Written by: Vickie Sullivan | May 02, 2023
It’s Time to Expand Your Network. LinkedIn’s Sales Navigator Can Help
In this economic climate, company layoffs may cause your buyers to unexpectedly disappear. You must prepare for this. Find out who else is involved in the buying decision and develop relationships with others at the company, for example. LinkedIn’s Sales Navigator suite can help.
LinkedIn’s Sales Navigator is a relationship management tool suite that helps marketing and sales professionals identify the audiences best suited to their needs—and helps you expand your relationships with customers.
“We know, for many of you, this is a time of uncertainty, and selling is hard. Our hope is these new features empower you to build deeper, lasting relationships – even if they don’t immediately lead to deals,” said Mitali Pattnaik, senior director of product at LinkedIn, in a LinkedIn blog post.
2 Ways LinkedIn’s Sales Navigator Suite Helps You Grow Customer Relationships
The Drum recently published an article that explains the impact of these features. Here are the two most impactful ways LinkedIn Sales Navigator suite can help you:
• Find hidden allies and supporters at a specific organization. LinkedIn now suggests possible connections base on your defined target buyer personas. This is a great start to gather insider market intelligence and possible advocates. Your next best step: Compare this list to your network. You never know who knows whom.
• Find invisible connections to your prospects. The optimized search function is now better. Based on relationships, you can better see if the people you know are connected to folks you want to know. It makes your requests for introductions much easier.
To be clear, my intention isn’t to promote LinkedIn Sales Navigator. My point is that big platforms like LinkedIn are shifting from the “let’s connect” position to the “advocating for B2B selling” space. This transition facilitates the ongoing shift to pay to play. The game is changing; You must decide how you will play in this environment.
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