This post was updated in May of 2107 to address changes in UI and features in both LinkedIn and Sales Navigator.
LinkedIn Sales Navigator is LinkedIn’s sales tool. It’s a different subscription and experience than LinkedIn that’s designed specifically for social selling giving salespeople access to LinkedIn’s mountain of B2B data.
You can still do social selling with both the free and premium versions of LinkedIn, and many people do. We wrote the first version of this article in 2015, because, our clients didn't understand the value of Sales Navigator compared to the free and premium versions of LinkedIn. Lots of articles explained that the tool was “worth it, if you had the right process.” That really didn't answer the questions about the value, or what it takes to get the most out of it.
Since we first published this article LinkedIn and Sales Navigator have gone through major user interface changes, and some features that were available in both the free and premium versions are now only available in Sales Navigator. Moreover, LinkedIn has added some nice features to the tool, which make it easier to use, and the platform's B2B data more accessible.
In this article, I’ll compare Sales Navigator to regular LinkedIn. I’ll show you the experience, tell you what's changed, show you how to use the new features, and show you examples of what we consider the killer features. Finally, I’ll walk you through a couple of social selling “Wow” scenarios that illustrate how Sales Navigator can be a powerful social selling tool.