LinkedIn Navigator is LinkedIn’s sales tool. It’s a different subscription and experience than LinkedIn that’s designed specifically for social selling using LinkedIn’s mountain of B2B data. The previous statement can make people look at you sideways because LinkedIn – both the free and premium versions – can also be used for social selling. In fact, prior to the release of Sales Navigator at the end of July 2014, regular old LinkedIn was the way social selling was done on LinkedIn. In talking to our clients we’ve found that quite a few people don’t know about Sales Navigator, and more don’t understand it – and still more don’t grasp its value, even once they’ve tried it. If you research, you’ll find a lot of statements similar to, “it’s worth it, if you have the right process”. But that doesn’t really answer the question about the value it provides or what it takes to get the most out of it.
I’m going to lay it out for you in this article. I’ll compare Sales Navigator to regular LinkedIn, I’ll tell you about the experience it provides, the nice features included, and what we consider its killer features. We’ll also talk about what you and your team need to do to get the most out of it, and finally, I’ll walk you through a couple of social selling “wow” scenarios that illustrate how Sales Navigator can be a powerful social selling tool…
