The goal is to leverage Sales Navigator to find qualified prospects, track job changes, and sync everything with HubSpot for seamless prospecting and CRM accuracy.
1️⃣ Why It Matters
Sales Navigator helps us:
- Find and qualify the right prospects faster
- Track job changes (67% higher reply rate 🚀)
- Sync everything with HubSpot to keep CRM updated
- Build trust with technical outreach (leveraging our PhD experts)
2️⃣ Getting Started
✅ Connect CRM
- Go to Profile → Settings → Privacy & Data → Connect CRM
- Wait 24h for full sync with HubSpot
✅ Set Up Buyer Personas (up to 5)
- Use job titles, seniority, and industry
- 💡 Tip: Use ChatGPT → “List 10 B2B job titles for Advanced Manufacturing”
Example Personas:
- Pharma Manufacturing – R&D Directors
- Space Tech – Procurement Managers
✅ Upload Accounts
- Use CSV (company name + website)
- Or sync directly from HubSpot
3️⃣ Routine
- Check alerts feed
- Engage with buyer posts (like, comment, share insight)
- Spot job changes & new decision makers
- Save searches (don’t recreate each time)
- Review new leads added by filters
- Sync key accounts/leads to HubSpot
4️⃣ Prospecting Best Practices
Do ✅
- Personalize InMails (use job change, shared connections, or ICP insight)
- Engage on LinkedIn before outreach
- Use Account IQ for context (revenue, competitors, priorities)
Don’t ❌
- Send generic copy-paste messages
- Ignore ICP filters → wastes time
- Forget to log activities in HubSpot
5️⃣ Integration with HubSpot
- All synced accounts & leads flow automatically into HubSpot
- Use lead scoring in HubSpot + Sales Navigator insights for prioritization
- Meeting booked? → Track both in HubSpot & Sales Navigator
6️⃣ Metrics to Track (Team Level)
- 🎯 # Qualified Leads added per week
- 📩 InMail acceptance rate
- 💬 Reply rate on job changers
- 🔗 % accounts synced to HubSpot