Why Every B2B Salesperson Needs Sales Navigator


Here’s what LinkedIn really is:

“LinkedIn is a database of prospective customers with the means to sort and make sense of that database”

In the just released results (October 27, 2016) LinkedIn announced it had 467 million members. LinkedIn may not have everybody, but I would argue they have most of the people that matter.

To capitalize on sorting and making sense of that database, you need Sales Navigator. Here’s why:

  1. Sales Navigator gives you the ability to filter on multiple parts of profiles – like geography, industry, and company size – and Sales Nav also allows you to search by title and keyword and do Boolean searches (which is a really cool term for a group of search conditions like “AND” or “OR” ).
  1. You can take your search results and adjust or change the filters you are using and conduct the search again.
  1. You can save your searches. This is particularly important if you have put together some exotic searches ( see the example below) and want to make sure you can replicate it.  
  1. You are not limited on the number of searches you can make in a given month.

The bottom line is, if it is on someone’s LinkedIn profile, you can search for it and find that profile.

Here’s an example of a search you don’t see every day, but one that will illustrate what you can do with Sales Navigator:

I had a client looking for beta sites for their new software product. They needed banks. In the mid west. With a certain number of servers. Running a certain type of software. But not the banks that were running their direct competitor’s software.  So I developed a search that identified the people running the data centers at banks that met those criteria. Results: Eight prospect companies to call.  

With the data that LinkedIn users put on their profiles, you are only limited by your own imagination.

The LinkedIn business premium subscription also has similar capabilities as Sales Navigator, but not as many filters. And the free account has a small subset of Sales Navigator’s features…for now.

There are other features in Sales Navigator, both those important to social sellers (the ability to designate a LinkedIn user as a lead, and view their activity in a separate feed) and any sales person (the much maligned but still very effective InMail), but you have to find them before you can follow or contact them.

And yes, having all this ability doesn’t come cheap: Sales Navigator will will cost you five or six hundred bucks a year.

But as much as many people dislike LinkedIn, if it’s where your prospects are, it had better be where your are.