One post tagged with "Sales Navigator"

🟡 Series Difficulty: MEDIUM (Part 4 of 10) — Combines research (Part 2) and email writing (Part 3) into a multi-step workflow.

LinkedIn Sales Navigator is the most valuable prospecting tool an SDR has — and also the most underutilized.

Most SDRs use Sales Nav like a phone book. They search for a title + industry, scroll through results, click a few profiles, send a generic connection request, and move on. Maybe they save a lead. Maybe they don't. The process is manual, repetitive, and produces results that rarely justify the subscription cost.

But what if you could take a Sales Nav search, instantly analyze every lead for fit and priority, draft personalized outreach for the top prospects, and import them all into an automated sequence — in less time than it takes to manually research a single lead?

That's the LinkedIn-to-Pipeline workflow. And in Part 4 of our Claude Code + MarketBetter series, we're breaking it down step by step.

What's different about the Medium-level posts: In the Basic posts (Parts 1-3), you learned individual skills — researching a prospect, writing an email. Now we're combining those skills into multi-step workflows. In Part 2, you learned to research one company. In Part 3, you learned to write one email. Here, you'll chain those together: research 20 prospects at once, score them, write outreach for the best ones, and import them into MarketBetter — all in one sitting.

The Sales Navigator Bottleneck​

Here's the typical SDR Sales Nav workflow:

1. Build a search — Filter by title, company size, industry, geography
2. Browse results — Scroll through 50-100 profiles
3. Evaluate each lead — Click in, read the profile, decide if they're worth pursuing
4. Save the good ones — Add to a lead list (maybe)
5. Research separately — Open another tab, Google the company, check the news
6. Draft outreach — Write a connection request or InMail
7. Send one at a time — Because there's no way to batch this

Time per lead: 5-10 minutes. Leads processed per session: 10-15. Total pipeline added: Maybe 3-5 that are actually worth pursuing.

That's not a workflow. That's a crawl.

The AI-Powered LinkedIn Workflow​

Here's the same process, supercharged with Claude Code and MarketBetter:

Phase 1: Extract and Analyze (5 minutes)​

Start with your Sales Nav search. But instead of manually browsing each result, you're going to extract the list and feed it to Claude Code for analysis.

Step 1: Build your Sales Nav search with the right filters:

• Title: VP of Sales, CRO, Head of Sales Development
• Company size: 50-500 employees
• Industry: SaaS, Technology
• Geography: United States
• Posted on LinkedIn in past 30 days (this is key — active users are more likely to respond)

Step 2: Export or copy the key information from your search results. Most SDRs will have 25-100 results. You need: name, title, company, and company size.

Step 3: Feed this into Claude Code:

"I have a Sales Navigator list of 50 prospects. I sell [your product] to [your ICP]. Analyze this list and:

1. Score each prospect 1-10 based on likely fit (consider title seniority, company size, industry relevance)
2. Identify the top 15 I should prioritize
3. For the top 15, research each company and give me: one key fact about the company, one likely pain point, and a suggested outreach angle
4. Flag any prospects I should skip and why

Here's the list: [paste your list]"

Claude Code returns a prioritized, analyzed list in 1-2 minutes. What would have taken hours of manual profile browsing is now done.

Phase 2: Import and Enrich (2 minutes)​

This is where MarketBetter's Chrome Extension comes in. Instead of manually adding each prospect to your CRM or sequence tool:

1. Use the MarketBetter Chrome Extension to import your prioritized leads directly into the platform
2. MarketBetter enriches the contacts — email addresses, phone numbers, company data
3. Cross-reference with website visitor data — if any of these LinkedIn prospects have also visited your website, MarketBetter flags them as high-priority warm leads

That cross-reference is gold. Imagine discovering that 3 of your Sales Nav prospects actually visited your pricing page last week. Those aren't cold leads — they're warm leads hiding in plain sight.

For more on the Chrome Extension and how it works with Sales Nav, check out our comparison of browser extensions for sales.

Phase 3: Personalized Outreach at Scale (10 minutes)​

Now you have your prioritized list and enriched contacts. Time to write outreach.

For LinkedIn connection requests/InMails:

"Write LinkedIn connection requests for my top 15 prospects. Each should be:

• Under 300 characters (LinkedIn limit for connection notes)
• Reference something specific about them or their company
• Include a soft value proposition, not a hard sell
• End with a reason to connect, not a meeting ask

Use these personalization hooks I gathered: [paste the company facts and outreach angles from Phase 1]"

For email sequences (sent via MarketBetter):

"Write first-touch cold emails for my top 15 prospects. Use the research from the analysis phase. Follow my email rules:

• Under 100 words each
• Personal opening line
• One clear CTA
• Conversational tone

[paste the prospect details and hooks]"

For detailed email writing guidance, see Part 3 of this series.

Phase 4: Launch the Sequence (3 minutes)​

Load the emails into MarketBetter sequences. Set up your multi-touch cadence:

• Day 1: Personalized first email (Claude Code-written)
• Day 1: LinkedIn connection request (sent manually but pre-written)
• Day 3: LinkedIn message or comment on their recent post
• Day 5: Follow-up email (AI-generated based on first email context)
• Day 8: Final touch (different angle or value prop)

MarketBetter handles the email sequence timing and delivery. You handle the LinkedIn touches with pre-written messages. The whole thing runs on autopilot while you focus on conversations.

Total time from Sales Nav search to live, multi-channel sequence: about 20 minutes. For 15 personalized prospects. That's under 90 seconds per prospect.

Advanced Sales Nav Strategies with Claude Code​

The "Lookalike" Strategy​

Got a deal that closed? Use Claude Code to find more prospects just like them:

"I just closed a deal with [Company]. They're a [size] [industry] company. Their VP of Sales, [Name], was the buyer. The pain point was [pain point] and the trigger was [trigger].

Build me a Sales Navigator search criteria that would find 20 more companies like this. Include:

• Recommended title filters
• Company size range
• Industry keywords
• Any Boolean search strings I should use
• Signals to look for that indicate they have the same pain point"

This turns every closed deal into a prospecting strategy.

The "Champion Tracking" Strategy​

When a contact changes jobs, they often bring their vendor preferences with them. Claude Code can help you track this:

"Research these 10 former customers/champions who recently changed jobs (per Sales Nav 'Job Changes' alerts):

1. [Name] — was at [Old Company], now at [New Company]
2. [Name] — was at [Old Company], now at [New Company] ...

For each one, tell me:

• Does the new company fit our ICP?
• Are they in a decision-making role?
• What's the new company currently using for [your category]?
• Best approach for re-engaging them at the new company?"

This is one of the highest-converting outbound plays in sales, and Claude Code makes it systematic instead of ad hoc.

The "Content Engagement" Strategy​

Sales Nav shows you who's posting actively on LinkedIn. Use Claude Code to turn their content into outreach angles:

"Here are the 5 most recent LinkedIn posts from [Name], [Title] at [Company]:

Post 1: [topic/summary] Post 2: [topic/summary] ...

Based on their content themes, write me:

1. A thoughtful comment I can leave on their next post (not salesy, genuinely adding value)
2. A LinkedIn DM that references their content and opens a conversation about [your solution area]
3. A cold email that connects their publicly shared interests to our solution"

This is Level 3 personalization (as we discussed in Part 3) — and it works incredibly well because prospects can verify you actually read their content.

Connecting LinkedIn Activity to Website Signals​

Here's where the workflow gets really powerful. Most SDRs treat LinkedIn and website activity as separate channels. They shouldn't be.

The intelligence loop:

1. MarketBetter identifies that someone from Acme Corp visited your website
2. You search Sales Nav for contacts at Acme Corp with the right titles
3. Claude Code researches each contact and recommends who to reach out to first
4. You connect on LinkedIn and send a personalized email via MarketBetter
5. MarketBetter tracks if they return to your website after receiving your outreach
6. If they do, you know your message landed — time for a call

This multi-signal approach — combining website behavior with LinkedIn outreach — gives you a much clearer picture of prospect intent than either channel alone. For more on signal-based selling, see our comprehensive guide.

InMail vs. Email vs. Connection Request: When to Use What​

Claude Code can help you decide which channel to use for each prospect:

"I have 15 prospects to reach out to. Help me decide the best first touch for each one:

• LinkedIn connection request: if we share mutual connections or they're active on LinkedIn
• LinkedIn InMail: if they're a senior executive and a connection request might feel too casual
• Cold email: if I have their email address and they don't seem very active on LinkedIn

Here are the prospects with their LinkedIn activity level and available contact info: [paste details]"

Claude Code will recommend the optimal channel for each prospect, so you're not wasting InMail credits on someone who'd respond to a connection request, or sending emails to someone who lives on LinkedIn.

Building a Weekly LinkedIn Cadence​

Here's a proven weekly rhythm that combines Claude Code research with MarketBetter execution:

Monday — Search and Prioritize:

• Run your Sales Nav saved searches for new leads
• Feed new results into Claude Code for scoring and analysis
• Import top prospects into MarketBetter via Chrome Extension

Tuesday-Wednesday — Connect and Reach Out:

• Send LinkedIn connection requests (pre-written by Claude Code)
• Launch email sequences in MarketBetter
• Engage with prospect content (comments pre-drafted by Claude Code)

Thursday — Follow Up:

• Review who accepted connection requests — send personalized DMs
• Check MarketBetter for website visit activity from your LinkedIn prospects
• Prioritize callbacks for engaged prospects

Friday — Analyze and Iterate:

• Review the week's LinkedIn outreach metrics
• Ask Claude Code to analyze what worked:

"Here are my outreach results this week. [X] connection requests sent, [Y] accepted, [Z] resulted in conversations. [A] emails sent, [B] opened, [C] replied. What patterns do you see? What should I change next week?"

Measuring LinkedIn-to-Pipeline Conversion​

Track these metrics weekly:

• Sales Nav searches → Qualified prospects identified: What percentage of search results are actually worth pursuing?
• Connection requests → Accepted: Are your personalized requests outperforming generic ones?
• First touch → Reply: Which outreach channel and angle gets the best response?
• Reply → Meeting booked: Are you converting conversations into pipeline?
• Time per prospect: How much faster are you with the AI workflow vs. manual?

Try This Today​

Here's your action item:

1. Open Sales Navigator and run your best saved search
2. Copy the top 20 results (name, title, company)
3. Feed them to Claude Code with the analysis prompt from Phase 1 above
4. Use the prioritized list to draft 5 connection requests or emails
5. Import the prospects into MarketBetter via the Chrome Extension
6. Launch your first AI-assisted LinkedIn-to-Pipeline sequence

By Friday, you'll have 20 prospects in a structured, multi-channel outreach cadence — something that would normally take an entire day to set up manually.

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This is Part 4 (🟡 Medium) of our 10-part series. Next up: Part 5: Competitive Intelligence on Autopilot →

Want to see how MarketBetter's Chrome Extension turns LinkedIn prospects into sequenced leads in seconds? Book a demo.