{"id":1636,"date":"2015-03-02T11:04:20","date_gmt":"2015-03-02T11:04:20","guid":{"rendered":"https:\/\/www.lamagnetica.com\/social-selling-and-the-new-linkedin-sales-navigator\/"},"modified":"2023-01-24T15:19:53","modified_gmt":"2023-01-24T15:19:53","slug":"social-selling-and-the-new-linkedin-sales-navigator","status":"publish","type":"post","link":"https:\/\/www.lamagnetica.com\/es\/blog\/social-selling-and-the-new-linkedin-sales-navigator\/","title":{"rendered":"Social Selling and the new LinkedIn Sales Navigator"},"content":{"rendered":"<p>On 2014, LinkedIn officially introduced its new <a href=\"https:\/\/www.linkedin.com\/business\/sales\/blog\">Sales Navigator<\/a> update. This is not the first version of the product, but a huge update that we find useful to talk about. With this product, LinkedIn pretends to make the contact process with decision makers easy for salesmen, thanks to its more than 300 million high-qualified profiles on their database. This product is only available for premium users<\/p>\n<p><!--more--><\/p>\n<p>A little bit of history<\/p>\n<p>Back in August 2011, LinkedIn released a product called \u201cLinkedIn for Salesforce\u201d which, with time, would finally become the Sales Navigator. It allowed you to integrate your <a href=\"https:\/\/www.salesforce.com\/es\/?ir=1\">Salesforce<\/a> and LinkedIn accounts, in order to have access to your Salesforce profiles and merge them with the social network, getting more information from your contacts.<\/p>\n<p>What is the new LinkedIn Sales Navigator?<\/p>\n<p>According to <a href=\"https:\/\/www.linkedin.com\/business\/sales\/blog\">their blog\u2019s<\/a> explanation, \u201c<em>Sales Navigator is a data-driven product that enhances the buyer-seller relationship and makes it more efficient.\u00a0 Tapping into the power of our network of 313 million members, and the data that underlies it, we make it easy for sales professionals to stay updated about key accounts, focus on the right people, and build trusted relationships along the way\u201d<\/em>.<\/p>\n<p>Some of the main key features are:<\/p>\n<ul>\n<li>Lead and account recommendations<\/li>\n<li>Job changes, common connections notifications<\/li>\n<li>CRM integration with <a href=\"https:\/\/www.salesforce.com\/es\/?ir=1\">Salesforce<\/a> and <a href=\"https:\/\/dynamics.microsoft.com\/en-gb\/\">Microsoft Dynamics<\/a><\/li>\n<\/ul>\n<p>But, why is LinkedIn interested on deploying a new version for everyone?<\/p>\n<p>Social Networks are useful far beyond checking your friend\u2019s holiday pictures and #Icebucketchallenge\u2019s all over the world. They can be used as a selling channel, a concept known today as <a href=\"https:\/\/www.forbes.com\/sites\/sap\/2013\/05\/08\/what-is-social-selling-connections-and-content\/\">Social Selling<\/a>, that has become a way of generating lots of profit for people like <a href=\"https:\/\/lewishowes.com\/\">Lewis Howes<\/a>, one of the most known \u201csocial sellers\u201d on LinkedIn.<\/p>\n<p>And LinkedIn knows that its platform can be an awesome tool for you to increase sales. \u00a0You can connect with millions of people in a wide range of categories and sectors, all over the world, that would be really difficult to connect with otherwise by using traditional channels like cold calls or emails.<\/p>\n<p>But, first of all, let\u2019s check some data on why is it so important that we shift into a new selling reality:<\/p>\n<ul>\n<li>There are, on average, 5.4 people involved in each buying decision process. (These are the people you need to contact in a traditional sales process until you reach the Decision Maker).<\/li>\n<li>75% of B2B buyers use social media to be more informed on vendors.<\/li>\n<li>76% of buyers prefer a vendor recommended by their network in order to trust her\/him.<\/li>\n<li>90% of Decision Makers never respond to a cold outreach.<\/li>\n<\/ul>\n<p>Checking these numbers, it is quite clear that we need to develop our social selling skills and, if we are a company, integrate it into our strategy to sell our products.<\/p>\n<p>So, how exactly is LinkedIn Sales Navigator going to help us boost our sales?<\/p>\n<p>We were asking ourselves this same question, and that\u2019s why we took part on the LinkedIn\u2019s EMEA webinar presentation of the new Sales Navigator, hosted by <a href=\"https:\/\/blog.linkedin.com\/author\/frank-hattan\">Frank Hattan<\/a> and <a title=\"Anita Windisman\" href=\"https:\/\/twitter.com\/AnitaWindisman\" target=\"_blank\" rel=\"noopener\">Anita Windisman<\/a>:<\/p>\n<h2>3 main objectives for LinkedIn<\/h2>\n<p>They were talking about the 3 objectives that LinkedIn is trying to solve with its new product: focus on the right people on the right companies, stay informed and build trust.<\/p>\n<p><strong>1. Focus on the right people<\/strong><\/p>\n<p>By changing your settings and introducing which people and sectors are you interested in, LinkedIn\u2019s algorithm will automatically start showing you the people profiles and company pages that are more relevant to you. You can then save the leads that fit your needs and see company\u2019s updates. Also, you can use advanced search to check if there\u2019s someone else who would be interesting as well.<\/p>\n<a href=\"https:\/\/www.lamagnetica.com\/wp-content\/uploads\/2021\/08\/image-1-8.png\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-7735 size-full\" src=\"https:\/\/www.lamagnetica.com\/wp-content\/uploads\/2021\/08\/image-1-8.png\" alt=\"image 1\" width=\"657\" height=\"403\" \/><\/a>\n<p>Source: <a title=\"Linkedin official page\" href=\"https:\/\/www.linkedin.com\" target=\"_blank\" rel=\"noopener\">LinkedIn<\/a><\/p>\n<p><strong>2. Stay informed<\/strong><\/p>\n<p>You\u2019ll get sales insights in order to do a more effective selling. You\u2019ll be able to see what are your leads sharing, if they\u2019ve changed their role in the company, which are the new potential leads of a company or if they\u2019ve been mentioned lately on the news.<\/p>\n<p>Also, with the Sales Navigator, you\u2019ll be able to access and contact all LinkedIn\u2019s database, far beyond from your 3<sup>rd<\/sup> degree, and unlock their full profile. (Remember that LinkedIn works based on degree connections, being the 1<sup>st<\/sup>-degree ones your contacts; 2<sup>nd<\/sup>-degree ones your contacts\u2019 contacts with whom you are not linked; and 3<sup>rd<\/sup>-degree ones, people with whom there are 2 degrees of contacts between you and your targets, so you can\u2019t see their full profile.)<\/p>\n<a href=\"https:\/\/www.lamagnetica.com\/wp-content\/uploads\/2021\/08\/image-2-8.png\"><img loading=\"lazy\" decoding=\"async\" class=\"alignnone wp-image-7738 size-full\" src=\"https:\/\/www.lamagnetica.com\/wp-content\/uploads\/2021\/08\/image-2-8.png\" alt=\"image 2\" width=\"643\" height=\"393\" \/><\/a>\n<p>Source: LinkedIn<\/p>\n<p><strong>3. Build trusted relationships<\/strong><\/p>\n<p>You won\u2019t buy something from someone you don\u2019t trust right? Well, same happens with people who don\u2019t know you. You\u2019ll be able to create a much powerful profile that will allow you to generate a much better reputation for when you contact new leads by InMailing them.<\/p>\n<p>So, we can see that Social Selling era is here to stay and replace the old and annoying cold prospecting era. If the new LinkedIn Sales Navigator can simplify this process for us, then it will be worth giving it a try (but don\u2019t forget that, on the end, although connections can be made online, relationships are made offline, so at some point we\u2019ll have to see our faces or listen to our voices. Social selling will ease the path of contacting, but won\u2019t replace the person).<\/p>\n<p><a href=\"https:\/\/business.linkedin.com\/sales-solutions\/sales-navigator\">https:\/\/business.linkedin.com\/sales-solutions\/sales-navigator<\/a>If you need more information or you want to contact their sales department for a demo, check LinkedIn\u2019s Business webpage.<\/p>\n<p>And, If you are interested in developing your own LikedIn or Social Media strategy for your business, don&#8217;t hesitate to <a href=\"https:\/\/www.lamagnetica.com\/contact\/\">contact us<\/a>!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Social Selling and the new LinkedIn Sales Navigator<\/p>\n","protected":false},"author":1,"featured_media":2158,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[107],"tags":[],"class_list":["post-1636","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sna-y-redes-sociales"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.lamagnetica.com\/es\/wp-json\/wp\/v2\/posts\/1636","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.lamagnetica.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.lamagnetica.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.lamagnetica.com\/es\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.lamagnetica.com\/es\/wp-json\/wp\/v2\/comments?post=1636"}],"version-history":[{"count":3,"href":"https:\/\/www.lamagnetica.com\/es\/wp-json\/wp\/v2\/posts\/1636\/revisions"}],"predecessor-version":[{"id":3856,"href":"https:\/\/www.lamagnetica.com\/es\/wp-json\/wp\/v2\/posts\/1636\/revisions\/3856"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.lamagnetica.com\/es\/wp-json\/wp\/v2\/media\/2158"}],"wp:attachment":[{"href":"https:\/\/www.lamagnetica.com\/es\/wp-json\/wp\/v2\/media?parent=1636"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.lamagnetica.com\/es\/wp-json\/wp\/v2\/categories?post=1636"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.lamagnetica.com\/es\/wp-json\/wp\/v2\/tags?post=1636"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}