Everything You Need to Know About LinkedIn Sales Navigator Enterprise
Are you considering an upgrade to LinkedIn Sales Navigator Enterprise? As a sales or marketing leader, you know that finding and engaging with prospects on the world‘s largest professional network is crucial to hitting your numbers. And the tools you equip your sales team with can make a huge difference in their social selling success.
LinkedIn‘s Sales Navigator has become the go-to platform for B2B sellers to target, understand, and engage with buyers. But with multiple tiers and an ever-growing list of features, it can be tricky to determine which version is right for your team.
In this comprehensive guide, we‘ll break down everything you need to know about Sales Navigator Enterprise, the platform‘s most advanced edition. You‘ll learn how it differs from Professional and Team editions, how to take advantage of powerful features like TeamLink Extend, and whether it‘s worth the investment for your org.
The Evolution of LinkedIn Sales Navigator
First, a little context. LinkedIn launched Sales Navigator in 2014 as a standalone product to help sales professionals prospect and build relationships on the platform. It‘s since become an essential tool for the modern seller, with over 1 million users as of 2023.
Over the years, LinkedIn has continued to expand Sales Navigator‘s capabilities to keep pace with the changing needs of sales orgs. As it stands now, there are three editions to choose from:
| Edition | Key Features | Best For |
|---|---|---|
| Professional | 20 InMails/mo, lead & acct recommendations, saved leads | Individual reps |
| Team | 30 InMails/mo, TeamLink, CRM integration, 10 PointDrive presentations | Growing sales teams |
| Enterprise | 50 InMails/mo, TeamLink Extend, unlimited PointDrives, advanced CRM sync | Large orgs all-in on social |
For most small-to-midsize sales teams, the Team edition includes the must-have features like collaboration, CRM integration, and PointDrive. But for larger, more sophisticated orgs, Enterprise unlocks the full potential of social selling on LinkedIn. Let‘s dive deeper into what makes it so powerful.
Multiply Your Network with TeamLink Extend
Perhaps the biggest value-add of Sales Navigator Enterprise is TeamLink Extend. To understand why, let‘s back up and look at the basic TeamLink feature that comes with Team Edition.
With TeamLink, you can see whether other members of your sales team (who also have Sales Nav licenses) are connected to your prospects. Then you can ask your colleague for a warm intro to help get your foot in the door. Considering that 84% of B2B buyers start the purchasing process with a referral, this can be a major advantage.
TeamLink Extend takes this to the next level by letting you tap into the networks of everyone at your company, not just the sales team. It allows employees to opt-in and pool their LinkedIn connections, so sales reps can quickly see if anyone at the company has a path in to key accounts and decision-makers.
Say you‘re trying to reach the VP of IT at a target account. Using TeamLink Extend, you find out that someone on your product team used to work with that VP at a previous company. By reaching out through a known connection, you‘re 5X more likely to get a response and 16X more likely to get the meeting.
With every Sales Nav Enterprise contract, you get 1,000 TeamLink Extend seats to allocate across the org. So the more employees participate, the wider your web of warm prospects grows. It‘s like turning every employee into a member of the sales team.
Integrating LinkedIn with Your CRM & Marketing
Two other key features of Sales Nav Enterprise are the CRM Sync and the integration with LinkedIn Campaign Manager.
Most sales teams today use a CRM like Salesforce to manage their pipeline and customer data. The Sales Navigator CRM Sync automatically logs Sales Nav activity like InMails, call notes, and messages to the matching lead or contact record in your CRM.
But Enterprise edition takes the integration a step further, with widgets that bring key Sales Nav info like job titles, work history, and TeamLink intro paths right inside the CRM interface. So reps can get the context they need without having to click back and forth.
Plus, with Data Validation (an Enterprise-only feature), any LinkedIn profile changes like job title or company are automatically updated in your CRM to keep data fresh. Research shows that up to 30% of CRM data goes bad each year, so this helps reps focus their efforts on the right people.
On the marketing side, the integration with LinkedIn Campaign Manager is a game-changer for driving warm leads. Marketers can automatically sync lead lists and account targets from Sales Nav to run hyper-targeted LinkedIn ad campaigns.
So if sales is focused on decision-makers at enterprise IT companies, marketing can sponsor content and deliver ads tailored to that exact audience. Considering that 80% of B2B leads come from LinkedIn, getting that marketing-sales alignment is critical. And sales reps are notified the instant one of their prospects engages with the campaign, so they can follow up while the lead is warm.
More InMails, More Opportunities
For many sales reps, InMail is their most valuable prospecting tool on LinkedIn. It allows you to send direct messages to anyone on the platform, even if you‘re not connected. And InMails get 3X the response rates of traditional email.
With Enterprise Edition, you get a whopping 50 InMail messages per user per month. Compare that to 20 for Professional and 30 for Team, and it‘s clear you‘re getting way more at-bats with your most valuable accounts.
You also get unlimited PointDrive presentations (compared to 10/month with Team), so you can package up personalized content like slides, documents, and videos to wow your prospects. Research shows that 74% of buyers choose the rep that was first to provide value and insight, so this helps you stand out in a crowded inbox.
Is Sales Navigator Enterprise Right For You?
Clearly, Sales Nav Enterprise is packed with powerful features to help your team build pipeline and close more deals. But it also comes with a higher price tag, starting at $1,600 per seat per year (before discounts).
So how do you know if it‘s right for your org? Here are a few telltale signs:
- You have a large and/or growing sales team (50+ reps)
- Social selling is a key part of your sales strategy
- You‘re selling into enterprise or strategic accounts with complex buying centers
- Your sales and marketing teams are aligned around account-based strategies
- You rely heavily on referrals and warm intros to open doors
- You have an engaged employee base willing to contribute their connections
If that sounds like you, the ROI of Enterprise can be massive. HubSpot saw a 185% increase in meetings booked after upgrading to Sales Nav Enterprise and activating TeamLink Extend. And Stripe‘s sales reps using Sales Nav are 60% more likely to hit quota.
Driving Adoption & ROI
Of course, just investing in the tool isn‘t enough – you need to make sure your team is trained up and using it to its full potential. Some tips:
- Run training sessions and certifications to get reps fluent in all the features
- Set KPIs around Sales Nav activity (SSI score, leads saved, InMails sent, etc.)
- Create a process for reps to request TeamLink Extend intros
- Designate champions to promote best practices and answer questions
- Use Sales Nav data in your coaching and pipeline reviews
The other key to success is getting buy-in from the whole org, not just sales. Work with HR and internal comms to drive awareness and excitement around TeamLink Extend. Recognize top "connectors" with the most successful intros. And align with marketing to make sure all your efforts are coordinated.
The Future of Social Selling
LinkedIn keeps raising the bar for what‘s possible with social selling tech. Sales Navigator Enterprise is their most sophisticated offering yet, but it certainly won‘t be the last.
We‘re already seeing advanced features like Data Validation, which automatically flags contacts in your CRM who may have changed roles. And the Sales Nav homepage experience is getting smarter, with more relevant prospect recommendations and alerts.
As virtual selling becomes the norm, there will be even more focus on tools for seamless digital interaction, like instant booking for video meetings or native file-sharing. LinkedIn has shown they‘re committed to being the leading platform for B2B selling, so expect them to keep innovating here.
The most successful sales orgs will be the ones that embrace this shift and fully leverage the power of social across their teams. Sales Navigator Enterprise is the most comprehensive way to do that today. If you haven‘t made the leap yet, now‘s the time.
Key Takeaways
- LinkedIn Sales Navigator Enterprise is the most advanced edition, with exclusive features like TeamLink Extend, advanced CRM integration, and 50 InMails per user per month.
- TeamLink Extend allows you to tap into the networks of all employees at your company, not just the sales team, to get more warm intros and referrals.
- The CRM Sync and LinkedIn Campaign Manager integrations help align sales and marketing efforts for a coordinated account-based approach.
- Other key features include PointDrive presentations, Data Validation, and SNAP integration.
- Enterprise is best suited for larger sales teams who are committed to social selling and focused on high-value strategic accounts.
- To maximize ROI, set clear expectations and KPIs, train your team thoroughly, and build an internal culture around social selling.
- As virtual selling accelerates, tools like Sales Navigator will continue to evolve to provide a seamless digital buying experience. The orgs that embrace this shift will come out on top.
Ready to dive deeper into how Sales Navigator Enterprise could work for your team? Head over to our website to sign up for a free demo and see the platform in action. Your prospects are waiting for you on LinkedIn – make sure you have the right tools to reach them.
