So you have a product or service and want to get paying customers. You have heard there are many places you can do so online. Twitter, LinkedIn, Instagram, Facebook… The list seems endless.
Overwhelmed, you take a step back and ask the people who know where to find prospects the best: Salespeople.
When you ask anyone with a salesperson about how to generate leads for your business, you will get one answer. All. The.Time.
LinkedIn Sales Navigator. And nothing else.
This tool is the bread and butter of salespeople and business owners – Basically, anyone who wants to find people who will pay for their product or service.
And by the end of this article, you’ll know exactly what it means, what you can do with it, and if it’s what you need. And why it’s SO Amazing. Let’s talk about that.
What is LinkedIn Sales Navigator?
Linkedin Sales Navigator is an umbrella of premium services provided by Linkedin that makes it easier for you to find B2B buyers on Linkedin. It’s one of the best forms of “social selling”, i.e. using social media to sell your product/service to prospects.
Why is it the best, you may ask? Because almost all of your prospective customers are on LinkedIn! 500 million people use LinkedIn. They consume content, open messages, check in with their colleagues, and stay on the lookout for industry updates.
If you approach prospects with relevant messaging, by sheer probability, you can skyrocket the sales for your business.
What do I get with Linkedin Sales Navigator?
You get premium features that someone using LinkedIn for free or on a lower tier doesn’t get. Here are the features we are talking about:
- Advanced Lead and Company Search:
On the free tier of LinkedIn, you have limited search results. It blurs certain profiles and in general, makes it difficult for you to find leads on it.
With Linkedin Sales Navigator, you can easily learn about all the people who work at a certain company, their work history and ex-employees. What’s more: You are recommended similar profiles based on your results.
By the way, “Advanced” Search totally stands up to its name. From the first name to industry to recent job changes to the keywords in their content… it’s VERY advanced! You’ll never hear a single person saying Linkedin Sales Navigator is not advanced enough. - InMail:
InMails are like Linkedin messages, but a whole lot better.
In Linkedin’s free tier, you can send messages ONLY to your connections. This becomes a problem when you are contacting leads at scale, as not all people will accept your connection requests.
This means you have to forego talking with them. Might as well forget that lead. Not with InMails. Thanks to them, you can message anyone on LinkedIn, regardless of them being connected to you!
There’s one problem with InMails though. You can only send between 20-50 InMails per month. This is bad news. Because to meet your sales targets, these many InMails just won’t cut it.
- Saving Leads:
Although the number of leads you say depends on the plan, this feature is very important nonetheless.
You can make elaborate lists of leads depending on a common factor (company, industry, location, anything) and save them so you can approach them later. This ensures that your leads are easy to access for later use. To put a number, you can save up to 10,000 leads!
You can also add custom notes to understand the prospects better. You can easily group them with custom tags too. - CRM(Customer Resource Management) Integration:
This feature is available for Linkedin Sales Navigator Advanced and Linkedin Sales Navigator Advanced Plus.
You can sync leads, accounts, and information between your CRM and Linkedin Sales Navigator. You can see Linkedin Sales Navigator as an embedded profile within your CRM. The embedded profiles can be powerful because you can leverage LinkedIn information to generate sales insights in your CRM with just a few clicks!
Linkedin Sales Navigator integrates to any of the following CRMs:
A. Salesforce
B. Hubspot
C. Microsoft Dynamics
D. Pega
E. SAP
F. Oracle CX Sales
G. SugarCRM
F. G2
- Updates on your leads:
Changes in your lead’s career dictate the way you communicate with them. You can also argue that it impacts their relevance to your product or service. So, being updated with their role is very important to put forth relevant messaging.
Say your lead has been promoted in their company, or they have joined a new company – you can alter your messaging as per that. Such updates can be amazing conversation starters for you to pitch your product.
Linkedin Sales Navigator notifies you about the updates in your prospects’ careers on their landing page – it is literally the first thing you see! - TeamLink and TeamLink Extend:
Although a feature of Advanced Plan, TeamLink and TeamLink Extend are incredibly useful. Thanks to them, you can view and search your team’s connections.
Why is it useful, you may ask? You can see who among your team has 1st-degree connections to a certain prospect and ask them to give a warm introduction to the prospect.
Due to the relative proximity of the connection of your teammates, the prospect may trust you more. It becomes easier to close the sale!
How much does it cost?
Now that you are aware of Linkedin Sales Navigator’s features, let’s talk about its pricing.
Linkedin Sales Navigator has different pricing tiers according to the sophistication of your use. LinkedIn is accommodating to individuals and teams alike so the size of your team can influence your pricing too.
So the pricing tiers are:
- Linkedin Sales Navigator Professional: $99.99/month
- Linkedin Sales Navigator Team: $149.99/month
- Linkedin Sales Navigator Enterprise: begins at ~1600$/year
Something to note – Linkedin Sales Navigator has annual pricing too. Choosing which, the price drops by 25% compared to the monthly pack. But we won’t recommend buying the annual pack right away. Speaking of buying the tool, let’s head on to the conclusion of the article!
So — Should you get it?
The answer is short and simple:
Yes.
Linkedin Sales Navigator is a tried and tested way to generate leads for businesses. But we understand that their pricing tiers are a bit costly. You may just not know if it can work for you based on online reviews.
So we recommend trying out the platform first. Jump onto the free trial of Linkedin Sales Navigator once you get an idea of how LinkedIn works. If you think you can bring results during the free trial, then by all means get it!
