Organizing Your Pipeline with Sales Navigator Lists

I’ve been a big fan of Sales Navigator for years and it’s a mandatory tool if you are using LinkedIn to generate leads. Occasionally my clients will balk at the investment and I ask them what a new client is worth to them in dollar value. I then ask them “if you could close one more deal every month, what you it do for your bottom line?” They never balk at the $1200 per year investment after we do the numbers.

One of my favorite features of Sales Navigator is the lists feature. Lists lets me segment my sales pipeline in a way that makes sense to me. I can also share my lists with team members so we can collaborate and coordinate our prospecting.

You can create Lead Lists and Account Lists. This lets you follow individuals as well as your target accounts. You can see when people are active on LinkedIn, when they’re mentioned in the news, when they change jobs. Not everyone logs into LinkedIn every day so knowing when they’re posting content or commenting on other people’s content lets you get their attention by commenting on the same content. This gets you on their radar and they often view your profile when you comment on their activity.

You are also notified when accounts are in the news. This lets you quickly reach out to your prospects and clients to congratulate them about their new product releases…