Ethan Hamilton provides a closer look at the features and benefits of LinkedIn Sales Navigator, a standalone platform leveraging the power of LinkedIn for the sales professional to stay on top of their book of business.

1. Overview of LinkedIn Sales Navigator

2. Why reps lose deals
people on average are
involved in the buying
decision
5.4
Missing critical players
77%
of buyers don’t believe
that sales understands
their business and don’t
think they can help
Saying the wrong things
of forecasted deals
go dark
24%
Losing touch with prospects
???

3. LinkedIn has a wealth of information on the people and
companies with whom you want to build relationships
430M+
Members worldwide
7M+
Global companies
159MMonthly unique visitors
2B+
Updates per Week

4. To tap into the power of LinkedIn for sales, you need to
expand your access and tailor your experience
Today:
your personal
network
All that LinkedIn
has to offer
YOU
Just what
you need
for sales

5. Overview of LinkedIn Sales Navigator
Ethan Hamilton
Customer Success Manager, LinkedIn Sales Solutions

6. 6
Be the most effective platform
for marketers to engage
with professionals
​ LinkedIn Sales Navigator lets you:
EngageTarget Understand
Buyers with
personalized
outreach
The right buyers
and companies
What buyers
value

7. Target the right buyers and companies
• Lead Builder
• Lead Recommendations
• Saved Leads

8. Search CancelTeamLink members onlyShow
Lead Builder View saved searches
Current company TitleLocation Postal Code
Eg. LinkedIn Eg. Vice PresidentEg. San Francisco bay area
Function Seniority Company Size Industry
Entrepreneurship
Accounting
Administrative
Arts and Design
Business Development
Community and Social...
Owner
Partner
CXO
VP
Director
Manager
1-10
11-50
51-200
201-500
501-1000
1001-5000
Accounting
Airlines / Aviation
Alternative Dispute Rele...
Alternative Medicine
Animation
Apparel & Fashion
Keywords
Eg. Big DataRenewable AND energy Arizona Finance
x
x
Target the right buyers and companies

9. Target the right buyers and companies

10. Target the right buyers and companies

11. Target the right buyers and companies

12. Understand what buyers value
• Sales Updates
• Sales Navigator for Gmail
• Account Pages

13. Understand what buyers value

14. Understand what buyers value
Email
Mobile
CRM
Gmail

15. 15
Understand what buyers value

16. Engage buyers with personalized outreach
• TeamLink
• InMails & Introductions

17. Engage buyers with personalized outreach

18. Engage buyers with personalized outreach

19. You can’t manage what you can’t measure

20. Measure and Manage with usage reporting

21. • Social Selling Index (SSI)
• Unique daily log-ins
• Saved leads
• Accounts saved
• Searches performed
• Profiles viewed
• InMail™ messages sent
• Messages sent
• Unique connections
• Sort by tag
Measure and Manage with usage reporting

22. Measure and Manage with usage reporting

23. Know your team is on the
right track and focused on
the right activities:
• Measure social selling
activity with daily SSI
updates
• Coach your teams with
actionable insights
• Benchmark your team’s
performance against
peers with team
leaderboards
Measure and Manage using the Social Selling Index (SSI)

24. Our sales reps rave about how their
prospects actually respond to them on
LinkedIn, where an email would likely be
ignored.
24
Social Media Marketing Manager, XO Communications

25. ​ Sales Navigator Helps You Sell Smarter
Target
• Find the right people
faster and more easily
• Prioritize the right
companies
• Qualify new people at
your accounts
Understand
• Keep track of leads and
existing relationships
• Stay up-to-date on contacts
and accounts
• Research prospects
wherever you work
Engage
• Engage with prospects and
customers through your
network
• Reach your prospects
directly with the right context
• Build your professional
reputation
Buyers with
personalized outreach
The right buyers
and companies
What buyers value

26. Q&A