Let's see how to streamline lead generation using Sales Navigator and Salesforce with Captain Data.
Mathilde from Captain Data presents an advanced method for streamlining lead generation by leveraging LinkedIn Sales Navigator searches and automating the process of pushing enriched lead information directly into Salesforce.
This approach is particularly beneficial for conducting Account-Based Marketing (ABM) campaigns and keeping a close watch on competitors' recruitment activities.
Here's a detailed guide on setting up this workflow to enhance your lead generation efforts.
Foundation: LinkedIn Sales Navigator Search
The process begins with a precise LinkedIn Sales Navigator search tailored to your ideal customer profile (ICP).
This search should focus on new individuals in specific roles and locations, incorporating filters to exclude viewed profiles for fresh leads each time.
Workflow Overview
- Search and Visit Profiles: Start with identifying potential leads through Sales Navigator, focusing on individuals in roles like revenue operations within the United States, ensuring they've recently changed jobs or exhibit other signals indicating they're prime targets for your offerings.
- Extract and Enrich Data: Captain Data automates the extraction of detailed information from these profiles, including job titles, company details, and contact information.
- Email Validation and Lead Creation: Post-extraction, the workflow includes an email validation step (using tools like Bouncer or NeverBounce) to ensure data accuracy before automatically creating leads in Salesforce.
Setting Up the Workflow in Captain Data
Configuring the Sales Navigator Search
Craft a detailed search on LinkedIn Sales Navigator, utilizing boolean searches to refine your target list based on job titles, company size, location, and other relevant criteria. Ensure to use the "Exclude viewed profiles" option to maintain the freshness of your lead pool.
Launching the Workflow
- Integration with Salesforce: The key addition to this workflow involves setting up an integration with Salesforce to automatically create leads from the enriched data. This step requires mapping Salesforce fields to the data points extracted by Captain Data, ensuring seamless data transfer.
- Account Selection: For optimal results, select specific accounts for profile searches and visits to maintain consistency in tracking new leads.
- Custom Field Mapping: Utilize the object manager in Salesforce to identify the correct API names for field mapping. Pay special attention to custom fields (indicated by "_c"), ensuring accurate data integration.
- Workflow Execution: Once configured, launch the workflow. You have the option to execute it immediately or schedule it for regular intervals (daily, weekly, monthly) to continuously capture new leads.
Benefits and Impact
- Automated Lead Enrichment: Significantly reduces manual effort by automating the process of lead data enrichment and validation.
- Fresh Lead Acquisition: Ensures a consistent inflow of new leads by leveraging the "Exclude viewed profiles" feature and scheduling regular workflow runs.
- Seamless CRM Integration: Directly pushes enriched lead information into Salesforce, ready for immediate use in sales and marketing campaigns.
- Enhanced ABM Campaigns: Provides detailed insights for personalized outreach, particularly useful for ABM strategies targeting specific roles within industries or companies.
Conclusion
This advanced lead generation workflow capitalizes on the synergies between Captain Data, LinkedIn Sales Navigator, and Salesforce, offering a powerful tool for sales and marketing teams to automate and refine their lead generation processes.
By implementing this workflow, businesses can ensure their sales pipeline is continually refreshed with high-quality, relevant leads, enabling more personalized and effective outreach strategies.
Follow Mathilde's guide to set up this workflow and transform your lead generation and CRM management processes.
Happy automating!