[Music] LinkedIn sales Navigator is the most powerful prospecting tool on the market yet most sales reps don't know how to use it to its full potential in this course I'm going to teach you how hey I'm Jed Marley head of off on sales at mailshake and creator of the Practical prospecting newsletter I'm going to teach you eight of the exact strategies I've used over the last 3 years plus three bonus strategies that have helped me do up to 200% plus of my quota I'll give you a step-by-step guide of how to execute each one as
well as suggested messaging that you can use on your own now quick background on me my first 6 months as an SDR I struggled to hit quota I was calling dead cold leads and felt like I needed a better reason to reach out to them that's when I started looking into sales Navigator it's a tool that most of us have access to but don't really know how to get the most out of it however if you do Master it you'll have endless possibilities for finding warm leads it wasn't until I learned some of these possibilities
that I started doing 100% Plus to quota even 200% plus and it was these strategies that helped me find consistency as an SDR which accelerated my promotion to management where I eventually built a team from 3 to 15 plus using the same strategies I'm teaching you today I believe any sales rep who truly learns to master sales Navigator will always have a leg up on the competition now let's jump [Music] in before we talk about any strategies you'll want to learn how to set up your personas your personas is a filter you create for your
ideal customer profiles for example I sell to sales development leaders in the US so by creating this Persona when I'm applying future filters it will only show me my ideal prospects so let me show you how to do it first you're going to navigate up to the top right corner and click on personas now you're going to hit create new persona here at the bottom name it whatever you want for me this is going to be sales development leaders now you're going to navigate to function insert the department you're selling to in my case it's
sales so we're going to navigate to sales and select that next you're going to go to seniority level I only want to reach out to folks who are director in VP level and lastly we're going to go to geography if you have a territory this is important so you can make sure you're only prospecting in your territory in my case I'm just prospecting the United States and now you're going to hit save simple as that now we're ready to dive into the first strategy job [Music] Changers decision makers who are new to a company or
recently got promoted are more likely to be in the market for new Solutions and it makes sense right they want to have an immediate impact often that means by implementing new technologies or processes to make their teams run more efficient or maybe to save costs after all people are hired and promoted to solve new and bigger problems or repeat previous success our goal is to reach out and align our solution with those problems for that reason you should be prioritizing these prospects where changing jobs are getting promoted over regular leads so let's dive into how
you can find them first you're going to navigate over to Persona and you're going to select the Persona we created earlier in my case that's SDR leaders now you're going to go over to activities and shared experiences and you're going to select change jobs in the last 90 days now you have a list of people who recently got promoted or changed jobs and you can continue to narrow down this list using these filters while you've accomplished a goal now that you have your list let's talk about how to reach out so I'm a fan of
reaching out as soon as their first month and a lot of people might say that's too soon but here's why I like to do it when you're new to a company you're in information gathering mode you haven't yet established your primary goals and projects you want to tackle so you should frame your messaging around what other people in their position typically experience when they're new to that job for example at my company mailshake we sell email deliverability and sales engagement software typically when new sales development leaders join a company one of the first things they're
doing is looking at their team's process for outbound sequences so if we reach out and say hey Prospect typically new SDR leaders are digging into their sequences in the first month to find areas for improvement would it be helpful if you could see which words and templates are likely triggering spam filters what we're doing here is we're calling out a common problem that new leaders experience in their position now let's jump into the second strategy targeting companies with headcount [Music] growth in this strategy we're going to talk about how to find companies that are growing
and why that's important when companies grow they experience new problems and as a result are often in the market for new solutions to solve those problems a classic example of this is a small sales team going from manually calculating commissions on a spreadsheet to needing to use a software to do it automatically as they scale or a team going from using Google docs to manage their knowledge base to needing a learning management system or LMS as they get bigger whatever solution you sell there's typically a Tipping Point or specific stage in which companies start looking
for that Solution that's why I love this sales Navigator strategy it lets you pinpoint those growing companies at their sweet spot so you can reach out and align to those Growing Pains here's how to find them first you're going to navigate to Department headcount growth you're going to select the department you sell to in my case I sell to sales and then you're going to put in your minimum growth percentage I like 33% because that shows that the team is growing by 33% in the last 6 months and then you can add a maximum growth
percentage but I don't really like to add that because if the company's growing you know by 100% 200 plus I still want to reach out to them so now you're going to hit add and at this point you can use the rest of the filters to customize to the exact companies you want to reach out to for example company headcount the industry where they're based but that's really it that's how you find these companies that are growing now that you have your list of companies that are growing in the department you sell to here's how
to reach out this is the messaging I would use hey Prospect looks like you've added 10 reps in the last few months typically this is when handling commissions manually can suck up a lot of time and lead to errors recently helped customers X and Y automate this would you be open to more info now let's jump into using the leadless [Music] feature you can use the lead list feature to book some of the easiest meetings you'll ever get here's how to do it anytime you have a good conversation with a prospect regardless of whether or
not you booked the meeting or close a deal add them to a list called good conversations or honestly whatever is going to help you remember the list for for example let's say you cold call a prospect and they were pleasant with you but simply didn't have a problem so there was no reason to book the meeting still add this person to your list and connect with them on LinkedIn if you've already been in your company for a while go through all the meetings you booked or deals you've closed and add those prospects to this list
too you can even go to your AE and ask them for their previous opportunities or if somebody left your company go find the meetings that they booked and add them to this list as well basically what you want to do is get the biggest list of prospects who are amiliar with you and your company in a good way of course once you've created your list go back to it every 2 weeks or so to see if anyone has changed jobs if they did you can reach out and in most cases they're more likely to respond
because they're familiar with you and they'll either take a meeting give you a referral or at the very least give you an honest reason as to why your product isn't relevant at the moment similar to the job changer strategy you'll want to align your messaging to the problems they're likely experiencing in a new role but this time you can open with a bit more warmth because again they're probably familiar with you so what I like to do is say hey Prospect we spoke when you were with old company maybe they were a customer maybe you
just book a meeting looks like you're now with this company and then continue on with your job changer messaging let me show you how to do this say I booked a meeting with John barels I'm going to hit save and add him to my good conversations list and now you can navigate to leads click on your list and like I mentioned every two weeks or so maybe once a month come in here and at the top click on change jobs in the past 90 days and now these are all prospects I can reach out to
that I've spoken with before and have a warm intro the subject line I like to use for these people is from previous company to current company the open rates are super high now side note this is one of the underrated reasons why you should stay with an organization long term because over time you'll have an abundance of leads like this and you're really just reaching out to warm leads at the end of the day now let's jump into one of my favorite filters which is the previous work history filter the previous work history filter is
one of my favorites because you can get super creative with it the filter lets you find prospects who used to work at specific companies and my favorite way to use it is to find people who used to work for one of your customers because they may have used your product before or they're familiar with it or even at the very least the fact that their previous company uses your product will catch their attention and be strong social proof so let me show you how to do it first you're going to navigate to Persona and you're
going to select the Persona filter we created earlier so in my case I'll select SDR leaders now we're going to go to pass company and what I recommend you do here is find roughly 10 of your top customers and put their names in this filter and again this will show you ideal prospects who used to work for one of your customers so let's grab AT&T let's say IBM and let's put in apple as well so assuming AT&T IBM and apple were all my customers now I have a list of prospects who used to work for
them and like I said earlier they're likely familiar with us or at least I have strong social proof for when I reach out here's the messaging I would recommend when you reach out to these prospects hey Prospect noticed your time at previous company they Ed my company to achieve X whatever problem you help them solve sounds like you might handle that at current company would you be open to learning more a few other ideas you can use this for is people who used to work at one of your competitors because they're actually likely to be
familiar with the space people who used to work for a company that you also worked at because you have an icebreaker there or basically any other place that you can use as an icebreaker if you know people at that company now let's talk about the filter that lets you get even more creative probably my favorite honestly connections [Music] of we've now arrived at my favorite sales Navigator feature connections of and I don't think most people even know it exists so there's two ways I like to use this filter first I use it to find ideal
prospects who are connected to specific people for example Prospect who are connected with my executive team or someone at my company who has a lot of LinkedIn clout and I do this because if the prospect is familiar with them chances are they're familiar with our company and our product or Services now the goal here is to call out the fact that you notice their connected with these people and use it as an icebreaker and a way to build trust and catch the attention of that Prospect the second method is to use this filter for referrals
so look at prospects who've previously closed or find the names of customers in your CRM and then plug them into this filter and it'll show you ideal prospects who are connected with them for this method your goal is to reach out to the customer and ask if it's okay for you to use their name when you reach out to these prospects assuming they know them Beyond just being connected here's how to do it first as usual you're going to navigate to Persona and you're going to select your sales Navigator Persona next you're going to go
up to connections of and again depending on your strategy if you want to use the connections of your executive team or the referral strategy in this case we're going to assume John barrows is my CEO now I have a list of prospects who are connected to John barrows so I can reach out and reference the fact that they're connected with him and use that as a warm intro or let's say John is one of my customers I can now reach out to John and say hey John I noticed X Y andz prospects are connected with
you do you mind if I use your name when I reach out to them to let them know that you're also a customer now I'm going to show you how you can find prospects who are already talking about your product and the problems you solve on LinkedIn now we're on to strategy number six using content keywords to find prospects who are already in the market if your prospects are active on LinkedIn they're likely already talking about the problems you solve there or even your product or your competitors a common example is people who ask their
Network for opinions on which vendor to go with so here's how you can find them in four steps step one think of any keywords associated with your product or service and the problems you solve for example mine are cold email deliverability reply rates and all of my competitors names step two create a Boolean search of all these keywords if you don't know what a Boolean search is it's basically a way you can search for multiple things at one time now let me show you how to do this on LinkedIn so you're going to take your
Boolean search you're going to copy and paste it right into the search bar hit search now you're going to filter by posts toine post talking about these keywords and lastly you're going to filter by latest show results and now you can see a list of prospects who are talking about your keywords so what you're going to want to do at this point is scroll down until you find a relevant post talking about you know keywords related to your product or service and then reach out to the prospects who are engaging on that post and that's
it those are my top six strategies for using sales navigator to find War leads now there's plenty more out there that I didn't cover and sales Navigator is always updating their software so I'm sure there will be plenty more to come but here are three more more bonus strategies that I also love to [Music] use here are three more bonus strategies for finding warm leads on sales Navigator first company followers which let you find prospects who are following your company on LinkedIn of course these people will be very warm but there's not always going to
be a lot of them second is Technologies used now no technographic data is perfect but if you work particularly well with prospects who use a specific text deck you can use this filter to narrow down your search to the best leads possible and last but not least intent this is a new feature from sales Navigator and so far I use it as a way to narrow down my list if let's say I've got a th leads I'm not necessarily going to reach out to all of them but I can narrow it down to find again
the warmest leads that have intent there's so many more ways to leverage LinkedIn sales Navigator so get creative and use it to your advantage hope you all enjoyed like I mentioned understanding sales Navigator was one of the biggest reasons I was successful as an SDR and got promoted and these are the exact strategies I've built my last two SDR teams on and the best reps I've managed have always taken the initiative to understand the ins and outs of their TCH St so I appreciate you taking the time with me to do just that if you
want more practical tips like this check out the Practical prospecting newsletter where I share practical prospecting tips to help you book more meetings every other Sunday [Music]
