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25 Mar 2020

LinkedIn Sales Navigator is the Ultimate Sales Tool


Social selling has transformed the way we find new leads and connect with prospects organically.

Designed specifically for the business development professional, Sales Navigator makes it simple to engage in this modern sales approach. It harnesses the power of LinkedIn, the world’s largest professional network, to help you target the right buyers, understand what they value, and engage with personalized outreach throughout the buying process. With Sales Navigator, you can build and nurture trusted relationships that lead to better, faster sales results.

Below are some of our favorite LinkedIn Sales Navigator features. Imagine how this one tool can reinvent the way you sell in your business!

Advanced Lead & Company Search

Sales Navigator is purpose-built for lead generation, with a search experience that delivers the most relevant prospects. By taking advantage of and mastering the search options, you can more efficiently find the right people and companies. With more than 30 additional filters than are available in the free version of LinkedIn, users save time searching and focus on more valuable sales tasks, like building relationships and closing deals.

Lead Recommendations

The Lead Recommendations feature suggests relevant leads based on your sales preferences, search history, profile views, and past saved leads. Quickly discover the right people at your target accounts with suggestions customized for you.

Real-time Sales Updates

This feature provides relevant insights on your accounts and leads, giving you better perspective on with whom you should be communicating at a particular company. These updates also offer an effective and natural conversation starter!

Profile Views

You can find an excellent source of potential leads by checking out the Who’s Viewed My Profile section of the app. This section lists all the people who have viewed your profile over the last 90 days…not just the last five people you see with a free account.

TeamLink

TeamLink is available to only those with the Team and Enterprise plans. This feature suggests warm introductions to your prospects leveraging your entire team’s network. It works by identifying Sales Navigator license holders on your team account who are 1st-degree connections to a prospect, even if you’re not connected to your teammate on LinkedIn. With this information, you can identify colleagues who can make an introduction to leads.

InMail Messages

InMail is a key feature for salespeople who are on the hunt for leads. The free version of LinkedIn doesn’t allow users to directly message people outside of their network. With Sales Navigator, users can reach out to fresh leads with whom they do not yet have a connection, giving more opportunities to discover and build relationships with leads outside their direct network.

Access to LinkedIn Learning Center

LinkedIn Learning is an online educational platform that helps you discover and develop business, technology-related, and creative skills through expert-led course videos. With more than 5,000 courses and personalized recommendations, you can discover, complete, and track courses related to your field and interests. You can also choose to add these courses and related skills to your LinkedIn profile once you’ve completed them.

CRM Integration

One of the most useful features of Sales Navigator is the ability to integrate your LinkedIn account with popular CRM platforms like Microsoft Dynamics 365. By integrating with your CRM, you can avoid toggling back and forth between systems. The CRM Partner Program is evolving, so check here to see if Sales Navigator can integrate with your team’s CRM. You can also track InMail Messages in CRM!

Notes & Tags

Organize your leads and accounts with tags and take notes that can be synced back to CRM. Every time you find a prospect or connect with a person, you should tag them in Sales Navigator and put them in a specific tagged group based on who they are. For example, are they a prospect, a strategic partner or an existing client?

Accurate Resources

Because LinkedIn is updated by the users themselves (and not curated by data collectors), you should find its accuracy much more up-to-date than other resources on the web. This is useful for cold prospecting and helps you follow connections who’ve taken new positions. Perhaps there’s an opportunity for new business with some old contacts that already know you!

If you’re not experienced with LinkedIn as a sales tool yet, we recommend you test the waters with their free service. There’s nothing to lose and it only takes a few minutes to create an account. If you’re already proficient with LinkedIn, Sales Navigator is a natural next step and we think the additional features will impress! There’s even a free 30-day trial to decide if it’s worth the money. Click here to sign up!