Do you use LinkedIn Sales Navigator for selling? If yes, then you should be aware of five new improvements made by them to help you sell deeper and faster. This blog tells you about this new update.
The case for deep selling is obvious. More and more, customers are looking for sellers who are knowledgeable, savvy, and considerate of their time and attention.
An example is that, according to a December 2022 LinkedIn review of all globally CRM-synced customers, in comparison to when they don’t use the platform, sellers who use LinkedIn Sales Navigator, the top deep sales platform in the world, close deals that are 45% larger and have 4% higher win rates.
The risks of “shallow selling,” on the other hand, are equally serious. For example, sending out unwanted or unnecessary outreach can harm brand equity in addition to being useless.
And once you actually meet, the stakes only increase. There is no faster way to hear “no” than by showing up unprepared for a meeting.
However, deep sales don’t take place in a vacuum. Deep sales need the appropriate technology to be scalable, practical, and effective.
LinkedIn keeps investing in new features that aid sales professionals in better understanding their customers, finding the appropriate contacts to interact with, and providing cutting-edge analytics to help them plan their next moves. LinkedIn Sales Navigator is the industry’s top deep sales platform.
Let’s check out the five new improvements in LinkedIn Sales Navigator.
Using Relationship Explorer, you can find the best path into a user’s account and locate hidden allies.
Reaching out to close contacts is part of selling deeply. However, salespeople have relied on cold communication for years, partly because warm outreach on a large scale was impossible.
That is what Relationship Explorer wants to address. By displaying warm paths and/or enabling deeper multithreading, it reveals the most important secret allies and supporters. These suggestions depend on the customized target buyer persona that you, the rep, have created.
Relationship Explorer will allow you to:
- Choose the appropriate audience. You might focus on the people who are most likely to schedule a meeting with you, depending on their persona and the connections they must establish with you, rather than taking a broad strategy and targeting everyone at once. By identifying the next best contact, you can apply it to drill deeper into accounts. Both consumers and sellers benefit from a more effective experience as a result.
- Use this insightful advice to act right away. You gain timely insights that enable you to take immediate action by utilizing LinkedIn’s first-party, real-time data. As an example, with Relationship Explorer, you will be the first to learn if a new vice president is hired for a certain account. New hires at all levels are 65% more likely to receive your InMail at that time, so it’s a wonderful opportunity to get in touch.
- Shorten sales cycles to save time. With the help of this new feature, you can identify the ideal contact in a flash. Prospecting, cross-selling, and up-selling are accelerated as a result.
LinkedIn Sales Navigator Personas can help you at scale identify your ideal customers.
Finding the most appropriate leads to pursue further might be challenging without the correct tools for the job.
Enter LinkedIn Sales Navigator Personas, where you can focus your efforts on your ideal customers by customizing your LinkedIn Sales Navigator experience around the characteristics of your target individuals, such as job title and function.
You may now specify your target persona with only a few clicks. On the homepage, in Search, in Relationship Explorer, and on account pages, that persona will be highlighted. With the use of this functionality, you can also obtain precise demographic details on whether a certain account’s persona is expanding or contracting.
How are personas used by great performers? Here are some ways:
- Creating Personas that closely match the profiles of its target customers.
- Use personas on the homepage, account pages, or search to find the most suitable opportunities.
- Using Relationship Explorer, find warm paths and decision-makers at their target accounts.
- Prioritizing accounts with leads that fit their personas by using insights from account pages, such as persona growth.
With the help of expanded buyer intent capabilities, you can target the right accounts.
LinkedIn has released their first iteration of LinkedIn Powered Buyer Intent within LinkedIn Sales Navigator to help you know who is most interested in your business. The aim of LinkedIn is to present you with the ideal people to focus on so you can really go deep with them, much like personas do. They’re enhancing buyer intent capability this quarter with the following new features:
- Product Category Intent: This new LinkedIn Sales Navigator dataset will help sellers locate customers who are probably looking for products similar to their own and gain a better understanding of which particular product category is of interest. This is crucial for sellers at companies that have a variety of product types. A new filter will be added to Search to reflect this.
- Additional Activities Relating to Buyer Intent: The following additional actions will become accessible in the Buyer Activity section on Account Pages and on the Buyer Intent Account Dashboard during the course of the upcoming quarter. The actions on the list below show that these customers have a high level of interest in your business. It will display a broad, anonymized profile of the customers for privacy reasons, such as “Director level in Marketing function.”
- Engagement with LinkedIn ads
- InMail acceptance for a colleague
- Visits to the company’s LinkedIn page
- Visits to colleagues’ and leadership’s LinkedIn profiles
Quickly sort through results with the updated search features
One of LinkedIn Sales Navigator’s most useful and popular functions is search. However, it might be difficult to sort through the more than 900 million professionals on LinkedIn.
LinkedIn has included new search filters to make it easier for you to use more data to make more informed outreach and prospecting decisions. Your time will be better spent on preparing and carrying out your outreach if you spend less time filtering through ineffective leads.
The new search changes are:
- In account search, you can filter by account lists. You can use any of your account lists to filter your account search.
There are new spotlight filters in Search, such as the following:
- Previous Customer: Find leads that worked for a company that was a client of yours to uncover secret allies. Only Advanced Plus subscribers have access to this data, which depends on the opportunities in your CRM.
- Past colleague: Look for leads from former employees of your current employer. This is solely based on data from LinkedIn.
- Using Executive TeamLink, you may identify leads whose connections to the executives on your team will help you find the optimal entry point. Only customers of Advanced and Advanced Plus have access to this feature.
- Viewed your profile: Set a filter to only display leads who have recently visited your profile in search results.
With enhanced CRM Auto-Save capabilities, you can better manage your business book.
The capability for each individual rep to manage and personalize their book of business directly in LinkedIn Sales Navigator has been significantly improved by this update to the current CRM Auto-Save feature.
By giving an overview of all the accounts the user is assigned to in CRM, CRM Auto-Save is essential for maintaining the book of business on LinkedIn Sales Navigator. But CRM data is frequently disorganized and contains accounts that salespeople no longer control.
With these two major improvements, the Auto-Save enhancements aim to fix that.
- Editable My CRM Account List: This gives sellers a button to delete any accounts from their Sales Navigator My CRM list that may have been imported from CRM. An account that has been deleted from Sales Navigator is not also deleted from the user’s CRM.
- Customizable User Settings: With customizable user settings, each Sales Navigator user may choose the criteria that will determine which accounts from their CRM will show up in the list of My CRM Accounts. Each individual user is now able to choose how lenient or strict they want their list to be, as opposed to only being able to regulate it at the contract level as a whole.
These are the improvements made in LinkedIn Sales Navigator. Consider using them to improve your sales and go for deep selling.