Item: LinkedIn Sales Navigator
Rating: 9
Author: Soraya Hirani

Use Cases and Deployment Scope

Our whole Sales Organization uses LinkedIn Sales Navigator. From our Sales Development Reps to Enterprise & Strategic AE's, we all take advantage of this sales tool. Our company has been using LinkedIn Sales Navigator, but I have only been with the company for approximately nine months. We do not have plans of making changes with our licensing for this tool, because we all find it very helpful!

Pros and Cons

Finding New Leads/Prospects
Searching for key words in profiles
Providing account-based news/updates

The new layout for Sales Navigator makes it very tough to integrate with ZoomInfo. I'm no longer to use the ZoomInfo extension in conjunction with LinkedIn Sales Navigator.
LinkedIn Sales Navigator should integrate better with Salesforce, too. Occasionally, LinkedIn Sales Navigator tells me a person is "in CRM" when really, they are not
It's become more difficult to send InMails through LinkedIn Sales Navigator and copy the message to enter in Salesforce

Return on Investment

We have had several outbound bookings for leads we've identified from LinkedIn Sales Navigator
We have occasionally been misinformed whether a Lead is already in our CRM, when they are not, in actuality
LinkedIn Sales Navigator has helped our whole team identify job titles we should go after

Alternatives Considered

ZoomInfo - LinkedIn Sales Navigator does not show contact information like ZoomInfo does, but maybe that is just because of the version our company uses.

Other Software Used

Outreach, Salesforce.com, DataFox

Likelihood to Recommend

For departments that are entirely Outbound Sales Operations, LinkedIn Sales Navigator is extremely helpful. For Inbound teams, I don't believe the tool would be as helpful. If an organization is getting qualified leads through the use of another tool, say ZoomInfo lists, then LinkedIn Sales Navigator is not needed to supplement. If the product you sell is to a very targeted market, with very specific job titles/responsibilities, I think Sales Navigator would fit those needs.

Strategic Account Sales Development

Overall Satisfaction with LinkedIn Sales Navigator