How to boost your BtoB market research with LinkedIn Sales Navigator and Hublead

‍Linkedin Sales Navigator and Hublead for BtoB market research

BtoB prospecting is a key element in ensuring the growth of your business and developing your customer portfolio. In an increasingly competitive world, it is essential to stand out and adopt best practices to reach your targets effectively. However, identifying and connecting with the right prospects can quickly become time-consuming and inefficient without the right tools.

That's where solutions like LinkedIn Sales Navigator and Hublead come in, which optimize your prospecting and increase efficiency. LinkedIn Sales Navigator is a powerful tool that gives you access to qualified data on millions of professionals and businesses, allowing you to precisely target your prospects and monitor their activity in real time. As for Hublead, it is a solution that automates your prospecting and saves you precious time.

In this article, we will show you in detail how to use LinkedIn Sales Navigator and Hublead to boost your BtoB prospecting. You'll learn about the key features, benefits, and limitations of Sales Navigator, and how Hublead can be used to create a successful prospecting process. We will also illustrate our remarks with concrete examples of companies that have succeeded in optimizing their prospecting thanks to these tools.

Whether you are an experienced salesperson or if you are new to BtoB prospecting, this article will give you the keys to maximizing your chances of success and reaching your goals more quickly. So, ready to boost your prospecting?

Let's go!

I. Introduction to LinkedIn Sales Navigator

LinkedIn Sales Navigator is a premium tool offered by LinkedIn specially designed for salespeople and sales teams. It allows you to effectively prospect using the LinkedIn database, which has more than 800 million professional profiles.

1. Key Sales Navigator Features

a) Advanced search for targeted leads and accounts

Sales Navigator offers advanced search options to quickly find the most relevant leads. You can filter by company, position, location, business size, industry, and much more. This allows you to create ultra-targeted lists of prospects and to identify key decision makers within the businesses you are interested in.

b) Relevant lead and account recommendations

Using intelligent algorithms, Sales Navigator suggests leads and accounts that are similar to those you're already targeting. These personalized recommendations save you valuable time by offering you new qualified prospects that you might have missed.

c) Alerts on lead activity and monitored accounts

Once your prospects have been identified, Sales Navigator allows you to track their activity on LinkedIn. You get alerts in real time when they change posts, post content, or interact with your posts. This information allows you to seize the right moment to contact them again and adapt your commercial approach.

d) Integration with CRM tools

Sales Navigator integrates easily with your CRM, like Salesforce or Hubspot. You can sync your data, add leads directly from Sales Navigator, and track your sales actions. This integration simplifies the monitoring of your sales pipeline and ensures better collaboration with your team.

e) InMails to contact prospects outside of your network

With Sales Navigator, you can send InMails, private messages, to prospects even if they are not part of your LinkedIn network. It is an effective way to get in touch with your targets directly, without the need for an introduction or a joint connection.

2. Benefits of Sales Navigator for BtoB prospecting

a) Access to qualified and up-to-date data on prospects

Since LinkedIn is the largest professional network online, the data available on Sales Navigator is generally of high quality and regularly updated by the users themselves. You thus have access to reliable and relevant information for your prospecting.

b) Ability to precisely target individuals and businesses

With Sales Navigator's advanced search filters, you can identify exactly the people and businesses that match your ideal target audience. This precision in targeting increases your chances of conversion and allows you to personalize your commercial approach.

c) Save time thanks to personalized recommendations

Suggestions from similar leads and accounts help you discover new and relevant opportunities without any extra effort on your part. You can thus expand your base of qualified prospects while staying focused on your main targets.

d) Real-time monitoring of prospecting activities

Being alerted to job changes, publications and interactions of your prospects allows you to seize the best opportunities to contact them. You can thus adapt your commercial speech and show that you follow their news with interest.‍

e) Facilitates contact and customer relationships

Thanks to InMails, you can connect directly with your prospects, even if they are not yet part of your network. It's a great way to initiate initial contact and start building a business relationship.

3. Limits and drawbacks of Sales Navigator

a) Premium tool with additional cost

Sales Navigator is a premium tool, which means it comes at an additional cost compared to using LinkedIn in the past. This investment can be a hindrance for some businesses, especially smaller structures with a limited budget.

b) Requires a certain amount of time to get started

Although the Sales Navigator interface is intuitive, it still takes time to adapt to all its functionalities and fully integrate it into your prospecting process. Training and support may be necessary to optimize its use.

c) Only works with the LinkedIn database

Sales Navigator relies exclusively on data available on LinkedIn. Although this database is vast, it may have shortcomings, especially for certain sectors of activity or geographic areas that are less well represented on the social network.

d) No prospecting automation features

Unlike other prospecting tools, Sales Navigator does not offer automation features, such as sending personalized message sequences or scheduling reminders. These tasks must be done manually, which can represent a significant amount of time.

By using it strategically and combining it with other complementary tools, you can significantly optimize your prospecting and reach your business goals more quickly.

Hublead: the solution to optimize your prospecting

While LinkedIn Sales Navigator is an excellent tool for identifying and targeting the right prospects, it can be wisely replaced by a solution like Hublead to automate certain time-consuming tasks and optimize BtoB prospecting.

Hublead comes in where Linkedin Sales Navigator has limits. The tool integrates the missing functionalities of LinkedIn such as automation, multi-database and multi-channel. Getting started is done in a few clicks.

1. Overview of Hublead features

Hublead is a digital prospecting platform that allows you to:

- Find qualified prospects using a multi-criteria search engine

- Automatically enrich the data of its prospects (email, telephone number, social networks...)

- Create personalized and multi-channel prospecting sequences (email, LinkedIn,...)

- Monitor the interactions of prospects with their communications in real time

- Analyze the performance of your campaigns to optimize them

With the power of Hublead to identify the right prospects, its automation and personalization capabilities, salespeople can create a powerful prospecting machine and save valuable time.

2. Comparison with Sales Navigator

Here is a comparison chart of the main features of LinkedIn Sales Navigator and Hublead:

It's clear that Hublead fills some of the gaps in Sales Navigator, especially when it comes to automating prospecting and tracking interactions across multiple channels.

Case study: Hublead success stories

Here are three examples of businesses that have optimized their BtoB prospecting using Hublead.

1. Videologic

Videologic, a key player in Geneva for 40 years in the field of IT services, has used Hublead to find new customers and accelerate its growth. With the tool, they were able to:

- Identify relevant prospects
- Automatically enrich their contact data

- Create personalized prospecting sequences by email and LinkedIn

- Monitor the interactions of prospects with their communications in real time

Result: Videologic generated 6 new qualified appointments in just 1 month, an increase of 50% compared to their previous prospecting method.

2. Milenia

Milenia, the Swiss reference in lending, has also adopted Hublead to develop and open up a new market.

Their approach consisted in:

- Creation of a targeted prospecting base

- Automating an omnichannel prospecting campaign

- Delivery of prospects with interaction statuses

Thanks to the ultra-personalized messages, the results obtained speak for themselves and allowed Milenia to explore a new partnership strategy quickly, simply and with a reasonable budget.

Result: In just 1 month, Milena automatically generated 4 appointments and concluded a new partnership.

3. Let's Go Fitness

Let's Go Fitness, a national fitness chain in Switzerland, needed to accelerate its growth and develop new BtoB partnerships.

Using Hublead, they were able to:

- Target prospects that perfectly match their ideal persona

- Identify the right contacts within SMEs

- Automate the sending of personalized messages and reminders to save time

- Precisely monitor the engagement of prospects

Result: Let's go Fitness has developed 2 new BtoB partnerships in the last 2 months, and 8 qualified appointments, generated automatically.

These three examples are good examples of how using Hublead (which uses the power of LinkedIn Sales Navigator) can help BtoB businesses reach their prospecting goals more quickly and effectively, regardless of their industry.

Use Hublead for efficient BtoB prospecting

By using Hublead, BtoB businesses can set up an optimized and efficient prospecting process.

1. Optimized prospecting process

Here's how Hublead can help you create a powerful prospecting machine:

1. Use Hublead to identify the most relevant prospects and build targeted lists

2. Create personalized, multi-channel lead sequences in Hublead

3. Analyze campaign results to identify best practices and optimize continuously

By following this method, salespeople can focus on high-value tasks while automating the most time-consuming aspects of prospecting.

2. Set-up tips

To successfully implement this optimized process, here are some tips:

- Define your target and ideal persona well before starting prospecting

- Take the time to personalize your messages to maximize engagement

- Test different approaches and analyze the results to identify what works best

- Ensure regular follow-up of prospects to maintain the relationship over time

By following these best practices, businesses are putting every chance on their side to generate as many qualified appointments as possible.

3. Benefits: time savings, better conversion rates...

By using Hublead, BtoB businesses can expect numerous benefits:

- More precise targeting of their prospects

- Considerable time savings thanks to the automation of certain tasks

- Better conversion rates thanks to the personalization of messages

- An improved customer relationship thanks to regular and relevant follow-up

- Continuous optimization of their prospecting through data analysis

These are all advantages that allow salespeople to focus on what matters most: talking with their prospects to understand their needs and offer them the most suitable solution.

Linkedin Sales Navigator, Hublead, or both? 

In conclusion, LinkedIn Sales Navigator and Hublead are two powerful tools that allow BtoB companies to significantly optimize their prospecting.

By taking advantage of Hublead's advanced features to identify and target the right prospects, and to automate and personalize their lead sequences, salespeople can generate more qualified appointments in less time.

Of course, technology is not everything. The success of a prospecting strategy also depends on the quality of the messages sent, the relevance of targeting and the regularity of follow-up. But by combining the right tools and best practices, businesses are putting every chance on their side to achieve their growth goals.

So, ready to boost your BtoB prospecting with Hublead?