3 Questions to Ask Before Investing in Sales Navigator
At roughly $500 annually for individuals — and as much as $200,000 for teams — sellers are under pressure to make the investment pay off.
Forget about your Social Selling Index. Sellers need new customer relationships, not vanity metrics. Here are three must-ask questions to be asking yourself — before investing (or continuing to).
- What are people saying about Sales Navigator? (is it worth it?)
- How, exactly, will my investment pay for itself?
- What can I do to make sure Navigator works for me?
What People Are Saying
The most common feedback I hear is how target-rich LinkedIn's database of prospects is, however, the support provided (to make use of these contacts) is poor.
The No. 1 reason sellers cancel Sales Navigator won't surprise you: Lack of response from prospects they're approaching using LinkedIn InMail. Sellers find it increasingly difficult to start conversations with potential new buyers. This causes some to cancel their Navigator account.
However, LinkedIn's recent move forces your hand. Do you need to research LinkedIn's database to find business leads? You must pay-to-play. Previously, you could prospect LinkedIn's database throughout the week — and avoid the “commercial search limit” on the advanced search feature.
Not so today.
Behind closed doors this is what I hear most often about LinkedIn's Sales Navigator tool:
- I wish LinkedIn helped me effectively contact prospects — not just use the tool.
- LinkedIn's database of contacts is large, growing and rich with profile details.
- Some decision-makers are hiding their authority (due to overzealous sellers).
- The company's support team does not provide email or phone help.
- I love Sales Navigator's ability to help me monitor my prospects & companies.
- LinkedIn's training webinars aren't helping me start conversations with customers.
- My sellers' Social Selling Index is not correlating to sales productivity.
- LinkedIn's guidance on using InMail is confusing and contradicts itself.
- The automated leads Navigator sends me are not fitting my target criteria.
How will my investment pay for itself?
Many sales teams investing in Sales Navigator are not seeing returns needed. Some teams are pulling out — looking elsewhere for prospecting data, or returning to pre-LinkedIn sources.