Linkedin Sales Navigator Summit Recap 2023 - Prospecting Skills

Below are some notes produced by AI about the LinkedIn Sales Navigator Summit. (Want to learn more about AI? Join our course Evyrgreen AI)

The LinkedIn Sales Navigator Summit 2023 took place on Monday, February 13, 2023, from 1:00 - 4:00 PM ET. The event featured multiple LinkedIn Sales Navigator Trainers, Prospecting Experts and Sales speakers who discussed various topics related to using Sales Navigator to grow your business on LinkedIn.?

The hosts of the event were Brynne Tillman and Joe Apfelbaum , while the trainers who presented were Perry Van Beek, Gunnar Hood, Teddy Burriss, and Mike O'neil.

• Perry van Beek ?? : Founder of Social.ONE and author of the #1 bestselling book LinkedIn Sales Navigator for Dummies?. He helps clients all over the world improve their commercial LinkedIn strategies.
• Joe Apfelbaum : CEO of Ajax Union and author of High Energy Networking. He shared Sales Navigator strategies, InMail hacks, and Sales Navigator filter for groups strategy.
• Brynne Tillman : CEO of Social Sales Link and author of The LinkedIn Sales Playbook. She discussed how to leverage LinkedIn for social selling and establish a thought leader and subject matter expert brand.
• Gunnar Hood : A LinkedIn strategist and trainer who discussed how to use Spotlights to find prospects who changed jobs and posted in the last 90 days and how to use Sales Navigator for social listening to generate organic and targeted leads.
• Teddy Burriss Burris: An expert in LinkedIn Sales Navigator who shared his strategies for using the platform to find and connect with the right prospects, and tips for using Sales Navigator's advanced filters to target specific audiences.
• Mike O'Neil : CEO and Founder of Integrated Alliances. He discussed Sales Navigator targeting for campaigns, sharing a target market with other team members, and systems and tools for LinkedIn campaigns.

Perry van Beek ??

Perry Van Beek spoke about how to use Sales Navigator's Advanced Search feature to find leads and build targeted lists. He emphasized the importance of using boolean search operators and the "Notes" feature to keep track of your progress.

Joe Apfelbaum

Joe Apfelbaum shared tips on how to optimize your LinkedIn profile and use Sales Navigator to generate leads. He recommended using keyword-rich headlines and making sure your profile was up to date with relevant information. Joe also discussed how to use Sales Navigator search features to find potential clients using Groups filter specifically and showed how to use AI with LinkedIn like his Chrome Extension and ChatGPT.

Brynne Tillman

Brynne Tillman discussed how to use LinkedIn's social selling techniques to find leads and grow your business. She emphasized the importance of building relationships with your prospects and recommended strategies such as personalized outreach and sharing valuable content.

Gunnar Hood

Gunnar Hood discussed how to use Sales Navigator to prospect and generate leads. He talked about the importance of targeting the right audience and using Sales Navigator's search filters to find potential clients. Gunnar also discussed how to leverage LinkedIn groups to connect with potential clients.

Teddy Burriss

Teddy Burriss shared tips on how to use Sales Navigator to build relationships and generate leads by listening. He emphasized the importance of engaging with your prospects and creating personalized messages that demonstrate your value. Teddy also discussed how to use Sales Navigator's search features to find potential clients.

Mike O'Neil

Mike O'neil talked about how to use Sales Navigator to build and manage your network on LinkedIn. He emphasized the importance of creating a strong personal brand and developing a strategy for engaging with your prospects. Mike also discussed how to use Sales Navigator's lead management tools to track your progress and stay organized.

Here is a summary of each speaker's presentation and their key takeaways:

Perry Van Beek

Perry Van Beek shared his experience of using LinkedIn Sales Navigator to build engagement with potential clients. He emphasized the importance of crafting effective messages that focus on the prospect's needs and interests and building a strong personal brand on LinkedIn. Perry also provided tips for using Sales Navigator, such as advanced search for technologies used, finding hot leads, and using personas.?

He stressed the importance of building relationships on LinkedIn and not trying to sell in the first message. Perry encouraged the audience to invest in Sales Navigator, as it can be a powerful tool for B2B sales, and suggested that finding just one new client can pay for the subscription cost.?

Perry concluded by emphasizing the importance of giving and sharing tips, as it can lead to more success and opportunities for everyone. He also discussed the use of Smart Links, a powerful tool for generating business, which allows users to post PDF documents and videos up to 30 minutes long and track how long viewers spend on each page.?

Perry shared an example of how he uses Smart Links to offer value to potential clients and provided his Smart Link for a LinkedIn profile cheat sheet.

Perry Van Beek talked about how to use Sales Navigator to create engagement with your prospects. He discussed the importance of crafting an effective message that focuses on your prospect's needs and interests. Perry also talked about the importance of creating a strong personal brand on LinkedIn.

• Perry Van Beek shares his experience of getting into LinkedIn and how he started his own business as an export consultant but struggled to get clients until he changed his approach to a mindset of giving.
• He shares some tips and tricks for using LinkedIn Sales Navigator, such as advanced search for technologies used, finding hot leads, using personas or buyer personas, and using the LinkedIn SSI score.
• Perry emphasizes the importance of building relationships on LinkedIn and not trying to sell in the first message.
• He also talks about the value of using LinkedIn for research and finding commonalities with potential clients.
• Perry encourages the audience to invest in Sales Navigator, as it can be a powerful tool for b2b sales, and suggests that even finding one new client can pay for the cost of the subscription.
• Perry concludes by reminding the audience of the importance of giving and sharing their best tips, as it can ultimately lead to more success and opportunities for everyone.
• Perry discusses the importance of going the extra mile to build relationships on LinkedIn and recommends the use of Smart Links as a powerful tool for generating business.
• Smart Links allows users to post PDF documents and videos up to 30 minutes long, and track how long viewers spend on each page.
• Perry shares an example of how he uses Smart Links to offer value to potential clients by sending them a LinkedIn profile cheat sheet, and then following up with an offer to provide an improved version with 25 points instead of 17.
• Perry emphasizes the importance of starting a conversation with new connections on LinkedIn and avoiding the temptation to immediately sell or promote one's services.
• Perry also stresses the value of keeping in touch with connections over time to maintain relationships and build trust.
• At the end of the talk, Perry shares his Smart Link for the LinkedIn profile cheat sheet and offers to send it to anyone interested.

When Perry was on Mute, Brynne pulled out her YOU ARE ON MUTE cup.. LOL

Joe Apfelbaum

Joe Apfelbaum's talk was focused on how to optimize your LinkedIn profile and use Sales Navigator to generate leads. He shared some tips and tricks such as using keyword-rich headlines, keeping your profile up-to-date, and checking your social selling score on LinkedIn.?

Watch abd listen to the rap that Joe did for Brynne using ChatGPT

Joe also demonstrated how to use artificial intelligence to create informative comments on LinkedIn posts and make LinkedIn recommendations for connections using AI tools like Chat GPT.?

He encouraged the audience to engage with insights and sign up for Buffer to post regularly on LinkedIn, and he recommended using Sales Navigator to find potential clients by targeting people based on their interests and the groups they belong to.?

Joe also talked about a Sales Navigator bootcamp and the use of Apollo technology to improve sales outreach. Finally, he introduced the AI beta program and shared a document on how to join it, which provides suggestions for Sales Navigator DMs and other LinkedIn features.

Joe Apfelbaum shared tips on how to optimize your LinkedIn profile and use Sales Navigator to generate leads. He recommended using keyword-rich headlines and making sure your profile was up to date with relevant information. Joe also discussed how to use Sales Navigator search features to find potential clients using Groups filter specifically and Joe also showed how to use AI with Linkedin like his Chrome Extension and ChatGPT

• Joe Apfelbaum shared a great tip about using the group filter in Sales Navigator to find people who are part of a particular group and target them based on their interests.
• Joe emphasized the importance of looking at your social selling score on LinkedIn and mentioned that a score over 75 is considered good. Available at www.dhirubhai.net/sales/ssi?
• Joe demonstrated how to use artificial intelligence to create informative comments on LinkedIn posts without automating any part of the process using a Chrome extension. (Want beta access reach out to Joe!)
• Joe encouraged attendees to network with each other by leaving comments on a specific LinkedIn post with the presenters listed. You can see all the people who commented on the post here: https://www.dhirubhai.net/posts/joeapfelbaum_attention-all-sales-nav-enthusiasts-are-activity-7030970788161712129-ApGD?
• Joe introduced the AI beta program and shared a document on how to join it. The tool provides suggestions for Sales Navigator DMs and other LinkedIn features. DM Joe for the document on how to join the Beta Program
• He recommended using Buffer to post on LinkedIn regularly and engaging with insights to improve the social selling index score. You can sign up to buffer at www.buffer.com?
• Joe showed how to use AI tools to leave LinkedIn recommendations for connections. He demonstrated how to use Chat GPT to generate a recommendation for Brynn Tillman and copy-pasted it on LinkedIn. See the powerful recommendation that Joe Apfelbaum left for Brynne Tillman in seconds using AI.?
• Joe suggested using AI tools to create rap songs and poems for prospects and using Sales Navigator to send emails and create lists.Joe mentioned that he has an AI course called Evyrgreen AI available at www.newaicourse.com?

Joe Apfelbaum talked about a Sales Navigator bootcamp where he teaches the basics of Sales Navigator, how to create a strategy using AI, and how to use advanced search queries. Joe also mentioned the use of Apollo technology to improve sales outreach.

Brynne Tillman

Brynne Tillman discussed how to use LinkedIn's social selling techniques to find leads and grow your business. She emphasized the importance of building relationships with your prospects and recommended strategies such as personalized outreach and sharing valuable content.

Brynne also highlighted the importance of personalized outreach, sharing valuable content, and engaging with prospects by commenting on their posts or sharing their content with your network.

She discussed the concept of a social proximity index, which takes into account factors such as shared connections, groups, and interests to identify prospects who are more likely to engage with you.

Brynne also discussed the benefits of using video in your outreach strategy, as it can help to humanize your brand and create a more personal connection with your prospects.

Finally, Brynne recommended that sales professionals avoid generic outreach messages and focus on crafting customized messages that are tailored to each prospect's specific needs and interests.

• Brynne's goal is to help business development professionals use LinkedIn and Sales Navigator to start targeted conversations without being salesy.
• Leveraging warm markets and referral partners can help to connect with the right people.
• In the past, manual Rolodexes were used to find connections, but now LinkedIn is an online Rolodex of our own and our connections' connections.
• First-degree connections can be filtered to identify potential prospects or referral partners.
• Second-degree connections can also be leveraged by asking mutual connections for introductions or insights.
• Authenticity is key when reaching out to connections for introductions or insights.
• The goal is to start meaningful conversations, not just make a sale.
• Sales Navigator can be used to build targeted lists of leads based on specific criteria.
• Referral partners can be used to identify connections within these lists.
• Conversations with referral partners can help to identify which connections to reach out to and how to approach them.
• Active LinkedIn users are more likely to respond to messages or calls.
• Continuously building and leveraging warm market connections can lead to quicker and more credible conversations.

Gunnar Hood

Gunnar Hood discussed how to use Sales Navigator to prospect and generate leads. He talked about the importance of targeting the right audience and using Sales Navigator's search filters to find potential clients. Gunnar also discussed how to leverage LinkedIn groups to connect with potential clients.

• Gunnar Hood spoke at the Sales Navigator Summit 2023.
• He started by acknowledging the great presentations from other speakers.
• Gunnar spoke about the value of networking and the challenges of physical networking, such as time constraints, meeting limited people, and not being scalable.
• He emphasized the importance of informed prospecting and using Sales Navigator to achieve it.
• Gunnar demonstrated how to use the spotlight feature in Sales Navigator to find conversation starters and trigger points that can help initiate conversations with potential prospects.
• He mentioned the importance of commenting on content to start conversations and the benefits of Sales Navigator in identifying active members on LinkedIn.
• Gunnar recommended his course, Sales Navigator Accelerator, to help people learn and understand Sales Navigator in an accelerated format.
• He provided his LinkedIn profile link for people to connect with him.

Here are the main points Gunnar discussed about using the Spotlights feature on Sales Navigator:

• Gunnar began by showing a list of CEOs and owners of manufacturers in Oklahoma, which he had filtered using the Sales Navigator advanced search feature.
• He noted that the list still had 755 people, which was too large to manage effectively, so he looked for ways to whittle it down using the Spotlights feature.
• Gunnar explained that Spotlights can be used to look for conversation starters or triggers that can help you understand a prospect's challenges and deliver insight or information that might help them in their role.
• One of the Spotlights features Gunnar highlighted was "Changed jobs in the last 90 days." He noted that CEOs who have just taken on a new role are under pressure to deliver results and may be interested in insights or information that can help them.
• Gunnar also noted that he looks for people with a gold badge on their profile because it indicates that they are more likely to be active on LinkedIn.
• Another Spotlights feature Gunnar discussed was "Posted on LinkedIn in the last 30 days." He explained that this is a great way to find people who are active on LinkedIn and may be interested in starting a conversation.
• Gunnar showed how Sales Navigator provides a hyperlink to a summary of a person's recent LinkedIn post, which can be a great conversation starter.
• Gunnar also noted that you can use Spotlights to find people who have viewed your profile in the last 90 days or past colleagues, and to look for shared experiences and common points of interest that can help you start a conversation in an authentic and meaningful way.

Teddy Burriss

Teddy Burriss shared tips on how to use Sales Navigator to build relationships and generate leads by Listening! He emphasized the importance of engaging with your prospects and creating personalized messages that demonstrate your value. Teddy also discussed how to use Sales Navigator's search features to find potential clients. Teddy Burris spoke at the Sales Navigator Summit 2023 about the importance of social listening on LinkedIn and how it can lead to meaningful conversations that build trust and respect.

His main points include:

• Use LinkedIn to keep track of when you met and what you talked about
• Pay attention to your leads and manage them, don't ignore alerts that don't give you any value
• Jump into a conversation where relevant and appropriate, and listen
• Dedicate a few minutes a day to listen very clearly to specific leads and specific accounts
• Be efficient and meaningful in your engagement, use a minimum of 10 words and make it about the content and author, not about you
• Use bookmarks to keep track of content that you want to engage with later
• Use Spotlight and the "Posted on LinkedIn in the past 30 days" feature to find people to engage with
• Right-click and open up profiles in a new tab to manage your list better
• Have a campaign that's a focused, deliberate set of activities
• Use social listening to learn and understand your target audience and find opportunities to create a conversation, not to sell

1. Listening requires presence and attention:

• Teddy talked about the importance of being present and giving someone your full attention when they're speaking.
• He gave an example of how he once tried to multi-task while on a phone call, but the other person on the call could tell he wasn't fully engaged in the conversation.

1. Listening involves empathy:

• Teddy emphasized that it's important to try to understand where the other person is coming from and what they're feeling.
• He gave an example of a time when he was talking to a friend who was going through a difficult time, and he tried to listen and show empathy by asking questions and offering support.

1. Listening is an active process:

• Teddy talked about how listening is not a passive activity, but requires effort and intention.
• He gave an example of how he tries to actively listen to his daughter when she's telling him about her day at school, by asking open-ended questions and following up on what she says.

1. Listening involves communication and feedback:

• Teddy emphasized that good listening involves not just hearing what someone is saying, but also responding in a way that shows you've heard them.
• He gave an example of how he sometimes repeats back what someone has said to him, to show that he's understood and to give them a chance to clarify or correct any misunderstandings.

Overall, Teddy's talk emphasized the importance of listening as a key aspect of communication, and provided concrete examples of how to be a better listener.

Mike Oneil

Mike O'neill talked about how to use Sales Navigator to build and manage your network on LinkedIn. He emphasized the importance of creating a strong personal brand and developing a strategy for engaging with your prospects. Mike also discussed how to use Sales Navigator's lead management tools to track your progress and stay organized.

• Targeting on LinkedIn Sales Navigator can be done through various methods, such as searches, monitoring LinkedIn events, or creating a list of profile URLs or email addresses.
• Connecting with people on LinkedIn is important as it allows you to see more information about them. The general connect rate in a cold situation is around 15%, which can be increased by posting content or engaging with potential connections.
• To send connection requests, you can use the lead list on Sales Navigator or go to a person's profile and click the "Connect" button. It's recommended to use the LinkedIn inbox instead of the Sales Navigator inbox for sending messages.
• Campaign connections can be found under the "Connections" tab on LinkedIn. Messages to connections can be sent directly from the connections page, without the need to go to a person's profile.
• When messaging connections, it's important to customize your message and mention specific things from a person's profile. Responses can fall into three buckets: interested, neutral but nice, or not interested. It's important to keep track of positive responses for follow-up.
• Sales Navigator can be used to search for and target potential leads on LinkedIn.
• LinkedIn groups can also be useful for finding potential leads and getting your content in front of them.
• You can save your searches and leads in Sales Navigator and use them to build lists for outreach.
• When targeting potential leads, you can't add additional criteria to a list of people who liked a post or attended a LinkedIn event.
• Once you connect with someone on LinkedIn, you can see more information about them, including their email address and phone number.
• You can find your connections and send them messages in the "Connections" section of Sales Navigator.
• When messaging your connections, it's important to customize your messages and keep track of their responses.
• Responses from connections will typically fall into one of three categories: interested, neutral, or not interested.
• Positive responses should be singled out and tracked for follow-up.

Here are some additional QA we covered at the end of the Sales Navigator Summit 2023 where all the speakers chimed in to answer questions:?

• Roxanne asks if changing her industry affects her SSI score, and Mike answers that updating your LinkedIn profile will actually improve your score a little bit.
• Mike suggests using 75 characters for the headline and adding an emoji at the beginning for better visibility in search results.
• The speakers discuss their experiences with scheduling posts, with Mike using Buffer and Brynn using LinkedIn's built-in scheduling feature.
• They mention several other tools for automation, such as Text Expander, Get Magical, and Brisk.
• Khan asks if they should include a signature block on their posts, and the speakers advise against it.
• They recommend using hashtags on posts for improved visibility, and provide a resource for finding popular LinkedIn hashtags.
• They discuss the pricing of Sales Navigator and the difference between the core and advanced plans, with Brynn noting that upgrading to advanced caused her to lose access to LinkedIn Learning.
• The speakers mention the importance of Smart Links and offer tips for accessing LinkedIn Learning for free through public libraries.
• There are two main versions of LinkedIn: the free version and Sales Navigator.
• LinkedIn.com is the core functionality of LinkedIn and encompasses all data, while Sales Navigator is a window that sits on top of the data and allows for filtering of the data.
• Sales Navigator offers advanced features such as search tools, leads and accounts, lists, and InMail functionality for prospecting.
• LinkedIn Premium allows for unlimited profile views and no commercial use limit.
• Sales Navigator has three flavors: Professional, Team, and Enterprise.
• The benefit of using Sales Navigator Advanced includes smart links and the ability to share leads lists and collaborate with a team.
• You can see a usage report on spotlights and InMails, and export the report as well.
• LinkedIn historically has grandfathered in old pricing, so it's recommended to lock in pricing sooner rather than later.
• Referrals can be found at linkedin.com/slay/sales/referrals
• A Sales Navigator Coach is available at linkedin.com/sales/coach, but hiring a coach would provide more in-depth training.
• It's recommended to add contact information to the bottom of your about or experience sections, but not in the headline.
• LinkedIn sales coach designation is allowed if you have a designation such as MD, PhD, or ch CP.
• Perry has a ch CP designation, and it's not necessary to have a certification from LinkedIn to have a designation.

This article was created with ChatGPT and edited by Joe Apfelbaum, video editing with ClipChamp and screenshots with Snagit.

Want to promote this article to your Email list as added value?

Here is an email that AI wrote that you can leverage:

Subject: LinkedIn Sales Navigator Summit 2023 - Key Takeaways

I hope this email finds you well. Last week, our team had the privilege of attending the LinkedIn Sales Navigator Summit 2023. It was an exciting and insightful event, and we learned a lot from the experts who presented.

One of the speakers, Joe Apfelbaum, CEO of Ajax Union, has written a comprehensive article about the summit with all the notes and takeaways generated by AI. We found it to be an excellent resource, and we wanted to share it with you.

In his article, Joe breaks down the insights and strategies shared by each speaker and provides valuable tips and techniques for using Sales Navigator effectively to generate more qualified conversations with ideal prospects.

We believe this article will be of great value to you, and we encourage you to read it. You can access the article by clicking on this link: [insert link here]

We hope you find the article as informative and useful as we did. If you have any questions or comments, please don't hesitate to contact us.

Best regards,

Here is an LinkedIn Post that AI wrote that you can leverage to post about this article:

Attention everyone! If you missed the LinkedIn Sales Navigator Summit 2023, no worries! Our very own Joe Apfelbaum, CEO of Ajax Union and LinkedIn expert, has written an article summarizing all the key takeaways and notes from the event. Check it out to learn all the strategies, tips, and tricks that were shared by the experts at the summit. Don't miss out on this valuable resource, read Joe's article now and start using LinkedIn Sales Navigator to its full potential!

The LinkedIn Sales Navigator Summit 2023 took place on Monday, February 13, 2023, from 1:00 - 4:00 PM ET. The event featured multiple LinkedIn Sales Navigator Trainers, Prospecting Experts and Sales speakers who discussed various topics related to using Sales Navigator to grow your business on LinkedIn.?

Link in the comments of this article!

Like this post so a few more people see it!

#LinkedInSalesNavigator #SalesNavigatorSummit2023 #LinkedInExpert #SocialSelling

Here is an Tweet that AI wrote that you can leverage to tweet about this LinkedIn article:

"Missed the #SalesNavigatorSummit2023? Check out the amazing recap article by @joeapfelbaum, CEO of @AjaxUnion and #LinkedIn expert. Get all the key takeaways and tips for generating more qualified leads with #SalesNavigator. #socialselling #B2Bmarketing"

Just for fun, I had ChatGPT create a poem to end off this recap with a BOOM:

In this virtual realm, we gathered to learn

To navigate Sales, and new prospects earn

Expert speakers shared their insight and tips

To elevate our game, and improve our flips

Perry, Joe, and Brynne, oh what a treat

Their wisdom and knowledge, truly a feat

Gunnar and Teddy, they kept us on track

With insights and techniques, to seal a sales pack

We learned of filters, search, and social selling

And how to use them, with seamless compelling

Our connections grow, our leads now abound

Our prospecting refined, and quality found

With Sales Navigator, our network expands

Our reputation soars, and demand commands

Thanks to this summit, we're now well-versed

And Sales Navigator mastery, we've traversed.

Thanks for reading this! Thanks for sharing it, liking it and commenting on the post!

About Joe Apfelbaum:?

Joe Apfelbaum is a highly accomplished CEO and AI expert. As the CEO of Ajax Union, he has over 15 years of experience running a successful marketing agency and has coached over 1000 clients on the power of LinkedIn for business development. He is also the creator of Evyrgreen AI, a comprehensive course on harnessing the power of AI for business development. In addition to his professional pursuits, Joe is also a sought-after speaker and the author of five books, including "High Energy Networking," a guide to building meaningful relationships and achieving success. When he's not busy running companies or spending time with his five children, Joe can be found pursuing his passion for stand-up comedy and coming up with innovative ideas in the world of AI.

About Evyrgreen AI:?Evyrgreen AI is a comprehensive course on how to use artificial intelligence for business development. The course consists of 9 modules that teach learners how to research, strategize, create content, craft scripts, use social media, write emails, generate ideas, and create a content calendar using AI.

Throughout the course, learners will be given prompts to interact with AI and instructions on how to think when using these prompts. The course also provides worksheets and examples to help learners put their learning into action and see results.

Evyrgreen AI is ideal for business development professionals who want to learn how to leverage AI to grow their business and increase their efficiency. The course is taught by expert Chatgpt user, Joe Apfelbaum, who has extensive experience using AI in business development.

By completing Evyrgreen AI, learners will have the skills and knowledge they need to use AI to drive business development and create a competitive advantage in their industry.

Want to learn more about AI??Join Evyrgreen AI and we will teach you how to use AI to grow your business.?www.evyrgreen.com/ai