Item: LinkedIn Sales Navigator
Rating: 9
Author: Kelly Wasden

Use Cases and Deployment Scope

LinkedIn Sales Navigator is currently being used across all of our Go To Market teams within the company and has been for the past few years. It has been widely successful at helping our SDR team to identify additional stakeholders as well as connections within our own company for introductions and making the appointments easier to set. Within our growth team, it has been successful in helping understand what additional whitespace is out there within an organization and then using the messaging feature to start warming up the potential new lines of business. It's helped shed a lot of light as to how large or deep the company is for us.

Pros and Cons

Allows us to map senior level leaders
Save leads
Set up alerts and notifications
Identify users that have moved on to a new company

Little to no training
So many filters and overwhelming at first
Hard to really understand the power it holds

Return on Investment

Deeper customer product use i.e. stickiness
Reduces customer churn
Increases numbers of new customers through prospecting

Alternatives Considered

ZoomInfo

Simply put, by having a world-class sales team/engine you also need best in class software to make it happen. LinkedIn Sales Navigator is at the top of our list for that reason alone. We tried a few others back in the earlier days from what I understand, and every one of them wasn't nearly as powerful or complete as Navigator. Sure it's the 800 pound gorilla, and chances are there will be others that will put it to the test like Lusha. But Navigator has more maturity and breadth to connecting people that it's almost a miss to not include it with your sales or go to market teams' stack.

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?

I wasn't involved with the selection/purchase process

Did implementation of LinkedIn Sales Navigator go as expected?

I wasn't involved with the implementation phase

Would you buy LinkedIn Sales Navigator again?

Yes

Other Software Used

Gong.io, Zoom, Lessonly

Likelihood to Recommend

LinkedIn Sales Navigator is definitely expensive, but for us, it is a critical component to our sales first driven organization. Depending on the size of your organization, the cost benefit here is closing just one more sales per rep or additional sales through a warm contact on LI that is mutual, etc. Any company that has a GTM team will greatly benefit from something like this. The main caveat being that the team is trained and knows HOW to use it. I have been at previous companies where people fought to have it only to never use it because they didn't know how to set up certain filters or use it properly.

Must have in your tech stack for any GTM team

Overall Satisfaction with LinkedIn Sales Navigator