Internationalization strategies: the use of LinkedIn Sales Navigator

As part of the internationalization strategies, identifying new opportunities is a constant endeavor 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, although it is an increasingly popular tool among entrepreneurs, to be able to use it by making the most of it, you need a clear and well-defined strategy and the right tools to implement it. To be able to act in the right direction, it might be ideal to be supported by experts in this field.

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

With an extensive network of over 900 million potential stakeholders (as of early 2023), the LinkedIn Sales Navigator allows profiles matching specific requirements to be identified through the platform's algorithm. Features include saving leads and accounts of interest, sending personalized messages via InMail, and instantly sharing leads, notes, and tasks within the work team to foster communication and synergy.

LinkedIn Sales Navigator: key features and its role in the internationalization strategies

LinkedIn Sales Navigator is also a key asset for export companies. With its unique features and advanced functionality, this tool offers a number of advantages in detecting market opportunities and enhancing 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 the Sales Navigator Profiles function in 2023 was a significant step forward in identifying new customers.

This feature allows users to identify recurring profiles in their searches, offering advanced customization that surpasses previous “Sales Preferences.” With the ability to create up to 5 distinct profiles, each with specific characteristics such as Job Function, Seniority Level, Current Qualification, and Geographic Area, users can tailor their searches in a targeted and effective manner. This flexibility allows for further refinement of lead and account search strategies, giving an advantage over the competitor in the context of export-oriented businesses. Easy implementation of profiles during searches ensures immediate access to the desired filters, while the ability to create and save custom searches for future use ensures 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 locate profiles of people or business pages through filters and keywords. 

In this way it is possible to 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 opportunity is overlooked, facilitating effective international expansion. Purchasing a Sales Navigator license offers the ability to conduct unlimited searches, thus exceeding the limits of the free account. Available filters include those for both lead/profile and account/company page searches, allowing access to a number of Sales Navigator-exclusive options not available in LinkedIn's premium licenses. 

In the newer versions of Sales Navigator Core, Sales Navigator Advanced and Advanced Plus, it is possible to further customize the search criteria, including or excluding specific parameters, allowing even greater adaptability to the needs of those businesses also selling outside national borders. 

In fact, advanced searches allow users to combine multiple filters using the Boolean operators AND, OR and NOT, thus expanding the possibilities of identifying global business opportunities. Such operators give unlimited access to searches, but it is critical to understand their proper use to maximize their effectiveness.

We refer, for example, to the use of double quotes to search for multiple consecutive keywords, and to Spotlight filters, which allow profiles that meet certain criteria to be quickly selected.

The Inmail tool

Le InMail 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 of up to 1,900 characters, while also allowing file attachments and the inclusion of automatic signatures. 

With the use of Sales Navigator, users can send up to 50 InMails per month, a higher amount than with previous licenses. If there is a response from the recipient, the InMail used is credited back. Unused InMail is accumulated up to a maximum of 150 over the quarter, after which it is reset to zero. It is critical to use InMail sparingly and avoid sending business proposals indiscriminately, as professional relationship building takes center stage on LinkedIn.

LinkedIn Sales Navigator for the B2B marketplace

According to LinkedIn, using Sales Navigator can yield significant results, such as. A +17% increase in business negotiations and 42% more fruitful 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.

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

Using this tool, you can then identify otherwise unexplored business opportunities, expanding your network and communicating in a targeted and compelling way with potential customers in the B2B markeplace. 

However, it is good to remember that although innovative tools are provided for contact research and profiling, the research or conversation with leads is not automated, leaving the sales force or professionals interested in opportunities with full freedom to manage the dialogue with contacts.

In summary, for all businesses that are interested in taking advantage of Sales Navigator's tools and features, proper awareness and training are needed in order to embark on a path of business growth and expansion.

For companies wishing to take full advantage of the potential of LinkedIn Sales Navigator in the internationalization strategies and in the context of the B2B marketplace overseas, Octagona offers specialized advice and support. With its experience in the field of internalization, Octagona can help your company maximize the use of this tool to achieve its business goals on a global scale.