If you were to ask a typical B2B sales reps which social network they find the most valuable, I’m guessing most would be pretty quickly answer, “LinkedIn.”
Social selling has become a key focus at many organizations, with more than a few sales experts beating the drum. Twitter and Facebook hold a lot of value in this regard, but it seems clear that LinkedIn is the network the majority of reps feel most comfortable with. (FYI, I’m basing this on no hard data; just my own personal, reasonably informed opinion.)
The folks at LinkedIn recognize this value too. While there are already many ways reps can improve their LinkedIn social selling strategies, the company has taken things one step further with the introduction of its NEW Sales Navigator.
Related Article: 3 Steps to Social Selling Excellence with LinkedIn
Touted as a “significant refresh” that “empowers sales professionals to establish and grow relationships with customers and prospects”, the Sales Navigator is an exciting release for B2B reps. As LinkedIn’s Mike Derezin writes, “Tapping into the power of our network of 313 million members, and the data that underlies it, we make it easy for sales professionals to stay updated about key accounts, focus on the right people, and build trusted relationships along the way.”
Here are five other things to know about the LinkedIn Sales Navigator, both new and old.
#1. It’s now a standalone product.
If you didn’t know, LinkedIn had already offered an original Sales Navigator that reps could access via their normal LinkedIn accounts. This new Navigator gets its own separate login for a more standalone social selling experience that apparently reduces the need for a lot of the manual searches of old.
#2. Recommendations are part of the package.
It seems one of the new features available involves lead recommendations by account. It appears the Navigator will recommend lead contacts based on your past history and send updates on decision makers that work with your contacts, which could be handy to help ensure you’re connected with the right decision makers at each company.
#3. You can filter your updates.
Like your normal LinkedIn news feed, the Navigator home page presents updates from the accounts and contacts in your network. Reps have the option to filter these quickly by company updates, content shares and general contact updates (role changes, work anniversaries, etc.) to narrow their focus and more easily stay in touch with what their contacts are up to.
#4. It comes with “premium profile” options.
I’m calling this one out because successful social selling really should start here. Yet while I noted the comfort level many reps have with LinkedIn (when compared to Twitter or Facebook, at least), it’s amazing how many struggle with creating a decent profile for themselves. (Or maybe they simply lack the interest in doing so).
As LinkedIn points out, “first impressions matter”, and the Navigator provides premium profile options like larger headshots and background images to go along with some of the usual suggestions for improvements. Judging from some of the profiles I’ve seen from reps, every little bit can help here.
#5. It’s a premium offering.
While LinkedIn membership is free, the Sales Navigator is not. Pricing for teams is set on a per seat basis. Pricing for individuals appears to begin with a 30-day free trial to start, followed by $79.99 per month (with an option to purchase annually at an additional discount), according to the site.
For more details on the new LinkedIn Sales Navigator, check out the full write-up here.
For more social selling advice, check out: