Sales Navigator is a premium social selling tool that LinkedIn provides to sales professionals allowing them to quickly find, qualify, and create new leads, while allowing sales management to accelerate the social selling capabilities within a sales organization. It enables salespeople and business development professionals to tap their relationships across first, second, and third degrees and “turn cold calls into warm prospects,” as well as collaborate with other professionals within their organization to effectively and efficiently deepen their relationships with existing clients. Subscribers have the ability to navigate their network to reach key decision-makers within target organizations more directly by leveraging the power of LinkedIn’s database of over 277 million professional profiles and their connections both within their individual and corporate networks. Sales Navigator is a subscription product with several different access.

1. Summary: Goldman Sachs on the
Sales Navigator opportunity
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2. In July 2013
Goldman Sachs
explored the
unparalleled value
organizations are
getting from LinkedIn
Sales Navigator.
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3. “Sales Navigator… [helps professionals]
quickly find, qualify, and create new leads…
“
It enables salespeople and business
development professionals to tap their
relationships across first, second, and
third degrees… as well as collaborate with
other professionals within their
organization to effectively and efficiently
deepen their relationships with existing
clients.
Source: Goldman Sachs, Exploring the Sales Navigator opportunity with early adopters, July 2013.
©2013 LinkedIn Corporation. All Rights Reserved.

4. They reported “extremely positive” customer feedback
What they heard:
+
Powerful client intelligence and relationship platform
+
Most important networking and business development tool
+
“Light years” ahead of the competition
+
Unique solution built on the LinkedIn member network
Source: Goldman Sachs, Exploring the Sales Navigator opportunity with early adopters, July 2013.
©2013 LinkedIn Corporation. All Rights Reserved.

5. “
The most valuable functionality of the
product cited is the TeamLink feature,
which our contacts said provides much
higher conversion rates than cold calls or
introductions through non-mutual
connections.
Source: Goldman Sachs, Exploring the Sales Navigator opportunity with early adopters, July 2013.
©2013 LinkedIn Corporation. All Rights Reserved.

6. “
On the integration with Salesforce.com’s
CRM, the feedback was very positive as the
combination of the two products has led to
much greater efficiency and
productivity.
Source: Goldman Sachs, Exploring the Sales Navigator opportunity with early adopters, July 2013.
©2013 LinkedIn Corporation. All Rights Reserved.

7. In fact, Goldman Sachs found that many customers
were pushing for full adoption
%
100
Current adoption or
adoption goal for interviewed
LinkedIn Sales Navigator
customers
Source: Goldman Sachs, Exploring the Sales Navigator opportunity with early adopters, July 2013.
©2013 LinkedIn Corporation. All Rights Reserved.

8. “
The barrier to adoption did not seem to be
ROI, the removal or rationalization of other
costs, or the validation of the product’s
usefulness, but rather the bottleneck of
getting everyone at the organization
trained.
Source: Goldman Sachs, Exploring the Sales Navigator opportunity with early adopters, July 2013.
©2013 LinkedIn Corporation. All Rights Reserved.

9. LinkedIn Sales Navigator:
Find, relate, and engage with the
best prospects on LinkedIn
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10. Find out more:
sales.linkedin.com
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