May 2021 - Infinity Marketing Group

With the rise of social platforms, it’s become easier than ever for sales professionals to use their social network to organically find leads. LinkedIn is one of the most popular global platforms for professional networking, and it can be a highly effective place to discover new connections. You can use LinkedIn to manage your leads and drive sales.

To leverage the platform even further, there is a LinkedIn account type that was created specifically for sales professionals: the LinkedIn Sales Navigator. With Sales Navigator, you’ll get exclusive access to features such as being able to reach out to people who you don’t have a direct connection with and adding notes to your leads as you save them. Here’s a breakdown of the major benefits to Sales Navigator and how you can use it to grow your business.

What Is LinkedIn Sales Navigator?

LinkedIn Sales Navigator is essentially a version of LinkedIn that was made for sales. It goes beyond the benefits that LinkedIn Premium offers and includes features that sales professionals specifically can benefit from as they pursue and manage leads. For example, Sales Navigator users have expanded search capabilities, can access extended networks, and have algorithms that are personalized to help them reach the right people.

Whether Sales Navigator is used by a team of sales representatives or a sales individual, the account provides even more ways to find leads and manage connections effectively. Millions of professionals already use LinkedIn to drive sales or find connections – Sales Navigator simply maximizes what LinkedIn is able to do.

Want to get the most out of LinkedIn Sales Navigator? Infinity Marketing Group’s LinkedIn lead generation system delivers warm leads directly to your sales team! Contact them now to learn more!

Sales Navigator Pricing Tiers

LinkedIn Sales Navigator is offered in three subscription tiers: Enterprise, Team, and Professional. You can sign up for a free trial and then pay annually or monthly, although the monthly plan costs a little bit more. It may help to try out Sales Navigator on a monthly basis, then move on to an annual subscription if the account is helping you reach your sales goals.

The Enterprise plan:

Is recommended for larger sales teams of 10 people or more.
Requires a custom quote for cost per month or per year.
Allows access to 50 InMail messages each month and 10,000 saved leads.

The Team plan:

Is recommended for smaller sales teams.
Costs $103.33/month or $1,240.00 annually.
Allows access to 30 InMail messages each month and 5,000 saved leads.

The Professional plan:

Is recommended for individual sales professionals.
Costs $64.99/month or $799.88 annually.
Allows access to 20 InMail messages each month and 1,500 saved leads.

The best way to determine which subscription is right for your business is to consider your team’s size and professional sales goals. If you have a smaller team and don’t need thousands and thousands of leads, the Team or Professional tiers may be a better fit for you.

Grow your business on LinkedIn with Infinity Marketing Group. Their done-for-you LinkedIn marketing service drives warm leads directly to your sales team. Contact them at (303) 834-7344 or by email at info@infinitymgroup.com.

How Does LinkedIn Sales Navigator Work?

Sales Navigator provides users with features that they wouldn’t otherwise be able to access. For example, if you have the basic version of LinkedIn, you won’t be able to send direct messages to people with who you are not connected with. Sales Navigator allows sales representatives past this barrier by providing the ability to contact people who are outside of their network.

This allows sales reps to build relationships with a more expanded reach. The key to Sales Navigator is getting this expanded reach, as well as being able to come into contact with the most relevant leads. Sales Navigator helps sales professionals save time and also boosts efficiency.

InMail

InMail is one of Sales Navigator’s key features. With InMail, users can send a certain number of messages each month to out-of-network professionals.

On top of that, users can save these leads so nothing is lost, and add notes. Not only are more leads discovered, but it’s easier to manage and keep track of them.

TeamLink and TeamLink Extend

Another key feature to Sales Navigator is TeamLink. With TeamLink, your entire team will be able to collaborate on prospective leads by:

Being able to search and view first-degree connections that team members have.
Representatives can then ask the team member for an introduction, which makes a sale more likely to be successful.
By sharing prospective leads, the entire team’s network expands to encompass even more prospects than one individual sales rep would be able to access on their own.

TeamLink Extend, which is available to Enterprise users, allows businesses to expand their TeamLink networks even more. You’ll be able to utilize your entire team’s LinkedIn network without having to give each individual a Sales Navigator license.

Advanced Searches

Sales Navigator provides users the ability to conduct targeted searches that have more filters than LinkedIn’s typical search function. This helps sales professionals narrow down their leads and pursue connections that are truly relevant.

Filters can be used for individuals or for companies. They include:

Keywords
Company type (non-profit, public, private)
Company name
Size of an Company (0-10) (10-50) etc.
Job opportunities
Location (by state or region)
Job title
Years of experience
Industry
School
Number of followers

This saves sales professionals a lot of time by targeting the best, most relevant leads. Professionals will be able to focus their energy on other tasks such as closing deals and managing relationships.

The Advantages of Using LinkedIn Sales Navigator

There are a wide variety of benefits to Sales Navigator. This is why more and more sales professionals are subscribing and using the LinkedIn tool to their advantage. The biggest advantages are connecting out-of-network, being able to integrate with CRM, and the sales insights that Sales Navigator provides.

Access to Connections That Are Out-Of-Network

This is one of the major benefits to Sales Navigator: being able to establish a network outside the reach of your direct connections. There are more than half a billion people on LinkedIn. With Sales Navigator, you’ll have the ability to connect with more people and drive more leads.

Sales Navigator ensures that people are not simply restricted to who they already know. With features such as InMail and Team Link, sales professionals gain access to a variety of leads that they otherwise would be closed off to.

Integration with CRM Platforms

Sales Navigator can be integrated with frequently used customer relationship management (CRM) platforms and other sales applications, such as:

HubSpot
Outreach
Salesforce
Oracle Sales Cloud
Microsoft Dynamics

Sales Navigator users will be able to simply import their data into their CRM, making it easy to keep track of leads and manage pipelines all in a single location. The accounts you’re selling to and the leads you’ve saved can be automatically logged, so there’s no need to worry about lost data.

Sales Insights

The more you use Sales Navigator, the more data you’ll be able to gather. The platform provides valuable insights on updates within your network that might otherwise be easily missed. These updates include changes within companies, job changes for individuals, and warm leads.

For example, you can get a heads-up that someone is about to leave or has just left their current company. Or, receive information that a company is moving locations. You can sign up for email alerts so you aren’t constantly plugged into Sales Navigator and can receive updates automatically.

Using LinkedIn Sales Navigator to Grow Your Business

Millions of professionals around the world use LinkedIn to grow connections and find leads. Sales Navigator allows sales professionals to leverage LinkedIn for all it has to offer; it provides the opportunity to contact people outside of your direct network and conduct targeted searches that result in the most relevant leads.

The Sales Navigator tool can help you grow your business by not only increasing your client connections, but also enhancing engagement.

Sales Navigator is a social selling platform connected to LinkedIn. It is used to create customized, targeted lists of potential LinkedIn connections. This gives clients the opportunity to build relationships with the right kind of prospects without the usual geographical restrictions.

Want to find out more about Sales Navigator and what it can do for you? Infinity Marketing Group helps you leverage LinkedIn to drive leads and grow your business. Contact us today at info@infinitymgroup.com or at (303) 834-7344 to increase warm leads for your sales team.

As the world’s biggest platform for professional networking, LinkedIn provides endless opportunities for connection. Millions of businesses are on the platform to attract talent and establish themselves as industry leaders.

LinkedIn Company Pages allow these businesses to have their own profiles. Company pages can be accessed directly, appear in search engine results, and help highlight value. If you don’t have a page for your company already, you should, as it improves your authority and presence on the platform. Here are ten tips for creating and optimizing your LinkedIn business page.

1.) Fill Out Your Page As Much As You Can.

The first thing you should do is fill out every single section on your LinkedIn business page. It might seem small, but pages that have fully completed information get almost 3x more views per week. The more information and content on your page, the more chances you have of receiving visitors.

Make sure your company page includes:

Your business’s address. If your company has operations around the world, include the address of your global headquarters.
The industry you’re in.
The URL of your website so people can easily find it and click on it.
The size of your company. This gives people an idea of how many employees you have, and if you are a small business you can especially highlight that fact.

Ensure that all of this information is kept up to date.

2.) Make Use of Your Profile Picture and Background Image.

The first thing that people will see about your company on LinkedIn is your page’s profile image. Don’t put in a picture of yourself even if you are the business’s owner. Instead, use the same company logo that you have on all your social media channels. Simply resize your existing logo to fit LinkedIn’s profile image requirements at 300 x 300 pixels and PNG format.

When people are on your company’s actual page, they will also see your profile banner, or background image. LinkedIn provides a default for this background, but it’s valuable space for you to provide more information about your brand. Use Canva to create a customized background that really showcases your business.

3.) Get Creative and Engaging with Your “About Me” Section.

Once you’ve created a profile picture and banner that support your brand, reel your audience in with a well-crafted “About Me” section. As a business page, this section will really be more “About Us,” but is still a great opportunity to get the reader interested. You have up to 2,000 characters to provide everything you would like people to know about your business.

The “About Us” section on your LinkedIn Business page should answer six key questions:

Who you are.
What you have to offer.
Company values.
Your brand voice.
Where you are based.
How people can contact you to find out more.

Aim to describe the main scope of your products and services, while also providing a snapshot of what makes your business unique.

4.) Customize your LinkedIn Business Page’s URL.

When you first create your page, you’ll get a standard URL, but LinkedIn provides the opportunity to customize it. This is highly worth it, as changing the URL is easy and you can make it more closely match your original website’s URL.

Just keep in mind that LinkedIn only allows you to change your URL about once a month. Once you drop a URL, someone else can claim it after a year. Make sure you are confident about your choice and that there are no errors in the URL you establish.

5.) Add Hashtags to Follow Certain Communities.

You’re able to choose up to three hashtags for your business page to follow. This allows you to enter certain feeds that are topic-based and engage by reacting or commenting. For example, a marketing company might follow the hashtags #creativity, #digitalmarketing, and #socialmedia.

Choosing hashtags means that your company can engage with that topic’s community. It also provides an opportunity to provide further information to readers: What does your company stay up to date with, and which topics does it care the most about? Select your hashtags carefully, but remember that you can change them whenever you’d like.

6.) Highlight different aspects of your company with Showcase Pages.

LinkedIn provides the opportunity to create Showcase Pages, which help you highlight your company’s culture or different aspects to your brand. These are specialty pages that focus on a single topic, and people are able to follow individual pages. Create one to promote an upcoming product, celebrate an employee’s accomplishments, or provide more in-depth content on something your company specializes in.

For example, Amazon’s ShowCase pages include separate pages for Amazon Music, Amazon Pay, and Amazon Services. People can learn more about each of these aspects that all are an essential part to Amazon’s overall business.

You can create up to ten Showcase Pages. Make sure that you consistently update them with new videos, articles, or other content that followers will receive value from. It’s another way to get your company discovered and connect with an audience.

7.) Ask Employees to Engage with Your LinkedIn Business Page.

On top of Showcase Pages, you’ll also have the opportunity to create a Career Page. Here, you can highlight what it’s like to be an employee and promote other aspects of your culture. Not only can you increase recruitment efforts, but you can also invite employees to write an article or create a video for your Career Page to show that you value their perspectives.

Beneficial features of a Career Page include:

Creating a section that allows people to “meet the team.”
Sharing personal employee testimonials.
Listing languages that are spoken at your business.
Tracking analytics so you can find key areas for improvement in your hiring process.

8.) Optimize your LinkedIn Business Page.

Just like other content you produce for your business (on your personal blog, your company’s website, etc.) it helps to optimize your LinkedIn page to show highly in search results. Sprinkle relevant keywords from your industry throughout your LinkedIn business page to improve its search visibility. Some great places to add keywords are:

In the “About Us” section.
Showcase pages.
Your career pages.
The headline that’s beside your page’s profile image.

Using keywords in your industry will help you come up in search results even if someone doesn’t know the name of your company. They might be looking for specific products, or even researching company culture. There are lots of ways you can ensure people are able to find you.

9.) Stay Up to Date and Consistent with Your Content.

Once you’ve fully created your LinkedIn business page and you feel like you have done everything there is to do, don’t stop there. Managing your page will require consistent work. This ensures that it continues to show up in search results and provides readers the information they are looking for.

Best practices for maintaining content on your LinkedIn business page include:

Consistent posting. Provide your readers with fresh, valuable information so they keep returning to your page.
Have call-to-action buttons. Include a CTA in your background image and throughout your page. This gives people a direct way to take action on your services or special offers if they are interested.
Include images. This helps break up the content and provides a deeper view into your branding or life in the day of an employee.
Take advantage of LinkedIn’s analytics. LinkedIn allows you to see what kind of content viewers engage with the most, as well as the professional traits of the people who visit your page. Monitor these analytics to tailor your content.

10.) Keep an Eye Out for Ways to Improve.

LinkedIn is constantly adding new features to its platform. Stay up to date with these, as they can increase a company page’s ability to engage. Sometimes LinkedIn tests features that are only available for a limited time.

In addition to this, every year LinkedIn publishes a list of the top pages that companies create on the platform. Take a look at each one of these and study how they are successful. You might find some tips that you can apply to your own company page.

Using Your LinkedIn Business Page to Connect

Your company’s LinkedIn page provides the perfect opportunity to branch out to a wider audience. Take advantage of all your page has to offer, and optimize your content so it shows up in search results. With every possible section of your business page filled out and consistently updated, viewers will get all the information they need to know.

If you need to build your LinkedIn messaging, Infinity Marketing Group can help you leverage the platform to increase engagement and drive leads.

LinkedIn Sales Navigator: What It Is & Using It to Grow Your Business