Searching buyer intent keywords related to challenges and pain points
Clicking on an advertisement for a specific product, service
Downloading an ebook or report that answers buyer intent questions
Posting questions on social media to get recommendations from friends and colleagues
Visiting a website or company page to learn about a product or service
Viewing a sales rep’s social media page to learn about their industry expertise
Accepting an InMail request to learn more about a company, product, or service
What industries and size of businesses will buy their specific product or service?
Are the buyers of that business CEOs, CFOs, directors, or middle managers?
Who at that organization can also influence decisions?
What are the common customer challenges and pain points that lead them to intend to buy a new product or service?
How can those challenges be translated into buyer intent keywords that a prospect might use to search for solutions?
How can a business address those pain points through lead generation content or brand awareness campaigns?
What are some reasons why a customer might be reluctant to buy?
What types of sales solutions and resources will help to ease their minds?
To understand a buyer persona better and discover what kinds of professionals are already visiting a brand’s website, businesses can use LinkedIn’s Website Demographics.
Following and frequently visiting a LinkedIn company page or website
Following or visiting a seller’s LinkedIn profile
Completing a lead generation form through an ad
Accepting an InMail request
Category | Buyer Activity | Currently Available in Sales Navigator | Buyer Identity Visibility |
Company engagement | Following a company | ✔ | Identity visible |
LinkedIn Company page visits | ✔ | Buyer profile visible | |
Employee interactions | Profile visits to self | ✔ | Identity visible |
New connection to self | ✔ | Identity visible | |
New connection in the company | Identity visible | ||
Profile visits to sellers on contract, or visits to leadership | ✔ | Buyer profile visible | |
Ads engagement | Lead generation form completion | ✔ | Identity visible |
LinkedIn ads engagement | Buyer profile visible | ||
Outreach response | Accept InMail request to colleagues on contract | ✔ | Identity visible for InMails from contact |
Website visit | Company official website visits | Buyer profile visible |