May 26, 2023
Founder and CEO of Whistle, with over 10 years of selling technology to hundreds of SMB and Enterprize companies across multiple sectors.
In the latest episode of the Let’s Buy Saas podcast, Whistle CEO, David Zeff sat down with Matt Firestone, Co-Founder of SDRs of Israel. They take a look at why LinkedIn Sales Navigator should be an integral part of every SDRs tech stack.
As a sales development representative (SDR), your main objective is to fill your sales team's pipeline with high-quality leads. Finding those leads is no easy feat though. It requires research, outreach, and a lot of time. Luckily, there is a tool that can help you streamline your lead generation process: LinkedIn Sales Navigator.
Here are four reasons why SDRs should be using LinkedIn Sales Navigator as part of their software stack:
LinkedIn Sales Navigator allows you to search for leads based on a variety of criteria such as industry, location, job title, and company size. This means you can find the exact prospects that fit your ideal customer profile (ICP). Plus, you can save those searches and receive notifications when new leads meet your criteria. This saves you time and ensures you're always targeting the right people.
Once you find a lead, LinkedIn Sales Navigator provides you with a wealth of information about them. You can see their job history, education, and even mutual connections. This information allows you to tailor your outreach and create a more personalized message. Plus, you can use this information to identify commonalities between your prospects and use that in your messaging. “It makes breaking through the noise that much easier,” said Firestone.
Speaking of mutual connections, LinkedIn Sales Navigator allows you to leverage your network for warm introductions. You can see who in your network is connected to your prospect and ask for an introduction. This increases your chances of getting a response and builds trust with the prospect. This type of introduction also creates a level of trust that is priceless when starting a relationship with a new prospect.
LinkedIn Sales Navigator also provides you with insights into your prospects' activity on LinkedIn. You can see what posts they've liked, commented on, and shared. This information allows you to understand their interests and reach out to them in a way that they are familiar with and about topics that they can relate to. Plus, you can use this information to identify common pain points and use that in your messaging.
Firestone also offered listeners some advice on how to add extra value out of their outreach efforts. “I'm using this every single day when I’m connecting with someone on LinkedIn. It's the video and audio function.”
LinkedIn’s audio and video function allows SDRs to create personalized and engaging content to capture the attention of their prospects and communicate their message more effectively thereby increasing the chances of a successful outreach. Over and above providing a personalized touch to outreach efforts, this function is able to add extra value to an SDR’s communication strategy. In using LinkedIn’s audio and video functionality SDRs are able to produce authentic content that builds stronger relationships with prospects, as highlighted by Firestone.
LinkedIn Sales Navigator is a powerful tool that can help SDRs streamline their lead generation process, tailor their outreach, and build trust with prospects. If you're not already using it, it's definitely worth considering adding it to your software stack. For more information on SaaS, SDR Agency or Appointment Setting services, contact Whistle.
