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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.

Read the full interview.

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