Why You Should Be Selective of Whom You Save in Sales Navigator

LinkedIn's Sales Navigator is a powerful tool designed for generating new business.?There are many features on Sales Navigator, but saving leads is a feature I often see not used in the best way.

Many people sign up for Sales Navigator, get over-excited, get tricker-happy and start saving everyone. Little do they appreciate that this is detrimental in the long term.

In this article, I will explore why you should be selective of whom you save in Sales Navigator and who you should save.

Why You Need to Be Selective of Whom You Save

In Sales Navigator, you can save accounts (companies) and you can save leads (people). You have the opportunity to save up to 10,000 of each, but you should be selective of who you add for the following reasons:

1. Drives Sales Navigator Newsfeed

One of the best things about Sales Navigator over LinkedIn.com is the newsfeed.

On the LinkedIn.com newsfeed, there are many distractions., including adverts and content from people that may or may not be relevant.

On Sales Navigator, your newsfeed is populated based on which accounts and leads you save. What you see is customised by you. It's best to keep this as relevant as possible.

2. Trains Sales Navigator

Which accounts and leads you save provides Sales Navigator with data about who is 'good' for you. This data feeds into the algorithm and Sales Navigator will tailor things like whom they suggest as people you should connect with. Feed the algorithm with the wrong data and the suggestions you receive will not be accurate.

3. Reduce the noise

We are all bombarded by distractions and noise all day. If you add the wrong accounts or leads you will have to spend extra time wading through and deleting alerts. It's your personalised newsfeed so keep it as clean as possible.

4. Reduce maintenance

You should be saving accounts and leads daily, certainly at least weekly. Nothing is perfect and we don't always get things right. Maintenance is inevitable and should be looked at quarterly. However, we should minimise the amount of work we need to do as much as possible.

5. Maximise effectiveness

Saving the best accounts and leads results in better outcomes. All your efforts can be channelled into individuals more likely to convert, saving you time, resources and maximising your efforts. It helps you focus on real sales opportunities.

Who Should You Save?

The quick and easy answer to this is people who can potentially buy from you or those who can help you reach those who can potentially buy from you.

Spend time identifying your ideal client or ideal partner. You may already have some of these so profile these. What industry are they in? What job titles are the decision-makers and influencers? What location are they? What company size are they?

Once you know exactly who to target, you are ready to start saving accounts and leads.

So what groups should you save?

1. Clients

Maintaining strong relationships with your client base is recommended and saving them in Sales Navigator provides opportunities to do this.

Not only can they buy more from you, but they can also give you referrals and introductions, as well as support you on LinkedIn. Keeping track of people's movements in your client accounts can alert you of both opportunities and threats.

In addition to this, adding them helps train Sales Navigator with the people who have actually bought from you.

2.?Potential Clients

Potential clients are the biggest group you will and should save. Bringing on new clients is the main reason people buy Sales Navigator.

For many salespeople, you will have your list of target accounts which should be added and the decision-makers and influencers identified and added to.

For those who aren't given a target list, create your own list by using the advanced search in Sales Navigator to find them.

Add in existing accounts and contacts who are warm leads. These could come from many sources like events and other marketing activities. Adding them to Sales Navigator will help you to follow up, re-engage and nurture these relationships.

3. Partners

Don't underestimate the power of referrals. Identifying partners who can refer you is how many businesses win new clients. Warm introductions decrease barriers and increase the likelihood of success.

4. Industry Influencers

This group will not be for everyone, but saving influential thought leaders in your industry can be beneficial for engaging and leveraging the content they share, as well as developing relationships for networking opportunities.

Conclusion

Knowing who to save in Sales Navigator is crucial for sales success.

By focusing your attention solely on those who can buy from you; those who have bought from you; those who can influence potential buyers; and those who can elevate your brand, you will be channelling your attention in the right direction.

Sales Navigator provides the tools to help you start warm conversations, but you need to be starting these with the best prospects, resulting in long-term strong relationships and business growth.

I help sales teams hit their quotas with Sales Navigator-driven campaigns.

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