Episode 11: 5 Powerful Sales Navigator Features You May Be Overlooking

Stan Robinson, Jr  00:00

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 sales success. Enjoy the show!

Hey, Brynne, Happy Monday.

Brynne Tillman 00:42

Hello, hi Stan how are you?

Stan Robinson, Jr  00:43

Excellent

happy Monday happy Monday happy Sales Navigator Monday. Monday exactly
0:51
exactly so today we're looking forward
0:54
to talking about sales Nav has so many
0:57
different
0:58
features a lot of of times it's easy to
1:02
overlook some of the most powerful
1:04
features or we may start using them and
1:07
then just kind of forget about them
1:09
during the course of things because
1:11
we're also I do that a lot yeah so it's
1:14
it is very very easy to do so we're
1:19
going to start with things that anyone
1:22
who has a sales Navigator license can
1:26
access okay okay okay and then we'll
1:29
move to couple of uh features that you
1:32
need the sales Navigator
1:34
Advanced to be able to access so first
1:38
of all our we've talked about alerts but
1:43
this is just a gentle reminder that we
1:46
all have the ability to
1:48
bookmark alerts right and since alerts
1:53
and we have both account alerts and Lead
1:55
alerts both are triggers for sales
1:58
opportunities sales Navigators trying to
2:00
help us easily see where we may have
2:05
opportunities to start conversations
2:07
with people and accounts of interest to
2:10
us
2:12
so we're all
2:14
busy we may be you know just glancing at
2:18
the sales Navigator homepage and see
2:20
something that's of interest but we
2:22
don't really have time to dive into it
2:24
right there respond to
2:26
it so one of the capabilities of sales
2:29
naviga
2:30
is there's a little bookmark
2:33
icon that we can use just to bookmark
2:36
the alert so that we can come back to
2:40
it
2:42
so with with activities like that we
2:46
definitely suggest that you you block a
2:48
little bit of time in your
2:50
calendar both to bookmark and to check
2:54
the
2:55
bookmarks because that's the other side
2:57
we can bookmark something but if you're
2:59
like me
3:00
me may come back two weeks later and say
3:04
oh my goodness I forgot I forgot to
3:07
check all those bookmarks so any
3:10
thoughts on on that ability just to be
3:13
able to bookmark yeah I've got a lots of
3:16
thoughts on this and and you know when
3:18
we talked about this earlier today and
3:20
you brought this one
3:22
up um I was like yeah this is brilliant
3:26
and I forget to use this feature so
3:30
ideally and you can filter your um your
3:35
news feed right so as you mentioned you
3:38
can filter it by accounts you can filter
3:40
it by leads you can filter it by by
3:43
changed um like uh Executives and and um
3:48
lead shares that's sharing content so
3:51
you can filter this and that for
3:54
specific things that you really want to
3:58
act on um but as you said you may you
4:02
may look through and go okay here are
4:03
seven things I want to act on over the
4:05
next week yeah so I go in and I click my
4:09
bookmarks and then each day part of my
4:13
activity is to go into my bookmarks and
4:15
engage with one of them or two of them
4:18
based on your time so we what we know
4:23
especially so there's there's three
4:25
triggers that we know are incredibly
4:28
effective one is a lead share if a lead
4:32
shares
4:33
content they are thrilled when you
4:37
engage so let's say you've got you've
4:38
saved some leads that are second deegree
4:41
connections they have no idea who you
4:43
are you're not on their radar at all
4:47
when they share content and you engage a
4:50
couple things number one it feels
4:51
organic it doesn't feel like you pulled
4:54
them up on a list even though you did in
4:56
sales Navigator but it feels organic so
5:00
now you go in you engage you comment you
5:03
like on that
5:06
content and all of a sudden you matter
5:09
to them right but there may be 15 20
5:14
things or 20 shares of people that
5:16
you've saved and you can't do it all at
5:19
once but when you come back tomorrow
5:21
there's new stuff yeah so that bookmark
5:26
is a great way to go in you bookmark all
5:29
the these lead shares and then you get
5:32
you get you know you put 20 minutes a
5:34
day in your calendar to engage and you
5:36
start there you start with the leads
5:40
that you saved that shared content now
5:42
go through for some people the change
5:44
job is is a big one for other folks um
5:49
you know I mean like there's so many
5:51
different it might be um a funding event
5:55
by an account that is really important
5:58
to you so figure out what is most
6:00
important to you take a look and you
6:03
don't have to do it every single day but
6:05
every couple of days take a look filter
6:08
it to the things that matter to you and
6:10
use that bookmark and now you've got
6:14
activities that are completely aligned
6:18
with your prospecting efforts you don't
6:20
have to worry about random acts of
6:22
social these are purposeful acts yeah
6:26
that are leing opportunties okay I
6:28
really loved that one Stan sorry I went
6:29
on and on and on no that's great because
6:33
because as you said it helps to
6:36
eliminate random acts of social because
6:39
we're all looking for opportunities to
6:41
engage and it's like okay what and you
6:44
know you go to the person's activity and
6:47
sales Navigator is just kind of putting
6:49
it up for us on a platter saying hey
6:53
here they are all you have to do is
6:56
engage with them yeah it it's really and
6:59
that's one of the most powerful there's
7:01
so much power in sales Navigator but the
7:05
fact that we have a completely
7:06
customized news feed that is just about
7:10
the accounts and the leads that we told
7:12
sales navigator that we care about is
7:15
just I think the most powerful sales
7:18
tool available to us today
7:21
yep what's next number two the second
7:25
one is the ability to exclude
7:30
certain things from
7:32
searches so we're all used to looking
7:34
for okay what do I need to include if my
7:37
territory is Texas and and um so forth
7:42
so I need to include that and then by
7:44
titles and so forth and so on but there
7:47
are times when it's very helpful to be
7:50
able to let sales Navigator know what
7:53
you don't want to
7:55
see search results and that applies to
7:59
both lead searches and account yeah now
8:03
there are a lot more filters for leads
8:06
than there are for accounts
8:07
understandably but you do have the
8:10
ability to exclude certain things in
8:14
both
8:16
so the one other thing that I'll mention
8:19
because I know I'll forget this if I
8:20
don't right now is when you're in a
8:23
filter and you pull up say geography and
8:26
maybe you have I don't know Pennsylvania
8:30
but Philadelphia is not
8:34
yours that's perfect so okay show me
8:39
Pennsylvania but let me exclude the
8:40
greater Philly area or whatever because
8:43
you can do it by counties you can do it
8:45
by State by Metro Area
8:48
Etc so yeah just wanted to mention that
8:51
that's a good one I have another one
8:54
great that that made me think of so you
8:57
inspired me in Industry take out your
9:01
own right like if you're searching for
9:05
leads so let's say you're a
9:08
banker and you're going to search for
9:10
executives in a business development
9:13
role not uh you know or they wouldn't do
9:17
that never mind CEOs in manufacturing
9:21
I'm thinking of who I want to meet so
9:23
you're a banker and you want
9:25
CEOs uh in manufacturing so you don't
9:27
have to take out Banker I'm thinking
9:29
this on the fly but I think all right
9:31
but you get where I'm going with my
9:33
brain right exactly yeah because you're
9:36
not going to prospect your own industry
9:38
yeah I haven't come up with the exact
9:41
example in my head the other thing that
9:44
you can take out um are like
9:49
self-employed so instead of picking
9:51
everyone you could probably take out a
9:55
self-employed um what are I mean there's
9:57
a lot of filters that we could exclude
9:59
from yep and this is also why we suggest
10:03
making a list
10:05
of your clients and your competitors for
10:09
example because you can also exclude
10:11
lists from
10:13
search oh that's a brilliant one let's
10:17
go deeper on that talk about that yes so
10:21
for example you you don't want to
10:23
prospect your competitor so you put
10:25
together an account list of all your
10:27
competitors and when you're setting up
10:30
search filters and I think on past
10:32
episodes we've talked about setting up
10:34
kind of a first base search where you
10:36
just do a a template that you can reuse
10:40
and just tweak each time but one of the
10:43
things you'll want to do is say well I
10:45
don't want to prospect my competitors if
10:49
you're an SDR for example charg with
10:52
Greenfield accounts or new logos well
10:56
you don't want to prospect your existing
10:58
clients
10:59
so that's a good reason to have a list
11:01
of all your existing clients because you
11:04
know I don't want to prospect them
11:06
because I'm looking for new logos in
11:08
that example I love that that's really
11:13
smart use so I'm going to recap what you
11:16
said let's go with customers I'm
11:19
prospecting uh but we have 27 customers
11:23
that I don't want to even go near so I
11:26
save them all in one link list that's
11:29
called current customers now I go into
11:33
to do my search and I go down to the um
11:39
sa is it saved leads maybe I have to go
11:43
look and you
11:46
exclude that lead search name so wait
11:50
I'm going down so it's account list save
11:53
leads and accounts yeah lead lists so
11:56
under workflow you go in in and you
11:59
choose that competitor or Client List
12:04
but you exclude instead of include and
12:07
you don't accidentally Prospect an
12:09
existing client yep it's brilliant
12:13
exactly exactly I love it love it love
12:16
it okay what's next so yeah the time
12:18
flies so quickly so next three we're
12:22
gonna talk about you need Advanced to do
12:26
so one is it's simple it's not as
12:29
exciting as some of the ones we've
12:30
talked about but can we just mention
12:32
what Advanced is for folks okay yep so
12:37
if you're say solar
12:39
preneur you can sign up for sales
12:42
Navigator
12:44
core and you have access to the search
12:47
filters and so forth but there there are
12:50
a few features like some of the ones
12:52
we'll be talking about next that you
12:54
don't have access to and that's the one
12:57
that's the most affordable
12:59
get you into using sales
13:02
Navigator now I understand is it under
13:06
Advanced that you can sign up as a team
13:08
of one yes okay okay so if if you have
13:14
the
13:15
budget you can sign up for advanced and
13:19
get access to all the features that
13:20
we're going to be talking about here as
13:23
well so the PRI and the other difference
13:27
is the ability to you have a team if
13:29
you're all on the same
13:31
license so the team under the same
13:35
license and we'll be talking about this
13:38
in a few minutes you'll have the ability
13:40
to share certain types of information
13:43
with your teammates very easily if you
13:46
have an advanced license and then
13:48
there's Advanced plus which most
13:52
companies have bigger companies because
13:54
you can connect to the
13:56
CRM what we have we have a team of four
14:00
and we have sales
14:02
Navigator Advanced right in the middle
14:05
not the core not the plus yeah this is
14:08
like baby bear just right um so Stanley
14:12
what's the first one that comes with
14:14
that advanced uh uh
14:17
license so the first one is that you can
14:20
upload a list of accounts so say a CSV
14:24
file so we talked about just for an
14:26
example if you wanted to create a list
14:29
of your existing accounts because it's a
14:31
good idea to have in there both for
14:34
exclusions and it signals the algorithm
14:36
and all kinds of good stuff but you
14:40
can uh put all your accounts in a file
14:45
CSV you just have to make sure that the
14:48
fields are named correctly and sales
14:50
Navigator talks you through exactly what
14:52
to name each of the columns and then you
14:56
can upload it so rather than having to
14:58
put your accounts in and search from one
15:00
by
15:01
one you can just
15:03
upload the file with all of your
15:06
accounts or really whatever you choose
15:08
but presumably it's going to be your
15:10
accounts into sales
15:12
Navigator and so that's just something
15:15
that makes your life easier not as
15:17
exciting perhaps in in some worlds as
15:19
exclusions and some of the other things
15:21
we'll talk about but very helpful huge
15:25
timesaver absolutely and and there are
15:28
some folks that get a 100 accounts to
15:30
their like they you know where they're
15:32
assigned if you're in an account-based
15:34
sales or marketing type company and like
15:38
here's your 100 accounts this helps with
15:41
that so um I think that's really
15:44
valuable it may not be as sexy as the
15:47
other ones but it's very helpful yep
15:51
exactly
15:52
exactly and the the next one that we'll
15:58
be talking about is the ability to share
16:02
different things with your
16:04
teammates and then we're going to get to
16:06
the fun one at the very end I save I
16:08
saved that one for last but um the
16:11
ability to share information in your
16:14
with your teammates so for example you
16:17
can add your own notes to a lead profile
16:23
as an example and you can make those
16:26
notes either private or public so if you
16:29
for some reason you're the only person
16:31
that you want to see these notes you can
16:33
make it private but in most cases you
16:36
want to share so just make it public so
16:38
your teammates can see those same notes
16:41
right and and public just means your
16:43
team can see them it's not
16:46
like yeah i' had I've had clients ask me
16:49
if I make this public will The Client
16:52
see my notes be able to see yeah yeah
16:55
and um so no one can see the notes it's
16:58
except for you or and your
17:01
teammates so you can share notes you can
17:04
also share uh
17:06
searches so if you set up an ideal
17:10
search parameter with it and and it's
17:12
bringing you the exact results that you
17:14
want and say you've got a
17:17
teammate that is prospecting the exact
17:21
same profile as you except that they
17:23
have a different Geographic
17:25
territory well you can share easily
17:28
share the save search with your teammate
17:31
all they have to do is go in change to
17:34
their own geo geographic territory and
17:38
they've got the
17:39
search so those are just a couple of
17:42
things go ahead yep absolutely if you
17:45
are working with a bdr SDR yeah you can
17:48
create a list of folks that you can then
17:51
say oh I know this person or um you know
17:55
I'll reach out to them or can you reach
17:57
out to this person then mention this
17:59
right and it's all in one so you can
18:02
have place you know a a big list of the
18:06
people that you've determined you're
18:08
going to um tag team on or work on and
18:13
then if you have there are some
18:15
collaborative sales teams now which are
18:17
very interesting where you have a tech
18:20
person who's in sales and then the
18:22
relationship builder in sales and while
18:26
the CRM should be your Prim AR place for
18:29
all these notes you don't want to mess
18:31
it up with
18:33
pre-sales
18:35
prequalified um leads like you don't
18:38
want to add all of these um not yet
18:42
qualified opportunities into your CRM so
18:46
there's a lot of prec crrm activity that
18:49
can happen in a collaborative sales
18:52
environment via sales
18:55
Navigator yep exactly exactly exactly
18:58
and Bren you just just mentioned the
19:01
other category of share that I was going
19:03
to mention which were you can share
19:05
lists yep no that's fine because yep
19:09
because that was that was one of the
19:11
other things um so sharing information
19:16
now the last one number
19:19
five are smart links and though we've
19:24
we've talked about smart links before
19:26
but smart links are just a super cool
19:31
feature of sales Navigator formerly
19:34
known as Point Drive believe it goes
19:36
back a while but smart
19:39
links they allow you
19:43
to use one link to share multiple pieces
19:48
of
19:49
content with whoever you like to send it
19:52
to and
19:53
then as they start looking at the
19:56
content in there or if they they share
19:58
it with their teammates even better you
20:02
can see exactly how much time they're
20:04
spending on each piece of content and
20:07
who they've shared it with so Brent I
20:10
know you you love smart links and use
20:14
them
20:16
extensively um thanks
20:19
Mel so your thoughts just on on Smart
20:23
links because it's a fabulous tool so
20:27
you know it's interesting um I use Smart
20:30
links for lots of things I use it for
20:33
Content Hub uh so if I have information
20:36
that I want to share maybe to allinone
20:40
Industry and then I can see who's in
20:43
who's looking at it who's downloading it
20:46
how interested are they but I also share
20:49
my
20:51
proposals in smart links so I can see
20:54
who's looking at it and we currently
20:56
have a proposal out
20:58
for a company that we worked with three
21:00
years
21:02
ago and I
21:04
saw that he clicked through the
21:08
three-year-old smart
21:11
link wow so I reinitiated the
21:16
conversation and we now have a proposal
21:19
out again there is no way if I had just
21:22
sent a proposal that I ever would have
21:25
known that he was interested again 3
21:27
years
21:29
almost November will be it's amazing so
21:33
so the using smart links is really smart
21:38
and it's underutilized there's so many
21:40
ways to use it not just who's looking at
21:43
my content but who's looking at my
21:45
proposals who's looking at um if you're
21:49
you're even internally collaborating
21:52
with people it's like one hub for you
21:56
guys to look look at so just there's a
21:59
lot of ways to use Smart links
22:01
ultimately the goal is using the da data
22:04
the right way
22:07
so exactly
22:10
exactly yep and I know I've used it just
22:13
to put a presentation on send it to
22:15
myself just in
22:18
case um yeah anything goes wrong when
22:21
I'm presenting somewhere because you can
22:24
download it yeah that's great exactly
22:28
anyone can download it from their
22:29
computer they don't have to log into
22:32
anything ah look at that's another
22:35
wonderful way to use it I love it yes um
22:40
now side note you can take your link
22:43
your share link and create a QR code in
22:48
canva or in a bitly you could go in and
22:51
create a QR code um so if you're doing
22:54
any kind of pres presentation or you
22:57
want to put it on a business card um you
23:00
know you can draw people to a lot of
23:04
these uh hubs of
23:07
content uh in in many different ways oh
23:12
you could also use a link by the way I
23:16
just thought of this in your profile
23:19
there's a call to action link right in
23:22
near the top of the fold where you can
23:24
send them we send them to um social
23:26
sales link.com SL library for people to
23:29
sign up for a free library but if you
23:32
don't have like you're a bigger company
23:34
maybe you don't have access to the
23:36
website for Content you can create the
23:40
Hub in in smart links and have that as
23:43
your call to action on your profile and
23:46
you can see who's clicking through
23:48
through yes
23:51
so time that's a new one yes so
23:56
sometimes I love just doing this because
23:58
we come up with new ideas when we're
24:03
live exactly
24:05
exactly and um the QR code I remember
24:09
when you were mentioned that one time in
24:10
the past I said that's
24:13
awesome never thought of that and anyone
24:16
that's done presentations the number one
24:18
question is will you all be sending out
24:21
the presentation afterwards and instead
24:25
you can just tell people pull out your
24:26
phone take a picture and you've got it Y
24:31
and you know who got it at it who's
24:35
downloading it so you know often if you
24:38
go okay I'll have the host of this event
24:41
email you a PDF you have no data no
24:45
Intel with smart links you do Stan as
24:49
always this is so much fun I look
24:51
forward to these every single
24:54
week yes and speaking of which
24:58
um just in case you don't
25:00
remember well we'll be we're looking
25:03
forward to the next one we won't tell
25:04
you what the next topic will
25:07
be um but it will be good it will be
25:11
good and sales naav just keeps making
25:12
changes so do contact us with anything
25:17
that you'd like to hear us talk about oh
25:19
can I also throw out go to social sales
25:23
link.com events and scroll down and once
25:26
a month we have have a Be Our Guest to
25:29
coaching so if you have questions that's
25:32
a great place to come ask Stan and
25:34
myself and Bob woods and Gunner Hood
25:37
questions yes exactly so those are
25:40
always fun it's like getting four
25:43
coaches for the price of one so to speak
25:45
it's amazing well and the Be Our Guest
25:48
is free how about that it's free so Bren
25:53
thanks so much this has been awesome and
25:56
we'll see you next time
25:58
bye guys bye thanks for listening and
26:02

Outro 20:57

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