Item: LinkedIn Sales Navigator
Rating: 8
Author: Verified User

Use Cases and Deployment Scope

I think anyone who uses LinkedIn to look at employees or hierarchy at a company needs a LinkedIn Sales Navigator license. Our SDR and sales team use it here and I can't imagine going from using it and then not being able to. For SDR teams I think it's self exclamatory why one would need it. For sales, it depends. At this current company I'm at, sometimes I'm told I need to wait on "my manager" or this or that person's boss. Sometimes those people don't tell me who those people are. By being able to find that person through LinkedIn searching and other cool features helped me prospect better and go through a sale more effectively.

Pros and Cons

I love being able to look for a specific role when searching LinkedIn- it helps me know who is who's manager. It also helps when scheduling next level calls. Asking my prospect to invite John Smith is a lot better than asking them to invite their manager.
I really like the feature that allows you to see when someone has moved companies. This is super helpful in my current role where there is a lot of churn in this industry and happy clients move to another company and pitch our services. It's also helpful being told when one of my prospects happens to leave a company which could impact if the sale will happen or not.
I really love the ability to create a microsite and share [with] a prospect. They can view materials and I will know which material they have viewed and which they didn't. This is really helpful when needing to know if a sale will happen or not.

It's a lot to set up initially. I've used LI Navigator at a few jobs and the first two I didn't set up properly in the beginning. I tried doing too much too fast and I ended up just stopping. Moving forward I'd recommend starting slowly and just with a few prospects. Once the value is there you'll be more motivated to add more.

Return on Investment

It helped me forecast a lot better. Sometimes not knowing who power is or who makes the decisions can deter a sale. By knowing who is someone's boss and then being able to connect with them or at least reference them during calls helps me know who needs to do what.
I've made a dozen sales by LI Navigator telling me an old prospect has changed jobs. I've reached out to those people and they pushed our product to new company. Having that information in an alert right when it happens is key.

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

Likelihood to Recommend

If you deal with large company sales or prospecting I'd say LI Sales Navigator is needed. I worked at a company where I dealt with the owner all the time and it was pretty cut and dry. LI Sales Navigator didn't really help much there. There was no guessing who was who. I'd say 80% of salespeople will need it, for that 20% I'd say ask yourself if most of your prospects are on LinkedIn and if so, do you work with companies with a big hierarchy that impacts the sale but might not always be on your calls. If the answer is yes then LI Sales Navigator is needed.

If you use LinkedIn at all in your industry- you need LinkedIn Sales Navigator

Overall Satisfaction with LinkedIn Sales Navigator