Generate More B2B Insurance Leads Using LinkedIn Sales Navigator

LinkedIn Sales Navigator may not be a free tool, but it’s a very useful one. The sales enablement tool helps insurance sales reps prospect insurance leads and key accounts by monitoring their activities and identifying similar contacts.

Learn more about LinkedIn Sales Navigator and how it can help connect you with more insurance prospects.

Here are 10 ways to use LinkedIn Sales Navigator to improve your insurance lead generation efforts and generate more business insurance leads.

1.Save Accounts

LinkedIn Sales Navigator allows your sales representatives to save contacts or companies that are in their pipeline or that have been flagged as qualified. By saving these contacts or companies, the sales person will see their information displayed in their news feed.

Feed updates can be filtered by top leads, top accounts or recent updates. This helps sales reps stay on top of major changes or news coming from their target accounts. This is an important feature, because alerts can include when someone new enters the company. New employees tend to be open to new vendors and that includes insurance agencies.

2. Set Alert Types

Set alerts that trigger follow up. You can set alerts by job type, which will create an alert for when your target insurance lead has a new job. This can alert your agents to look for a new POC at the existing company or reach out to the existing POC to provide them with insurance at the next company.

3. Find More Leads

You can use the tool to identify more insurance leads. You can set filters to identify prospects by job title, industry location, company size and more. You can even target people based on their alma mater.

4. Save Searches

Once a targeted search has been created to identify additional business insurance leads, you can save the search to save the data. This will save your filters for the next time you login to access prospects.

5. Narrow Your Search with Sales Spotlights

You will find sales spotlights at the top of you search results page. You can see the number of people who have changed jobs in the last 90 days or discover the number of people who follow your company on LinkedIn. Clicking on any spotlight box will trigger a list of leads to appear. These are the types of prospects who should be low hanging fruit for your insurance agents.

6. Take notes

People are over marketing automation. If you want to convert prospects you need to get personal. Many companies use ABM strategies to accomplish this. Sales Navigator is another way to accomplish this. Save notes or add tags on leads to remember important details that will help you personalize your prospecting efforts

7. Target “Bluebirds”

What are “bluebirds?” A “bluebird” refers to a prospect that was once a happy former customer who is now at a new company. Agents can use the “past not current” filter to find bluebird leads. If you have a company that was a great client, your agents can select the company name and select “past not current” from the dropdown to find former employees of that company who may want to buy insurance from you.

8. Expand Your Reach to Similar Prospects

You can easily find similar prospects by clicking on “view similar” from the dropdown menu. Once you have a list of ideal prospects, you can select this option from the menu to create a list of prospects with similar job titles and backgrounds.

9. Use the TeamLink Filter

Sales reps are five times more likely to get a meeting if they have a warm introduction rather than cold calling or emailing. By using the Sales Navigator TeamLink connections filter you can see all warm leads that you have a second-degree connection with. Instead of reaching out to the second-degree connection lead, your agents should reach out to the direct connection and ask for an introduction.

10.Send InMail

People typically receive fewer InMails then they do regular emails. Review the lead’s profile to learn more about them and engage with their updates. Once warmed, the lead will be more receptive to you or your rep’s InMail outreach.

Summary

LinkedIn Sales Navigator is a great sales enablement tool when used properly. Use our tips to make the most of your investment and generate more business insurance leads.

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