Sales Navigator Masterclass EP8: Expand Post-Sale Impact

Turn customers into long-term partners. The sales journey doesn’t end at the close – this Episode focuses on using Sales Navigator for account management and growth after the initial sale. You’ll learn how to stay engaged with customers post-sale by monitoring account developments (such as organizational changes or new projects) that could present upsell or cross-sell opportunities. We also cover strategies to continue building relationships with additional stakeholders in the account, helping drive renewals, expansions, and advocacy in the long run. 

In this episode you’ll learn:

• Map the full buying committee using persona insights – identify all key roles (economic buyer, technical influencer, etc.) involved in the decision.

• Leverage Relationship Explorer and Smart Links to deepen your understanding of how stakeholders are connected and to share insights that engage multiple people at once.

• Save key leads and searches to keep track of new stakeholders over time, ensuring you continue to identify and engage new members of the buying group as the deal progresses.

Sales Navigator Masterclass EP7: Multithread Like a Strategist

Engage the whole buying committee. Relying on a single champion is risky – this Episode teaches how to multithread your deals by engaging multiple stakeholders in an account. Sellers will learn to map out the full decision-making unit (using tools like Personas and Relationship Maps) and develop a plan to connect with each key influencer or decision-maker. By broadening your reach within the account, you reduce deal risk and increase your chances of finding the right person to move the opportunity forward.

In this episode, you’ll learn to:

• Map the full buying committee using persona insights – identify all key roles (economic buyer, technical influencer, etc.) involved in the decision.
  
  
• Leverage Relationship Explorer and Smart Links to deepen your understanding of how stakeholders are connected and to share insights that engage multiple people at once.
  
  
• Save key leads and searches to keep track of new stakeholders over time, ensuring you continue to identify and engage new members of the buying group as the deal progresses.

Sales Navigator Masterclass EP6: Unlock Hidden Allies for a Warm Introduction

Find the warm way in. Referrals and internal champions can dramatically improve your odds of breaking into an account. In this episode, sellers learn how to uncover “hidden allies” – people in their network or company who can provide a warm introduction to target prospects. We’ll show how to use TeamLink and the “Best Path In” feature to reveal shared connections, and discuss best practices for requesting referrals (even leveraging AI-suggested intro messages) to get in front of decision-makers through trust-based channels.

In this episode, you'll learn to:

• Identify network connectors who can introduce you to a target buyer – e.g. mutual connections, colleagues, or alumni who know the prospect.
  
  
• Use Best Path In and TeamLink to uncover the strongest warm pathways into your target accounts, leveraging your team’s relationships to avoid cold outreach.
  
  
• Ask for introductions effectively, using recommended templates or AI-generated intro messages to make it easy for your contacts to help you.

Sales Navigator Masterclass EP5: Know When Buyers Are Ready to Engage

Strike while the iron is hot. Here we cover how to leverage buyer intent features in Sales Navigator to prioritize outreach when interest is highest. Sometimes buyers are already researching solutions – this session teaches you to recognise those intent signals and act on them.

In this episode, you’ll learn to:

• Interpret Buyer Intent and Category Interest signals to gauge which accounts are actively researching or showing purchase intent.
  
  
• Recognise engagement cues (such as a prospect viewing your profile or clicking on your content) as indicators that a buyer may be ready for contact.
  
  
• Identify high-intent accounts using Account Hub insights, focusing your time on companies where there’s clear interest or momentum.

Sales Navigator Masterclass EP4: Stay Ahead of the Curve with Alerts and Signals

Never miss a key buyer signal. This Episode focuses on proactively monitoring your Sales Navigator Alerts to stay informed about important changes across your accounts and leads. 

In this episode, you’ll learn to:

• Monitor critical buyer and account alerts (e.g. new decision-maker hires, engagement with your company’s content) so you can respond to developments in real time. 
  
  
• Customise your alert settings to track the most relevant updates and filter out less useful notifications, ensuring you focus on signals aligned with your sales goals.
  
  
• Respond promptly to important signals – for example, if a lead views your profile or a target account gets new funding, follow up immediately with a tailored message to capitalise on that interest

Sales Navigator Masterclass EP3: Master the Engagement Ladder

Warm up cold prospects and spark conversations. Reaching out cold doesn’t have to feel cold – this Episode covers how to gradually turn a cold contact into a warm conversation.

In this episode, you’ll learn to:

• Identify “soft touch” engagement opportunities (such as commenting on or sharing a buyer’s posts) to build familiarity before a direct approach.
  
  
• Use alerts to personalise outreach, tailoring your messages around trigger events (like a prospect’s recent activity or milestone) for greater relevance.
  
  
• Optimise your first message using AI guidance (e.g. Lead IQ insights and Message Assist), so your InMail or email is highly personalised and compelling from the start.

Sales Navigator Masterclass EP2: Pinpoint the Right People at the Right Time

Find key players and engage at the perfect moment. This session dives into advanced prospecting techniques to identify the right buyers within the right accounts, and to do so with timing in mind.

In this episode, you’ll learn to:
 

• Build advanced lead and account searches that surface high-potential contacts in your territory (using filters for role, industry, etc.)
  
  
• Automate lead tracking by saving searches and setting alerts, so you’re notified when new prospects meet your criteria.
  
  
• Recognize buyer readiness signals (e.g. new funding, job changes) to time your outreach when a prospect is most likely to engage.