The document describes the new features of the LinkedIn Sales Navigator tool which allows salespeople to focus their efforts by filtering accounts and people by region, industry and other criteria. It outlines how the tool provides recommendations, account pages with company updates and connection information, ways to search for and qualify prospects, and methods for contacting them through warm introductions, InMails or direct messages. Salespeople can receive ongoing updates on accounts and leads in their Sales Updates and Leads folder to stay informed on the go.

1. The NEW Sales Navigator
Jamie L Nikosey
Relationship Manager, Sales Solutions
LinkedIn Sales Solutions
jnikosey@linkedin.com
©2014 LinkedIn Corporation. All Rights Reserved.

2. Focus your Sales Navigator experience by
identifying the companies and people you’re
interested in

3. Customize Sales Navigator’s recommendations with
specific region, industry, function, and seniority filters

4. Start with a few suggested accounts based on your
previous activity on LinkedIn

5. Sales Updates will help you stay up-to-date on
what’s happening with the people and companies
you’re interested in

6. Deep dive on an account with the Account Page.
See company updates and information on new and
existing relationships

7. Save people who are important to you at each
account to see their updates in your Sales Updates

8. If you need to find an additional account, Account
Pages exist for every company on LinkedIn – so you
can easily search for and save new accounts

9. You can also search to find the right person, using
premium filters that reflect the way you prospect

10. Qualify prospects by seeing the full name, profile
and activity for up to 3rd degree connections – and
save them if they seem like a good fit

11. New slide
View the names and profiles of members beyond
your 3rd degree connections with Unlocks

12. Once you qualify a prospect, approach them in a
natural way by leveraging your TeamLink network to
get a warm introduction
Send Noah an InMail

13. If you don’t happen to have a warm introduction, you
can reach them directly and credibly with an InMail

14. Once a prospect receives your InMail, they might
view you back - build trust with them via a Premium
Profile that shows who you are and how you can help

15. Then, you’ll know if they’ve viewed you back with
Who’s Viewed Your Profile. You can save leads
directly from here, too

16. The prospects you save as leads will appear in your
Leads folder – and you’ll get updates from them in
your Sales Updates

17. These updates – on accounts and leads – are not
only on desktop. You can keep up-to-date wherever
you work, including right in your email

18. Accelerate adoption with the Learning Center’s
training presentations, videos, and tip sheets