This document summarizes the key features and benefits of LinkedIn Sales Navigator, a tool that provides sales and business development teams access to LinkedIn's network and data to generate new leads and business opportunities in a more strategic way. It highlights how Sales Navigator allows users to build custom lead lists, map out decision makers within accounts, access the full LinkedIn network without restrictions, leverage a company's internal network for introductions, track job changes of prospects and customers, and save leads and accounts for insights. It also notes that Sales Navigator provides training, onboarding, usage monitoring and support to help clients implement a successful social selling program.

1. LinkedIn Sales Navigator
Overview

2. How it works
Sales Navigator offers your sales and business development teams to leverage LinkedIn data and to find new
business opportuni;es, in a more structured and strategic way.
The Lead Generator allows you to find all the relevant accounts in your ver;cal, and also lets you save lists of all the
relevant prospects in your industry. Based on our organic LinkedIn data, your reps can now get automated updates
and build lead lists that do not depreciate.
With a 360° view into accounts, reps can discover their upsell and cross-sell opportuni;es by iden;fying and mapping
out key decision makers in each business line and region of your client.
New Business
Upsell
1
Generate lead
lists that don t
depreciate
2

3. The Network
While there is tremendous value in “free” LinkedIn it prohibits members from running an unlimited number of
searches and viewing an unlimited number of profiles due to its ‘Commercial Use Limit’
Sales Navigator provides access to the en;re network without any restric;ons. Accompanying this access is a number
of filters and tools to help enhance the search experience and make it easy to find the right person
430M members 2B+ member updates
per week
Restricted Search Unlimited Search
5.4 people are
Involved in the average
B2B buying decision

4. TeamLink
enables you to leverage your company’s network to find introduc;ons into your accounts or territory even when
you’re not connected. Sales Navigator licenses will interconnect your company to create a massive pool of poten;al
introduc;ons.
This is an addressable market of warm and trusted introduc;ons that you cannot access without TeamLink because
your company is only [X]% connected to one another.
Your employees are connected to
[X] companies on LinkedIn
Your employees are connected to
[X] individuals on LinkedIn

5. Job changes = Selling Opportunity
Sales Navigator allows you to track the recent job changes of your prospects and customers from both search and
the news feed. This is a powerful way of engaging poten;al buyers and maintaining an ever-changing org chart.
Many of your current customers are moving on to new roles. You can stay informed on these jobs changes to warm
up your next acquisi;on -- these are your ‘bluebirds.’
18 months
The average 7me before
A DM changes roles
DMs are 60% more likely to evaluate
a purchase in their first 6 months in role

6. Save Leads and Saved Accounts – Insights and Business Intelligence
Albert Einstein once said, “If I had an hour to solve a problem, I’d spend 55 minutes thinking about the problem and
five minutes thinking about solu;ons.”
From within Sales Navigator you can save prospects, partners, customers, and poten;al buyers to see what they are
sharing and wri;ng on LinkedIn. Addi;onally, you can save the companies they work for so you are consistently
updated when organiza;ons are men;oned in the news on and off LinkedIn.com – (funding, M&A, c-suite hires, etc.)
75% of B2B buyers now use
social media to be more informed on vendors
90% of DMs say they never
respond to cold calls

7. Ownership
Sales Navigator allows your company to own all of your LinkedIn subscrip;ons. If your online users are expensing
their subscrip;ons and they leave your company there is no way to recover those dollars. Now you are paying for
your ex-employee to prospect for one of your peers.
Your dashboard will allow you to move seats, tag users, and track usage analy;cs…

8. Scaling the Program
A lot of people understand social media but only a few understand how you can use it to sell
It’s our first priority to make sure you achieve Social Selling success with LinkedIn Sales Navigator.
Therefore we offer our clients full on-boarding training, Relationship Manager, and 24/7 Access to our
Online Training Center.
Relationship Manager
- CUSTOMIZED TRAINING
- USAGE MONITORING
- DRIVE ADOPTION
Sales Product Consultant
- LIVE WEBINARS
- 24/7 ACCESS TO RECORDED
SESSIONS
- SELF-PACE TRAINING MODULES
Online Training Center
- PROJECT MANAGEMENT
- COMPETITOR ANALYSIS
- QUARTER BUSINESS REVIEWS

9. Social Selling Roll-Out
We align our resources, to guarantee a successful roll-out of your social selling project and ensure
continuous success throughout our partnership.
Signing the Contract
Intro to Project Manager
Provisioning of Licenses
On-Boarding Training
Quarterly Management
Reviews
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