Category Archives: Sales Navigator

Sales Navigator – is it worth it?

November 28, 2019 by ,

As the name indicates, the Sales Navigator account is aimed at Sales Professionals and Sales Teams and is one of the many Premium level accounts that LinkedIn offers along with its general Business, Jobseeker and Recruiter streams.

It is more than just a few extra bells and whistles on the normal account and so the first thing you will note when opening Sales Navigator is that the interface that you are faced with is totally different – Sales Navigator essentially acts as an additional layer on top of the main site, the area that LinkedIn refers to as Linkedin.com, which is designed to help sales, business development, channel and account managers to identify, manage and communicate with their prospective clients or partners.

Key Difference

There is a core underlying difference between LinkedIn.com and Sales Navigator which underpins all of the activity on it and is key to where our effort needs to be focused if we are to get the best from it.

The premise of LinkedIn.com is essentially to (more…)

Article Categories: Business Development on LinkedIn, LinkedIn Sales Navigator, Sales Navigator
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3 things to have in place before you buy Sales Navigator

August 19, 2018 by ,

I run lots of training sessions on using LinkedIn for Business Development, many just using the free account. I also do so on LinkedIn Sales Navigator and, while I wouldn’t have recommended it 3 years ago when it first came out, I certainly do now. However, not unreservedly.

My reticence is not because of the software, which is ever improving, but rather on the supporting elements we all need to ensure are in place around it which are key to it being a truly useful sales tool.

Personally I would highlight three elements to work on that are all things that you require when prospecting, whatever account you have on LinkedIn. If you can get these three things right and use all of the capabilities of the free account, then you can get a great deal out of it. However, putting them successfully in place, means that they can really come into their own when Sales Navigator is added to the equation. (more…)

Article Categories: B2B Advice for LinkedIn, Business Development on LinkedIn, Sales Navigator, Social Selling
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How LinkedIn can help sales teams

September 1, 2016 by ,

linkedin-sales-teamsI’m going to start this with a bit of a reality check … call me a wet blanket if you must … but I need to clarify something right from the start. LinkedIn is not going to sell for you. Sorry.

LinkedIn is also not going to remove the need for you to talk to clients and allow you to sit in the office clicking around their site all day and still make target. Sorry again.

What it can do, however, is fundamentally change the way that you identify, listen to, approach and engage with prospects in your market. In the right hands – in your hands – it can quite simply run rings around traditional research and preparation, allowing you to spend more time in front of the right people, with a greater chance they will be willing to listen and work with you.

A short example

A quick story of one small way it can help. A client, where I was running some LinkedIn workshops, reported an experience of one of their sales team. He was going to an exploratory meeting with 3 directors of a potential client – ahead of the meeting, he checked their profiles on LinkedIn, only to discover all three were connected to the owner of a company that was already a client of his.

To cut a long story short, (more…)

Article Categories: Business Development on LinkedIn, Sales Navigator, Social Selling
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