When asked about his favorite feature, Klausen mentions "Saved Searches". With saved searches, users can save their search criteria, including keywords and filter settings, so they can quickly rerun the search at any time. Once a search is saved, users receive email notifications when new people or accounts match the saved search criteria. Saved Searches is a central part of the Sales Navigator experience. "We don't want to contact just any companies, but rather find potential customers who really have a need for our offerings."


Geraldine MacCarthy, Chief Revenue Officer at Personio, agrees: "People buy from people. This is also evident in the collaboration with customers, who, for example, turn to us again after changing employers. More than ever, I consider a partnership approach in sales to be extremely important."


Additionally, Sales Navigator at Personio is integrated with its own CRM system. This ensures that information about accounts, leads, and prospects is always up to date and can be easily shared within the sales team. "This makes the entire process faster and smoother, and our employees can focus on the deep, long-term relationships that are so important to us at Personio," adds MacCarthy.


So, the human aspect is not lost but rather strengthened thanks to the Sales Navigator, as Klausen confirms: "For example, I now receive requests via LinkedIn from interested individuals asking if we can meet at a job fair."

With the use of Sales Navigator, the crucial shift from quantity to quality has been achieved, notes Klausen: "We can search more selectively and thus identify suitable prospects and business opportunities. Instead of quantity, we focus on quality. This increases conversion rates."


High-quality data plays an important role. Because LinkedIn Sales Navigator relies only on information provided by LinkedIn members in their profiles, the information is reliable and up to date. "Often, it depends on one key person whether a deal goes through or not. With Sales Navigator, we focus our resources on the most influential contacts."


The results speak for themselves. "I certainly owe my own performance to Sales Navigator," concludes Klausen. And with the use of the Sales Navigator, not only does he regularly exceed his sales targets, but other colleagues are also increasingly using the tool and discovering new features. "I'm sure the ball has just started rolling," says Klausen, looking at the increasing number of LinkedIn users in the DACH region. "Both the awareness of digital processes on the customer side and the advancing digitization of companies contribute to this."