How to make the most out of Sales Navigator in 2021

Sales Navigator is a great opportunity to find leads because it gives you access to the largest B2B database in the world.


Moreover, this database is always up to date because it is updated by people themselves.

However, the search engine has many flaws. It often proposes you irrelevant prospects and the data is bad quality (emojis, typos, capital letters etc…)



That's why Sales, Growth & SDR using Sales Navigator spend 5 hours per week on average cleaning data.



In this article, we will go through every Sales Navigator features to help you get the most out of it.


Here is our program, feel free to go directly in the section you interested in if you don't mind about the other stuff.

7 tips to follow to make the most out of LinkedIn Sales Navigator


  1. Use keywords with caution
  2. Search for Leads into Accounts to reduce errors
  3. Focus on few efficient filters
  4. Use Saved Searches to identify new opportunities
  5. Avoid reaching out to people you already targeted
  6. Avoid using fancy filters
  7. Use boolean searches to perform advanced queries


1. Use Keywords with caution

keyword-sales-navigator

To be honest, this feature is really not trustworthy...


It will look for the keywords in the entire profile of your prospect.


So if your prospect has done marketing in it early days, and it is now in HR : he might appear if you enter "marketing" as a keyword.


This can lead to really unpredictable results.


➡️ Evaboot can solve that problem : Evaboot will filter the results and check is the keyword is present in the current job description of your prospect. If not, the prospect will be rejected.


Hence, this filter can be really efficient with the help of Evaboot if you target people in a niche. For example : "offline marketing" or "remarketing"


Very few people will mention "offline marketing" in their job tittle. Most of the time they will have a job title like "VP Marketing" and mention "offline marketing" or "remarketing" in their job description.


2. Search Leads into Accounts to reduce errors

One way to reduce errors produces by the Sales Navigator search algorithm in your searches is to look for leads into account you have previously chosen and put in an "Account List".

It requires a little effort to set up but once it's done you results can really improve.

To do that :

  • On Sales Navigator, open a search filtered by accounts and add the filters you want

    account-filters-sales-navigator

  • Start the search, then click on "Select all" then "Save in the list" → "Create a new list"

    create-account-list-sales-navigator
  • Give a name to the list
    name-list-sales-navigator
  • Repeat the operation for each page (lame but necessary...)
  • Open a new search filtered by leads. Add the list saved previously in Custom lists and add filters relating to the desired persona
    lead-filter-sales-navigator
  • The results that will appear in the search results will only relate to the targeted companies
    lead-result-sales-navigator


3. Focus on few efficient filters

None of the Sales Navigator works perfectly. Instead of applying simple rules, they have chosen to use a Machine Learning algorithm that gives pretty unpredictable results.


Among the filters you can rely on to find your leads:

  • Title Keywords : 15% of wrong results on average
  • Geography : 5% of wrong results
  • Industry : 25% of wrong results
  • Company Headcount : 15% of wrong results

Results based on 500 test extractions*


You can see these filters produces many errors, but there are still the most efficient to find your prospects.


If you use Evaboot, you can easily get rid of this irrelevant results and get in touch with the people you really want to talk to.


Our advice :

➡️ List absolutely every job title that would be interested in your product or service

➡️ Create different lists with Geography, Industry or Headcount filters like :

  • "VP Sales SMB"
  • "Head of Sales US"
  • "Chief Sales Officer Software"


That way you can map your entire market and adapt your sales pitch to your different personas.


4. Use Saved Searches to identify new opportunities

Once you performed a Search in Sales Navigator, you got the possibility to save it by clicking on those button.

save-search-sales-navigator

Once you saved it, it will be available on your "Saved searches" tab. The cool thing about that is you will be notified each time a new prospect meet your search criteria.

They will appear in the column "New results".

Capture d’écran 2021-03-12 à 09.25.13.png


If you click on it you'll be able to see these prospects

Capture d’écran 2021-03-12 à 09.26.50.png


It is the easiest way to target people that have recently taken a new position.


5. Avoid reaching out to people you already targeted

Once you start to contact a dozen or hundreds of prospects per week, things can get a bit messy. Certain companies get to a point where they scraped almost all their prospects presents on LinkedIn.


To be sure to not reach out to the same prospect twice, you can use these filters


  • Relationship : Choose 2nd & 3rd Degree Connections to avoid reaching out to people already in your network
    relationship-filter-sales-navigator

  • Custom Lists : Exclude specific lists or "All Lead/Account List" to avoid get contact you already put in a list.
  • custom-list-filter-sales-navigator

  • Past Lead and Account Activity : to avoid scraping the same prospect twice. You also can select "Removed viewed Lead from Search". It will filter all the profile you already visited with your account. (Evaboot visits all prospects and company profile while scraping, so you're safe using this filter if you scrap with us)
  • past-lead-account-activity-sales-navigator


6. Avoid using fancy filters

Some features look sexy but do not keep their promises.

  • Function : function are automatically determinate by LinkedIn by looking at your job title. This not reliable data. Our advice : focus on the job tittle to target functions.

    function-filter-sales-navigator

  • Seniority Level : to make this filters work, LinkedIn uses work relationships given by users like "this person is my boss", "this person works in my team" etc.... This information is incomplete or not well provided by users. Again : focus on the job tittle to target Seniority Level

    seniority-level-filters-sales-navigator


In this list we can add : Technology Used, Posted Content Keywords, Years of experience etc... Honestly, they simply don't work, so focus on the keywords we mentioned earlier.


7. Use boolean searches to perform advanced queries

If you target a niche, you may need to use a combination of several keywords. To do that you can use boolean searches.


Boolean is a simple programmatic language with whom you can build relationships between your keywords :


  • NOT searches: Type the word NOT (capital letters) immediately before a search term to exclude it from your search results. This typically limits your search results. For example, "programmer NOT manager".
  • OR searches: Type the word OR (capital letters) to see results that include one or more items in a list. This typically broadens your search results. For example, "sales OR marketing OR advertising”.
  • AND searches: AND searches: Type the word AND (capital letters) to see results that include all items in a list. This typically limits your search results. For example, "accountant AND finance AND CPA".
  • Quoted searches: For an exact phrase, enclose the phrase in quotation marks. For example, type "product manager". You can also use quotation marks if you want to find someone with a multi-word title.


Of course, you can combine all these type of searches in a same sentence like : "CTO" OR "Chief Technical Officer" AND "Python" NOT "JavaScript"


Conclusion


I hope you enjoyed this guide !


Now I’d like to hear what you have to say:


What are your challenges regarding Sales Navigator Searches?


Let me know by sending my an email below right now !

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