LinkedIn Sales Navigator

LinkedIn Sales Navigator

(667)
4.1 out of 5 stars

LinkedIn Sales Navigator is the best version of LinkedIn for sales professionals. By harnessing the power of a 500 million member network, LinkedIn Sales Navigator will help you better target, understand, and engage with buyers.

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LinkedIn Sales Navigator Reviews

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Sales Navigator review by <span>Michael L.</span>
Michael L.
Validated Reviewer
Verified Current User
Organic
Reviewed On

Sales Navigator Has Value, but Evaluate the Incremental Value above the Free Service

What do you like best?

Executive Profiles provide biographical details not available on other platforms (This is available to all users)

Their connections tool, which is the best Who Knows Who Six Degrees tool on the market, is extended to Team Members that opt in (TeamLink). Sales reps can leverage the networks of participating colleagues. The system also suggests shared contacts to assist with warming up introductions.

Lead and Account Tracking allows sales reps to identify and track companies and contacts of interest. It also suggests additional contacts at accounts.

Every sales rep should be using the free LinkedIn service. It is invaluable for pre-call research and account planning. ANY SALES REP THAT FAILS TO USE FREE LINKEDIN IS ENGAGING IN SALES MALPRACTICE.

What do you dislike?

Sales Navigator provides very few emails (you must be connected to the user to view them and they are usually personal emails, not corporate), forcing you to use their InMail service. Furthermore, LinkedIn segregates your LinkedIn customer outreach from your enterprise email service (they recently added Gmail synch). On the plus side, InMails provide an alternate connection method for executives that rarely respond to blind emails or cold calls. Furthermore, LinkedIn has made recent enhancements to InMail including syncing with other platforms, signatures, and attachments.

The SFDC integration for Sales Navigator does not support uploading of LinkedIn biographic or firmographic member intelligence to SFDC to assist with segmentation and reporting. Thus, all LinkedIn prospect lists are view only. Users may add companies and contacts as Accounts and Leads within Navigator, but these lists cannot be downloaded to Excel or uploaded to CRMs. However, they are beginning to synch non-member data such as notes, tags and InMails to CRM.

Company profiles lack family trees and org structure tools for selling deeper into an organization. Furthermore, company profiles are written by the company so are basically web site rehashes.

Except for executive changes, LinkedIn does not provide sales triggers. Instead they provide general news and self-published updates (much of which is created on LinkedIn so has unique value). They also lack company financials, filings, SWOT reports, competitor lists, or viewing of other social media content (e.g. inline tools for company RSS, Twitter, Facebook).

As such, I view Sales Navigator as a strong complement to Sales Intelligence systems such as Avention OneSource or InsideView, not as a replacement to these services.

Recommendations to others considering the product

Consider using the free LinkedIn service alongside other sales intelligence services (InsideView, Avention, Hoover's). When evaluating vs. these other services, look at Alternate SI + Free LinkedIn value vs. Sales Navigator.

Sales Navigator should be viewed more as a social selling platform than a true sales intelligence platform. As such, if budget allows, licensing both Sales Navigator and a full SI service should be considered. While this may be cost prohibitive at SMBs, large enterprises may be able to take a best of breed approach and license both services due to volume discounting.

If you are looking for SFDC integration, go with InsideView or Avention.

For MS Dynamics integration, go with InsideView, Avention, or D&B360.

What business problems are you solving with the product? What benefits have you realized?

Sales Navigator is quite good at finding connections and maintaining networks. It provides an alternate network for reaching out to executives who refuse to answer their phones or email (or where direct contact information is not available).. The TeamLink feature allows me to leverage the networks of co-workers who also have Sales Navigator seats and opt-in.

LinkedIn is also vary good at identifying additional contacts at accounts and suggesting references and hooks for warming up communications.

LinkedIn is getting better at tracking communications on their platform and synching with other services. When PointDrive is added to their Sales Navigator platform in 2017 (they acquired it in 2016), they will have a branded email alternative that allows reps to send and track content in a much better UI than email attachments. Each attached item is shown in a box with commentary and improved accessibility. Furthermore, PointDrive tracks views, forwards, and downloads, providing sales reps with invaluable prospect intelligence.

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Sales Navigator review by <span>Andrew T.</span>
Andrew T.
Validated Reviewer
Verified Current User
Invitation from G2 Crowd
Reviewed On

Sales Navigator - great prospecting tool

What do you like best?

I use Sales Nav on a daily basis to prospect potential customers based on job title, company they've been with and what they specifically do at the company. I find the lead recommendations very helpful in case there's someone of importance I miss or am unaware works within the same organization. I utilize the Boolean function as well with my searches, a feature than other prospecting sites disallow.

What do you dislike?

I wish the search function were a bit more intuitive. When typing in names of people or companies, if you're off by only a few letter there will be 0 results found. With that said, the Boolean function is very beneficial - if you understand how to use it.

What business problems are you solving with the product? What benefits have you realized?

I work for a SaaS company and many of my contacts specify what SEO provider they use, which analytics tools they use or which CSM they use. It provides a greater scope into the benefit and value we can add to companies problems surrounding their existing platform.

What Sales Intelligence solution do you use?

Thanks for letting us know!
Sales Navigator review by <span>Alex M.</span>
Alex M.
Validated Reviewer
Verified Current User
Invitation from G2 Crowd
Reviewed On

A really helpful tool for your sales quiver.

What do you like best?

InMail Messages are unbelievably useful for those times when you just can't track down good contact info. And even though there are a limited amount, you get credited back when someone decides to engage with you. It also makes it considerably easier to hunt down the exact outreach target no matter the size of the company. And lastly, the updates and job changes section is a great way to build rapport with doing a ton of outside web searching.

What do you dislike?

I think the InMail message limit can be a bit of a hindrance. I understand the need for limiting SPAM messages and outreach abuse, but I think 30 is a little too low. I also think the Salesforce integration could be a little bit more useful. Launching Sales Navigator from Salesforce is helpful, but pushing contact info from LinkedIn back to Salesforce to eliminate wasted data entry time would be even better.

Recommendations to others considering the product

It's most helpful when used in combination with other lead sourcing tools like ZoomInfo, RocketReach, etc. Using it as a stand-alone tool is tough to do without that extra layer in your sales stack because on the InMail limits and lack of additional contact info.

What business problems are you solving with the product? What benefits have you realized?

Our industry is filled with large and small companies, both of which present unique outreach challenges. Navigator makes finding the right person at a large (5000+) company much easier. That in combination with a good lead sourcing and data aggregation tool like ZoomInfo is a sales person's dream. Similarly, finding any contact at a small company (<100) can be really difficult and isn't always available on data aggregation sites. Navigator helps us address both of those problems and has increased overall sales team productivity.

Sales Navigator review by <span>Abraham D.</span>
Abraham D.
Validated Reviewer
Verified Current User
Invitation from G2 Crowd
Reviewed On

Awesome Sales Tool

What do you like best?

LinkedIn Sales Navigator is a critical sales tool. I would not be able to fully function as sales professional without. Furthermore, the team I manage would not be near as productive without it.

The thing that I like best about Sales Navigator is the ability to use the advanced search to bubble up leads across a multitude of accounts that fit very specific criteria.

What do you dislike?

I do dislike how LinkedIn disabled the Salesforce connector since Microsoft purchased LinkedIn. I assume this was a move to try to give Microsoft Dynamics an edge over Salesforce, but the reality is that Salesforce is used far more than Dynamics and that plug-in was super helpful.

Recommendations to others considering the product

I would definitely recommend purchasing this product because of its search capabilities to find leads.

What business problems are you solving with the product? What benefits have you realized?

The business problem that I am solving is how to find very good leads across a multitude of smaller accounts in an efficient way. Advanced search has helped me and the reps I manage to do that.

Sales Navigator review by <span>Jonathan H.</span>
Jonathan H.
Validated Reviewer
Verified Current User
Invitation from G2 Crowd
Reviewed On

Good not Great

What do you like best?

With detailed search criteria it can find nearly anyone.

What do you dislike?

The cost is not cheap, and for the money you would expect a easy to understand interface to ensure highest value is derived from all features. The focal point is on creating leads/lists but they are only so valuable to me in LinkedIn, I need them in Salesforce which costs even more.

Recommendations to others considering the product

Understand what you will get vs what you think you get. The one sheet/pricing/features make it sound very attractive and with every best intention it can work; but it's HEAVILY dependent on you knowing a very detailed criteria of who you want to target. There are not additional social factors or demographics available that would be really nice to have for the price you pay. But it's still good. Just waiting for someone else to do this better and at a more attractive price point.

What business problems are you solving with the product? What benefits have you realized?

Finding Decision Makers and Influencers. Benefits are I can find people a little easier than with regular LinkedIn.

Sales Navigator review by <span>Brian M.</span>
Brian M.
Validated Reviewer
Verified Current User
Invitation from G2 Crowd
Reviewed On

Excellent Business Tool

What do you like best?

It gives me the ability to find out a more in depth look into a company. It helps me to get to the person in charge of the particular product I am calling about. I am able to send an electronic message to a person that I may not have been able to send any other way. I have been able to make contact with different people within the organization that I would've never known existed, unless it was for LinkedIn Navigator. I love the program. It's great for what I use it for.

What do you dislike?

There's nothing that I dislike about the program.

Recommendations to others considering the product

I highly recommend using LinkedIn Navigator. It's a great business tool to have. It has increased my level of productivity.

What business problems are you solving with the product? What benefits have you realized?

I am able to locate alternate contacts within the same company that are able to assist me with getting my product introduced to the proper Decision Maker. I have scheduled appointments through LinkedIn Sales Navigator that I would've never been able to get unless I had the business tool.

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