welcome to the sales Navigator live show
with Stan and Brin join LinkedIn expert
and sales professional Brinn Tillman and
me Stan Robinson Jr Chief coaching
officer here at Social sales link as we
bring you the best tips and strategies
for leveraging sales navigator for your
Stan I missed you I feel like I've been
forever yes well you have been on some
exciting travels and that's what we'll
be talking about today looking forward
to hearing about what's been going on
this past week or so so I'm excited to
hear it because you and I haven't had a
chance to talk much about it so this is
the perfect opportunity for me selfishly
speaking so yeah well I'm excited so so
um I spent the first half of last week
well of my travels at um sales 3.0 and
got amazing insights from incredible
speakers um actually I actually had a
speaker that brought me tears I mean
they were amazing storytellers so hang
black talked about her her immigration
story when she was two years old and a
and where she is now today and um I then
downloaded her book and listened to it
I'm almost done in like less than four
or five days she's amazing then I went
Linkedin where you know most people will
say the best playground in the world is
Disney World I would say it's LinkedIn
God I had so much fun but one of the
things that I want to talk about today
is so um I'm very fortunate that uh I
was picked as one of the sales Solutions
LinkedIn in sales Insider and part of
that came with seeing a preview of some
AI things that are coming along and then
after doing a real deep dive I got
interviewed on what I thought about it
so hopefully I'll be on LinkedIn TV
fun excellent yeah so you know LinkedIn
has a lot of AI right I don't know if
you want to kind of talk about the
things that you've seen and then I'll
talk about what's coming what's coming
yes so so briefly because I want to hear
what's coming linkedin's been
incorporating AI into what they do and
help us for a while now you know we
realized that things started to really
take off in the public eye starting at
the beginning of this year back in
November with chat GPT but companies
have been using AI for a while so
LinkedIn has been incorporating AI into
profiles you know whether we whether we
know it or not they're just helping to
nudge us along and make suggestions
using AI to try to make Our Lives easier
and to help us Leverage The Power of AI
to save time and and so forth so
profiles are one area another that's
newer are collaborative articles which
LinkedIn has been strongly promoting but
it's a series of Articles and truth be
told I don't know how many topics uh a
number of different topics 80 maybe yeah
plus crazy yeah across Industries but
the articles are generated by Ai and
let's just say that the Articles
better but what it does is it gives us
us being the linkon community the
opportunity to jump into articles and
add our commentary our take on the
Articles and so forth and what LinkedIn
is trying to do is I forget exactly how
crowdsource learning and knowledge
distribution so in in essence giving us
all a chance to learn from each other
because there's such a huge body of
knowledge in what we up to 930 million
give or take yeah like an inch from a
billion yes so it's just a matter of
time yeah before they get there and I
look forward to seeing how LinkedIn
celebrates hitting a billion
users now sales Navigator which is what
we talk about here on this show has also
been incorporating AI but they've got
exciting things coming in terms of how
they're building AI into what they offer
cool so cool so yes so where do you
where do you want to start br start
however you like thank you so there's
really two new AI pieces I'll start with
the really nice to have and then into
Game Changer so the really nice to have
is called AI assist I think this is
great for people that are just starting
on sales Navigator and are a little
overwhelmed by the filters right one of
amazing features with sales Navigator
are how really pinpointed we can get to
our exact buyers based on the
comprehensive amount of filters that we
can use yes but I think when people
start for the first time it could be
overwhelming and it can hurt
assist picture chat GPT inside of
LinkedIn filters where you tell
Navigator what you want so you type out
or voice to text if you're on your phone
potentially I I love voice to text I
um I'm looking for cios in Fortune 1000
Salesforce um that H are new in that
company in the last 90 days
conversational text you hit enter and
search whoa right isn't that
fun that is awesome yeah so for a new
person because I don't know how many
people I've worked with who said sales
Navigator looks super great but it is
overwhelming it's not exactly
intuitive and I'm not sure where to
start so now they can just talk to it
well so typee to it so think chat GPT
right but it is conversational so
although if you have the sales navigator
app I talk to text all the time so you
can talk to it actually um but it's it
it the feeling is a chat GPT
conversational chat and then you can
refine it so you can then say um can you
just show me my second degree
connections and then it'll take that
search and add new filter can you share
just the ones that are in the technology
industry and then it'll like so it'll
keep refining the search in a
platform that is incredible so it's very
cool now why I say it's a nice to have
is there are no new filter
so you can ask for for example I want
all female entrepreneurs it does not
have a female filter so it it's not
adding any new filters but it is making
using the existing filters more um
usable yeah much more user friendly so
amazing um did they say what you can
tell it okay once you've got the search
it there's definitely the save
button okay so you could just you get
the search you want you just click save
yeah okay I'm not yeah I don't believe
although again like I only you know I
didn't get to play with it for an hour
so I'm not 100% sure um but you can
definitely save it like a traditional
surch so yeah and I think that intuitive
if you see a save button most people
know that means you're going to save the
Searcher you're good to go yep yeah so
that's the first one the second
one I'm going to say is going to
listening for sales reps for sales
professionals so currently when you and
I are working with corporate clients
ients we tell them you need to do your
research you need to Google them
sometimes we even say even set up a
Google alert for them you need to go to
their website are they having any
product launches you need to go to the
company page who are they engaging with
like it could be especially for large
account clients a half hour 45 minutes
sometimes even an hour to dive into what
PR especially you know when we're
Enterprise sales it's a small company
it's not going to be a ton
but if you're selling into a large
complex sale there's a lot to to
click and account IQ that's the feature
account IQ goes out to the virtual
world grabs all of that content and some
never I've never heard of another tool
doing that I know that there are
thousands literally of sales tools but
but even if there were another tool
doing it to be able to do it within
sales Navigator with everything else
since that's where people are going to
anyway is gold oh yeah you just go to
the company page and there's a button
there whoa so it's using AI to do the
summary so it pulls everything in and
then AI just says okay here you go yeah
now you need three minute prep time
hour that's amazing so the other piece
which is not AI related but it's sort of
the one two punch for me is right now
sales Navigator has tiers you have tier
one tier two tier three in
organizing they are rolling out org
charts and I had said which I thought
was amazing I had talked to the product
people so this was we had a lot of
networking opportunities and there was a
networking opportunity where um two of
the product I like spend an hour I
didn't network with anyone in that one
because I spent an hour with the product
people like and and you know just kind
of gaining their what's going on they
wanted to ask me questions and it was
amazing so in talking with the product
team I said to them well how are you or
charting these people like is it a guess
because and it's not it's real data so
and I remember this from about a year
ago we get a popup that said um do you
report to Bob or does Bob report to you
and who's on your team and and so they
did that across almost all
companies and they collected not just
not just the people because that's
changed right there's a 20% turn over
year over year exctly they have mapped
or charts based on title in these
organizations so the the accuracy of
unbelievable so you hop into the company
and it says here's the CEO here are the
the CFO the COO the cro the clo okay
great cro here's who rep here the six
vice presidents here are the
27 directors here are the 500
crazy so we'll be able to or chart now
that's not AI necessarily but now
picture you have all these insights and
now we're looking at the org chart and
we can see first or second degree
yes right and so now we can socially
around based on high and warm and
insights that we have gleaned from the
company and literally it I mean that the
saved um I you know and right now
sometimes we have some of our clients
where for a week they're working on one
company Gathering insights you know for
for big sales right socially surrounded
excuse me figuring out who reports to
whom figuring out who LinkedIn is it
Navigator where we already see is the
most incredible tool for sales is now an
indispensable tool for sales sales if
teams are not leveraging this and by the
way I think this is rolling out in
February for everyone so give a little
bit time but it goes fast right time
goes so fast it'll be here before we
know it exactly I am really at the point
where I believe if a sales team
especially if they're selling into
complex sales where there's more than
three decision makers that's how I'm
defining it there are more than three
people that are part of the decision or
even um having sales Navigator is
now I think it will come to the point
give the Reps significant Competitive
Edge and I think companies that don't
embrace it it's going to be obvious when
they get on the sales call they do their
research they don't know who reports to
whom they're asking questions so I I'm
sorry I'm going on and on but I get so
excited about this stuff right fine when
you know when you're in a sales process
right you you'll say like you know who
decision now we're going to say I see
that Jane and Fred an and Terry um are
all kind of report up to you do you
include them in some of these
conversations that's a very different
than call than who else should be on the
exactly and I you know it's it's it's
really Game Changer and I I'll hand it
back to you for your thoughts but
um when companies say should we have
sales Navigator I think we're at the
point where the only answer is yes is
those that are doing complex sales um I
know we used to say in the world of
business to business but if there's more
than three decision makers that it
difference yeah because it you know it's
all beat people and if I can throw in
because this is a question we get all
the time is I'm in B Toc well if that's
the case who are your referral Partners
that's B2B right go out and find the
people that are also selling to see and
partner with them so I don't think I
mean un unless you're selling a
commodity like a a link on Amazon or
you're selling you know this is not a
you know it's not a place to send out
tons of links and help people buy and
it's not a place for Consumer
influencers it is for business
influencers but it's not like hey look
at the new shirt from Nordstrom here's a
link to buy it right like exactly that's
not it in the B Toc uh but almost
everything else really is starting to
fit in yeah y yeah well that is
amazing and thank you for those insights
I'm glad to be able to let everyone know
about them nice and early so when when
say I don't know the term fresh off the
press anymore yeah yeah because it we'll
have to think of a different term and
congratulations again on becoming a
sales Insider because they're they're
less than 40 sales insiders right 37
that is true yeah yeah I'm blown away
and you know it's funny a few of them
are my friends like people even I know
from it's just very cool it was a lot of
hugging um so I know we're in the right
place at the right time with the right
message and and we're here to help
salespeople start more trust-based
conversations without being
note let's wrap up because that is the
perfect ending so Bren thank you thanks
so much for coming on and giving us all
nuggets and we look forward to the next
Tam byebye all thanks thanks for
listening and join us again for more
insights on sales Navigator and social
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