This document provides an overview of the key capabilities of LinkedIn Sales Navigator for business development professionals. It discusses how Sales Navigator helps users target the right economic buyers and companies through features like Lead Builder and Lead Recommendations. It also explains how Sales Navigator helps users understand what their targets and competitors value through insights from tools like Sales Updates, Account Pages, and Sales Navigator integration with Gmail. Finally, it summarizes how Sales Navigator enables users to engage current and potential clients by building relationships using features such as TeamLink, InMails, and profile connections. The document emphasizes that Sales Navigator provides critical relationship-building, prospecting, and research tools to help sales and marketing professionals.

1. Fundamentals of LinkedIn Sales Navigator
for Business Development
Alexis Lilly
Customer Success Manager, LinkedIn Sales Solutions

2. Relationships

4. The Changing Decision Maker
2%
How many of the other
stakeholders that decision
makers know at F1000
organizations.
Work in silos
Decision makers change
roles every year.
20%
Changing Roles
???
Budget decisions made
by individuals outside of
the C-suite.
58%
Moving down stream

5. 5
Missed Opportunities are Costly

6. Relationships

7. 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

8. Be the most effective platform
for marketers to engage
with professionals
​ LinkedIn Sales Navigator lets you:
Engage current
and potential
clients by
building
relationships
Target the right
economic
buyers and
companies
Understand what
targets and
competitors
value

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

10. 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 economic buyers and companies

11. Target the right economic buyers and companies

12. Target the right economic buyers and companies

13. Understand what targets and competitors value
• Sales Updates
• Sales Navigator for Gmail
• Account Pages

14. Understand what targets and competitors value

15. Understand what targets and competitors value
Email
Mobile
CRM
Gmail

16. 16
Understand what targets and competitors value

17. Engage current and potential clients by building relationships.
• TeamLink
• InMails & Introductions

18. Engage current and potential clients by building relationships.

19. Engage current and potential clients by building relationships.

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

21. Measure and Manage with usage reporting

22. • 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

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. ​ Sales Navigator Helps You Build and Maintain Relationships
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
current and potential
clients by building
relationships
the right targets
and companies
what economic
buyers value

25. Q&A