How has getting LinkedIn Sales Navigator changed the way you sell?
Sales Navigator is a valuable tool. The insights and information I
get are organized and clear. It makes it easy to keep track of the
people that matter most. For example, recently I was alerted that a
saved lead had moved to a new company.
After a few phone calls, I asked if we could approach his new
company with our solutions. He was open to the idea and informed me
the account was valued at $375,000. My team was doubtful we could land
the account, but what they didn’t know was that I had been building a
relationship with this lead for nearly a year. We landed the account
in 3 months, which is very short for Symantec.
Can you tell me how you use LinkedIn Sales Navigator to generate
new business opportunities?
Everyday I block out an hour to work on Sales Navigator. It’s the
first thing I do in the morning. I use this time to learn more about
my prospects on an intimate level. If I see a prospect I don’t know
much about, I’ll save him as a lead. I’ll have access to the
information he shares on LinkedIn, the topics he's interested in, and
the news he's talking about.
The minute a lead shares a post or connects with someone in my
network, I see it and there’s no risk of missing it like I might on my
LinkedIn feed. This is more information than I’ve ever had.