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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.

Did you know that, according to Gartner, only 5% of the buying process is spent with sellers? Furthermore, engaging with buyers when they show intent leads to 71% higher InMail response rates and 22% higher win rates. Top sellers focus on buyers that are ready to make a purchase – but you may be wondering, how do they do that?

The good news is that buyer intent signals have been integrated across Sales Navigator and alert sellers when leads or accounts show intent. Here are three ways Sales Navigator shows you buyers are ready to buy:

 

Week of Jun 5’s tasks:

This week, there are two tasks: Master the best practice and Community action. Everyone has the equal chance of two entries from this week. Completing one task below will count as one entry for the second drawing of this challenge, which will happen next Tuesday, Jun 13. Remember that you must complete all the steps in one task for your entry to count. 

 

🔲 Master the best practice:

  1. Visit the one-pager on our Learning Center to familiarize yourself with how you know when to sell when buyers are ready.
  2. In the comments below, walk us through on how you are staying alert, prioritizing your current accounts, or discovering high-intent accounts. For example:
    • Do you leverage the “Highlights” and “Alerts” sections on the homepage?
    • What signals (i.e. buyer intent, growth, and risk alerts) do you leverage in the brand new Account Hub?
    • Have you leveraged the ‘Buyer Intent’ filter in Account Search or the ‘Category Interest’ filter in Lead Search?  

🔲 Community action:

  1. Our colleagues in Customer Education need your help in improving your learning and user experience of the Learning Center! Take the survey by Jun 15.
  2. After you’ve taken the survey, please comment “Completed” on this post.

 

If you would like to learn more about this Community Challenge or need some reminders on how the challenge works and how to win prizes, visit and subscribe to the intro post.

 

Happy learning and good luck on this week’s tasks!
Eva C.

My new favorite way to identify intent is to search moderate/high intent accounts in the new Account Hub. I’ll make sure I have 1000 accounts or less so I can sort by Buyer Intent.

 

 

From here I will click into the intent to see what is triggering those ratings if it lists “activities”

 

 

This gives an awesome view of where that buyer intent is actually coming from. Company page engagements are some of my favorites.

 

It can take a little bit of digging, but with a little effort you can usually go to your company page and find the exact piece of content someone from the prospect account engaged with.

 

This actually gives you the EXACT person the intent is coming from, and you can choose how to engage a conversation with that specific person.

I have uploaded my book of business as a “Prospects” list on Sales Navigator.

Leveraging the Account Hub dashboard with buyer intent has helped me and my team to understand which accounts to prioritize. 

  1. Usually, I create a list of companies with high buyer intent by using Account basic filter of industry, headcount, headquarters and buyer intent. I save that list as “Accounts with high buyer intent”
  2. Then using the Lead Search filters inside the previously created list, I can apply “Category Interest” filter to understand not only leads that are looking at my company, but also that are actively looking for products that my company sells. 

This gives such an accurate insight and allows me to differentiate the “curious” leads from the “potential buyers”. 

I was happily surprised when linkedin added as Beta test the “Category interest” filter inside the account hub dashboard 💗💗💗. Adding category interest to accounts and allowing me to see which leads are under each account is just the best thing and all the steps listed in the beginning of this post will slowly fade, as Sales Navigator understands which insights are more valuable to sellers using the platform.

I put the “follows your company” buyer intent filter to use because I’m responsible for a smaller product group in our company. Many new follows may link up with us because of a different interest to mine, but this gives us a warm path in to say, “you may not be aware that we also provide these products and services that may be of interest to you...”

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

Don’t forget, we have one more drawings in 3 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 even if you just join the game! 

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