#614: How to Use LinkedIn Sales Navigator for Lead Generation
30 Minutes to President's Club | No-Nonsense Sales
This episode features Sam McKenna, a record-breaking sales executive recruited by LinkedIn, demonstrating how to replace ineffective cold outbound with a systematic
Key takeaways
- Sam McKenna has broken 13 national sales records and was directly recruited by LinkedIn due to her mastery of Sales Navigator.
- Setting up alerts for first-degree connections changing jobs into target territories creates immediate, high-trust introduction pathways.
Main topics
- LinkedIn Sales Navigator
- Social Selling Strategy
Notable quotes
Sellers, cold outbound sucks for both you and your prospect. It takes an insane amount of effort, reply rates are in the tank, and you are fishing in the same pond as everybody else.
Conclusion
The episode delivers a highly actionable blueprint for sales professio
Transcript preview
Speaker 2 (0:00) Sellers, cold outbound sucks for both you and your prospect. It takes an insane amount of effort, reply rates are in the tank, and you are fishing in the same pond as everybody else. I literally wrote a book on cold calling, but Sam McKenna, who's the CEO of Hashtag Sam Sales, completely changed my mind about what I thought social selling and great outbound prospecting is. Sam literally has broken 13 national sales records. She was recruited by LinkedIn because she was so good at LinkedIn Sales Navigator, and she built her business from scratch into a multimillion dollar business using exactly what she teaches in her social selling course that she built in partnership with 30 MPC. Go to 30 MPC.com forward slash Sam. Her new course teaches you how to use relationship data and your networks network to get warm introductions into your dream accounts. It would never answer your cold call, respond to your cold email or open the gift that you sent to their office. If you go to 30 MPC. We are giving away all of Sam's favorite LinkedIn sales nav reports, alerts, and scripts that you can use to break into more accounts with less effort. We are going to teach you how to build your own inbound machine for the warmest, easiest leads you could possibly work. Today, I am sitting down with Sam McKenna, who has broken 13. company sales records in her career and has used what we are teaching in this video to bootstrap a multi-million dollar business. Most social selling advice is garbage. We are not going to sit here and tell you to go post content and wait for the leads to roll in. Here's Speaker 1 (1:39) the Speaker 2 (1:39) thing about social selling. Your network and your network's network is constantly changing. People are leaving and joining companies. They're speaking on conference panels together. They're engaging with each other online. And there is no way to keep track of that unless you do what we are going to teach you in this video where LinkedIn can literally alert you any time there is a social qualified lead. So Sam is going to take us through the highest performing alerts, how to set them up, and then how to actually reach out to these people. So the first one is in network job changers. Speaker 1 (2:10) So think about this. Every single time you have somebody that you know that's a first degree connection and moves into your territory, you're going to get a lead alert about it. Right. I love this because, again, it's people that you already know, but we can't track the 500 or 3,000 or 10,000 people that were connected on LinkedIn without this. But instead now, you know, anytime somebody moves in and you can capitalize on this. Right. So an example of this would be Speaker 2 (2:32) you used to work with an AE at your last company and you're connected on LinkedIn. And they change jobs, and now they're a CSM at a company you want to sell to. Even if you don't sell into the CS org, this person is someone that you know you're a first-degree connection. You'd kind of be a fool not to be like, yo, remember me? Can you help me break into your org? Speaker 1 (2:54) That's how we write it. That's great. Exactly. So what you're going to see here for current company is I've listed all of my accounts, and I've selected first-degree connections. This gives me a list of any first degree connection I have that's within my territory. And while that list is great, what I really want to do is hit save as we talked about in the previous module and get alerted anytime somebody new that I know joins my territory. Let's just think about a quick organizational note. You're going to see all of your saved searches that are listed here for your leads. And on a weekly basis, you're going to get updates every single time there's an update. to the saved search. That'll be delivered directly to your inbox and then you can come and check it here. Alternatively, you can block time and go in and look at these. You're also going to see any time a search has new results. Like for this one, you'll see that there's been 22 new results since this particular date. So Speaker 2 (3:38) the next one is when your executive leadership team makes new friends. So example, your skip skip skip level boss speaks on a big panel at a major conference and she is a co-panelist with one of your prospects. Now Speaker 1 (3:55) unless you are quite literally Speaker 2 (3:57) monitoring the calendar of all of your executives, you are going to miss times that your leadership team connects with and meets prospects Speaker 1 (4:07) that you want to tell to. Speaker 2 (4:09) So Speaker 1 (4:09) we've got to track this. You got it exactly right. So I think the other thing to think about is, well, I have 1,400 executives. So who am I going to prioritize? What you want to look at is your senior executives that speak often or travel often. Think about who's going to Con or who's going to World Economic Forum and who's constantly on the road speaking at conferences as a subject matter expert. These are the people I would build the searches around because we know that their networks are constantly expanding. Or if these are executives who are very active on LinkedIn, even if they're not speaking, we know that. networks are often changing. So here's how you do that. So this search is pretty straightforward. What we want to think about with this in mind is that I've put one of my senior leaders, I've used Lee Hickoen as an example, and so it said connections of. And then I put it against all of my accounts. Now, again, the results are interesting. And if you haven't done anything with the results before, you want to do something with them. But again, the magic here is in the save because it will send you an alert. Anytime Lee makes a new connection with somebody that's in my territory, I