“Keep your sales pipeline full by prospecting continuously. Always have more people to see than you have time to see them.”

American-Canadian public speaker Brian Tracy

In the olden days, people exchange items in the physical market without any money involved through a barter system. Introduced by Mesopotamia tribes in 6,000 BC, the practice was common in local communities. But with the ever-changing times and advent of technology, buying and selling products and services have become more comfortable and more straightforward.

The internet has made it easier and more convenient for people to buy and sell items in a virtual marketplace over time. Creating a free LinkedIn profile can only do so much in terms of promoting a company as well as its products and services. But with LinkedIn Sales Navigator, companies can widen the scope of its search for prospective clients, making it a useful addition to achieve sales success. Launched in 2014, this is a data-driven tool which enables people and companies to establish and nurture relationships with customers and prospects.

“LinkedIn Sales Navigator is an indispensable solution for modern selling, designed to grow pipelines and increase close rates by helping sales professionals target, understand and engage their prospects,”

– according to LinkedIn.  

Some of its features include advanced search functions, lead lists to identify and monitor prospects, and lead and account records to track existing and future clients.

Building an impressive prospect list is essential for generating more sales and boosting profit. Salespeople or groups must be able to communicate well with possible clients by understanding their demographics, preferences, and factors shaping their decision-making.

Once the targeted audience is determined, one can start utilising boolean search, a type of search which lets users combine words and phrases with operators or modifiers such as and, near, not, and or to produce more relevant results.

Visit the Sales Navigator homepage, type the account or lead name into the search bar and then select the target from the list below.

Users can drill down on many results produced by the search engine by filtering out people based on the following: current roles, educational attainment, group membership, mentioned on the news, posted on LinkedIn in the last 30 days, and shared experiences, among others. After narrowing down the list, remember to ‘Save as Lead’ in LinkedIn Sales Navigator to keep tabs on the prospects’ ongoing activities on their platform.

People and organisations can opt to automate some messaging to craft compelling communication with Linda, our cloud-based automation tool allowing users to reach high-profile prospects, craft personalised campaigns, view data to gauge the effectivity of a campaign, and track live updates and actions.

LinkedIn is discouraging the usage of any application or program that compromises a user’s experience on the network, so making sure you use automation to enhance (and not to undermine) the experience is essential.

Learning the art of communication is a must!