The ability to leverage social networks is decisively changing the game of sales. In fact, when IBM launched a pilot on social selling, it realized an astounding 400% increase in sales. The sales reps at IBM were already using LinkedIn, but using Sales Navigator allowed them to achieve their incredible results.
Here are the top 6 most important things you need to know about LinkedIn Sales Navigator:
# 1 More search filters for finding perfect prospects.
Sales Navigator offers up to 4 more filters than the basic product. These granular search filters let you directly target for a customer archetype or focus on a segment of sales interest.
What are they?
#2 Get Alerts on new Prospects who Meet Your Criteria
You can request LinkedIn to automate your searches and weekly query its database to find new prospects. When a profile that meets the search criteria is found, you get an email alert. Sales Navigator allows you to create pipelines for new lead generation.
#3 Search up to 5x More Profiles (and more)
Sales Navigator expands upon many of the offerings in the basic subscription. You will be able to expand search results to 500 people, get the full list of who has viewed your profile and use your network for up to 25 outstanding introduction requests at a time. LinkedIn also provides you an optional feature, OpenLink, that allows anyone to message you for free.
#4 Get an additional 20 folders for information storage.
Profile Organizer allows you to bookmark profiles you’re interested in, create notes, add contact information, and categorize profiles into folders. With this tool, you can save your previous search results, make lists of people you would like to be introduced to and better organize your follow-up with prospects. Free accounts get 5 folders. We’re not sure why you’d need more but Navigator offers them.
#5 Use your Colleagues’ Network to Get Warm Introductions
Beginning a sales engagement through a mutual connection allows for faster trust building and rapport. TeamLink is a tool which automatically scans for colleagues within your organization who are connected to the prospect. This is incredibly valuable since you can leverage the collective networks of individuals in your company to get warm introductions to new opportunities.
#6 A Response is Guaranteed With InMail
LinkedIn promises that their native email system will return a response within 7 days or else your InMail is not debited against you. Sales Navigator gives you 10 InMails per month. If you’re wondering how to write a compelling message, we suggest you take a look at a couple of writing insights we’ve taken from history.
LinkedIn Sales Navigator is a powerful tool. Add in a thoughtful value proposition, deep fry with empathy, garnish with elegant communication and you’ve just made yourself a secret-sauce for great sales.