![]() This is a relatively new feature, but you can now search accounts by buyer intent. If you're trying to open £100k+ deals, you've got to get influencers relationally engaged first, so they are at least open to you. So many deals come apart when the influencers poo-poo it. I'd argue, it's smarter to develop with the influencers first. I've met a number of people who believe that the key to winning sales is getting in front of exactly the right decision maker. All the data says, that buying committees are bigger and developing one relationship within a business is a big mistake. I'm not focused on just one decision maker. I can see who I'm connected to, who has viewed my profile and the movements within the business (promotions etc). You can filter by spotlight to help you see the progress you are making I can also see the movements in people and can find the key players we need to develop relationships with. In the spotlights section, I can quickly see the state of my connectivity with the target organisation. This gives me knowledge about what is happening within the target account and helps me shape how I can approach this company. The new company page view is packed full of insights. This speeds up my work developing relationships. My lead lists are organised and I can see all the current prospects on one screen, add notes and take action from one place. I use my lead lists as a 'Battlefield CRM' - it can take a lot of work in any CRM to access a contact's details, review past activity and then decide to engage my prospects. This means I engage with a prospect multiple times before ever sending an outreach message. My preference is to make as many of those touchpoints relational rather than pitchy. We know that to engage a prospect, you will have to make multiple touchpoints. So, I'm listing some key ways anyone selling on the platform can use Sales Navigator features in their day-to-day. Many of the tutorials out there can help you understand the features, but it takes real experience of using Sales Navigator in selling situations to really feel its benefit. The big reason for this is simple.įeatures don't mean anything unless you can apply them to achieve your goals. I've worked with large sales teams with hundreds of licenses and many don't use it. ![]() Everyone reading this should hopefully know what Sales Navigator is.ĭespite it being packed with features, many pay for the subscription but don't really know what to do with it.
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