Episode 15: 5 Sales Navigator Updates and Why They Matter to You

0:00
welcome to the sales Navigator live show
0:03
with Stan and Brin join LinkedIn expert
0:06
and sales professional Brinn Tillman and
0:09
me Stan Robinson Jr Chief coaching
0:11
officer here at Social sales link as we
0:14
bring you the best tips and strategies
0:18
for leveraging sales navigator for your
0:20
sales success enjoy the
0:25
[Music]
0:28
show
0:33
[Music]
0:38
hello there Stan Robinson here good to
0:42
have you with us today I will be
0:47
solo my favorite LinkedIn sales Insider
0:51
Bren Tillman is
0:53
traveling So today we're going to be
0:55
talking about the five new sales
0:58
Navigator updates that you'll want to be
1:01
aware
1:02
of and sales Navigator as we've always
1:06
talked about keeps adding new
1:10
features uh most of which are extremely
1:14
useful all of which are good to know
1:16
about because some of them are changes
1:18
to things that we've been used to and
1:22
you need to know where to find some of
1:26
the buttons and features that you've
1:28
been used to using all along and they
1:31
may have either been moved or renamed as
1:35
we'll see today so let's go ahead and
1:39
Dive Right
1:42
In
1:43
First for those of you which is all of
1:47
us on sales naav but have been
1:50
saving leads and accounts this is
1:54
something that is probably rolling out
1:56
not everyone may have it yet but
1:58
eventually you will will you're probably
2:01
used to setting up uh a list when you do
2:05
a search and you get back a set of
2:07
search results be it accounts or be it
2:11
leads and we're all used to seeing a big
2:15
save button somewhere on the page if
2:19
it's a list it'll be to the right of
2:23
the of the
2:25
profiles and uh accounts that we're
2:28
looking at well now instead of the save
2:33
button you will see add to
2:38
list now I know that that's not
2:42
extremely intuitive because you may be
2:44
thinking well I don't necessarily want
2:46
to add this to a list I just want to
2:48
save it to come back to it and to make
2:51
sure that I'm getting alerts about this
2:55
particular account or
2:58
lead but when you click on add to
3:02
list that particular lead or account is
3:05
automatically
3:08
saved now again it's not exactly
3:11
intuitive but that is what is happening
3:14
so when you click on add to list you can
3:18
either select a list from any of the
3:20
lists that you've set up or you can just
3:22
leave it as is and the account or lead
3:25
will be saved to the all category
3:31
but just be aware that if you're looking
3:34
for a save button and you no longer see
3:37
it just go to add to list click that and
3:41
the accounter lead will be automatically
3:45
saved okay I be honest with you I prefer
3:48
the straightforward save button but this
3:54
will presumably help you get into the
3:57
habit of creating lists and category
3:59
izing everything for easy retrieval that
4:02
may be the thought process behind it
4:05
okay so that was the first thing the
4:09
next is something that we've talked
4:13
about a little bit before but I did want
4:15
to bring it up again because it's still
4:17
relatively new which is something called
4:20
buyer
4:22
intent and
4:25
as AI is being leveraged more and more
4:29
by sales Navigator will
4:31
see uh features and capabilities like
4:34
this come up more and more over time
4:38
buyer intent is where sales Navigator
4:41
pulls together data points that we would
4:44
otherwise be unable to see as users so
4:49
buyer intent looks at things such
4:55
as people from a particular company that
4:58
have connected with your
5:00
colleagues on
5:03
LinkedIn folks who have looked at your
5:07
uh Linked In the company
5:10
page so people like that that we
5:14
wouldn't have any visibility into sales
5:18
Navigator is now aggregating that data
5:21
to give us something that is called
5:24
buyer intent which is just an indication
5:28
of the degree of interest that these
5:32
particular individuals have in your
5:36
company so just be aware that that is
5:40
something that you will now see and um
5:43
you'll want to be aware of it and just
5:46
get used
5:47
to uh having a look at
5:52
that to see what may be going on and
5:56
what the level of interest is now you
5:59
will see this in your account Hub and
6:03
when you're on a particular accounts
6:06
page in sales Navigator you will see
6:09
something called
6:11
people uh which is part of relationship
6:13
Explorer you'll see intent which is
6:16
where you can look at things like buyer
6:20
intent okay the next one I wanted to
6:24
touch on is something called uh category
6:28
intent which refers to product
6:33
category so this is where people may
6:37
indicate that they're interested
6:40
in specific product
6:43
categories and what you can do within
6:47
your sales Navigator instance is you can
6:50
go out and you can
6:51
[Music]
6:53
select categories that apply to your
6:56
specific offering so whether that be
6:59
security software Commercial Insurance
7:02
Services or however you classify the
7:06
product or service that you
7:10
provide you can use uh the category
7:14
intent also known as product intent to
7:18
categorize your offering such that sales
7:21
Navigators algorithms can then have a
7:23
look at
7:25
okay who based on their LinkedIn
7:28
activity
7:30
is indicating interest in this
7:34
particular product category or any of
7:37
the categories that you have
7:41
chosen and that will show up again in
7:45
sales Navigator as
7:48
well so that is something else that's
7:52
going to be extremely
7:54
useful when you're in sales Navigator
7:57
one of your biggest challenges is trying
8:00
to identify where to prioritize your
8:03
your time in terms of which accounts you
8:06
need to spend your time with and what
8:09
people within those accounts you want to
8:11
spend your time with and this is where
8:13
categories like buyer intent that
8:17
indicates interest in your specific
8:20
company
8:21
or category intent which indicates a
8:26
generic interest in the product or
8:29
service categories that you have
8:33
selected that you want sales navigator
8:35
to more or less track for you and let
8:38
you know
8:39
about all right so we've talked about
8:42
the new add to
8:44
list uh feature for lack of a better
8:47
word but that's what you'll need to use
8:49
to save accounts and leads we've talked
8:52
a little bit about uh buyer
8:56
intent a little bit about category
8:59
intent which refers to product
9:02
categories one other thing that is
9:05
new is in relationship
9:11
Explorer and you'll find
9:14
that in your account hubs when you're
9:16
looking at account
9:19
lists and drilling down a little bit
9:22
into specific
9:27
accounts so within relationship Explorer
9:31
which appears right at the
9:33
top and you will see people intent
9:38
insights and
9:41
alerts just below that now you will see
9:46
Persona so if you have set up
9:49
personas and you can set up up to five
9:52
personas and once again what's a persona
9:55
it's just where sales Navigator gives
9:57
you the opport Unity to prefilter your
10:04
searches based
10:06
on four
10:08
criteria and basically it's function
10:12
seniority level geography and
10:16
title so you can set up buyer personas
10:19
for example we deal with
10:22
sales team sales leaders and marketing
10:25
leaders so we have a buyer persona for
10:28
sales
10:30
leaders um based on function based on
10:32
seniority level based on current job
10:35
title and based on geography and then we
10:38
have the same thing for marketing
10:41
leaders and in your case you can do the
10:45
same thing for up to five different
10:49
personas or simple ideal customer
10:53
profiles because four filters isn't
10:56
enough for you to really drill down
10:58
specifically but the Persona
11:01
feature is great when it comes to
11:03
getting your searches started and either
11:07
including um well
11:10
including some of the filters that you
11:12
know you always want to use and I
11:16
brought it up because now within
11:18
relationship Explorer you will see
11:22
Persona in the top left and once you've
11:26
set up
11:27
personas and you're looking at an
11:30
account you can look at people who meet
11:33
your persona criteria right within those
11:38
accounts so it will help you save time
11:41
particularly when you're in a large
11:45
account and you're trying to get a
11:47
handle on who the main decision makers
11:49
are using your
11:52
persona on an account page will help you
11:56
quickly start to filter down the search
11:58
results so that you can start to map out
12:00
the organization and who it is that you
12:03
want to start following up with
12:04
connecting with um socially surrounding
12:08
for example if the person is not that
12:10
active on LinkedIn but there's still a
12:14
key Person of Interest to you you can
12:16
look at okay who are their peers
12:20
above
12:22
horizontally and who are the people that
12:25
they manage or report to them and start
12:28
to connect with those
12:31
people in order to uh have an
12:34
opportunity to potentially connect with
12:36
your key Person of Interest down the
12:39
road as well so the fourth thing is
12:43
within relationship Explorer you now
12:46
have the ability to filter by the
12:49
personas that you've set
12:52
up the last item that I'll mention of
12:55
the five is on your homepage
12:59
and again it involves the ability to
13:03
fine-tune some of the filters that
13:05
you're used to using and we're all used
13:08
to using alerts that appear on your
13:10
homepage well one of the things that
13:12
you'll
13:13
notice when you're on your homepage is
13:16
that next to filter by you'll see
13:19
something that says new and what it's
13:22
letting us know is that now in addition
13:24
to account filters and Lead filters you
13:29
can now filter by account
13:31
lists and by the lead list that you've
13:35
set
13:36
up so if you want to be even more
13:41
specific about who you want to look at
13:43
in a particular time period that you're
13:46
on sales nav say you don't have time to
13:49
look at alerts from all the leads and
13:52
all the accounts that you've already
13:53
saved but you just want to look at a
13:55
specific group of them well if you've
13:58
set set up that group in a
14:00
list you can filter your alerts based on
14:04
that specific account list or lead list
14:10
which is a great
14:14
timesaver so just as an
14:18
example looking at an account the same
14:21
filters apply so if you've set up a list
14:24
of accounts based on whatever criteria
14:26
you choose you can select cect that list
14:30
and then filter alerts by account growth
14:32
buyer intent account risk new decision
14:35
makers new shares
14:37
Etc and you can do the exact same thing
14:42
for your lead lists okay when you select
14:46
a
14:47
list you'll be able to use the familiar
14:50
alerts that you're used to but within
14:54
the confines of that specific list which
14:59
again will help you save quite a bit of
15:01
time so you can look at career changes
15:04
just within a list or engagement or
15:08
shares um so just wanted to bring those
15:11
things to your attention uh the changes
15:14
keep coming Fast and Furious but as you
15:17
can see the vast majority of them will
15:20
help us do our jobs more effectively
15:23
some of the others it's just a matter of
15:25
getting used to a button that you used
15:27
to that may a new name like add to lists
15:32
all righty hope that helps and have a
15:35
great
15:36
day thanks for listening and join us
15:39
again for more insights on sales
15:41
Navigator and social selling strategies
15:45
that will differentiate you from your
15:46
competitors and accelerate your sales
15:49
success in the meantime you can go to
15:52
social sales
15:55
link.com library or free content on
15:59
LinkedIn sales Navigator and social
16:03
selling