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LinkedIn sales Navigator is an incredibly powerful tool that can help you generate tons of leads book meetings and millions of dollars in closed business if you know what you're doing in this video I'm going to break down a step-by-step tutorial of how to use it these are things that I wish someone had shown me early on so let's dive in so I'm going to cover Three core things in this video today which is number one how to build a hyper targeted search list to build lead list number two how to process and work the lead list like messaging them number three love Gene learns to nurture prospects and then of course I'm going to kind of touch on this a little bit but really how do you combine all together with the social selling strategy if your plan to also leverage that as well so let me go and just Dive Right into LinkedIn so if you're not familiar with LinkedIn the sales Navigator button is right over here and if your company doesn't pay for sales Navigator which somehow they don't I personally think if my company wasn't paying for I personally pay out of pocket because it's so worth it so I'm gonna show you some really neat things today how to do this let's start with first doing lead searches so you'll see those lead filters as account filters I'm gonna go through both so I'm gonna start our lead filters first and you'll see here let me go ahead over here you can see here this is really neat because it breaks down from the company to roll spotlights posted content personal workflow Etc I'm gonna go through each one you'll be able to do pretty targeted searches to find really really qualified prospects so for example here you saw the company had count so you can see here it goes from self-employed like yours one person all the way up to 10 000 plus employees that's really useful this is really good especially if you're talking certain size companies that may have a certain level of cash look that you're going after so let's just say for example I want to go to companies that are between let's say 51 to 100 and 201 to 500 and 500 to 1000 okay boom and you'll see naturally as a result it's going to start pulling out a lot of opportunities here there's 88 million definitely way too much we'll keep going down the next section here on the company you can type in current company so if you look at a certain company you can type in certain company they're working for or a pass couple which is also useful as well to the company type you know are they publicly held privately held non-profit sale which is also very useful depending what you're searching for two company headquarters so again this is also really nice if you are only able to Target after go after certain companies that are headquartered in your territory this is really important to be able to search down so you don't end up wasting much time on leads they're not even in your own territory tours that's a really neat feature as well so I'm not going to fill those up quite yet as we go into the rolls next Now look for specific people we can look for a specific function which is very useful and give you some pretty populated ones here from operation sales education Etc that's really really nice to have I personally don't like this function as much as the actual job title because sometimes the function is not as always as accurately it doesn't actually show up so you may get some wrong people in there but jobs has a little more accurate hopefully in terms of who you want to filter down to so let's say for example here this job title is really useful let's say for example if I want to go after a chief technology officers I'm hitting include boom and you'll see that it gives some other recommendations as well so there may be some other titles are kind of similar but you may want to include as well so heading information Technologies I'll include that as well but let's keep those for that as you can see here now we have 130 000 results which is still a lot and here's a really really simple little tip here let's just say for example if you kind of scroll through here and you see just some titles that just don't seem to make sense given what you are actually going after so let's find an example here ctrc so that makes sense you know Founders they run everything no this looks pretty good so sometimes you'll have other ones where it just doesn't make sense you want to filter them out so I'm not going to waste time doing that but you'll see here if you were to search other ones let's say for example it pulls back up you also exclude certain titles that you don't want to have show up inside here if they hold multiple roles all right so let me go ahead and go to keep going down you can go senior to the level which is really useful from the CSO level or the cxo level to manager senior director that's also very useful as well using current position right so let's just say for example I wanted to go out for people that have been enroll for less than one year boom click on that immediately I've done 8 000 results so very very useful right so I'm just gonna take that for now because I don't want to have that filter okay you're using composition and then that's really useful too and then this one's really neat right here this is these are spotlights so this lets you get really really granular so for example here change jobs in the last 90 days these are some really neat prompts which will help you improve your messaging because if you know the change I've lost 90 days if you create a list of just that let me just choose this boom out of this big list now we have 4 000 people that change jobs in the last 90 days so now your messaging can be very much online to hey you know like you know hey I've got something new new job change too CTO over at add FedEx all right so you can see how powerful that can be when you actually pull that type of filter I'm gonna move that one I mentioned the news last 30 days so that's really neat too so if you can figure out which when you take a look and see what articles they've been mentioning to mention that as well is really useful too now keep in mind because these are some default cool spotlights that anybody can use that means you may have a lot of competition for the same so you still get hyper personalized with that messaging as well to really cut to the noise this is great too posted on LinkedIn last 30 days let's click on this all right so boom Blaster is that's really useful so now you can go take a look at their what they post the last 30 days you can also engage and comment on them as well to build some trust and report them too which is really useful so close out again I have shared experiences with you this can be hit or miss follows your company and there's some other ones as well review your profile these are all kind of neat too so that's really neat for spotlights this is a new feature as of right now which is I think it's been around phone for a few months which is posted content which is keywords and articles if they have put any if they posted any articles like certain keywords like let's just say like sales enablement let's see if that even pulls anything up single thing let's just type in like cyber security all right one result all right not very impressive but you get my point you can dab any other keywords that's kind of neat feature as well all right so we'll keep going so that is I can be posting content spotlights now go a little bit deeper because again a list of 130 000 is really quite too big of a list to kind of work through so let's say from the personal selection go connection requests first degree second degree or third so that is nice because let's just say if they're secondary connection or first degree that means you're a little bit closer to them and you may have potential referrals within your network that can help you do an introduction so you'll meet them as well let's take a look at the second degree you can't see what we get here all right 5K pretty good I'm out let's just leave it as it is for now you take a look at geography so this is also very useful as well because if you're going after say certain time zones or if you have only a certain territory that you can really sell into this is very useful for you to filter those down even more so let's just say for example I'll remove the second degree connections let's just say for example I'm on the west coast maybe my territory is on the west coast let's say Oregon nice it'll include that California include that in Washington boom and there it goes now you can see it's 5500 results we're getting a little bit tight let's get a little bit better right a little more accurate okay so as you keep going down here you can go if there are certain industries you sell them to so let's just say for example if I want to sell into let's just say I sell the healthcare space okay there you go boom there's a few different ones so I'm just gonna collect click on a few just give you examples right hospitals uh see Public Health let's just include that one as well just for this example's sake keep going doesn't include all of them okay let's take a look if I say Hospital yep include that as well all right okay and let's just leave it as it is for now so boom now this is getting much better right so now we have a more accurate list you know I should do actually this is if I was actually talking hospital it's probably I have to increase the head count as well so let's just choose this one too see what shows up all right cool so we've got a few more on this as well so it's getting tighter user experience really useful again so you can kind of see you can filter down by how many experience they have as well which is very very useful connections of right so if you know if there are maybe if you have maybe some closing opportunities of people that you close maybe the CTO at a major Health Care system and you want to see who they're connected with you you can throw that in there as well that's really useful right groups are I would say in my opinion not really like gray because now people those groups are kind of like pretty junky on LinkedIn and then get more granular as well but let's just say for example all the profile language should be English to make it simple all right that probably won't make many changes it didn't make any change at all so or School exactly you can't see these other new ones as well so this is pretty neat too so again very reasonable you can kind of see what the I started the mass level hundred thousands of people down to 192 people which they are ctOS or head and finish technology with employee accounts let's just say for example if I was gonna go after you know a thousand or less employees that are on the west coast who are in the healthcare industry have 171 so this is a much better list to work off as a result now what you could do as well is then from there you take a look it's like are there any lead lists you already have right or if you want to build a new list I don't pay for the CRM but you can enable this if they're already in the CRM to exclude them right this is new in the Persona right which is pretty neat I'm not sure how to use this one yet so I'm not gonna mention that one account list if they're already inside your account list as well or perhaps that people you interact with already that's the same for example you want to remove people you already review the profile and you've already contacted them so that's really useful too okay and you also remove people that are already any receivable save leads or accounts you want to move up to okay so that way you don't double up and add them to another list as well so you can see how powerful is now we have this really really good list of people who want to work off of so that's how you build your first list now just think what you definitely want to do first is hit save search let's say for example as an example we'll call it ctOS West Coast less than a thousand employees you can tell whatever you want but you what you want me to do is if you want to go back to this list later to work a little more you're able to very quickly look at it and be like cool like this is exactly what it's all about because you may create some other ones for departure territory as well so let me hit save right there boom so now that we have this list right here there's a couple of things we can do to it right we can either add them to a whole new list that we want to constantly keep working which is a great way to do it right and you can add them all to the list which is cool or you can go buy one by one and mainly at each one so for example here maybe you want to kind of double check the data make sure that this is pretty good so you click on your profile you know like Robert I can take a look and just make sure this is aligned to the ICP the ideal customer profile that you're actually going after right if it is cool you can hit save and you can go ahead and add them to a new list let's say for example I'll create a new list let's just call this my ctOS oops West Coast less than a thousand Healthcare okay we can go whatever you want I'm just making an example of something create and save so boom I just add them to the list right and then from there if you want to you could message him right there if you want but I'm not going to mess him quite yet and you want to keep going down take a look you keep adding as well so I recommend from a batching work perspective which worked well for me is go through instead of just managing message you each one I'm gonna build a list and then I'm gonna work those right after so now I'm just taking my time to kind of do my homework a little bit double checking everything make sure that it's solid they're good I think you add to list as well hit save well I do the same thing same list boom so that's really useful now if you want me really really efficient all right let's just say for example you know these are all going to be just ideal or you're going to want to hit all these prospects up you just hit select off and you can just hit save the list okay boom okay boom very easy minimize this and you go to the next one okay and then you can just keep going all right the same idea right so I'm not gonna take the time to go through but that's how you build you start building the lead list so it's very very simple very very easy to do so next I'm gonna break down the difference between leads versus accounts because there are times you're gonna work in castles as well it kind of depends on the role you're in which may make a difference in terms of how you actually want to use these lists but let me show you exactly what those are which is very very useful as well so let me go back into sales Navigator so I went back to the home page here so again lead filters we did before now do account filters because let's say for example you can see here there's company attributes spotlights and workflow right so some things are kind of somewhat similar but more so about the overall cover so you can see here annual revenue let's say for example well one dude USD and we want minimum is they're doing at least a hundred million to 500. okay boom you can see this pulls very quickly 160 000 results company head counts and maybe I'll go to certain sizes so we want to at least five one to five thousand 5 10 and 10 to 10 000 and beyond all right so again that's getting more filtered let's get more filtered down and you see some really really neat features here such as company head count growth think about this what does that mean when the company's growing headcount they're probably doing okay but they're probably doing okay they're probably our cash flow efficiency you can see the minimum Max let's just say for example minimum they're growing at two percent because two percent on a 500 million companies pretty it's pretty good Max's call is 20 well that's see what shows up here all right 8 000 results all right so pretty neat because headquarters locations are pretty useful to say for us only for just for this example if you look at certain industries let's just say we'll just choose one for example Healthcare see what shows up here 348 results so you kind of see here because we'll go by account size it is by the accounts instead you can see different companies as well and how about number of followers this could be used for or not but I personally find it could be hit or miss right how about department head count so what department you are looking let's say for example may want to go after let's just say the sales department and head count growth let's just say a thousand okay to fight on let's see what will happen here all right zero results all right so that would generally work there but you gotta get my point there right you're only thinking about percentage as well which is pretty useful and also are they a fortune 50. I figured it wouldn't probably wouldn't show up here because especially with the revenue size but you can't see this is useful as well although 40 50 100 to 250 or 450 to 500 which is pretty useful as well and here's a really neat one as well especially if you sell the software space what technology is the potential that they're using right Google analytics Google tag manager Google ads so that's really really neat and kind of I mean this is a a laundry list of different tools if plus if you sell a complimentary tool or a better tool this is a great little hack right here technology is used all right how about job opportunities okay so like are they hiring on LinkedIn so you can see here out of 348 305 are hiring on LinkedIn that's pretty that's pretty interesting recent activities have had seen leadership changes in the last three months or funding events again now because the simple time mentioned before the spotlights with the even the lead list if everyone can access those same things then if you have the same very generic messaging hey so I just got recently funded congratulations that will fall to the sea is same so again you want to use with the grain of salt to be able to create more custom messaging as well all right so pretty useful as well so it's a really really neat tool in terms of how you can utilize this especially if you have maybe a book of business or maybe you can work only 10 accounts for the year or five accounts for the Year this is great to find those accounts and to be able to start niching down directly within it inside of sales Navigator now a little side note here I want to mention here so at the end of the day it was something that I've just shown you from the lead list the cows et cetera things are always changing right they're always they're always getting moved around what I'm showing right now might be different tomorrow right or even weekly in from now or a year from that so Etc so just understand that but the key is when you watch videos like this is to understand the core principles and then be able to apply and then you apply critical thinking to how you can apply to your situation to help you build really really good lead lists to actually work so next I'm going to walk through how do you actually find those lead lists or accounts that you create and how to actually start utilize them to start actually processing doing outbounds actually turn into book meetings and opportunities and actually close deals to actually make commissions and make some money so you'll see up top here which is where it is right now you have accounts and you also have lead so I'm going with leads right here okay and there's someone that have one for recruiting I'm using and there's some system generator ones but here's the example I made from earlier in this video which is my cto's one I'll click on this and I only add 25 and you can see here this is pretty nice so you can kind of see this is kind of nice to be able to leverage you can say 25 total results and also posted only in the past 30 days that's pretty neat right but now I can't start doing is I can start I got to select all right I've been on the list or I can just start working on each one so for example I go in here I get a little notes there they move my head out of the way take a look at you know Keon here you know take a look to see what it's all about make sure it's a good fit that was pretty awesome it's been there for over 10 years it's pretty awesome right so this is pretty neat so now you can take a look here it's like um we don't share any connections right I also open up a little more so open up a new tab take a look at Keon's background some more we're looking we can look at the relationship oh it's actually interesting decision maker hmm just see what it shows me ah new CEO looks like all right very interesting all right so the good to know all right we're not gonna go back to this okay I'm gonna read through leads a team of 40 plus employees all right very cool so now once I look at this right like he's got some personalized stuff here I can take a look I can send him a quick message right or sound connection requests right so you know you could probably listen to connection request first okay hit connect and I'll you know if there's any connection requests unless it's hyper personalized then you probably won't leave a blank let's say for example if I'm trying to Blitz much people I want to feel to my connection to my following group I'll probably a blank and send a bunch out and then we'll see how they accept it now if I can write something customized to them I'm going to so for example here like it might be like one maybe we'll personalize them to kind of take a look here experience probably Commander I've got a simple compliant okay formula this is pretty cool this guy went from director financial aid actually oh he's I'm assuming he's not still there to the CTO could make so he could be a little simple I don't do that I don't do this I want some connection request it could be like hey Kia you know hey Keon was impressed well so you've been at code Med for over a decade very impressive hoping to connect all right so that's decent enough right and obviously if I can get something better I would but you can't get my point there right so you just find that off cool Chad's a pretty good you probably he's probably gonna accept it and probably say cool I'm gonna accept this guy okay so easy to send this guys I'm Gonna Cancel that right but if you find something that's even better if they have a better profile on this that'd be good to write a little more copy right let's get let me show you another example right here let's take a look at Bob George Bob George let's just opens up really quick same thing take a look has an activity somebody can comment on that seats okay interesting so here's an Amazon five years very cool wearable technology oh interesting that's super cool so you know what you could do is take a look at this company see what they're all about and that sounds pretty cool right if it's about wearable technology in healthcare then you're messaging me to send me a line to that hey really impressive what you guys are doing over there creating the specific thing with you know whatever that they're doing right hoping to connect very easy very this is like the easiest message your goal is to get them to say cool accept it and then keep going right so very easy so you guys can see I can continue to work you can just sort of going on let's start working his prospects this is Step One is like get extending with connection requests and messaging them now you could some of you are saying hey Marcus can I send them an email you can definitely do that for sure right you definitely go here boom in far from End Mill right generally speaking I find typically when you do outbound it's gonna work better with the calls emails or doing first connection requests as well because the only downside was something like even in the end mails is number one you're gonna be limited for how many you can send but also number two on the second piece when it comes through and the inbox it looks different so people naturally are a little more resistant to it right they're like oh this is what's this all about stands out right which is not necessarily a good thing so hopefully on the road Lincoln will change that so it's a little more friendly to Outback messages all right but on top of that as of right now something has changed you also can't film a video in beds inside here you have to do a via like a vidyard or a loom while they accept the request you could actually message them within the inbox of LinkedIn an actual video which is really neat and audio too which is really powerful so more on that Lobo later on now to give you some other ideas on how to really utilize these lead lists and this one was necessarily the best example because I only added 25 people too and you can see here we only have really two categories here all the results then posted on LinkedIn past 30 days I mean here you could go in here take a look at what they posted on and be able to send that first connection request based off what they posted so for example here let me just click on Robert let's just see what Robert oh he's in Portland Oregon that's where I'm at pretty cool let's take a look let me open them up see what it's all about take a look at his post and this is over a month ago it's really that's really too far out I wouldn't message someone based off that but you can't see this will give you some potential trigger points to actually message them about whatever they post about if it was actually useful so let's say for example if Robert had just posted this but you know last week right if this is an interesting article I'd read the article open it up read it buy some Robin points and then that'll be part of the messaging that they mentioned in there right so that's how you can really just start standing out by taking a little bit of time to do a little bit of homework and increase the likely to sound the next step of them accepting a requests to start engaging that conversation now I want to show you something else to help just get your brain kind of greased in terms of when you out outbound extended you're doing Outreach to send these connection requests as well so for example here I only 25 people that add to this leadless I could add more but in the interest of this video I don't want to take a time but let's say our example there's a bigger illustrator this is automatic Creator but you'll see there's gonna be a few other categories which are really useful once you have a little bit bigger list typically so for example here you can see here this has 30 tall people but there's issues four of them change on less than that again this is a trigger event that allows you to potentially have relevant messaging because of that right congrats to a new job blah blah they posted on like the last 30 days so you might be able to engage with that like I just showed you they share experiences again kind of look into it see what's relevant about it or even one of them follows it falls in my you know follows my company this is obviously connection request but you can see how useful that can be because really you're just finding a good reason to actually reach out a conversation that's not like hey look at me let's buy my stuff this is just an easy easy way to just enter into it right now on the flip side that was a lead list there's also going to be the account list as well I didn't create an account list but the same kind of concept that you can kind of you can still leverage as well when you're working opportunities because it's like you build a list and then you add to your list and you start working the list and send a texture requests and start Outback messaging as well cool so far we've covered building the list the number two we covered how to actually Prospect and start working leadless by sending a connection requests right and then hook up the processing lead list now here's a couple other kind of just simple bonus tips that can really help you from a long game perspective when you're using LinkedIn sales Navigator which is creating some other lists that are say close one for future job changes right and close law so for deals you win right so imagine if you had Bob George and say if I close Bob George Bob's at hero right and then two years later a year later he goes somewhere else after he implements our solution with his current company a hero go somewhere else and I see he's had a job change I can easily message him you know hey Bob congrats on your new role of the CT over at meta right y'all thanks so much great whatever and then fast forward 30 seconds I could Circle back around and have a conversation like hey how's everything going over there so you can kind of see how he starts open the door because of that situation right or even on the flip side even close lost because look I'm sure you're in a situation where you're doing a great job with the prospect you take them down the journey they're a great Champion but he gets to the point where suddenly someone within the process says pause and everything and you end up losing that deal but maybe they were a huge real legit champion of you they loved your solution they want to go with you but someone else is holding back the process and then suddenly that person gets a new job somewhere else well how cool is it to do the same product congratulations on your new job at meta right and they start working with them and hopefully Nike will make your new solution at meta or wherever they're at now so this is a great way to constantly be building future prospects because wherever they're going they know I can trust you they hope they'll take you with them as you go along now in addition to all the stuff I mentioned so far with this messaging and you're building these connections because you're building these lead lists you want to make sure you're not only doing your messaging Etc just purely off of Just LinkedIn you also want to make sure you're doing this in conjunction with falling email Etc and any other means of Outreach to that process because Omni channel is very key this is why it's really important that using sales Navigator in conjunction with any of the tool that you might have your disposal to get phone numbers and email addresses because sometimes you might get a little bit lucky maybe some of them will have an e-modules available you'll see sometimes they'll have information there not always but sometimes right which is useful this guy even has his he got his blog he's got his Twitter right which is useful some of them will even have the phone number if you're lucky so that's great but not all of them will so if you use this conjunction with what's up with other tools like say Apollo or seamless or any of the tools you might be using at the Timeless recording that's really powerful to be able to work them on in sales now and also call an email and do all the things too what I also want to show you is how to leverage alerts to nurture prospects so this is a really really powerful tool I wish I knew about this earlier I just didn't know anything about it right but when you're on the home screen you probably saw this feed right here and this is really useful because I'm actually going to go inside here the alert settings and you deserve anything about your plan but I want to show you this like for example you can set up email preferences so for example save search alerts you can emails left out different that's not important uh who viewed my profile so they viewed your profile you know about that which is cool weekly Top alert digest weekly this is that's neat right but what I really want to show you is the alert preferences so this is like a feed right here so if I go back to here this is like a special sales Navigator feed where it's people in your leading the countless doing things that you will now get notified about which is a trigger or event which allows you to message them because of that so for example here let me go back to here so you can see like okay they shared an update they post something oh really powerful so whether they're not gonna message him or you go right to their posts or whatever they update about me they got a new job or maybe they got promoted or they put a post out there that's powerful to be able to have a comment and like engage on theirs or re-share what they put out there as well because again that helps you stand out or they start a new position in the same company they mention the news they accept your request right they accept your request boom that's a great time to meet at least five emails or file a message to them and say thank you so much or even call them or email them because you can see how it's not necessarily a linear processor every time but when you understand how this apocaly could engage him different ways it's really useful all right they engage with your poster company they viewed your profile start a new position really useful so again save accounts the same concept right and it's just it's even more robust I would say right so always having moving from a save account to a newcomer increased rate did someone kind of huge profile they announced new funding preparing to grow they've had layoffs good to understand that right that can impact your deal senior highs and saved accounts the people are researching a company slow growth mention the news you can't see this this is just really really useful stuff as well so you can have this all set up as well and on top of that it's in your feed so when you're going through then you and you're working your list your messaging as well and you're going down here and you're also engaging with them because of that this is another great way just to nurture your product and to stay on top of them right so say for example if this is if Warren was one of your prospects you posted a post now you can go here and you take a look at his post and look no one like this as post sorry Warren so you can like Warren's post and you can write a nice little comment if it's actually a good blog posts about whatever right so you guys you can see how neat that really really is to just again cut to the noise and stand out and be different than every other who's just being boring and lame on LinkedIn okay so far in this 101 training for sales Navigator we cover how to build the hyper Target list how to utilize some of these these very very simple searches again it's nothing crazy it's not hard to take it just takes to somebody you actually you can play around a little bit to find good list for a good lead opportunities for yourself the number two we discuss actually probably gonna build those lead lists right actually how to build them and how to save and decide that we can work those lists every single day which I recommend right also number three we discuss how to leverage the alerts in the feed and the email so you actually nurture the process as well which is really really powerful and if you do all these things you can have a loss if you do it consistently you can have a lot of success with targeting prospects and actually building leadless and filling accountable with qualified appointments now if you want to Next Level the key is really being able to have a robust social selling strategy right so I'm gonna touch this a little bit but for example here you can take a look at your social selling index so for example if I go here here you click on your little profile right here you go your social selling index and it'll tell you like what LinkedIn calls your SSI rank right so it's like here for example findings on the top one percent in the industry SSI rank top one percent of my network it kind of breaks down what it is for your category from professional brand find right people how much you engage buildings as well so pretty neat so when you know it's really really cool now it means absolutely nothing without having a good strategy actually implementing into this level but more importantly how to actually use social sound actually generally it's not from building following list actually creating content engaging Etc right so with this video I cover lots of honest video for how to use a sales Navigator but if you want to see my in-depth breakdown exactly how we actually got to this ranking but more importantly how do the rest is that from optimizing your profile because it's really important for increasing your acceptance rate to creating content and creating imbalance Etc what you're going to want to do is go watch this next video right here in which I break down way more detail exactly the other parts of my LinkedIn strategy to make this one cohesive machine that basically prints cash for my business see in the next video