Desktop or drawer?
It may seem obvious, but let’s explore before we commit to our answer.
LinkedIn Sales Navigator is a sales and prospecting tool lauded by the likes of SAP, EY, Infosys, Verizon, Symantec… there’s a long list. And the good thing is, a business doesn’t have to have an office in every continent to get licenses. I’ve had a ‘solo’ license for a number of years as well as enterprise level licenses.
LinkedIn Sales Navigator, we’ll just refer to it as SN for now – is a great sales tool, so great that I think it’s become a victim of its own success. From data LinkedIn provide, they say:
On average, SN users see:
- 5% Higher Win Rates
- 35% Larger Deal Sizes
- 34% of Opportunities Sourced
- 61% of Revenue Influenced
If your business is paying for licenses, are you seeing success numbers similar or better than these? Don’t forget this is an average and no one likes to be average, so hopefully, you are outperforming average.
For now, I’m going to give an insight into what might be happening if you are near or below average. I don’t sell SN so I’ll keep the great ways it can help salespeople to stardom for another article. My focus, as per the image, is: ‘Where do you keep your Sales Navigator?’ If you got into sales within the past five years SN is probably a tool you have always used. That’s good – you would answer ‘desktop’.
Now, here’s the rub. For those that have been around longer, SN is yet another sales tool that rocked up and said it would blow your minds and change your world. Trouble is, when we first encountered SN we may not have ‘got it’. I know when I first came across SN, my usage was poor – actually it was dire. I didn’t listen to the training as it seemed a bit bonkers; my peer group weren’t active users and my bosses didn’t push me. Why not just learn and get active I hear you say – it’s not as simple as that. As a result, for many, their SN stays in the ‘I’ll get around to it soon’ drawer. Now, I wonder how many ‘paid for’ licenses are sat there? Too many.
Learning SN (which I eventually did) and even becoming a ‘super user’, doesn’t mean you will automatically jump above the average stats. Let me explain why.
If you have a shop, on the best street, you will spend time making the eternal look good. You will have a ‘stop you in your tracks’ window display which will entice the inquisitive and when the time is right, they will enter your store. If, when they cross the threshold they are confronted by an, at best average interior, poorly laid out goods, lack of attention to detail and odd branding that looks totally different to the exterior – or, even worse, it’s empty! You have an issue.
SN is a social selling and prospecting tool, which means you needs to have a killer social profile behind it. I see your content, you get my attention – I check you out on LinkedIn. Oh dear, a bog-standard profile stares back at me – I depart without interacting. You need to get all the basics nailed before your hard work on SN will pay dividends.
I’ve come a long way from the days when my SN was in my ‘drawer’. I even help people master SN and make sure their shop interior is up to scratch. I’m always learning and enjoying the new features LinkedIn releases – that’s like making sure the shop exterior, the window display and everything inside – will leave the competition behind. It also means I’m nailing social selling.
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