Powerful Prospecting and Outreach Tool
June 22, 2018
Powerful Prospecting and Outreach Tool
Score 10 out of 10
Vetted Review
Verified User
Overall Satisfaction with LinkedIn Sales Navigator
Our Sales Development Reps use LinkedIn Sales Navigator for accurate, highly-tailored prospecting at our target accounts, allowing for identification of and outreach to technical and economic buyers and decision makers. Our field Account Managers also use Sales Navigator for identifying key relationships and contacts within their accounts. The platform allows all of our users to track role and company changes of our products' champions, as well as our competitors' champions. They can also quickly see engagement activity from the leads they are tracking, which they leverage for beginning conversations.
- The Lead Builder search functionality is incredibly robust, and getting better all the time.
- Surfacing of activity by leads you're tracking is very helpful for beginning and continuing tailored outreach to prospects.
- The Team Extend functionality expands our reps' reach to acquaintances of our company's global network, invaluable for contact with prospects of higher authority.
- One big thing we're missing is the ability to port saved accounts, leads etc from one profile to another. Like any sales organization, we face some amount of attrition, and it's a waste of effort not to be able to pass on one rep's time investment to the next user that will be covering the same accounts, etc.
- The ability to reach out to more users, whether by InMail or other means, would have a great impact. There is an obvious need to balance the privacy of platform users with the requirements of Sales Users, but this could be quite easily mitigated with additional privacy settings for LinkedIn users - e.g. "Allow contact by sales users" checkbox, "Share my contact info with verified companies" etc.
- This platform has granted massive visibility into the range of titles, roles and responsibilities of stakeholders and decision makers at our target accounts, easing identification of buyers for our inside and field sales organizations
- This tool has encouraged collaboration between field reps and inside sales, as they identify and compare leads to target and/or follow up with
ZoomInfo incorporates a search functionality similar to LinkedIn Sales Navigator, but ultimately Sales Navigator is searching a platform of user-maintained data. This does present some difficulties (i.e. if someone does not put in an end-date on their employment with a previous employer, they are still listed as a current employee in all your searches of that company, when they may have been gone for years). Even so, the data found via Lead Builder and Sales Navigator is far more expansive, complete and accurate than in any other platform we've reviewed.
LinkedIn Sales Navigator Feature Ratings
Using LinkedIn Sales Navigator
215 - Sales Development, Field Sales, Partner Sales
3 - We have 2 people dedicated to the administration of our LinkedIn Sales Navigator instance, with at least 2 other users that have the capabilities to do so if the need arises. The dedicated admins have general admin skills and responsibilities, as they admin other sales tools for our orgs.
- Prospecting
- Targeted outreach
- Prospect tracking (from one company or role to the next)
- Finding connections with LinkedIn users that are connected to our employees
- The PointDrive presentations are very easy to create and professional looking; used to share corporate-branded marketing material, specific sales collateral, etc.
- Hope to one day be able to take advantage of a more robust SFDC integration, that allows contacting of platform users, or at least import of their Names, Titles & accounts
Evaluating LinkedIn Sales Navigator and Competitors
Not Sure
- Product Features
- Product Usability
- Product Reputation
- Vendor Reputation