LinkedIn Sales Navigator For Dummies

Perry van Beek is a pioneer in social selling with LinkedIn. He founded Social.ONE and has been assisting companies with LinkedIn marketing, lead generation, and social selling since 2009. Perry conducts training and presents keynotes at sales conferences throughout the world. Connect with him on LinkedIn at www.linkedin.com/in/perryvanbeek.

• Introduction 1About This Book 2How This Book Is Organized 2Part 1: Getting Ready to Generate Leads 2Part 2: Building a Database of Leads 2Part 3: Engaging with Leads 2Part 4: Turning Leads into Valuable Relationships 3Part 5: The Part of Tens 3Foolish Assumptions 3Icons Used in This Book 4Where to Go from Here 4Part 1: Getting Ready to Generate Leads 5Chapter 1: Selling Is a Social Business 7Defining Social Selling 7Looking at the Four Pillars of Social Selling 8Collecting, Connecting, Converting: The Formula for Success 9Exploring the Sales Navigator Plans 10Activating Your Sales Navigator Account 12Measuring Efforts with the Social Selling Index 15Opening Access with TeamLink 16Planning Your Roadmap for Social-Selling Success 17Chapter 2: Determining Your Target Audience 19Defining the Buying Personas 20Identifying Customers’ Pain Points 22Practice active listening 22Ask customers what their pain points are 23Find out what motivates them 23Find common ground 23Identify the most pressing issue 24Who Are the Stakeholders and What Are Their Dreams? 24Chapter 3: Mapping the Buyer’s Journey 27Understanding Where Customers Do Their Research 28Meeting the Customer: How Accessible Are You? 29Conducting the Transaction: What Motivates Your Customers? 31Creating Fans: Will Your Customers Recommend You? 32Up-selling or Cross-selling: Achieving the Customer’s Dream 35Part 2: Building a Database of Leads 37Chapter 4: Setting Up for Success 39Navigating the Home Page 39Main navigation bar 40Search bar 41Update feed 42Filtering Your Updates 42Sharing Updates on LinkedIn 44Tracking Your Social Selling Index 45Tracking Who’s Viewed Your Profile 47Monitoring Your Recent Views and Searches 49Chapter 5: Identifying Leads 51Setting Key Preferences 51Performing a Quick Database Search 54Searching the LinkedIn Database Using Advanced Search 57Using Boolean Operators in Sales Navigator Searches 59Customizing Your Search Results 61Saving Your Searches 64Receiving daily, weekly, or monthly email alerts 65Modifying a saved search 66Running a saved search again 66Zeroing in on the Best Results with Sales Spotlights 67Changed jobs 68TeamLink leads 69Mentioned in the news 70Posted on LinkedIn within the past 30 days 71Shared experiences 72Leads that follow your company page 73Chapter 6: Saving Leads and Accounts 75Saving a Lead 75From a company’s account page 76From a search results page 77Adding Tags and Notes to Your Leads 79Viewing Similar and Suggested Leads 82Saving an Account 84Adding Tags and Notes to Your Accounts 85Viewing Similar and Suggested Accounts 87Part 3: Engaging with Leads 91Chapter 7: Becoming Top of Mind with Your Leads 93Engaging with Leads 93Interacting with top updates 94Interacting with recent updates 96Sorting Updates by Type 97Sales alerts 97Job changes 98Suggested leads 99Lead news 100Lead shares 101Account news 101Account shares 102Top accounts 103Creating and Managing Content with PointDrive 104Creating presentations 104Viewing team members’ presentations 107Tracking customer interactions 108Chapter 8: Connecting with Leads 111Identifying Common Ground 112Checking mutual interests 112Pinpointing mutual connections 113Determining mutual groups 116Reaching Out with Connection Requests 118Approaching with InMail Messages 120Part 4: Turning Leads into Valuable Relationships 123Chapter 9: Developing a Daily Routine 125Achieving Social-Selling Success in 30 Minutes 126Advertising in history 126The social media game changer 127Tracking Your Saved Leads and Accounts 128Monitoring Recommended Leads and Accounts 130Managing Your Sales Navigator Inbox 132Engaging with Leads Using PointDrive 135Chapter 10: Using the Mobile App 139Accessing the Sales Navigator App 139Monitoring Activity on Your Home Screen 142Staying up to date on your leads’ activities 143Filtering your updates 145Engaging with your leads 145Identifying potential new leads 146Perusing Recommendations in Today’s Discovery 147Searching with the Sales Navigator App 149Using Boolean operators 150Filtering leads with Sales Spotlights 151Filtering accounts with Sales Spotlights 155Applying additional filters 155Managing Saved Leads 158Adding and editing tags and notes 158Sending and checking messages 161Accessing Your Account Settings 162Selecting your sales preferences 163Determining your settings 163Part 5: The Part of Tens 165Chapter 11: Ten Tips for Advanced Lead Generation 167Quantity versus Quality 167Saving Connections as Leads 168Increasing Response Rates and Engagement with Your Profile 169Best Practices for Requesting an Introduction 170Conversation Starters 171Managing Your Sales Navigator Inbox 172InMail Do’s and Don’ts 173Adding and Saving Your Default Signature 174Adding Attachments to Your InMail Messages 175LinkedIn Sales Navigator for Gmail 177Chapter 12: Ten Tips for Account Management 179Accessing Administrator Settings 179Viewing Account Types and Billing Information 180Connecting Sales Navigator to Your Company’s CRM System 181Managing Access to InMail and Messaging 182Enabling TeamLink 183Activating New Users 183Checking Activation Status and Sending Reminders 186Removing Users 186Viewing Usage Reports 187Exporting or Printing Usage Reports 190Chapter 13: Ten Social-Selling Leaders to Follow 191Melonie Dodaro 191Jan Willem Alphenaar 192Koka Sexton 193Neal Schaffer 194Mic Adam 195Richard van der Blom 196Alex Kroon 197Mark Williams 198Wendy van Gilst 199Gabe Villamizar 200Chapter 14: Ten More Social-Selling Resources 203LinkedIn Profile Cheat Sheet 203LinkedIn Unlocked 204LinkedIn Sales Blog 205Social Selling LinkedIn Search 205#Social Selling Twitter Search 206Anders Pink 207Top Dog Social Media 207Venture Harbour 208HubSpot Sales Blog 209Harvard Business Review 209Index 211