How to Use LinkedIn Sales Navigator to Find Warm Leads

VengresoBlog Post How to Use LinkedIn Sales Navigator to Find Warm Leads
businessman his office with magnifying glass looking for warm leads online

How to Use LinkedIn Sales Navigator to Find Warm Leads

There is a GOLD MINE opportunity for LinkedIn® Sales Navigator Users.

Did you know that you can easily filter to find 2nd-degree connections who follow your company’s LinkedIn® page? These prospects are already familiar with your company’s brand and the products or services you offer. Consequently, building and nurturing your relationships with these warm leads will be easier than reaching out to a buyer cold who may have less familiarity with your organization.

Did I mention that it’s an absolute GOLD MINE?

There’s a way to find warm leads for your #business or #sales organization on LinkedIn and it’s an absolute gold mine. Here's @KurtShaver to reveal what it is! #SalesProspecting #SellingWithLinkedInClick To Tweet

Find 2nd Degree Connections Who Follow Your Company Page

Successful LinkedIn® Sales Navigator users are well aware of all the search capabilities the platform offers. For instance, you can filter a search by company, company headcount, and even seniority. This is a great way to narrow your results to avoid all the clutter to save time while prospecting and saving leads.

Unfortunately, even many experienced Sales Navigator users are missing a prime opportunity to find 2nd-degree connections who are also followers of your Company Page. Identifying the prospects who know your company and find your content helpful presents a great opportunity to connect with more prospects.


Because you’re engaging with people who are already familiar with your business and took ACTION to stay up-to-date with your company.

Talk about potential Buying Intent.

Here are three easy steps to finding these prospects:

Many experienced #SalesNavigator users are missing a prime opportunity to find warm leads. #DigitalSales expert, @KurtShaver, talks about it in this article. #Sales #Business #LinkedInTipsClick To Tweet

Step 1: Perform a Wide Search

First, you need to understand who your target buyer is to create an Ideal Customer Profile. Once that’s done, you can perform a wide search on Sales Navigator. Your search should include their role and their function. In the image below you can see I used ‘Sales’ for their role and included ‘Chief Revenue Officer’ and ‘VP of Sales’ for their functions.

You can also narrow it down by location if you are tied to a specific territory or region. However, you want to find as many results as possible, so you don’t want to be too specific.

Also, don’t forget to filter 2nd-degree connections under relationship. That’s the whole point of this Sales Navigator tip exercise!

Tips on how to use LinkedIn Sales Navigator to find warm leads

Step 2: Identify Those Who Follow Your Company

Next, it’s amazing how easy it is to find those 2nd-degree connections who follow your LinkedIn® Company Page. Once you’ve completed your search, all you have to do is scroll the top tabs all the way to the right on the Search results page. There, you’ll find a tab called: “Leads That Follow Your Company on LinkedIn®.”

As you can see in the image above, for the customer profile that I searched for, I have 22 2nd-degree connections that also follow our Company Page.

Step 3: Send an Invitation

The final step is to send an invitation. The key is to get the messaging right. Yes, they know your company, but you don’t want to come across as too aggressive. After all, we know how annoying the ‘spray and pray’ approach is.

Instead, follow the PVC Sales Methodology™. That’s where you personalize your message, provide value, and offer a call to action. Take note that this call to action should not be for a meeting! Build and nurture the relationship first.

Instead, use a soft CTA such as asking a question. For instance, you could ask, “Did you see any specific content that you liked?” or “What content did you find most helpful?” This technique develops relationships to increase your conversion rate.

#SalesTip 👉 Incorporate the PVC Sales Methodology™ when sending invitations to connect. This increases the likelihood of acceptance and initiating a conversation. 👈 #Sales #SalesLeadership @KurtShaverClick To Tweet

Acquire More High-Quality Leads from LinkedIn® Sales Navigator Today!

The three steps mentioned above are quick and easy, even for Sales Navigator beginners. Using this particular Sales Navigator tip has immediate results for your prospecting results.

Best of all, these are warm leads, as they know what your company is all about and how your services help customers. However, you still need to work on building the relationship through personalized messaging to secure an offline sales conversation.

Are you using LinkedIn® Sales Navigator effectively? Learn the techniques we teach our enterprise customers in our On Demand Selling with Sales Navigator training program.

But wait there’s more!

Is your sales team leveraging digital selling techniques to find, engage, and connect with the modern buyer? Learn how a Digital Selling Benchmark Assessment compares your sales team against industry standards to reveal immediate remedies to strengthen your team’s digital selling skills.

Kurt Shaver

Kurt Shaver is a co-founder and Chief Sales Officer of Vengreso. Kurt is an expert at getting sales teams to adopt new sales tools and techniques. Through a successful career in technology sales, Kurt learned what it takes to reach B2B decision makers. As a VP of Sales for a global software company, Kurt was the executive sponsor of a rollout. That’s how he learned what it takes to get salespeople to adopt new tools and techniques. That knowledge led to him launch his own Salesforce consulting business in 2008. When LinkedIn went public in 2011, Kurt recognized that LinkedIn would be the next great sales technology and that it would require expert training. He pivoted his business and now has over 10,000 hours of experience training corporate sales teams like CenturyLink, Ericsson, and TelePacific Communications. Kurt is the creator of the Social Selling Boot Camp and is a member of the National Speakers Association. He frequently speaks at corporate sales meetings and conferences like Dreamforce, Sales 2.0, and LinkedIn’s Sales Connect.

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