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How to Use LinkedIn Sales Navigator For Lead Generation (2025 Update)

#AI Tools
2025-06-20 20:139 min read

Content Introduction

In this video, Jed Marley, head of sales at Mailshake, teaches viewers how to effectively use LinkedIn Sales Navigator, a powerful prospecting tool. He shares his journey from struggling as an SDR to achieving over 200% of his quota through mastering Sales Navigator strategies. The course outlines eight key strategies, including creating customer personas, leveraging job changes, targeting growing companies, and utilizing content keywords. Jed emphasizes the importance of reaching out to prospects who have recently changed jobs and those familiar with the company. Additionally, he reveals bonus tactics such as using company followers and previous work history filters to connect with warm leads. The video aims to empower sales representatives to leverage LinkedIn effectively and build their prospecting skills.

Key Information

  • Jed Marley introduces a course on LinkedIn Sales Navigator, emphasizing its power as a prospecting tool.
  • Many sales reps don't utilize this tool to its full potential; the course aims to teach effective strategies.
  • Students will learn eight core strategies plus three bonus strategies to improve their sales performance.
  • The course will include step-by-step guides and suggested messaging to help users implement the strategies.
  • Marley shares personal experiences, noting how mastering Sales Navigator helped him exceed sales quotas and get promoted swiftly.
  • Learners will also understand how to set up customer personas for precise targeting, enhancing lead generation efforts.
  • He discusses the importance of targeting job changers as they often seek new solutions and can be more receptive to offers.
  • The course will demonstrate how to leverage various filters on LinkedIn to identify prospects based on specific criteria.
  • Marley highlights the benefit of connecting with former colleagues or clients for warm introductions.
  • The final strategies will focus on utilizing LinkedIn effectively to find leads discussing relevant industry keywords.

Timeline Analysis

Content Keywords

LinkedIn Sales Navigator

LinkedIn Sales Navigator is described as the most powerful prospecting tool available but is underutilized by many sales reps. The course aims to teach users how to leverage its full potential with eight strategies and three bonus methods that have proven effective in achieving over 200% of sales quotas.

Prospecting Strategies

The course includes a focus on strategies and techniques for effective prospecting, targeting decision makers who are new to roles or companies, utilizing Sales Navigator to identify warm leads, and crafting effective messaging for outreach.

Setting Up Personas

A key feature of Sales Navigator is setting up personas for ideal customer profiles, allowing sales reps to filter their search for ideal prospects more effectively.

Job Changer Strategy

Targeting decision makers who have recently changed jobs, as they are likely in the market for new solutions. The strategy involves navigating through Sales Navigator's filters to identify these leads.

Using Content Keywords

Another strategy emphasizes leveraging content keywords to identify prospects discussing relevant topics related to your product or service, thus finding potential leads actively engaging online.

Company Followers

Utilizing the company followers feature of Sales Navigator to find warm leads who are interested in your company, enhancing outreach opportunities.

Previous Work History Filter

Using the previous work history filter to find prospects with previous connections to your company or relevant customers, providing a warm introduction point for outreach.

Related questions&answers

What is LinkedIn Sales Navigator?

LinkedIn Sales Navigator is the most powerful prospecting tool on the market designed to help sales professionals find and connect with potential customers.

How can I use LinkedIn Sales Navigator to its full potential?

In this course, you'll learn practical strategies for maximizing your use of LinkedIn Sales Navigator, including how to target the right audiences and use effective messaging.

What types of strategies will be covered in the course?

The course will cover eight strategies along with three bonus strategies that are designed to help you significantly increase your sales quota.

Who is the instructor of the course?

The instructor is Jed Marley, head of sales at Mailshake and creator of the Practical Prospecting Newsletter.

What are personas in LinkedIn Sales Navigator?

Personas are filters you create for your ideal customer profiles, allowing you to focus your searches on individuals that match specific criteria relevant to your business.

Why should I focus on decision makers who are new to a company?

New decision makers are often looking for solutions to problems that arise from their recent transitions and are more likely to engage with new vendors.

How do I find growing companies to target?

Use the headcount growth filter in Sales Navigator to find companies that are expanding or hiring, as they are likely experiencing challenges where your solution can help.

What is the best way to reach out to new prospects?

A good approach is to mention common connections, reference relevant past experiences, and frame your message around their current challenges and needs based on their previous roles.

How does LinkedIn Sales Navigator help with decision-making?

Sales Navigator provides insights into how your leads engage with content on LinkedIn, enabling you to tailor your messaging and approach based on their interests.

What is the importance of social proof in outreach?

Social proof, such as referencing mutual connections or previous interactions, can increase trust and improve the likelihood of a positive response from potential leads.

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