1. 1
Advanced Sales Tactics Made Easy
with LinkedIn Sales Navigator
​Derek Pando
​Senior Marketing Manager
​LinkedIn

2. Why reps lose deals
people on average are
involved in the buying
decision
6.8
Missing critical players
77%
of buyers don’t believe that
sales understands their
business and don’t think
they can help
Lacking credibility
of forecasted deals
go dark
24%
Losing touch with prospects
???

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Overview of Sales Navigator

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Tip 10:
Former customers can lead you to future customers.

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Use the “Past not current” filter
Easily target alumni of your current company and clients’ companies

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Tip 9:
Find the ice breaker that could get you in.

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Layer additional filters on existing saved leads
Hover over Leads > Click
on Saved Leads
Spark timely conversation with current prospects to stay top of mind

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Tip 8:
Share your lead lists with colleagues.

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Copy, paste, and share the URL of your search results
Quickly share search results with a teammate or manager

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Tip 7:
Find the prospects who are more open to your InMails.

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View “badges” next to prospect’s information
Identify the best likely contact method for your prospect
• Orange “in” = premium
account
• Open circle = open
profile

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Tip 6:
Leverage your company network to find new connections.

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Save searches with “TeamLink” connections
Leverage your coworkers for warm introductions into strategic accounts

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Tip 5:
Clone your best prospects.

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View “similar” profiles
Capitalize on finding the ideal prospect by surfacing others just like them
Hover over the three dots
and click “View similar”

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Tip 4:
Map out the buying committee.

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View “Related Leads”
Multiply your leads within an given account
Click on “Related
Leads”

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Tip 3:
Stay on top of your company and your competitors.

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Save your company and your competitors
Remain informed on your company and your competitors

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Tip 2:
Find prospects who have recently shared content.

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Target posted recently on LinkedIn
Prioritize outreach to prospects who are active LinkedIn members

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Tip 1:
Organize your leads to save time by using notes and tags.

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Organize your prospects
Create notes and tags to better track your leads

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Q&A
Learn more at sales.linkedin.com