LINKEDIN MARKETING
Why LinkedIn’s Sales Navigator is the
Prospecting Tool Your B2B Business Needs
WRITTEN BY JACK BARRON | MAY 21, 2020 | 6 MIN
LinkedIn is THE social media platform for business, so it’s no surprise to learn it has brilliant prospecting features. And when we’re talking about finding new, cheap, relevant B2B leads, LinkedIn’s Sales Navigator is one heck of a workhorse.
To help you decide whether Sales Navigator is worth your time, we’ve compiled a quick overview of what the tool can do in terms of prospecting and why we think LinkedIn Sales Navigator is the prospecting tool your B2B business needs.
So, what is LinkedIn’s Sales Navigator?
If you’re utilising all that LinkedIn Sales Solutions has to offer in terms of business tools, then chances are you’ve already heard of Sales Navigator.
And if you haven’t, we can only presume you are part of the thousands of other UK professionals with too much work and not enough hours. Allow us to fill you in.
In a nutshell, Sales Navigator is an outbound marketing tool which grants you access to LinkedIn’s full network of users (700mil+), allowing you to scrape around in every corner of the platform to find new business opportunities that you wouldn’t usually get to see.
Given that 4 out of 5 LinkedIn users are responsible for making decisions as part of their job role, it’s a VIP pass worth getting your hands on when looking for a top-up in leads.
There are three types of paid Sales Navigator memberships:
Individuals (for single sales reps), Teams (for small teams of up to 10 people) and Enterprise (for sales reps in teams of 10+).
Next, let’s look at what LinkedIn’s Sales Navigator can do. Like any marketing tool, you need to know how to use it properly in order to reap its bountiful benefits. Though it exists to give you access to more connections in order to generate leads, ultimately your marketing and sales skills will still be at the eye of the results you see.
It’s also recommended that you know how to generate leads on LinkedIn before investing time in a tool like Sales Navigator, as it’s targeted at experienced sales reps rather than beginners.
Sales Navigator’s Top Features
1. Advanced Search
Its advanced search features allow you to use pivotal info like job title and description, seniority level, location and a whole host of other firmographic and demographic factors, to run an advanced search of your idea of the perfect prospect. LinkedIn contributes to 80% of social leads driven by B2B businesses, so there is proof in the pudding!
By using established customer profiles of your target audience as your framework, you can quickly build lists of prospects and start to reach out to them through the Sales Navigator platform.
- Save Leads
The lead saving feature enables you to look back on all your leads in one place, rather than trying to remember who you’ve prospected and where that specific lead is in your pipeline. This is super helpful, especially if you are prospecting via a team of sales reps and there’s a lot of data to keep track of.
- CRM Integration
The handy CRM integration means you don’t have to faff around with filling prospects’ details in twice and risk losing personal details and/or notes. Sales Navigator can be integrated with most CRM systems including HubSpot, Salesforce, Drift, G2, Outreach, and Oracle Sales Cloud.
- Sales Navigator Learning Center
…so you can learn how to get the most out of the tool. After all, it’s in LinkedIn’s own interest that you start to see a return on your investment and keep using it!
- Integral Sales Insights
The Sales Insights work by making you aware of any changes going on with your connections that could affect your relationship with them as a lead. For example, they may change jobs or the business might no longer need the services you provide. It’s a great way to automate the intelligence gathering efforts of your business and be proactive in your approach, rather than reacting when it’s too late.
For more features and information, visit LinkedIn’s Sales Navigator comparison table.
Is LinkedIn’s Sales Navigator Worth the Investment?
Now here’s the question you’ll no doubt want to ask: is Sales Navigator worth investing my time and money in? From our humble viewpoint, it depends. What you get out of the tool largely depends on what you put in, how well you understand the features on offer, and how experienced you are with LinkedIn marketing and generating leads on the platform as a whole.
If you’re unsure whether to take the plunge or not, we’re more than happy to have a conversation (without any obligation or catch) to let you know whether it’s a good fit for your needs.
Jack Barron, Director
Jack is passionate about marketing and helping small to medium-sized businesses thrive. As Director of Invoke Media, he is responsible for overseeing the planning and implementation of every campaign, getting stuck into the execution of successful at every opportunity.
