LinkedIn Sales Navigator: Social Selling or Just Plain Selling Out?

Originally published on Technorati as: LinkedIn Sales Navigator: Social Selling or Just Plain Selling Out? 

LinkedIn is the professional’s social network, allowing you to post your education, career experience and other relevant information about your career or job on a network filled with like-minded people. Presumably it’s a network aimed at the professional to highlight their accolades, get recommendations from customers and increase visibility from a professional angle. As of February the network boasted 150 million members with around 27 million of those classified as “decision makers”. All sharing industry articles, engaging in conversation via LinkedIn Groups and now for some, according to a recent Forbes piece, trolling the profiles of users to find prospects to cold call, or “smart call” as the article phrases it.

So is LinkedIn selling you out by offering up their database of user profiles to sales people? The new premium service, which wasn’t publicized with a news release and launched with any type of fanfare, is called Sales Navigator and is specifically designed to help salespeople with, what LinkedIn is calling, “social selling”. Enterprise Account Executive for LinkedIn, Brian Gainor sums it up: “LinkedIn is not primarily your online resume…If you are a salesperson, you have to think of LinkedIn as a super-charged sales tool that can radically transform your business. That”s really key”. According to the LinkedIn website, Sales Navigator is a premium account that comes with a bundle of different features including:

  •  Lead Builder: Allows you to search LinkedIn’s database by seniority, function, industry, location, company and company size.
  • InMail: LinkedIn’s inMail lets you personally contact any LinkedIn member, even those outside your network.
  • Profile Organizer:  Workspace to keep all your prospect profiles organized with folders, notes, contact info. and correspondence history.

  • OpenLink: This allows you to designate your profile as an open networker and lets others contact you without InMail or an introduction. This open link icon will display on your profile and in search results.
  • Who’s Viewed Your Profile: View the expanded list of titles, regions, and companies of people who have viewed your profile.
  • Premium Badge: This badge designates your profile so people outside your network can view your full profile.

The service costs either $39.95 or $74.95 per month. For salespeople this is a step in the right direction, by opening up more options for searching and pre-screeniThe service costs either $39.95 or $74.95 per month. For salespeople this is a step in the right direction, by opening up more options for searching and pre-screening prospects by sales territory or minimum company size it does some of the heavy lifting of finding pre-qualified leads for you. For users who post their resumes, this might not be such a good thing.

There is already an ad network on LinkedIn that lets marketers capture leads, but Sales Navigator opens the door to sales people actively pursuing you if you meet certain criteria. I suppose if you are using the site for free, and publicly putting information out there, there is no reason why LinkedIn and it’s customers shouldn’t have access to it. Since information is key to the success of those in the sales profession, having access to as much of it as possible is a good thing right?  There is already an ad network on LinkedIn that lets marketers capture leads, but Sales Navigator opens the door to sales people actively pursuing you if you meet certain criteria. I suppose if you are using the site for free, and publicly putting information out there, there is no reason why LinkedIn and it’s customers shouldn’t have access to it. Since information is key to the success of those in the sales profession, having access to as much of it as possible is a good thing right?

About Geoff Simon

Geoff is owner/operator of Simon Search Marketing. He graduated cum laude with a B.S. in Business Administration from California State Polytechnic University in 2003. Geoff immediately secured employment as an account coordinator with Grey Direct West, (now G2 Direct & Digital) working for Bank of Americas online banking division. From there Geoff has worked in a search marketing capacity for companies including Intermark Group, Disney Interactive Media Group, and Toyota Dealers Association. During his time Geoff has worked on brands including Disney Family, Toyota, Lexus, National Geographic, Red Bull USA Events, That '70s Show and Carsey Werner.
Geoff likes ice-hockey, is a Chicago native and proud dad to his almost 1-year old son Cyrus.
Find Geoff on Google+, Facebook, LinkedIn, or follow his Twitter handle @geoff_simon

Comments

  1. LinkedIn Sales Navigator: Social Selling or Just Plain Selling Out? http://t.co/2Px3QTfa

  2. Jason Morgan says:

     

    I have to say i am very impressed with the way you
    efficiently blog and your posts are so informative. You have really have
    managed to catch the attention of many it seems keep it up!

    for
    the terms

Speak Your Mind Cancel reply

*