Sales Navigator is a service from LinkedIn, but it is very different from the standard LinkedIn platform. In this movie, we'll see how to sign into Sales Navigator, a completely different web page from the LinkedIn platform. But, we'll also see how Sales Navigator is connected to a standard LinkedIn account.
- [Voiceover] In this movie, I want to talk about how the Sales Navigator account relates to a standard LinkedIn account and the advantages that Sales Navigator offers. If you have not gone through the initial setup of your Sales Navigator account, that's perfectly fine. You don't need to follow along with what I do in this movie. It's just an introduction, a preview. In the next chapter of this course, we're going to start with getting your Sales Navigator account set up for the first time. But for now, I'm starting here not in Sales Navigator. I'm in LinkedIn.com signed into my LinkedIn account.
As you know, in LinkedIn you can search for people you may want to connect with or you can explore suggestions for people you may know. And of course, you can browse profiles of other users and connect with them. Once you connect with somebody, you can see their status updates on your main newsfeed and you can send them messages on LinkedIn. And this is great for maintaining professional relationships with people you know. But Sales Navigator, even though it is tied to your normal LinkedIn account, has a completely separate interface and set of tools.
If you have already purchased your Sales Navigator license, you can access it at any time. If you are on the LinkedIn.com page and you have a Sales Navigator license, then you'll see this link near the top right that says "Go to Sales Navigator." If you click on that, it opens a new tab and you land on the Sales Navigator homepage. But probably a better way of getting to this would be to go to the address for Sales Navigator which is LinkedIn.com/Sales. And it's probably a good idea to bookmark this so you can get to it quicker.
And that will take you to the Sales Navigator homepage, or if you're not signed in, it'll take you to the login screen and then you'll land here. Once you get to the Sales Navigator page, you can always link back to the normal LinkedIn.com page by clicking on this link up in the top right corner of this page that says, "Go to LinkedIn.com." But that's not what we want to do. We want to stick with Sales Navigator. And this page looks fairly similar to the LinkedIn.com page. Of course, here in the middle of the page we see the newsfeed which you can scroll through and see a bunch of updates.
If this is your very first time in Sales Navigator, it's possible that this newsfeed will be empty until you do some of the setup that we're going to talk about in the next chapter. I've already done a little bit of that setup, so this is basically what the newsfeed will normally look like. And the information in this newsfeed is not from people that I've connected with on LinkedIn. This is information from people that I have identified as leads or companies that I've identified as accounts. Notice above the newsfeed, it says that this is information about leads and accounts.
And this is really important jargon in Sales Navigator. Individual people that you have decided to follow on Sales Navigator are known as leads. And companies which you can follow in a similar way are referred to as accounts. So here's our first big advantage in Sales Navigator. We can follow and see updates from people and companies without connecting with them on LinkedIn. As a salesperson, some of your strategies may be built around choosing the right time and method for initiating contact with a lead.
So it's really valuable to be able to gain insight about your leads before you ever contact them or request a connection on LinkedIn. Also, consider the focus that this offers. This newsfeed in Sales Navigator is customized to show information about your target leads and accounts. Another big advantage of Sales Navigator will be the search tools and recommendations which will help you find the right leads and accounts. So I'm going to click on this link near the top of the page that says "Lead Builder" and we can get a preview of some of those search options.
Naturally, there are some robust search tools in the regular LinkedIn platform, but the search tools that we have here in Sales Navigator are specifically geared towards sales, helping you find effective leads. So of course, we're going to talk about how the search tools work as we go through this course. And finally, I want to point out one more advantage to Sales Navigator. When you use the regular LinkedIn platform, you cannot send a message to another user unless you are connected with that person on LinkedIn.
But sales is often built around contacting and building relationships with new clients that you do not know. So LinkedIn has this feature called InMail which is part of some of the premium LinkedIn services including Sales Navigator. To get a preview of this, I'm just going to go to my leads by clicking on this link up at the top. And I'm going to click on one of the profile pages here. And it's okay if you're not following along with all of this lead stuff quite yet. I just wanted to get to this person's profile page.
And you can see here, instead of a button that says "Send Message," I see a button that says "Send InMail." InMail is a system for sending a message to another LinkedIn user who you are not connected to. And you're going to be working with a monthly allotment of how many users you can contact through InMail in a month. But we're going to talk about all of those details later in the course as well. So let me go back to the Sales Navigator homepage just by clicking on this home link near the top of the screen. And here we are back on that homepage.
And I want to finish up by going back to that relationship between Sales Navigator and the standard LinkedIn platform. These are two different tools with two different interfaces accessible through two different landing pages. But they are tied to the same LinkedIn account. So managing your LinkedIn profile and building your personal brand is extremely important when you use Sales Navigator. When you do interact with leads on Sales Navigator, if they choose to get information about you and view your LinkedIn profile, it's the standard profile on LinkedIn.com that they're going to be seeing.
So if I go back to LinkedIn.com. I still have it open in this other tab. Click on the little picture of me to go to my profile page. This is the profile that people will view if they click on your profile in Sales Navigator. So you should make sure that you put in the work to build a strong effective profile page that reflects you and the business you represent. The information that you post on your newsfeed should be relevant to your professional goals as they will represent your personality on LinkedIn.
If you've not already, you might want to check out our course Up and Running with LinkedIn which has a full chapter on creating a great profile. So now that you have a general idea of the benefits of Sales Navigator and how it relates to your standard LinkedIn account, we can dive into the rest of this course and get into the details of how Sales Navigator works.
- Setting up Sales Navigator
- Finding new leads with Lead Builder
- Saving Lead Builder searches
- Using updates and suggestions
- Viewing LinkedIn profiles
- Making introductions via shared connections
- Using InMail to reach contacts
- Using the Sale Navigator mobile app