HubSpot and Sales Navigator. How to Combine Their Forces in Prospecting?
Posted: Wed Dec 04, 2024 8:20 am
LinkedIn is a key social platform for professional contacts, especially if you operate in a B2B model. Not only marketers responsible for managing social media, but also salespeople will find a field of action there.
In this post, you'll learn how to use Sales Navigator to find leads and how HubSpot can help your salespeople with prospecting on LinkedIn.
Why use LinkedIn at all?
Social media is much more than a private tool for contacting friends, whether they are close or distant. LinkedIn is also much more than the job search tool it is often associated with. Here are some basic applications.
Building a network of professional contacts
LinkedIn allows you to establish professional contacts with people romania business email list with similar interests or areas of activity. It is an excellent tool for expanding your business network. Currently, there are over 6 million users on the Polish LinkedIn. However, you need to keep in mind that LinkedIn is more of a database, not a magic tool that will build a network of acquaintances.
Recruitment and job search
This platform is often used for recruiting new employees and job searches. Both employers and job seekers can use LinkedIn to find suitable candidates or job offers. Some even call it an online CV pool.
Building a personal and business brand
LinkedIn is a great place to build a personal brand for professionals and a company brand. By sharing valuable content, participating in discussions and being active in the community, you can build a reputation as an expert in a given field or strengthen brand recognition.
Generating leads and acquiring customers
For many companies, LinkedIn is a potential source of lead generation and customer acquisition. We can approach it in two ways. We can act inbound - that is, publish valuable content, participate in discussions or help solve problems of other users, thanks to which customers will get to know us and contact us when they need our services. On our blog, you can read about how to publish on LinkedIn using HubSpot . We can also act outbound, that is, actively search for customers.
In this post, we will focus on the possibilities that integration with HubSpot gives your salespeople in outbound marketing – in prospecting, segmenting, and establishing contact with potential customers.
Creating lists and filtering in Sales Navigator
Sales Navigator gives us the ability to:
creating customer databases by appropriately filtering LinkedIn users,
work on databases with the possibility of contacting those who are not our contacts via inMail,
integration with the CRM system to transfer data quickly and efficiently.
The first key function from the sales perspective is the ability to create your contact lists. These can be lists of both people (in Sales Navigator terminology – leads) and companies (accounts).
These lists can have up to 1,000 contacts and you can share them with other employees in your company, for example, to avoid repeating contact with a customer.
To create lists that meet your needs, Sales Navigator provides extensive filtering tools.
Company filtering
We can filter companies by, among others:
annual income,
employment levels,
growth rates,
headquarters location,
industry, number of people,
who are watching her on LI,
the size of the department (e.g. how many salespeople there are).
If we are looking for the largest companies in the world, we can use the Fortune 500 filter and select the appropriate range.
If we offer technology, we can select the "technologies used" filter to find companies using, for example, a competitive solution based on the plugins visible on the company's website (in this case, the data may be out of date).
We can filter out companies that are currently hiring, are actively publishing on LinkedIn, or are showing interest in buying, the so-called buyer intent. (This function works similarly to ZoomInfo or Clearbit, i.e. it collects data on companies and business contacts from various sources and qualifies those that indicate interest in buying a product. It is not an infallible source, but it can gently suggest where it is worth trying).
In this post, you'll learn how to use Sales Navigator to find leads and how HubSpot can help your salespeople with prospecting on LinkedIn.
Why use LinkedIn at all?
Social media is much more than a private tool for contacting friends, whether they are close or distant. LinkedIn is also much more than the job search tool it is often associated with. Here are some basic applications.
Building a network of professional contacts
LinkedIn allows you to establish professional contacts with people romania business email list with similar interests or areas of activity. It is an excellent tool for expanding your business network. Currently, there are over 6 million users on the Polish LinkedIn. However, you need to keep in mind that LinkedIn is more of a database, not a magic tool that will build a network of acquaintances.
Recruitment and job search
This platform is often used for recruiting new employees and job searches. Both employers and job seekers can use LinkedIn to find suitable candidates or job offers. Some even call it an online CV pool.
Building a personal and business brand
LinkedIn is a great place to build a personal brand for professionals and a company brand. By sharing valuable content, participating in discussions and being active in the community, you can build a reputation as an expert in a given field or strengthen brand recognition.
Generating leads and acquiring customers
For many companies, LinkedIn is a potential source of lead generation and customer acquisition. We can approach it in two ways. We can act inbound - that is, publish valuable content, participate in discussions or help solve problems of other users, thanks to which customers will get to know us and contact us when they need our services. On our blog, you can read about how to publish on LinkedIn using HubSpot . We can also act outbound, that is, actively search for customers.
In this post, we will focus on the possibilities that integration with HubSpot gives your salespeople in outbound marketing – in prospecting, segmenting, and establishing contact with potential customers.
Creating lists and filtering in Sales Navigator
Sales Navigator gives us the ability to:
creating customer databases by appropriately filtering LinkedIn users,
work on databases with the possibility of contacting those who are not our contacts via inMail,
integration with the CRM system to transfer data quickly and efficiently.
The first key function from the sales perspective is the ability to create your contact lists. These can be lists of both people (in Sales Navigator terminology – leads) and companies (accounts).
These lists can have up to 1,000 contacts and you can share them with other employees in your company, for example, to avoid repeating contact with a customer.
To create lists that meet your needs, Sales Navigator provides extensive filtering tools.
Company filtering
We can filter companies by, among others:
annual income,
employment levels,
growth rates,
headquarters location,
industry, number of people,
who are watching her on LI,
the size of the department (e.g. how many salespeople there are).
If we are looking for the largest companies in the world, we can use the Fortune 500 filter and select the appropriate range.
If we offer technology, we can select the "technologies used" filter to find companies using, for example, a competitive solution based on the plugins visible on the company's website (in this case, the data may be out of date).
We can filter out companies that are currently hiring, are actively publishing on LinkedIn, or are showing interest in buying, the so-called buyer intent. (This function works similarly to ZoomInfo or Clearbit, i.e. it collects data on companies and business contacts from various sources and qualifies those that indicate interest in buying a product. It is not an infallible source, but it can gently suggest where it is worth trying).