plus shared connections. I can see all of those. Also. I can look at other ways to connect, which will be through all of those mutual connections. I can see he has recent activity. This is a two days ago he posted this which interested about a show that Randy and I do. I can click See More. And it'll bring up all the activity or not all but a fair amount. I think it goes back a week. Yeah, it goes back about a week. And you don't necessarily want to go back more than that. So I can decide, you know what I want to do, don't want to read it than to give me the opportunity to engage on et cetera, et cetera, hit the X to close at couple of more things to show. So under Recommended leaves, these are other leaves at work at Goodwill Industries. So I can look at those. I can see that we have, you know, numerous connections in common which is not unusual. And then I can make a decision if I want to save any one of these as a lead so that I can then work down through my system. Furthermore, some more of the look at here down below, you'll see that it leaves similar Randy. So these are people that sales Navigator as compared to Randy's profile and his work and his experience. And they recommend that these are people I should look at and determine again, maybe save them and add them to my saved lead lists. And then again, working through my process, I don't execute from the Save button here. What I generally do is again, I'll right-click open in a new tab and then I'll look at this LinkedIn member or the, and then decide, do I want to save them as a lead or do I just want to close that down and move onto the next one? Now go look at diam, right-click opening a new tab. Again, I'll look at it and make a decision. Who is she is relevant to my prospecting goals? Yes or no. And now I'm ticker through the process of deciding if I want to add her as a lead. Which again is very simple to click save. And I'll show that to you a little bit as well. But so anyway, this is leads, this is the lead view. You really need to get familiar with it. You really need to get familiar with using it and executing upon it and making decisions. What you wanna do as you're working, your leads. 10. Using the Account Page: So let's take a look at accounts now. So let me bring up in a cap. Here's a cap, Goodwill Industries of Northwest North Carolina. Now on account view again and LinkedIn company page is different than a lead view. So then you see this tour and 80 employees that work there. There's 24 decision makers, typically those are upper management employees. I can click on that and bring up all 280 employees. And we'll talk more about this view. And later on, I can click on and 24 decision-makers and bring that list up as well. Again, we're going to tell them about working your search results lists later on, which is, this is a style of search, raw result list. But go back to the account, I can say see all I can see their entire About section and read that. In. When I bring that up, I can either hit the X or hit OK to get out or hit escape. Again, I can go over here and I can see the three dots I had the ability to add a note, has the ability to view them on LinkedIn, copy the profile, or add this lead to a list. I've already saved it as a lead right here. So I can, So then I can add him to another list, add his account to another list if I want to, I can go their website, I can see their address. Again, here's another option for adding a note. Now, now below a couple of things that you see under the People tab. So here's my saved leads only have Randy and I can see that I have some, a note and some messaging that I created the last activity on 111, which was just today. So I can see again, here's recommended leaves that are at good at Goodwill Industries. 18 total three of post assault than a LinkedIn in 30 days. Nine shared experiences with me. This is worth knowing when you're prospecting. So again, I can make a decision if one of these or someone else to look at. If so, I'll right click on them and bringing up in another tab, right click open in another tab. I'll go view that lead and then make decisions of what I want to do with them. Do I want to add them as a lead? Don't want to engage with them and move them through our process? Or do I just simply wanna ignore them because there may not be as relevant as sales Navigator things. Furthermore, I can look at my connections into Goodwill Industries easy. I have 28 connections by over a 146 second level connections. This is really impactful because if I want to get to these 1000 harm 46, then hopefully one of these 28 will be able to introduce me to them. It's a very deliberate to understand that back up top. You go to news and insights. So dependent upon the size of the organization, depending upon the activity, you'll get some information. You know, I'm a little surprises, no news or updates here. This is content that LinkedIn is curated from other sources to display here. But every now and then you'll see something here. Although things pay attention to as a recent hires, Jamie just got rehired back there. So see her there if I had more than add the ability to scroll through the list here and also see that, you know, people who viewed Goodwill Industries in northwest North Carolina also viewed these other goodwill companies, which is kind of expected or typical. And so you can see other organizations that others, other LinkedIn members or sales Navigator users are using. Furthermore, on the right here, again, this is all on day account view. I can see the employee count. You can see it's pretty stable, maybe a little bit diminishing here. I can look at it six months, one year, two years. So I can see the changes that are going on. Let's go back to one year. So again, I can see you what type of trend is going home of hires or individuals leaving the 2% increase over the last year. I go to six months of same number. I can see there's a 4% increase in HR, 3% in sales, no change in business development consulting. So I can see what type of employees, you know, the community and social services and went down support, went up, marketing went up by a third. That probably means that Jamie is one of three people on her staff and then operations and no change. This is a really important if you're, especially if you're doing a count based marketing or count-based prospecting, you want to be able to understand what's going on with the account, what's going on with this company? So you want to get really efficient at managing this view, really efficient and pay attention to what's important for you to make decisions as to a, do you save them as a lead or not? Be, how do you get engaged and connected to and into conversations with the right people within this account. So you're really going to want to understand the way these pages are set up. And you're going to want to understand what's the easiest way to navigate these pages so that you can work this lead or work this account to determine, do you save on do you unsaved them? Do you add them to list, what list you add them to, and what's the best way for you to prospect again within this account or to this lead to be able to move them forward in your process. Understanding how to use these pages will help you to become more efficient and effective at prospecting using sales Navigator. 11. Mastering Lead Search: Okay, so let's move the conversation into using sales Navigator search. So skip. So the simplest way to search for a lead or an account is to go right here. And I can search for, I can type in IBM. And it'll bring out matching leaves and accounts of the words IBM are going to type in the word Randy, and it's gonna bring out matching leaves of accounts with the word randy. Now it's going to be relevant. So let's go start with my first level and when it does this. But again, this is the simplest way to go to an individual leader or an individual account is simply type it in. Just type it in here and there's the two employees of Earth has all day and there's the birds consulting company page. Now if you want to get very purposeful about building a search list, then what you're gonna wanna do is start with, maybe you could start with one of these options here. And then you can start building from this. So let's say I'm gonna look for individuals and I want to go into geography on-the-go for New York City. So I hit geography and I'm gonna type in New York, actually write Derrida is New York metropolitan area. Now, all this really did, if you notice what happened, look here is combined to the top. Let's go refresh the screen in an honest and we're going to leave and do geography. All us grow really do is open up, filter your search and drop you into this box for geography, I could do the same thing just by, and we hit refresh minus Q1 all filters. And then just choosing leads or accounts, okay? And then coming down here and geography and click in Geography. Now what's really useful in LinkedIn, you don't have this and sales Navigator you do. I can do based on postal code, so I can put in 27101. We're now going to look at Winston-Salem. And I can say I want to look as far as a 100 miles or round with a radius around Winston SAML or five, I can get down and get a skill Writing a town, but I want to and really drive the list down as small as I want to drive it. Or what I can do is come back here and say I want to, I want to look at instead of postal, I want to do region. So region lets me do the region IDs that are built in LinkedIn. And by the way, they're meant expanding for the last six or seven months, including lots of smaller regions as well. But I can choose, I can choose a very specific region of I went to. So say I want to go back to New York, New York metropolitan area or New York, United States, I think. And then New York, New York is a city. This is the state, this is the Metro, This is the city. So majo is going to include our outlying areas. Okay, let's say I do that New York City metropolitan watch when I click on this 10 million results now as a huge list, but I'm starting with a New York City metropolitan area, 10 million results. Now, what do you have to do to really get value out of this prospect inactivity with using this search tool, it let's go back to the top and list aside, who are we going to look for? What kind of keywords are we looking for in their profile? And all they already in one of my Custom List already. So they already in one of my list, yes or no, in my account list or my lead lists and so on. But I'm not gonna do that. I'm gonna ignore that one. So I can look at past lean account activity. And when I'm building this list, I can remove all saved leads. So that means it's going to give me new saved leaves. I can also remove viewed leads from the service of I've already view their profile in sales Navigator, I can remove them from my search results. Either remove contacted Lee. These would be people that have already engaged with in some messaging. And I can also search only for leads who are within my saved accounts. This is a pretty impactful little filter right there that really helps us fine tune our search. And a very deliberate way, I'm going to leave that open as well. So relationship. Now this is really important. So typically when I'm prospecting on prospecting for either first degree or second degree and third degree. What I mean about that is if I'm already connected with them, I'm going to engage them differently than if I am not connected with them. So I may look for first-degree connections. I have 352 or New York metropolitan area. Or I may look for second, third. Typically I want to focus on the second watch and I drop it down with second 57 thousand. Typically I want to focus on second degree. If I'm looking for a new LinkedIn members that I don't already know. Because second level gives me the opportunity to look at who do we share mutual connections with that I could potentially get introduced through. So I really focused on secondary. I try not to go to third level because that really makes it harder for me to get to those LinkedIn members. Some believe it is second degree in New York City, metropolitan. I'm at 57 thousand records. Now. I knew a little tighter. So I can go to industry. Let's say I want to pick a particular industry in this campaign. This is a cauda prospecting campaign. What industry or industries do not focus on? The I could decide, you know, what? I want to focus on Financial Services and I want to focus on management consulting. Now, here's a self that pay attention to it. Let's just drop back to financial services by focusing on financial services second degree, MAN, New York Metropolitan. My messaging, my engagement is going to be all around financial services. If I bring in IT. Now I've got a switch, my messaging and my engagement words from financial services important words to IT and services words. And that can sometimes make it a little more difficult for you to execute your, your prospecting campaigns. I really wouldn't do that. So Financial Services on now down to 4 thousand records, that's getting closer to B as something I can work. Let's go a little deeper. Iq at about one to look for profile language, let's just go to English because I only speak English. And that's still a 4 thousand. They're gonna be a big change. So I'm not gonna do that. I could say I want to find people who went to a specific school with, I want to tell Alumni Search is really powerful. I don't think I'd drive alumni search down to a geography. I would probably get rid geography at alumni. And where's University of Maryland, College Park, I guess let's go to University of Maryland. So now I'm down to 205. So there are 205 alumni that I am second level with who were in the financial services industry. That makes for a really decent list. And again, alumni engagement, alumni networking really does work pretty decently. Well, I'm not gonna do that. I'm gonna stay where I was. Go back to New York City metropolitan Financial Services. And I'm going to drive it down a little tighter. So let's go look at roles and tenure filters now by the way, we were just looking at the top filters. So now I'm going to go and look at roles and tenure filters. Plus do seniority. Who and I want to prospect. Don't want owners. Do I want VPs? And do I want senior level? Typically asked What I'm going to go after maybe CXOs ad that 553. So I'm at 2.5 thousand years and the current position. This is interesting. This could be, again, this is a different engagement. If I find people who are less than a year there and then my engagement in my messaging might be a little bit different than if I'm looking at someone who's been there ten years longer, additionally, years of the current company. Same thing, My messaging, my words, my engagement might be a little different for someone who's new in the company versus someone who's a senior level, been there a long time. So those are two really good filters. If you use them appropriately to define your messaging based on who you're trying to connect with. Now about function. So function for me, sales managers, business development, those, you know, the CXOs, seniority level of business development and sales, maybe marketing are really lets go of Media and Communications. Those are really relevant mace or down to 1.510100, I'm going to drop out media went dropout marketing because my messaging with the sales side of the organization would be different than my marketing, my messaging with the marketing side of the company. So I'm at 10000. So now we can look at titles. So one of the problems with titles is that LinkedIn is going to define the text that's in the title field. So if I type in VP, You see I got Vice President. But if I type in, you know, President. So there's president. I can type in owner, could type in sales manager. I could type in Sales Executive, sales director. So all of those are words that are relevant to business development, maybe not present. Let's take that one out. So look, I'm down to 216, we're getting down to a smaller workable list. So then the last one I have is years of experience. Again, I can select the options here for if I'm talking to a new sales manager, Sales Director, and business development, that might be different messaging, different words that I use with a senior level. Do you really want to build this in a very impactful ways and get it down to the ideal individual that you looking for in your leads search. A couple of other things to look out of. I want to look and say, okay, where do these leads work? What, what companies, what past companies? And that's really make it a really finite search. How big is the company and what kind of company is it? Is it a privately held, publicly hell, self-employed? These are really important and you know, publicly held. A noun to a 103. Now, privately held, I got my bulk of my list a 193. The rest of these are smaller organizations. And so again, one more area I have is other filters. I have became a member, now, disappears and be broke. I don't think this is right because the moment I tried to choose anything in this list, it's going to blow up my, my search results and dropping down to 0. I think this is broke. I would expect to have years in here, not just days. Then I have groups I can decide, okay, find people's specific groups. So I can type in any group here and find people who are in the insurance professionals, insurance networking in specific groups. And I'd be going to be very purposeful. That would be networking with groups that are highly relevant to the individuals and I'm looking for, um, and, but it could be very useful, especially if you have a large group that you know includes a lot of your target audience. Now tags is been what's called Sunset removed, but it's still out there. You look at the old tags. I have a can't add a by a new and tags, so I pretty much ignore using that altogether. And the last option I have for lead filters is posted content words. What kind of words do they have? Keywords they have in their content, in their post, in their articles, et cetera, et cetera. I'm not really going to use that for this campaign. But again, here's what I have. I'm looking for leads in New York City, metropolitan area who are second degree for me in the financial services industry. I'm looking for them who are CXOs, sea level owner, senior level 3p, looking for those who are their function is business development or sales, and their title is sales director, Sales Executive, VP or sales manager. Now there's my 193. Now to bring that list up, I hit search. So here's my filters over on the right here you see them all. I liked this right here. A kind of wish there was some way for me to grab that. Because when I'm building a campaign, I don't want to repeat this campaign later. I've already done this in the New York Metropolitan second level. So I really want to be able to capture those. Sometimes I screen printed, sometimes I view all and I drive it down to a smaller view and try to capture it. Sometimes it's hard to do to get it all in there. But you really do want to record what search filters you're using so that you don't repeat them again. An another campaign. That's how you do the search now and we'll talk about how to work a list soon. But that's how you do a search for leads. 12. Mastering Account Search: So let's do an account search. So again, I can come up here and I could choose account and choose geography and history are headcount or go to all filters. Now and I remember on will convert counts have to click on that. So the keywords are going to be key words related to the business. So it might be insurance. So if I type insurance, I got 280 thousand companies that had the word insurance in their company page on LinkedIn. Now I go to regions. I'm gonna use my New York metropolitan, but I can do anything and do any region or I can do postal codes and I can drive this list. Dal Is Goldman, New York City, metropolitan. We're down to 7 thousand companies now and go to industry. Again, I can type in any industry I want. These are industries again that LinkedIn uses within the system. So professional training or I can go back and choose my financial services. Again, when I'm doing this campaign, I want to be very purposeful and trying to keep everybody or all of these companies similar makes for the messaging and the engagement much easier to do in all the flip back and forth. I can go to a department head count or are you going to company headcount? I can go to department growth or company growth. The company grew up. I like that. I can look for companies that are diminishing. Yeah, I'd say that they've dropped down in size. Add that it's been there's only 44. Or I can go to department grows. So look at annual revenue. I can say I want to find companies, these are annual revenues. And Megan, I want to find companies that are 1 million to 5 million. Okay, as a small to solve small companies. And there are 18 financial services company in New York metropolitan area that meet that criteria. Now, I can go to other filters technology used to have job openings, yes or no relationships really useful if I want to find people and I'm already connected, we have assume happens at 18. It goes to 0. But if I go up here and I get rid of the annual revenue, there are two companies that are financial services and New York metropolitan area that had the word insurance in their content. Then I'm connected to and then I could use tags. But again, this has been removed and in time this will be useless because these are old tags. So if I get rid of the insurance keyword, financial services is a metropolitan area. I only have two companies. I'm curious to see what that is. I'm going to hit search. New York Life and Merrill Lynch go figure the big, the 22 of the big boys. And you see I have 12 connections here and five connections there. This is a count based search, this is account based filtering. And again, the same operation here. My Filters show up over here. And this is where I would go work the work the link, the accounts that show up in the search results. It's all I want to show you right now. We'll talk about how to work these list, how to work as a lead list or an account list and an x and another segment. 13. Creating Saved Searches: Now knowing how to use sales Navigator search for leads and accounts is really important and you can do those on the fly and be very productive at prospecting. However, there's another feature then sales Navigator that you need to understand as well, and that's called Saved Search. Saved searches. Our search criteria that you build within search for them, sales Navigator search. And you build this criteria very focused on your ideal client, your target audience, your best prospects. And when you build these Sayed leaves searches and saved account searches every week or however often is you decide LinkedIn slash sales Navigator. We'll send you an email with a list of the new LinkedIn members or counts that meet that criteria. So here's the email, how it looks. So that email I got and it's for North Korea sales managers. And then you can see it's from sales Navigator. And it lets me see, you know, all of the leaves is actually two lists that are in here. There's a two searches North gonna sales managers and sales in staffing industry first level. So I get both of these. I can click on, see all hear or see all there to open them up and be able to work the list. Or I can come back to sales Navigator saved searches, and I going to do the same thing here. I can click on open this up or open this up and work this list of leaves. This is a saved search and lets me adjust the criteria. I don't recommend you do that. I really recommend that when you do you create your search criteria, you'd be very purposeful, very deliberate, and focus in on your ideal client. And then once you're that purposeful and yellow lists, you go, wow, this is a really good list. Then you save the search knowledge. Show you how to create a saved search from scratch. I'm going to do a leaves search. Now I've built a list of leads, a search window for the geography all around North Carolina. Second degree, which means someone I can get to through my first level network in the banking industry with anywhere from 11 to 5 thousand excuse me, 10 thousand employees, seniority level. I didn't choose that. Let me add that I wanna get sea level and I want to get vp and business banking. So maybe manager. And then actually I've versus banking Sr is going to be important as well. So then I've got years of the company a year more longer and their function as business development, sales. Those are my filters. Ok. Now again, I want to write those down so I'm aware of those so I can pay attention to what I did here. Now, here's what's important. 748 is a pretty big list and interestingly, only less, little less than 200 and posted on LinkedIn. I can actually work this list. And I probably would work this list. But before I continue doing a thing, I want to save this search. Now watch this. So the mighty fallen and see all the name as leaves search number five. But I'm gonna put and sea region. Now, how often owning it does email weekly, daily, weekly, monthly, or never weekly as fine with me. Now here's what's important. If you choose either one of these frequencies daily, weekly, monthly, than what's going to happen is every day a new list will create, or every week a new list will create. The list from before will go away. So they may show back up the people who were in that list before or the companies you're doing a count search. But my point is if you say I want to get this weakly than what you're saying to yourself. Is it every week I'm going to work that list. So must say weekly and I'll save it. So now I've successfully saved it. So now if I go to save search, you'll see I have this new one right here. Now I can open any one of these just by clicking on that. Should bring that 778 backup. Go back to save searches. And I'm going to open up this right here or to our 23. And it's roughly 223. So create your saved search. Be very purposeful about narrowing it down to what's really important to you. You could start with a big list is not their moral. We're starting with a big lists. The summary here, I think it was 770 solemn, because next week you'll be a little smaller. It will always be a little smaller than the first time you created. Now, let me show you how to create a saved search for counsel or refresh. I'm gonna do a search for accounts. Now I've created a search again around North Carolina in the banking industry. I decided not to use company headcount for the drove it down to small. Or most importantly, also decided not to not choose relationship first level for the drove it down to fall too small. I want a bigger list. Now again, I got 403 and I can, So now what I can do, I could work this list now if I want to use a little too big to work, or, and, or save this search. Again, daily, weekly, monthly or turn it off and save it. And now I can go back to Save Search, and I'd go to a save account searches. And I can see the saved search that I created again, I can click on these and open up any one of them. And again, because I chose weekly, every week, LinkedIn is gonna send me a sales Navigator, Saved Search Report for saved leads and save accounts. And what's really important if you think it's important enough to create the saved search, that should be equally important enough for you to work that report. So you'll bring up that list, this LV banking companies, and you'll make a decision. Do I want to find a way to engage within Bank of America, BB and T Fifth Third Bank in the context of what I do and how I want to get into a conversation with them. This is the prospect new part again, we'll talk a little bit more about prospecting tactics in the last segment. 14. Building a Lead list: So we understand what a lead is. Winner stand with that account is we've reviewed elite view, the lead page. It's a Linkedin member paid. We reviewed a review to count pages, which is LinkedIn company pages, all through sales Navigator. Now hopefully you've gone off and spend some time experimenting and practicing myths, sales Navigator search. So you've gotten really good at refining and building a search to get it down to the smallest viable audience based on the criteria that you're searching for, who haven't stopped and gone and done that testing. I really encourage you to pause this class now and go back and experiment with sales Navigator search for leaves accounts. Now, now the next step is to build a list and really make sure you're absolutely clear. Al Sutton, these steps we're talking about are getting to the point where we're building either a lead list of lead prospects or an account list of account prospects. All of this work is to get to the list. Once we built the list, then we can start the prospecting. And then you really gotta get efficient at searching building lists and then executing the prospecting activities against your list. So let me go build a search results. I can then work the search results and build a sort of built a lead list hail one minute. So I've built a search for geography, North Carolina, second degree management consulting industry, sea level Director, six or more years in the company. And then now here you see business development or sales is the function. And you can see there's 241 results in that search list. So I can start working this search list or these search results and adding these LinkedIn members to my prospecting list. Something that really pay attention to. Here are a couple of things. First of all, I got 241 that are in the total list. One's got a new job, so one new person in there, Rashad is new in this, in this company, that is their own company. But look here, this is really interesting. A 111 people have posted only did in the last 30 days from this 241, that's nearly half. That's a huge list of prospects who are doing something on LinkedIn. Now, a 107 shared experiences with me. Those experiences can be broad and I'm not sure where they all could be, but they could be the school that region, the industry that could be company related. And they could be lots of other reasons why I share experiences with these people, all these LinkedIn members. But from a 241, This is really interesting. A 111 having done something on LinkedIn and 30 days. Now why is this important? These 111 give me the opportunity a different channel to connect with them. Not only because I'm looking at second level, I have 40 shared connections of 51 share connections here. Not only can I get to them potentially thrown, our shared connections. I can also potentially get to them through their posted content. Now, I think based on what I've seen here, I'm going to work this 111 who have engaged, who had posted on LinkedIn rather go this 241 because I'm a greater opportunity to get to these people. And again, it's not a race, it's a journey. And again, I don't need to get to all 241. I need to get to enough of them that make it worthwhile for me to prospect this list. And if I can find a 111 that engaged, that posted on LinkedIn, I can engage with them. That creates a much higher opportunity for me to get into a conversation with it, which is what my goal is. So I'm going to work this 111, rather work to hold 241 with this 111 search results in front of me. I gotta work each one of these all the way down to the bottom of page and work down very deliberately high level and decide are the is is somebody that I want to add to this prospecting lists? Yes or no. Now, I've got to have a list. You could I could have gone to lists and you bring up a list. I could have gone to my list, my lead list, or my account list, and I could create a list here. I generally don't do that. And the reason why I don't do that is when I'm doing my prospecting or my list building, I'm building out my search criteria. As you can see right here. I'm building out my search criteria and I might adjust that our pivot that a little bit while I'm doing this searching. So I'm going to build my list while I start adding LinkedIn members to the list. Now let's walk through this. I'll show you what I'm doing. So I'm going to look at each one of these individuals and I will make a decision. Do I want to add them to this prospecting list for management consulting people in North Carolina. So I'll look at Ron Hillary, second level, he's using Linkedin up, already, added him to a list. You can see right here he's saved. Now, I can look at his company. If I hover over the company, I can see 11 to 50 employees. Now I could also bring up his company and, or I can bring up his profile. Now I've, I'm gonna dig deeper into the company or the profile. This is how I do it. I right-click on the company name, open in a new tab, and I right-click on his profile name and open a new tab. Now the top of my window you can see I have the company. So I can see there's three employees, 1150 total. It was like a little smaller than I thought that's 11 to 50, but he only shows three. But I can also see, you know, go to news and insights into those, any information about it. I can see the company has been pretty steady at three all the way through the past six months. So I don't have a whole lot of good information here. I could go to their website and do some more research, can see where they're located. So I do a quick review. Their hit the X. Then I looked through his profile. Now I'm not gonna scroll down through his entire profile. But I am going to say to share with you this, I can see his what he shares his probably would as it is about section sees in Charlotte, five are plus connections we share 40 he'd been there 17 years, probably the owner of the company. And I could see his website listed here. I can also see I don't have a notes that I've engaged with him before, but he is Save so I haven't saved maybe he's not doesn't show a list names. I don't have him specifically in another list. But if I say, you know what, this might be somebody I want to add that I'm a girl right here. So when I click on the three dots and go to add a list, my list isn't there. Now, I want to share with you a little bugaboo and sales Navigator right now, if I go here and I add to list, and I go type a new list and it create here, I don't get all the features that I want, but let me show you this. If I go down to Terry and I want to add her, then I hit save. Now and I get this, this option Create lead list. Look at the difference here. Now I get the name and the description and the other verbs not only get the create the name, I don't get the create the description and that's important to me. So I'm gonna put my name and we'll use the description to put in abbreviations of my filters. Those are the filters I use North Carolina management consulting, second level Cx CFO, or a sea level Director in business development, sales. And there's six plus years other company. Now when I save this, now I will say with the name, but it'll have all my descriptions there. And it's going to add Terry to that list. Now I can go back to Ron and I want him in the list as well, and I can add to list. And there's my management consulting and hit save. Now, I'm gonna go through this list quickly and do this. And for me, my criteria is a look at the company. How big is the company, where are they located? A look at, you know, how many years they've been there. I scroll through this quickly and make a decision based on the company, the size of the company, what they say they do. And again, if I don't get enough information from this and I'm a little bit hesitant. I'm just gonna quickly right-click open in a new tab, right-click open in a new tab. And we'll look at the company solely got four employees hit that X real quick. Terry, CEO, 18 years in. So I'm gonna make a decision. I probably want to add R. I'm going to hit and I'll, she's already in another lists. So I'll hit this add to list. Select that management consulting hit save, close as Dale can keep working this search results list to get through it and add all the people who I quickly think may be relevant to this prospecting for management consulting in North Carolina, the sea level, and build my search, build my lead lists. Let me do this real quickly. Again at their already saved I going to do the three dots and add list. So I just keep work in my list at their saved already. I want to add them this list, add to list, managing, assaulting and hit Save. And then when I get to the bottom of page, I just go to page two. And I keep going because all I'm trying to do at this point is quickly review these LinkedIn members and make your decision. Are the someone I want to add to my prospecting list to be able to try to find an opportunity, engage with them, connect with them, get into a conversation with them. I0 prospect them. So I go through all my list and then when I am completely done to work in the entire list, then I can go, I could come out of the lists because I'm done with this search results list. Now, I can go to my list, go to my lead lists. There's my lead lists of added nine people to it because I put the filters in the description, you can see the, all the filters I use. You can see there's nine people have added, last updated on today. And then you can see right here, I can view list information which again is not much more than this. That's all I put there. Or I could delete lists list entirely. When you go to delete the list, you can delete the list and keep the nine CE leads. Or you can delete the list in unsaved those nine leaves so they would no longer be saved again. So just an appointee of interest there. Now, what I wanna do next is bring my list up. There's my list of nine prospects and I want to work. Now I can work these prospects and we'll talk about that in the next segment. I want to move on and show you how to build an account list. 15. Building an Account list: So let's look at how to build a list of accounts that you want to prospect. So the same process, we have to start with a search results of accountants. So let me build this search results of accounts that are relevant to a specific prospecting campaign I may wanna do hold 1 second. So I built a list of management consulting firms. I choose. All i got in module and just get rid of all these filters here for company headcount. Because the next filter I use is first reconnections. And what that is, again, is finding companies where I have someone in the company that I'm connected to. Again, makes it easier for me to get into the company and find the right person to talk with. So I've got my list of 22 all accounts companies. Then I want to work in this campaign. Now again, I'm going to write down that. I'm looking at management consulting and I'm looking at first-degree connections there. Now, what I need to do now is go through this list and add these accounts to a an account list that I will prospect. So let me again the same process I'm looking at the company. This is a really big company. I've got a lot of connections there. There are opportunities for me get into the right conversations. So I might want to, might want to add them to the list. Now again, I can click save and I can create the list right here or go to List, go to account list, and click Create Account list here. Now, typically I create my account list from my search results window so I can put all of my filter information at this one here is going to be really easy because I've only got two filters, Maja consulting organizations I'm connected with. And my list ascription is where I put my filter keys. My, my filter words management consulting, first-level create. Now I can go back here and I'm going to have to refresh. And now I can say this accounts, so click save and you see I just created that and I had to refreshed for it to come up and I can add that to it. Advisory cloud of already saved that one, but I might want to save it in a new lists, so not to add to a list. And I want to save it to manage the consulting saved. Ibm again it's say, but it's not in this list. Ibm. Now that was not relevant. Timaeus, independent consultant, contractor, that's not relevant. Progressive safety. Of nine clicks. See all and read their entire About section. I can also right-click opening a new tab and go look at this company or look at this account. 11 employees. Mike Eden says my connection there, I've got 3 second level connections. No look at news and insights. Unfortunately, this has not been populating lately. I'm not sure what LinkedIn is doing with that. I can see the employee growth looks like it. Over the last six months they had nine, so that had to employees. And so I'm going to add this anyway. So when I go to hit save and you've got to do management consultant, close that down and go look in the next one. Nussbaum MTC. As you do this prospect enough, you'll get to the point where you know these key companies, the more research you do. This is interesting. And when I add that one to my list, save major consulting to eggs. Extraordinary. I love extraordinary. As a good company is a small company though. A 100 watt, two small past two small latitude group to small d consulting. So 11 to 50. Let's add that and go all the way down through the list and connect or add all of the companies that you want to add to this account list. And once you're done, I can go to list, go to accounts, management consulting. And there are the five companies I've added to the list. Very easy to do. Again, just like with lead lists, they intent is to build a list of accounts that you want to prospect and then work the lists which we'll talk about in the next segment. 16. Practicing Social Listening: Okay, here's another important aspect of using sales Navigator, social listening. If I go to my LinkedIn account in LinkedIn, the, the what is in my News Feed comes from all of the LinkedIn connections that I have, that I've engaged with them somewhere and other in lots of ways. So the content that shows a my news feed, I don't want to say is never-ending and I don't want to say it's everything because it's really not. But it's broad and I'm not engaged with trills in any way beyond connecting with her enough in a feudal LinkedIn messages. But yet all of this content is throughout here and it can be overwhelming in the context of prospecting. So you can do social listening on LinkedIn, but if you want to get really purposeful and focused, you can't Social listen on LinkedIn because it's too broad. Sales Navigator, On the other hand, minimizes the amount of content in the sales Navigator news feed to two things. Number one, the companies or accounts, these are the individual companies that I made a decision to save them. And so the moment you say them on sales Navigator, their activity or they're all the insights about those companies, et cetera, et cetera, can show up in your sales Navigator News Feed. And if I know if I decide that I no longer want to prospect for Grant Thornton than I wanted to say that account. And eventually you see now here, you will no longer receive alerts about Grant Thornton, so that'll go away. So clear up my sales Navigator news feed with more relevant content that I want to socially listened to. That's Accounts. And they'd say, there's lots of them. Now, this is interesting, mentioned in news as a bulk of it because paychecks may not be shared a lot of content, but you'd see that there are mentioned in news and I can go look at that article from independent IE and I can read it, go, gosh, that go into it and read it. And then I can make a decision. What do I wanna do with it? And look, this is really interesting. Here is this article and LinkedIn lets me go view decision-makers. So if I see the name of somebody in here, who is my target audience, my ideal client, a LinkedIn lead, then what I might wanna do is go engage with that a decision-maker L through, because I discovered that piece of content. So mentioned in news is all about oil content that LinkedIn curated from other sources relevant to the company's than I am following IE the accounts now. And there's lots of others as well that sometimes we can see now through here a lot of mentions. But all that I can see every 51 more hand are posted ON New Photo. So Hannah commercial posted a photo about a speaker. So, you know, they'll president of hand or commercials or as a good friend of mine and our businesses related to me. So I might want to know about that. I'll go view it and figure out a way to engage with either the brand and, or the people in the brand who are my target audience. Now, back to the top. What else is in the news feed or leads? So here are the individuals, the people who are then I have designated as a saved lead. And I can honestly say them of all 12, then I want to pay attention to this is social listening and a very finite picture. Well, you can have 1500 unsaved leads right now, but very purposely focused on your target prospects. And so paying attention to what they share or pay attention to what they do so that you can find ways to engage with them. Absolute, that's all isn't not about simply know and what they did. It's about finding ways to engage with them in very deliberate ways. And in sales Navigator, I had the ability to light this content that NIS or posted or comment on it. Just another very focus, social listening activity. Focus on the most important people that you're connected with. Your sales leads, sales Navigator leaves. So social listening is really important. Do not please, do not coincide. I'll sales Navigator and see new activity and ignore that. You really want to pay attention to that and that, you know, sorted by relevance, sorted by the latest. So that I can absolutely look for ways to engage and my target audience and my target accounts, sometimes the best way to engage and pay attention to your sales Navigator leads that accounts might be to jump into LinkedIn and go to Dan's content and activity in LinkedIn. So not only can I see what he posted, but if I will, but I could also see what his activities are. And so I can see if he's engaging on other content that I want to jump into those conversations with him. Sales navigators was show me what he posted LinkedIns and let me see what he posted in what he commented on. So, you know, this is a good connection of mine and Dan's engaging this content, I might jump into this conversation with Dan. Let me repeat that. Sales Navigator is gonna show me what he posted. Linkedin will let me not only see what he posted, but let me see what he'd done all of this activity so I can scroll down through its activity and I couldn't find something in here that Dan engaged on. Five, soften that Dan did, and maybe additionally find something that Dan engaged on. I'm looking for more than just a light and, you know, maybe it was somewhere that I want to engage with. So there's lots of ways to do sales. I'll say, I'll social listening. The most focuses in sales Navigator. But once you wanna get even social listening to a specific account or specific lead, you might jump into LinkedIn and drive a little deeper into what's going on and what kind of conversations are happening that, that lead or the account may be a part of social listening is an important part of prospecting using sales man year, you've gotta get yourself committed to investing the right amount of time each day and or a rela day or week or whatever, so that you're listening in a timely manner to your counts and to your leads and sales Navigator. And social listening could require going into linkedin as well as social listening and other places, maybe Facebook or Twitter or YouTube. Because it's that listening that creates the opportunity for you to engage, which can create an opportunity for a deeper conversation. 17. Sales Navigator Messaging: One of the tools you have available to you and sales Navigator or in mail messages and regular sales Navigator messages. Now let me define these for you a little bit. And sales Navigator in mail message is a message you send to someone you are not connected to yet, which means you're not first-level. They might be second level two you are third liberty. It's a sales Navigator message that you send to someone you're not connected with yet and you get on different levels of All Subscription, the quantities on sale. Now we get a pro, you get 20 and males and sales navigate a team, you get 30 in males and sales Navigator enterprise, you get 50 e-mail credits per month. And by the way, these could accumulate up to three months. So you can accumulate 6090 or a 150 in males dependent upon your sales Navigator subscription. That's the maximum you can accumulate up to. Now. Again, in the end, mail is a sales Navigator message that you send to someone you're not connected with, they will get a message that says, do you want to accept this in mail message? And basically, the moment they accept it and I Alton that acceptance is they respond to it, then subsequent messages aren't really in males, the really sales Navigator messaging, and you're no longer using your in male credits. You send an email onetime to someone you're not connected with. Once they accept that message, IE and starting engaging with you, then you're not using email credits, you're just using sales Navigator messaging. Additionally, again, once you've engaged with someone that you're not connected with on LinkedIn, ideally a prospect to your target audience, then you can continue messaging in sales Navigator without using email credits. Now, you can also message your first level connections in sales Navigator as well. And that's a regular sales Navigator message. Now let me, let me explain to you why I'm differentiating sales Navigator messaging from LinkedIn messaging. Any message you send from sales Navigator will go to that other person's LinkedIn inbox. And when they respond to that, it will come back to your sales Navigator inbox, Sullivan. And one of the things that frustrates me about LinkedIn and sailed never gonna messaging is this blue border wall between sales Navigator messages and LinkedIn messages. So if you are prospecting someone, what I recommend you do, even if your first-level connected, if you are taking them through the prospecting process or funnel, I recommend you keep all of your messaging with them, whether they're first-level or not. In sales heavier. That way all of your messaging will show up in your sales Navigator messaging box. So I go right here. And these are all of my sales Navigator messages that I had sent and received in none of these over in LinkedIn. And to the extent if I want to go see my LinkedIn messages, I go up here and it'll kick me over in LinkedIn. So I go see the messages there. Sometimes I have to do that because sometimes I've failed or stay true to my best practice and I may have started engaging with someone as a prospect, first-level connection of the prospect and sales Navigator, and then whenever linkedin and engage with them there. And now I've got my messages in both places. So it's really important for you to try for a efficiency perspective. Try to do all your prospecting messaging in sales Navigator. Now, again, once we've connected and for me often once they've already become a client or decide they're not going to be applied are no longer a prospect. That all worry so hard about where do I message them? Sales Navigator, LinkedIn. However, if I revert back and I want to take this lady here back into a prospecting process. Then I become the sales Navigator and start messaging her here. Again that we all my prospecting messages say of what inbox. To the best of my ability. We show you some examples of messaging and sales Navigator. Now I'm gonna black block out this lady's LinkedIn profile so you can't see it and you can see it's Liliana as who am gonna message. And you can see she's second level of me on the right-hand side, interactivity. You can see that I have not sent her a message yet. If I had sent her a message would be here. And furthermore, I had not saved her as a lead either or this would say saved. And if I put it in a list, you'd see the list that I saved it in. But let's say I'm going to send her a LinkedIn in male, it's right here, click Message. Now. So here's the end mailbox. And you can see again, this is an inmate and there's three triggers. It tell me it's an email. Number one, it says noon mail. Number two is as I'm using one of my 51 remaining credits, number three, it requires an initial subject. And the other reason why knows that in males is going to include my, uh, my sales Navigator signature that you can adjust this if you want, but each time you adjusted it saves it in or use the adjusted texts for future emails unless you adjusted again, I almost always put my name, my title, my phone number, and my email address. Not not a 100% of time, but almost always. Now, when I go to send her this initial email, again, she's going to get a message that says you've got an end mail. This it'll say in male and from teddy bears and will have a subject line, xor, etc. And the way she's going to accept it is there might be a canned response to the ambient arrested or I'm not interested. Or she's comments, or she responds when she responds whether with a canned response or with her own words that is accepting of my e-mail the moment she accepts it. Future messaging is not really in males. It's sales Navigator message and remember, stays and sale w. So talk a little bit about subject. And messaging. So subject and Mano M will give you some resources. I'll put some resources, some articles that I've found about in male of the magic of been mailed of best practices of email. I'll put some articles in the course resource list so you can read that because there's lots of opinions as I have my own as well. First of all, subjects, make it about the other person and less about you. Try. What you're trying to do is you're gonna pull them into a conversation. So you're, your message, your subject line should be something relevant to them, something of interest to them. And not, I need this, I want to sell you this. I have the greatest widget ever that's failure. Make it about them. Number two, Start your message off with bonding and rapport Sandler sales training calls it bond and report its relationship development. Again, the best way to do that is make that first part of the message about them. Liliana, I discovered this about your profile and I was looking at it and looked at your company and looked at your article, your content, and make it about them. And then maybe some level of gratitude or appreciation for what you discovered or RL show interest and intrigue on what you've discovered. One sentence, really This is important. Then put a blank line and then put in your message about what, what are you trying to achieve? For me personally. My sales Navigator messages are all about trying to get Liliana to join me in a deeper conversation, inviting her. I used the word invite, invite her into a conversation that has lots of philosophies. This is my philosophy that I like doing the most because it gets me the greatest value and it makes me look like less of a sales guy and more about of it and engage your collaborator. So lots of philosophies are merely recommend you do two things. Read the different articles I want to share with you in those, in the course resources and do AB testing. Why I discover that pulling people into inviting people in a conversation works for me because I've done this testing for me. And my messaging, My Word style, my philosophies, and note, the way I craft this message, inviting people to a conversation has seemed to work the best for me. Couple things in my, in my in my sales Navigator inbox, this show you is if I sent this message to dole, say, a while ago, and it really was to engage a first you use the wrong email address, engage in me and she may not respond, but does she doesn't respond, it will always say awaiting reply. So again, the better, better choices you make with your words and engaging with someone who actually uses LinkedIn. That's a huge one as well, then the more likely you'll get a response here. Why I said that last part, don't engage with people who actually use LinkedIn. You really gotta pay attention. Do not send in males to anyone who's not actively using LinkedIn, you'll get little to no response. So be very purposeful when you're deciding who to send emails to. And so this one here is waiting for response, but other ones you can see if I'll do a search for other ones. You can see I send a message to my friend Randy wooden and so and he responded back. So and this was a message that was the beginning of my conversation with Randy who was first level with me, my beginning of my conversations and sales Navigator, the bulk of my conversation with him are in LinkedIn. So you gotta be very purposeful about using sales Navigator messaging. You've gotta experiment. It's finding the right words and word style that works for you to drive the multiples, the Most people into responses and be very deliberate about what your purpose is. Again, my purpose of an email is to get someone into a conversation, whether it's on the phone or zoom conversation, I'm not going to solve all the problems of the world and sales Navigator, LinkedIn messaging. But I am going to develop more relationships with the people I'm connected with an engaging with and prospecting. If I can get them into a phone call or zoom conversation, experiment with them and you'll find value using them. 18. My Prospecting Process: Some share with you one of my prospecting processes that I use sales Navigator execute. And the reason I'm sharing this with you is just to give you an idea of a process that works for me, works very well for me. I do not want you to take this process and replicate it for yourself and start doing it exactly the way I do it. When I'm want you to think about doing is take this process and use it possibly as a foundation for your own process. Because when you create your own process that you're absolutely comfortable doing, efficient doing. And you're willing to do it on a regular basis over and over and over again. That is a process that you can own. That is a process that you will be excited about doing. That is a process that you will execute on a regular basis, creating value for yourself, prospecting with sales Navigator, my steps are pretty clear. I start with being very deliberate about my target audience for this campaign as prospecting campaign. And for me I'm very deliberate about who is the human in the role, in the industry, in the company type in the region. So I get the smallest viable audience possible. Then I build this search results. And I then look at each of the individuals and I put down the ones that I believe are the most relevant based on my review of the lead, I put them in the list. Once. I've put all of the LinkedIn members and made them leads in the list. Then I look at each one of these leads in that list. And I determined if there's a way to get introduced to them through my personal network, whether it's from LinkedIn or however else I can get introduced them. I also then look at each one of these leads the list. And I determined, is there an opportunity to engage with them on their content through LinkedIn, not the content they engaged on, but their content. And then maybe I can engage them. Alci, LinkedIn, maybe Twitter, maybe YouTube, wherever I want to find a way to socially engage with them in some way or another as I am working in this lead, in this list. Now, if I'm able to get an introduction and are able to engage with them, then I look for a way to message them directly if I can, via phone or via email. I want to make the conversation all about them, possibly the person that we got, the mutual connection, possibly their content, until I get permission to make the conversation about me. And once I do get that permission, I'm going to keep my response high level and I'm going to invite them into a deeper, more involved conversation in real life, maybe via Zoom. Now, during that conversation, if I can get to that level, during that conversation, I'm going to ask questions, I'm going to listen to them and we get more permission to talk more about who I am, what I do. And that's where I'm going to determine if there's interest either now or in the future. And that's all I'm after. I want to know that there's interest in what I do now or in the future. Now. This, I do this over and over and over again throughout, through all of the leaves that I put in this list for this campaign. And I work at all the way through. And then I keep track of how the conversation go. I keep track of it by putting a note in the lead of record or in the account record. And then if there are more steps now I'm not a big CRM users, almost small entrepreneurial guy. But for me that there are more steps that I need to take bike. We agree to talk in January, we agree to talk next quarter. I put that in my calendar. I have a very specific calendar that I can look at. That's not my regular calendar, but this is my activity calendar. And so if I have to call a lead on a certain time or a message, then we'll assert dive. It goes in my prospect encounters I keep track of when do I need to follow up? This is pretty basic for me and it works. I've refined the activity and refined the messaging of refined the way to keep track of all my refined the way I ask questions and I listen so that this process works for me. And again, I want you to listen to my process and then you play with it and refine it, twist it, modify it to best fit you so it becomes your process. 19. Closing Statements: So thank you very much for taking my class on sales Navigator prospecting toll. Hope you got lots of great ideas from it, which is what my intent is. So as you move forward, don't forget, you've got to be focused on your target audience. You've gotta get very purposeful, driving down your searches and your list to the smallest viable audience. So you can be very, very effective. You're also going to get what you need to get very purposeful about adjusting your time. So that so that you can integrate the use of sales Navigator into your other business processes, your prospecting, customer relationship activity in your research on, on businesses and individuals and businesses. And you really, when I recommend you do, is that you set aside two hour blocks of time to do your prospecting because in a half an hour you really can't get your motion going. You can't get into the groove. And three or four hours is way too long. A two-hour block of time is really effective. Because again, it takes you about a half an hour, you get the speed and then you can really get GOARN and be very efficient and effective at prospecting. Furthermore, the more you practice using keyboard shortcuts, you know, right-click open in a new tab and you know, Control tab or whatever the keys on your keyboard to move from one way or another. In Chrome browser, which is a browser, I recommend the more efficient you get a keyboard shortcuts and moving around the screen, the easier this is going to be for you and they're more efficient and effective. You're gonna be at prospecting using sales Navigator. And while you're doing this, practice different wording, different messaging that you use in your social engagement. Also practice different messaging that you use in your LinkedIn, in bytes, in your sales Navigator, in males, and your overall messaging. Practice and see what, what feels good for you and what gets the best kinda response again, yours response is always looking for an opportunity to pull your target audience into a deeper conversation, not to sell them. That comes later. Social listening, social engagement is all about getting to a deeper conversation and experiment with search, experiment with Boolean search. I'll put some resources in the class documents on what Boolean Searches. You really want to get really effective at building the best possible search strings. Use it all the appropriate and the best filters for you. So again, you drive your list down to the smallest viable is, and you get the richest, responds to the richest results of your search. This is what prospecting is all about. It's not prospecting for everything. It's prospecting for the best target audience. Again, thank you for taking this class. I hope you get a lot of value from it if I can help you in any way, never hesitate to reach out and wish you all the best.