- Lead Updates
Be one of the first to know when your contacts change roles, has a work anniversary or connects with someone in your network.
Understand what your contacts care about by seeing their professional shares on LinkedIn.
- Company Updates
Receive key information about your accounts as they post to their LinkedIn.com Company Page.
- In the News
See when people or companies are mentioned in the news, sourced from sites across the web.
- Potential Leads
Identify new potential contacts or decision makers when accounts make new key hires.
- Search for the company, navigate to its Account Page—Save Account
- Review the basic information on the Account Page
- Check the News & Insights tab for relevant recent news and updates
- Navigate to view All Employees
- Filter for C-Level—Save CEO & other relevant leaders
- Use filters to walk down the hierarchy— VP, Director, Manager
- Use keywords/function to quickly identify your contact(s) or people
in specific roles
- Save a minimum of 7 people
- Pay attention to the automated sales alerts emails on your accounts
- Job changes?
- Mentions in the news?
- Every morning check the Sales Navigator home feed
- Continue identifying new contacts
- Lead Recommendations
- ‘Discover’ tab
- Mobile app daily suggestions
- Surfacing a potential opportunity for the customer to improve a business process
- Introducing the customer to another partner who can help address a key issue
- Packaging up the latest industry research with your summary of the key trends and your unique perspective on the issues
- Admitting that your company can’t help solve a problem today but suggesting alignment with the customer’s future strategy
Investing time and not pressuring the customer demonstrates that you truly care about helping their company succeed. And that goes a long way to convincing the customer that you are the right strategic partner.
- Providing customers with a unique perspective on how they might operate (i.e., new ways to make money, save money, mitigate risk, etc.)
- Offering a vision forward for their business
- Explaining the potential ROI of taking action on an improvement opportunity
Conversations that offer customers a new way to think about or improve their business tend to be more effective at driving both retention and growth. Better yet, they position you as a strategic advisor delivering measurable value. And that means the customer is less likely to think about starting a relationship with a new—unproven—competitor.