Welcome to the Sales Navigator live show
with Stan and Brynne join LinkedIn expert
and sales professional Brynne Tillman and
me Stan Robinson Jr Chief coaching
officer here at Social sales link as we
bring you the best tips and strategies
for leveraging sales navigator for your
howdy Bren Stan how are you my
friend doing excellent this wonderful
day awesome I'm excited for our chat
today yes we'll be talking a little bit
about account pages and many of the
things we'll be talking about are things
that we're all looking at all the time I
just want to remind you of the utility
of some of the things that are we may
see them right in front of us but never
click on them and therefore Miss some of
the use yeah that they I'm excited this
is a list that I think everyone can be
better yes so I wanted to start with the
one interestingly enough that you Bob
and I are using right now which is the
notes feature which you know everyone's
using a CRM and so forth and so on but
there are times when it's helpful just
to be able to add a quick note right in
Navigator and we have the ability to do
that both on accounts which we're
talking about today but also on leads
lead lists too yeah yes so it's a great
way to quickly be able to share
now we do have the option to choose
public or private yes absolutely so then
and people misunderstand public they
think if it's public that everyone in
the world can see it but public just
means everyone in your sales Navigator
instance can see it exactly yes but I
love this the way we're using it now
essentially is we're we have one project
that we're all working toward and if we
are in or work on a lead we've got notes
in there so that we're not stepping on
each other's Toes or double reaching out
person exactly yeah and so it's been
great what are some other ways you use
that's that has been the only one I'll
share a couple others that I've done
yeah please go right ahead because
that's what I love about these yeah I
know we each get better just a little
bit better for each time we do this
right each of us learn learn off of each
other so um if I get introduced by
someone I will put in the notes who
introduced me but I will also put in the
notes so into the company and it might
be more than one person so in the lead
notes I always add that but I go to the
company page and I add that as well and
the reason is like if that person leaves
in three years I want to see what
activity have I had inside of that
account and it could be two or three
different people that I've introd been
introduced to if for example we have an
ebook and someone is quoted and I send
it to 10 people inside of that
organization sometimes I'll just take
their LinkedIn URL and say sent two and
10 so when I go back to the count I have
a record of what we've done now we have
a CRM but we're a smaller company and we
don't use the CRM as deeply as we should
no question um it's really and you know
as as the the founder of the company I
responsibility but really when I have a
proposal is when I put it in the
but so there are a few things that I
think are really important inside of
sales Navigator and taking notes becomes
that CRM so if someone else from an
organization reaches out I can jump in
and go boy did I ever talk to anyone
there before and I'll say oh is Joe
still there I talked to him a couple
years ago so it's right there then great
yeah if if you have which we don't have
an instance in your CRM like with
Microsoft Dynamics or Salesforce or I
think um pipe Drive is connected I think
and we're looking at pipe drive right
now um because it is connected uh Zoho
there are a few that are connected that
you can click a button and it will add
that note into the CRM so if you're a
sales leader and you're like I don't
want my gals and guys taking notes where
I can't see them make sure that your CRM
is connected to your sales Navigator
instance great yeah yeah great advice
yeah I love the idea about adding the
people you've been in touch with and
contact with within the organization
because it's in just in one place right
there yep yep yep y so love that all
right so notes is one we just wanted to
remind everyone that it's there another
one that that is right in front of us
are based statistics on the size of the
company so just a it's a quick point of
reference when you go on to the account
page it'll quickly tell you right at the
top right under the company name how
many employees they have on LinkedIn and
how large they are in terms of Revenue
now obviously you can you can find that
information when you're doing searches
and filters and so forth but when you
get to the account page it's helpful you
can just quickly scan and see okay this
is this is how big they are this is how
down you can just click on view more
details and this is probably a feature
and you can let me know what you think
BR that's gonna get much stronger with
absolutely yes so as sales Navigator
continues to integrate AI the amount of
information that will be available with
the to us with the click of a mouse so
there's there is a click of the mouse
that we can use here not AI yet but it's
Persona so if we dive in and this is
where I finally understood the value of
persona I do not like Persona used in a
typical search in like a lead search or
an account search but I love persona in
an account on an account page so when we
do a deep dive and let's say they have a
employees with one click of the Persona
and you could have three up to three at
a you know live at a time we can
identify all of those influencers as we
have um identified them and this is I
think the magic of persona and why I
powerful yes and and you exactly jumped
to exactly what I was going to mention
next I'm sorry now that's okay because
that's that's what we're doing here now
I'll double check this I think you can
have up to five personas but I I know
things continually change I'll check
while you the last I heard yeah was was
five so what I was going to talk about
next is the ability to just quickly
search all the employees when you're are
on an account page when you are on the
page you'll see the option to click on
all employees and pull everybody up but
you'll also see the option as Bren was
talking about to be able to filter by
Persona and in fact Let me let me just
so it is five but I only have
three so I was based on the fact that I
had three I thought that was
it so very cool yes very see that's
Persona yes and so so if you you know if
you have multiple personas within an
organization especially large
organizations and you're talking to
people in finance and sales marketing
whatever the case may be take advantage
of that feature because then you can
start your searches within an account
based on Persona which is super helpful
yep yep so that brings me to the next
which is relationship Explorer which is
dropdown that allows you to search by
all employees or by the personas that
you've set up or you can even create a
one-off Persona if there's a a scenario
where you say I'm in this account for
this particular account maybe I need to
these four criteria or you know uh four
or less criteria because of the ones
that they give you you can search for so
they make it very easy for you once
you're in there to start to filter your
searches um and you'll find that under
relationship Explorer and don't get hung
up on the names because basically as you
scroll down the account page you're
these yeah so as soon as you do one
scroll you'll see relationship
Explorer yep any other thoughts on that
before I jump to number five well you
know I'm curious as I look into this um
in relationship Explorer looking at our
first degrees and our second degrees is
really important mapping out your social
proximity now a lot of times at least in
the olden days we were taught go as high
as you possibly can can high high high
high right I believe with the ability
our connections our first degree our
connections um that mapping out
social social proximity it's high and
warm right we want to go so I think warm
first you know like in the world we say
high right let's start with do I know
anyone working at that company even if
they're not my buyer do I have a first
degree connection there and do I start
a conversation could they give me an
inside scoop could they let me know you
whatever priorities or Trends are
happening inside the organization you
can learn a lot from a non buyer that
you have a relationship with the next
thing is do you have a relationship with
someone who a warm relationship that's
high so that's high in the
organization clarify that that's high in
the organization so um so if you have a
client or a referral partner or someone
that might know your buyer right and
then you can leverage that relationship
to get a warm introduction or to connect
in so when you are looking at that
but we also want to take the Persona off
and look at relationship first degree
yes yes exactly that um yeah so I guess
warm and high is high within the
organization is the ideal yes combo
awesome I know a salesperson in a large
and I've mapped out and by the way this
is coming in sales Navigator preview org
charts they are going to be giving us
charts it's GNA be amazing anyway so I
can go okay I know the sales rep I met
him at a convention we had a great
conversation I want to get four people
above how do I map that out how do I go
through this I ask you know who do you
know in this chart how far can you get
up in an introduction right and so that
social proximity and that mapping out is
huge and the fact that in February I
charts it's gonna be amazing oh boy yeah
that yeah that's gonna be awesome
because what they've they've given us
for now so to speak is the relationship
map which is where we can try and build
our own based on what we find out but as
brenn mentioned what's coming is that
sales Navigator will be doing even more
of the work for us but right now we do
have What's called the relationship map
which is where you can based on your
knowledge and anything information and
business intelligence you're able to
glean from your relationships within the
organization you can start to map
out your own or chart so to speak and
calling love it thanks Matthew that's
what that's what they're calling the
relationship map so for those of you in
replay listen only podcast mode Matthew
is it corba or chorba I'm not sure hi
and feeling warm thanks for
you thank you so next we we've talked
about this one a lot won't spend a whole
lot of time on it which is buy your
intent which you'll see as you scroll
further down I'm not ready for
that expand tell us more or I should say
us buy your intent is so shallow right
now it it really is someone from your
company is connected to someone at that
company they follow your company page
while I believe that's warm intent
they're calling it buyer intent and I
really think it should be on the
radar instead of in intent they know who
your company is there's no actual intent
with the information they're giving us
there's no like um we've identified that
they're Googling Solutions like yours
that's buyer intent right this is they
they pretty much know who your company
is maybe they engaged they downloaded an
a paid ad that would show up as buyer
intent that doesn't mean that they're
intending to buy so maybe I'd be good
with it if it were called something
else yeah yeah exactly so buyer is
intent is a little bit of a reach maybe
okay if they followed your company I I'm
okay with that shown interest but they
don't F maybe they followed your company
because they want to work there we don't
really know it's not like oh buyer
intent they followed your company they
want to buy your services I mean you
know what I like it's not deep enough
information for me now if it's they
downloaded an ebook and shared it with
people that could be fire intent right
now and with with tools like smart links
we can measure some of those things but
see that I am I digress bring me
no but actually yeah sometimes the the
language does make a difference so as
you're saying these people have some
type of intent because normally they
won't they won't stumble across you for
no reason yeah um especially if it's
but as Bren said those people may not be
buyers they may not be in a buying cycle
they may have an intent for a reason
other than interest in purchase right
right so take it with a grain of salt of
salt yeah yeah and then um
lastly our alerts and the good news you
can find alerts about everywhere on
sales Navigator which is a good thing Y
when you come to log into to sales
navigator on your homepage first thing
you'll see are alerts which you can
filter based on a number of different
things but on a company page it's
awesome right so we could go into a
company and see all did they have a
funding event did they new hires
layoffs all on the company page so as
much as I love them on the home feed I
think they're more valuable when you're
going after a company even more because
it's like we've saved accounts and it's
coming into our home feed but we could
miss stuff right like you C it's just
there's a ton of information it could
get lost in the noise but if you are
going after especially if you're like an
ABM or you know you've got these 30
accounts that you're going after you've
got deep Dives I mean you get such great
Insight company shares you get get to
see on that page what's going on
mentioned in the news all in one place
hey I'm not I hope I'm saying it right
because I'm not looking at the page I'm
remembering can't get that word out it's
been a long day remembering anyway so
yes love it love it love it love it and
and those are all almost all
actionable right and that's when people
are say well what do I do with that what
do I do when I see there's a funding um
opportunity well look at go to your find
out who the buyer is maybe I I might
look to see if there's a press release
I'll send them their own press release
sometimes they don't see it especially
in a bigger company Stan congratulations
funding this has got to be an incredibly
um exciting time I'm not sure if you saw
the press release often people miss
their you know their own content I
thought I'd send it by or if you're
interested let let me know I'll send you
a link or I'll put it in a smart link
and then I'll know that they they they
got to it um and then they forward that
to other people in their company and
they're looking at it now this is not a
a sales thing this is a build rapport
relationship thing but you know when you
do this it's incredible the the nobody
else is doing it nobody they might
congratulate them but nobody's sending
them the press release right nobody
we're going above and beyond um and I
think it's a great opportunity and then
I don't want to get too far off track
because I know we need to wrap this up
but you could eventually invite them to
a live and talk about their journey to
season to to series a funding you could
um interview them for an ebook you could
I mean you get a quote from them and
then really promote this for them and
they become like really a friend it's
amazing how quickly that can
happen yep that is awesome because
that's one of the things that again a
lot of people will not think of is
contact their own company's press
release because in the back of our minds
we automatically assume well they
already know that and as Bren said in a
large organization actually a lot of
not because because they're involved in
in other things in their own world
within the company so yep it's another
opportunity to start a conversation love
it a trust-based conversation without
being salesy salesy yes and that is the
perfect note to wrap up on we just
wanted to run over those things again a
lot of you are probably already using
them you probably see them every day but
a lot of times they just kind of fade
into the background we become blind to
them and forget about how useful they
are so brenn thank you so much as always
this has been awesome I have my my own
takeaways and I'm so glad this is
recorded so I can go back and relisten
to it and I have my big takeaway is I
Persona each of us every single time and
we talk almost every day but on this
show we learn from each other more than
any other time I believe in so uh thanks
me yes my pleasure and thank you Bren
have a great rest of the day everyone
have a great one thanks thanks for
listening and join us again for more
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