The most important thing in sales is effectively reaching your prospects as quickly as possible. At the end of the day you’ll never close a deal with a prospect you can’t reach. But it’s not enough to just reach prospects, it is important to reach prospects who have higher chances of buying.
Yes, it can be tempting to cast as wide a net as possible to ensure your pipeline stays full. However, chasing prospects indiscriminately will only increase the amount of effort required to close a deal. Therefore, it is important to focus on sales-ready prospects.
Since its introduction in 2014, LinkedIn Sales Navigator is, for many SMEs and larger enterprises, one of the most important tools for salespeople. Its advanced search filters allow you to focus your prospecting efforts.
Using LinkedIn search filters, you can identify opportunities based on the Ideal Customer Profile that you have already identified. Using the Premium edition of Sales Navigator, you can use premium filters such as business size, years of experience, seniority level, and more.
When it comes to reaching your prospects quickly, one of the best ways of identifying the low hanging fruit is to find when employees from existing customers have changed jobs. Doing so means you already have a foot in the door and an advocate at their new company. And in July 2020 alone, there were 5000+ executives (C-suite) who changed jobs.
So, when you run targeted campaigns at your past clients (point of contact at your client-side) that have moved to somewhere else, it will nearly always outperform your cold outreach.
While employees, including decision-makers, leave your clients every day, how do you track and then reach out to your product advocates across companies? This is really simple using two tools: LinkedIn Navigator and SalesIntel’s FREE Chrome extension – RevDriver. SalesIntel offers 10 credits per month for free RevDriver users with the ability to add more based on your needs.
Check out this video where Blake Johnston, CEO of OutboundView, and Jason Hubbard, VP of Partnerships and Alliances at SalesIntel explained how to track buyers across companies using LinkedIn Navigator and then reach out to them using SalesIntel’s RevDriver.
The video details:
- Why it’s important to track your existing customers
- Where you can find them
- The process for tracing them to their new companies
- How to effectively reach out to them to drive conversions
Watch the Quick Tutorial Here!
Using LinkedIn Sales Navigator & RevDriver is key to a successful sales prospecting strategy.
DOWNLOAD STEP BY STEP GUIDE: Find Past Clients and Sign them Again
About Blake Johnston and OutBoundView
About Jason Hubbard & SalesIntel
Jason has literally grown-up in startups, including helping to grow three top 100 Inc. Fastest Growing Private Companies. Most recently, Cirrus Insight was number 41. He now serves as the VP of Partnerships and Alliances for SalesIntel.io. SalesIntel is the most comprehensive contact and company data provider that helps you target your ideal prospects and accelerate revenue growth.
SalesIntel is the top provider of accurate and affordable sales and marketing contact data. With 95% accurate, human-verified contacts, 70+ Million machine processed data, and the most direct-dial contacts in the industry, SalesIntel is your resource for contact data. SalesIntel’s new method is to have every direct dial number and email tested and re-verified every 90 days. Our combination of automation and researchers allows us to reach 95% data accuracy for all our published contact data while continuing to scale up our number of contacts. With the most comprehensive contact & company data and our excellent customer service, SalesIntel is your partner in growth!