Item: LinkedIn Sales Navigator
Rating: 8
Author: Abhideep Jain

Use Cases and Deployment Scope

Currently, the Sales Navigator is being used by the Business Development Team members along with a few consulting leaders, client partners (folks who have account mining targets), and almost all senior leaders. For the Business Development team, it is one of the key channels for lead generation in B2B services selling space.

Pros and Cons

Finding related connections.
Finding people who can introduce you to someone.
Building lead list for targeting at a later date.

Ability to download an Excel or csv file of the lead list, account lists, etc.
Reporting hierarchy of a person or his/her place in the org chart.
Just like "open for work" tag, there could be a tag of "open to talk to vendors for CRM software" etc.

Return on Investment

We don't have to go to so many costly conferences, events, etc. to hunt for prospects.
Dependency on other channel for lead generation reduces.
More organic followers on our company's LinkedIn page.

Alternatives Considered

ZoomInfo

The data is more up to date on LinkedIn Sales Navigators and it allows you to reach out to people from the tool using InMails. Recommendations are usually of good quality. The downside is you don't get a few personal details like email addresses or phone numbers to reach out to people. Neither you can download the prospect list. But overall it does 80% of the job.

Key Insights

Do you think LinkedIn Sales Navigator delivers good value for the price?

Yes

Are you happy with LinkedIn Sales Navigator's feature set?

Yes

Did LinkedIn Sales Navigator live up to sales and marketing promises?

Yes

Did implementation of LinkedIn Sales Navigator go as expected?

Yes

Would you buy LinkedIn Sales Navigator again?

Yes

Other Software Used

Zoho CRM, Google Authenticator, Dropbox Business

Likelihood to Recommend

If you are into B2B selling of services or products with high ticket size, LinkedIn Sales Navigator can be useful. It is also useful if you want to penetrate into some specific large accounts and reach out to as many folks in that particular account. Where it may not be useful is when you have a B2C business and cost of reaching out to people on LinkedIn surpasses the ROI generated out of each customer.

B2B Services Selling? Sales Navigator is a 'must-have' in your arsenal!

Overall Satisfaction with LinkedIn Sales Navigator