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Hi Community members,

 

I’m excited to share the next best practice for our Community Challenge: Learn to Become a Top Seller with Sales Navigator in 9 Weeks.

Top sellers look for the right buyer who can unlock an account to help them progress or close the deal faster. With more than 30 filters available in Lead Search, Sales Navigator allows users to identify the right buyers from their accounts and personas. Top sellers also save these searches so they can refer to them quickly later and to get alerted when new leads meet the criteria. If you’d like to learn additional tips on identifying the right set of buyers, make sure to check out the one-pager below.

This week, there are two tasks: Master the best practice and Community action. Everyone has the equal chance of two entries for the first drawing of this challenge.

 

Week of May 15’s tasks:

Completing one task below will count as one entry for the first drawing of this challenge. Remember that you must complete all the steps in one task for your entry to count.

There are two tasks this week: “Master the best practice” and “Community action,” and everyone has the equal chance of two entries from this week.

 

🔲 Master the best practice:

  1. Visit the one-pager on our Learning Center to familiarize yourself with how you can find the right buyers with Sales Navigator’s Lead Search.
  2. In the comments below, walk us through one of your Lead Searches and share:
    • 2-3 Lead Search filters you use to target accounts/companies
    • how you define your Personas and an example of a Persona you’ve created

 

🔲 Community action:

  1. If you speak one of the six languages supported by Sales Navigator (German, Spanish, Portuguese, Italian, Dutch, and French):
    • Visit our Community Groups and join your respective language group.
    • Create a post to introduce yourself and share how long you’ve been using Sales Navigator.
    • Comment below on the this post which group you’ve joined. 
  2. If you don’t speak any of the above languages:
    • Visit our “Peer Networking” category and create a post to introduce yourself. Don’t forget to share how long you’ve been using Sales Navigator and how you’ve been using it in your role as well.

 

Reminders:

If this is the first time you’re hearing about this Community Challenge, visit and subscribe to the intro post for how the challenge works, the challenge schedule, how to win prizes, and any updates we’ll be sharing.

Remember, since this is week 3, we will be drawing the first winner next Tuesday (May 23) for the first three weeks. Make sure you get as many entries in as possible for this first round!

We will also be adding all 9 best practices posts to the “related posts” section on the challenge’s event page so they are easily accessible in one place. Please note that you don’t have to click “attend” to be able to participate in this challenge and that you may choose to join at any point during the challenge timeline (May 1 to Jul 3 11:59pm PST).

 

If you have any questions about the tasks of the third week or the rules of this challenge, don’t hesitate to let us know. We look forward to hearing your tips and wins around how you can prioritize the accounts with the best opportunities.

I have lead searches saved where I’ve filtered by 2nd connections who’ve posted recently on Linkedin. I’ll periodically choose to follow a number of these so that their posts will show up in my notifications, then comment or connect when they post something mutually relevant. I use this to continue to expand my network with the right people at the right times.

I like @Dustinlevy how you warm the path before you send the connection request and make sure that all your actions are relevant! I’m also curious if you use the Personas filter and what’s your experience with it. 🙂

My favorite filters for lead searches are Spotlights - specifically Posted on LinkedIn in the last 30 Days and/or Changed Jobs in the Last 90 Days.

 

These filters are the BEST way to filter for accounts that are the most active on LinkedIn. Secondary to this I like to use the Gold Badge as an indicator (although this is manual), as well as clicking into someone’s profile and checking their activity. You can see if someone has liked/commented on a post recently even if they haven’t posted themselves (although this is very tedious).

 

My second favorite filters are Current Job Title & Current Company - these are the only 2 filters besides Keywords that you can freely type in and use boolean logic to search. This allows you to get REALLY creative.

 

For example, if I was searching for smaller brick & mortar companies in the USA I might add in the word “LLC” into the current company + industry filters & job title. Many times these smaller companies will add LLC to their company page when making it.

 

A current search I’m using:

  1. Geography - USA
  2. Connection: 2nd + 3rd
  3. Industry: IT Services & Consulting
  4. Job Title: “VP” AND “Sales” + “Vice President” AND “Sales” excluding “Coach”, “Consultant”, “marketing”
  5. Spotlights: Posted on LinkedIn in the Last 30 Days + Changed Jobs in the Last 90 Days
  6. Saved Leads and Accounts: Exclude all my saved leads
  7. People you interacted with: Exclude messaged

I use this saved Lead Search to send connection requests. When I send a connection request I add them to a Lead List called “Connection Request Sent”.

As a bonus, I build another saved search to see who connects back with me at a glance.

 

Saved Search to see new Connections: 

  1. Connection: 1st
  2. Lead Lists: Include “Connection Request Sent”

This way I get to break down my saved searches into one that I can send new connection requests from without it getting cluttered with the leads I’ve already messaged or connected with.

Then I have a separate saved search that I can easily use to work off of each day to send messages to new connections.

 

I define persona’s as the people archetypes I’m trying to get in touch with for different Ideal Customer Profiles (ICP).

An example of a persona I’ve created is: VP of Sales USA

  1. Job Title: Vice President of Sales
  2. Geography: United States

Using this persona I can easily target multiple Industries in a saved search without having to add job title and geography each time.

I have 4 lead searches that I have saved.

One of them I have called it “Lead Search Connection 1 Job changed + Posted 30 days”

 

I have used the following filters:

Activities and shared experiences

  • Changed jobs in last 90 days
  • Posted on linkedin in 30 days

 

Connection

  • 1st Degree Connection

Geography

  • My country

and Workflow

Lead lists - from different lists that I have previously created

 

The way I define a persona is a generic customer profile description, defined by different demographic, business and other criteria, in this case “criteria” could be substituted as Sales Navigator “filters”.

I have created a persona called Employer Branding, using different inputs for these filters, based on my business strategy.

  • Function
  • Seniority level
  • Current job title
  • Region

🥁 We have the first winner of the Challenge, check it out here!

Don’t forget, we have 2 more drawings in 3 and 6 weeks again, and that is just one way to win prizes! You can also become an author of an upcoming Member Featured article or a Roundtable speaker in the Community! 

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