LinkedIn Sales Navigator: Why it’s a Must Have Tool for Wholesalers with Phil Gerbyshak

LinkedIn is undergoing a massive overhaul.

Which means the free access you’ve enjoyed for so long now comes with more limitations.

This weeks’ guest helps us sort the latest iteration of LinkedIn out.

Phil Gerbyshak is a former vice president of information technology at a full service financial services company, where he and his team were responsible for supporting over 100 applications used by advisors, investment bankers, research analysts and support staff. Phil also worked as a director of social strategy for a compliance software vendor focused on the financial services vertical, where he coached, consulted with and trained customers and prospects how to integrate social media and social selling into their daily sales practices.

Currently Phil trains sales people and leaders how to increase their impact, influence and income by maximizing their use of technology and social media in their day to day jobs. He’s written 5 books, more than 2500 articles, and been quoted in the Wall Street Journal, Daily Globe and Mail, Financial Times, Investor’s Business Daily, Inc. and many other publications. 

Book Phil for your next event through Wholesaler Masterminds Speakers Bureau (services provided by Ro Morrison & Associates). 

Ask us about our Conference Success Plans – We’re Helping Distributors Maximize Their Conference ROI

Be sure to subscribe via iTunes or Stitcher or Google Play. It’s free!
Need help subscribing? Instructions are here.

What’s LinkedIn Sales Navigator and Why is it a Must Have Tool for Wholesalers

80% of the people I’ve talked to have the new LinkedIn user interface, and with the new interface comes many changes to what you can – and can’t – do with the free version of LinkedIn.

Thankfully, LinkedIn has Sales Navigator, with all these features and more.

LinkedIn Sales Navigator is LinkedIn’s premium sales offering. It is available for teams and for individuals. Using it for teams offers “team link” which means you have one license per organization and everyone else gets a license to use the seat. All statistics roll up, you appoint an administrator and your team shares connections as though they were everyone’s, with an easy warm introduction feature so you seldom need to send a cold connection request or LinkedIn InMail.

For individuals, you get 60 InMails and the ability to ask for introductions from others in your network. Your stats are calculated by looking at your Social Selling Index and working to improve the four pieces of that score:

• Establish your professional brand
• Find the right people
• Engage with Insights
• Build Relationships

Regardless of whether you’re a team or an individual, here are three simple things you can do to leverage Sales Navigator to build your book of business as a wholesaler.

1 – Leverage introductions: You’ve taken the time to build a network of people who know, like and trust you. Ask those people for introductions to other people like them, or to specific people in their network they can say nice things about you to.

2 – Use Lead Builder to generate leads you didn’t know were available: If you liked Advanced Search before in the free version of LinkedIn, you’re going to love Lead Builder. Imagine all that there before and more, with Saved Searches, and Lead Recommendations based on the criteria you entered, and then popping up as suggested leads, ready for you to ask for an introduction to, or to save as a lead to get their updates without looking at their profile every day.

3 – Target companies to follow and stay up on all their changes and updates: Want to know if someone has changed jobs in the last 90 days? Sales Navigator will show you. Want to know who in your target company has shared updates? Sales Navigator will show you. Whether you have 300 or 30,000 connections, you can set up Sales Navigator to show only the updates you want to see from companies you want to focus on – and you can change it every day if you want to.

Using Sales Navigator is a simple way to squeeze more juice out of your LinkedIn efforts and to get a return on the investment of your time and money. Because many of these features aren’t in the free version any longer, you need Sales Navigator now before your competition realizes the free version of LinkedIn is no longer enough to prospect, deepen relationships and build business.

Written by Phil Gerbyshak