LinkedIn Sales Navigator Economic Impact Study: North America Spotlight
LinkedIn Sales Navigator Economic Impact Study: North America Spotlight
Does a 312% ROI and 6-month payback sound too good to be true? It's not.
Read on to see what it means for North America.
Is LinkedIn Sales Navigator worth the investment?
In 2023, LinkedIn commissioned Forrester Consulting to conduct a global Total Economic Impact™ study to determine the return on investment (ROI) of LinkedIn Sales Navigator. In this sub-set of the global TEI study, focused on the use of Sales Navigator in the North American region, Sales Navigator was found to have attributed to 30% in revenue growth, and a 15% increase in efficiencies gained across sales teams.
Discover the main benefits identified by Forrester below, and read the full global study for the full details, including methodology and customer testimonials.
Discover the main benefits identified by Forrester below, and read the full global study for the full details, including methodology and customer testimonials.
Select a topic to explore further:
- Revenue growth
- Research efficiency
- Data accuracy
- Finding hidden allies
- Buyer intent
- Employee collaboration
Gain in net operating profit due to the increase in sales opportunities
By leveraging more accurate data, higher-quality leads, and improved messaging, the European organisations experienced an increase in qualified sales opportunities, leading to more closed/won deals and ultimately generating additional revenue.
Efficiencies gained in sales research efforts
By leveraging accurate and detailed professional data, automated capabilities, and seamless CRM integration, the organisations’ sales teams more efficiently identified qualified leads ready to buy and engaged prospects with more effective messaging, resulting in increased opportunities and a positive impact on the bottom line.
Sales Navigator enables our teams to better understand and connect with potential buyers, resulting in more effective prospecting and higher-value opportunities. Additionally, the collaboration and efficiency features of the tool have accelerated our sales cycle, allowing us to close deals faster.”
Senior Revenue Operations Manager, Software
Data accuracy and enrichment
Since Sales Navigator is built on the established LinkedIn professional platform, the organiszations’ sales team benefitted from access to real-time, first-party professional data, as it ensured data accuracy and empowered the sales teams to approach the available information with confidence.
**This information derives from LinkedIn proprietary data and is supplemental to Forrester's TEI Study findings.
Having accurate and reliable data is crucial for our sales team. Sales Navigator has significantly improved our data accuracy, allowing us to make informed decisions, prioritize accounts, and target our messaging more effectively. It has been a game-changer in ensuring the quality and integrity of our data, ultimately leading to better outcomes and increased revenue.”
Director of Sales Development,
Software
Hidden allies resulting in warm leads
Sales Navigator revealed colleague relationships at a prospect’s company. Current and former coworkers could provide insights, reach out to their connections, and make warm introductions, which were generally more effective than the cold-call approach.
Identification of high-value leads with intent to buy
Sales Navigator incorporates a feature that identifies and reports buyer intent, enabling the organizations’ sales teams to track a prospect’s journey, prioritiszing those most likely to engage based on intent signals such as responding to an InMail, visiting the organiszations’ LinkedIn pages, and interacting with its posts. This functionality empowered the sales teams to prioritise their efforts efficiently and concentrate on high-value prospects who are more likely to make a purchase.
With the intent-to-buy dashboard, you can see detailed account activity, the people looking at your profile, account milestones, and contact information. You can bring in all of that to build out lists on a granular level in order to reflect personas. The ability to combine all that data allows you to define your addressable market, see the intelligence behind leads, and prioritize those accounts.”
Senior Manager of Global GTM and Sales Enablement, Software Company
Ability to work together seamlessly
Sales Navigator promoted sales team collaboration by allowing the interviewees’ team members to share accounts, leads, lists, and best practices to unlock efficiencies.
With the LinkedIn CRM integration and data source consolidation, we spend significantly less time clicking between systems, enhancing employee satisfaction and promoting cross-team communication.”
Director of Sales Development,
Software
LinkedIn resources
LinkedIn Sales Navigator Total Economic Impact Global Study
Read our full TEI study to discover how LinkedIn Sales Navigator delivers organizational value by improving sales productivity and efficiency, providing buyer foresight, and generating new sales opportunities.
Get started with Sales Navigator
*LinkedIn commissioned Forrester to undertake this TEI study. Forrester does not endorse a company or its solution, and clients cannot purchase favorable opinions or results. Forrester maintains editorial control over any content created. For more information visit forrester.com/policies/tei.
**This information derives from LinkedIn proprietary data and is supplemental to Forrester's TEI Study findings.
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