LinkedIn... It is the most complete, up-to-date and best source of B2B acquisition.
Using LinkedIn Sales Navigator well, is doing acquisition miracles 💙
With this tutorial you will take your use of Sales Navigator to a high new level 🏆💥
We will show you the whole process and in particular the technique / hack to import and process a list of companies directly in Sales Navigator
Yes, just a list including the names of the companies you are targeting 🔥
If you are familiar with LinkedIn Sales Navigator search, email scraping and enrichment, you can access the hack directly here 🤫
1. Search and retrieve profiles from Sales Navigator
1.1 Search for profiles
Boolean search is your best friend when prospecting on LinkedIn
It is important to be very specific in your research of your ICP (Ideal Customer Profile) / persona:
- Job function or title (example: CEO, CMO, Growth, Sales....)
- Spoken Language
Refine the search with Boolean criteria:
- AND : selection of several mots : useful in combined searches
- OR: choice of either term
- NOT: exclusion of a word from the search.
- Quotation marks: expression of attached keywords
- Brackets: succession of conditions
Note that the system processes what is in brackets first.
💡It is imperative to tweak your search and exclude, for example, trainees, investors....
1.2 Extracting data from LinkedIn Sales Navigator profiles
Once you have a targeted search, you have to extract the data from LinkedIn Sales Navigator
For example, you can use :
- Captain Data
- lemlist (the extension)
- Waalaxy (Prospectin)
- The Growth Machine
💡 We recommend these tools (6/7 are French 😉 ) as they scrap the companies' websites at the same time, which greatly improves the enrichment results.
Now, you have a file containing the first name +last name + website and LinkedIn profile .... of your prospects.
Let's move on...
1.3 Enriching these Sales Navigator searches with emails
You just have to upload your file directly on Dropcontact to enrich it with business email addresses (+ phone, title, legal information of the company...)
💡 If you haven't tried Dropcontact yet, the first 100 credits are free 🎁
2. Identify your target companies
For example, here are 3 techniques for targeting companies:
2.1 Account Based Marketing
By implementing an ABM (Account Based Marketing) strategy and focusing marketing and sales resources on key target accounts.
2.2 Targeting by type of business
Searching for companies by industry, size or location
- For French companies: Sirene (bonus, it's exhaustive and free 😋)
2.3 Targeting by technology used
By looking for companies that use specific solutions (Shopify, Wordpress, Hubspot...)
Whatever your strategy, you will have a list of your target companies...
💥It is possible, simply from a list of company names, to find your target contacts, enrich them and address them in a super personalized way.
3. Cross-reference a list of companies with LinkedIn Sales Navigator profiles
Cross-referencing the profiles sought in a list of companies is currently extremely laborious 😥
This technique/hack will finally solve this problem and save you precious time! 🙌🏼
There is a "company file import" feature that was only available in the Sales Navigator Enterprise subscription, the most expensive plan with a minimum purchase of 10 licenses... WTF!!
But now... This is where the magical world opens up to you!
The solution: upgrade from Sales Navigator Professional plan to Sales Navigator Team plan 🔥🔥🔥
This is hot (April 2021): the company list import feature is now included in the plan Sales Navigator Team (LinkedIn has not yet communicated on it).
The subscription for a whole year, is much cheaper than 1 month of defraying an intern 😁
Between Sales Navigator Professional and Sales Navigator Team, the difference is €43/month, or only €516 per year.
Our recommendation: take out a monthly subscription and cancel whenever you want.
Here's how to use it...
3.1 Importing a List of Company Names into LinkedIn Sales Navigator
A few prerequisites before you launch and explode your prospecting
- Have a LinkedIn Sales Navigator Team account 😉
- Have defined personas. You must therefore have defined your target beforehand and you know the companies and professions that will be interested in your product or service.
You will be able to import lists of companies, and then search for and find the people in those companies that you are targeting.
💡 It is not possible to import a list of leads / contacts, only a list of companies.
- Prepare your list
Make sure your file is a .csv with commas as separators and that it is encoded in UTF-8. The file must not exceed 1,000 lines.
At this point, just remember to put a header to properly name your columns: LinkedIn Sales Navigator will ask you to match your columns.
In most cases, the company name is more than enough for the algorithms to find the associated LinkedIn page.
The power of LinkedIn's algorithm allows in most cases to find the LinkedIn page only from the company name.
- Upload your file
A simple drag-and-drop allows you to import your list of companies.
- Match the columns of your file with the fields imposed by LinkedIn Sales Navigator
- In a few seconds / minutes, your list is created and enriched with the URLs of the LinkedIn profiles of the Companies.
From there, you will be able to find exactly the people you want to address.
3.2 Moving from a list of companies to a database of identified prospects
2 ways to get the LinkedIn profile of these target persons
1. Directly from your list by clicking on Actions > Search for leads.
You get ALL the people from the companies you just found.
💡It is advisable to make several lists and then tag each of them and create appropriate campaigns; unless you master the liquid language in your cold email tool (for example, lemlist handles liquid)
Don't shoot at everything that moves! Understand and target your prospects to hyper-personalize your messages and get meaningful results.
2. By going directly to the search > All filters.
The trick to a classic search is to use theCustom List - Accounts.
All you have to do is apply your filters to this Custom List.
This will be effective only on the people in the companies you are targeting.
⚠️ Be careful when building your filters by removing for example "intern", "intern", "investor" or any other profile that is not relevant to you.
You have gold in your hands: targeted and enriched profiles ready to be contacted.
You've just taken your Sales Navigator to a whole new level, while saving precious time #ppite 💥