Pro tip: Use the Personas feature

Mandy McEwen highlights the game-changing Personas feature in Sales Navigator. If you haven’t used it yet, here's how to get started:

1. Create your personas: Go into Sales Navigator and set up to 5 Personas based on your ideal customer profiles.

2. Build lists with personas: When creating lists in Sales Navigator, use the Personas filter to streamline your search.

3. Drill down for precision: Use additional filters to refine these lists into hyper-targeted prospects.

Why is this important? Leveraging Personas can significantly speed up your list-building process and improve the accuracy of your targeting. Most teams miss out on this because they aren't aware or don’t know how to use it effectively.

Tip: Regularly review and update your Personas to reflect any changes in your target market or customer insights.

List building with Sales Navigator

Brandon Bornancin offers a powerful strategy for sales professionals using LinkedIn Sales Navigator. He identifies five essential account lists to focus on:

1. Existing Customers

2. Active Opportunities

3. Dead-Lost Opportunities

4. Accounts in Your Sequence

5. Cold (Untouched) Whitespace

These lists are crucial because once added to Sales Navigator, they automatically generate account alerts, providing valuable insights to:

• Cross-sell and upsell to existing customers

• Accelerate ongoing deals to closure

• Rekindle missed opportunities

• Arrange additional meetings

• Explore new opportunities

Brandon emphasizes the importance of utilizing this Sales Navigator feature to filter alerts based on these account lists, a feature often overlooked.

Special thanks to Sandro Covi for referring 3 new readers to SalesDaily!

Sandro is an experienced sales coach from Switzerland who helps sales reps secure more deals and level-up their sales skills with on-the-job coaching before, during, and after customer meetings.

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Reach out to previous users

Kat Shuchuk shares a highly effective sales tip. She recommends reaching out to previous users of a service or product as a top outbound tactic. This strategy involves uploading lists into the "past company" filter in Sales Navigator, which helps target these users efficiently.

Here's her process:

1. Create a new account list.

2. Upload a CSV of current customers, segmented by Commercial vs. Enterprise + Strategy.

3. Create a saved search using these lists in the "past company" filter.

4. Add "My CRM Accounts" from their CRM.

5. Reach out to people to see if they are familiar with the service or product from their previous company.