Internationalization strategies: the use of LinkedIn Sales Navigator

Within the scope of internationalization strategies, identifying new opportunities is an ongoing challenge for businesses. Here it is LinkedIn Sales Navigator emerges as a crucial tool, an ally of companies in meeting this challenge. Equipped with advanced features, it allows you to search and identify new potential customers based on specific criteria, thus facilitating the identification of qualified sales opportunities and the acquisition of new contacts.

However, despite being an increasingly widespread tool among entrepreneurs, to be able to use it to its full potential, a clear and well-defined strategy and the appropriate tools to implement it are necessary. To be able to act in the right direction, it could be ideal to be supported by experts in this field.

Access to LinkedIn Sales Navigator is via a subscription, and it includes automation for lead generation, based on advanced profiling that allows for targeted and personalized communications to build lasting relationships.

With an extensive network of over 900 million potential stakeholders (since it refers to early 2023), LinkedIn Sales Navigator allows you to find profiles that match specific requirements through the platform's algorithm. Features include saving leads and accounts of interest, sending personalized messages via InMail, and immediately sharing leads, notes, and activities within the work team to foster communication and synergy.

LinkedIn Sales Navigator: key features and its role in the Internationalization strategy

LinkedIn Sales Navigator is a fundamental asset for companies operating in the export sector as well. Thanks to its unique features and advanced functionalities, this tool offers a series of advantages in identifying market opportunities and strengthening companies' global presence. Let's take a closer look at the main features of LinkedIn Sales Navigator, and the benefits it can bring in the context of internationalization strategies corporate.

The “Profiles” function”

The introduction of Sales Navigator's Profiles feature in 2023 represented a significant step forward in identifying new customers.

This functionality allows users to identify recurring profiles in their searches, offering advanced personalization that surpasses the previous “Sales Preferences.” With the ability to create up to 5 distinct profiles, each with specific characteristics such as Job Function, Seniority Level, Current Title, and Geographic Area, you can tailor your searches in a targeted and effective way. This flexibility allows for further refinement of lead and account search strategies, providing an advantage. competitor in the context of export-oriented companies. The easy implementation of profiles during searches ensures immediate access to desired filters, while the ability to create and save custom searches for future use guarantees greater efficiency and accuracy in identifying market opportunities.

The “Search” function”

LinkedIn Sales Navigator searches are a crucial point in the internationalization strategies corporate, offering users the ability to find profiles of people or business pages through filters and keywords. 

This way you can conduct advanced searches using a variety of filters, but they also allow you to savethe research carried out, recallsrle and generatesrne of new ones.

This process is essential to ensure that no sales opportunities are overlooked, fostering effective international expansion. Purchasing a Sales Navigator license offers the ability to conduct unlimited searches, thereby overcoming the limitations of a free account. The available filters include those for lead/profile searches as well as for accounts/company pages, allowing access to a range of exclusive Sales Navigator options not available in LinkedIn's Premium licenses. 

In the latest versions In Sales Navigator Core, Sales Navigator Advanced, and Advanced Plus, search criteria can be further customized, including or excluding specific parameters, allowing for even greater adaptability to the needs of businesses that also sell beyond national borders. 

Advanced searches allow users to combine multiple filters using the Boolean operators AND, OR, and NOT, thereby expanding the possibilities for identifying global business opportunities. These operators provide unlimited access to searches, but it is crucial to understand their correct usage to maximize their effectiveness.

We are referring, for example, to the use of double quotation marks to search for consecutive keywords, and to Spotlight filters, which allow you to quickly select profiles that meet certain criteria.

The Inmail tool

Le InMail they represent a hybrid type of communication between LinkedIn and email, characterized by a mandatory subject line of up to 200 characters and a message body that can contain up to 1,900 characters, also allowing file attachments and the inclusion of automatic signatures. 

With Sales Navigator, users can send up to 50 InMails per month, a higher amount than previous licenses. If the recipient responds, the InMail used is credited back. Unused InMails accumulate up to a maximum of 150 per quarter, after which they are reset. It is crucial to use InMails sparingly and avoid indiscriminately sending sales pitches, as building professional relationships plays a central role on LinkedIn.

LinkedIn Sales Navigator for the B2B marketplace

According to LinkedIn, using Sales Navigator can yield significant results, such as. a 171% increase in business negotiations and 421% more successful deals. This tool offers a wide range of advanced search filters, allowing you to identify the most relevant leads for your target audience, which is very useful in the B2B market.

Thanks to its advanced features, it helps optimize negotiations, improving the effectiveness of lead generation and conversion strategies.

Using this tool, it is therefore possible to identify otherwise unexplored business opportunities, expand your network, and communicate in a targeted and convincing manner with potential clients in B2B markeplace. 

However, it's important to remember that, despite innovative tools for contact research and profiling being provided, the research or conversation with leads is not automated, leaving sales teams or professionals interested in opportunities with full freedom to manage the dialogue with contacts.

In summary, for all companies interested in leveraging Sales Navigator's tools and features, adequate awareness and training are necessary to embark on a path of growth and business expansion.

For companies looking to fully leverage the potential of LinkedIn Sales Navigator in internationalization strategies and in the context of the B2B marketplace overseas, Octagona offers specialized consulting and support. Thanks to its experience in the field of internationalization, Octagona can help your company maximize the use of this tool to achieve its global business objectives.