Hey everyone, I’m Janet Johnson. Welcome to Social Media Hangout Time. I am very excited today. It’s going to be a whole different thing. We’ve basically have a new Kimmy, well not really but Kimmy is being semi-replaced. We’re going to test a new host and I’m very excited to have Terry Bean on. Hey Terry! Hi Janet I’m sorry I didn’t do anything with my hair to get it all wild and fun like the old version, well the old puppet. But you know, the good news is I know exactly where my hands are so I’m excited about that. That’s great! Well yeah, Kimmy was a lot of fun but we’re just testing things to see how it’s going to go. And we also have from show number 5 Mike O’Neil. He have been with us on show number 5 and Terry has been with us on show number 3. So we’re kind of bringing these guys back on and it’s going to be so much fun because these are the two of my favorite hangout guys – social media guys. So thanks Mike for coming on. And I know Terry. I’ve met Terry in person in Detroit, right Terry? States away buddy. It doesn’t even matter, right? You can be connected via the internet or can get connected in real life. I love doing both. Hey Minnesota and Michigan are pretty kindred spirits in terms of what we go through,right? Without question! I don’t know if you know this Mike, Janet and I went to high school together. I lived in Minnesota. I didn’t know that. That was so wonderful. She’d go, “do you happen to know where I go?” Yes, I know! It’s kind of, we all, it’s so amazing people know each other in so many different ways – oh I know that person, I know that person… But we had public speaking class together in high school so I don’t know if you remember that. We had, believe it or not, public speaking class. So yeah. I remember sleeping on a desk next to you on some of the class, that’s what I recall. Yeah! Well let’s introduce Mike properly and then let’s go ahead and talk business here and have a lot of fun with it but we want to teach our audience some lessons on LinkedIn today. So Mike is the LinkedIn Rockstar. He’s Forbes top 50 social media power influencer, 2 years running, and an internationally acclaimed LinkedIn authority. He inspires audience with vision, energy and style, as you already probably see, using the inspiration of classic rock music to demonstrate the relationship building power and business potential of LinkedIn. And as you can see by his background he definitely has that rock thing going on there. Now if you’re listening, sorry, you’ll have to watch on video but we love, that’s why we like the visual, too, but we will try to make sure that we’re speaking in lingual for the podcast listeners. And powered by Compaq here, 65K and 2 floppies. Seriously! That was Hendrick’s first computer back there, wasn’t it? Yeah, there you go, that’s right. That’s how we did cross town, mixed it. That’s great, yeah. He’s always so much fun to have on so if you didn’t see show number 5, you have to watch Mike. There were a lot of lessons about, I believe that one was about profiles and pictures on LinkedIn and how to wow those, and you had some really great tips there. So today we’re going to talk more about LinkedIn sales navigator. And you mentioned this to Terry and I beforehand so we did a little research but I can’t wait to hear you talking about what your thoughts are on it and then we’ll just kind of chime in. Well I’ll tell you it’s a mix bag, okay. It’s very self-serving for someone like myself to how it is, this big as bad as things since it’s we found it as CRM accompaniment. Company is generally buy it for their employees as opposed to employees buy it for themselves and may be expensive. So there’s sort of a big turning point a little bit and the company gets the bill for the most part. It can be done in, it was called a team addition. And so when the employee comes into the company they get a license and when they leave the company the license comes back to be re-issued, kind of like a corporate laptop and it comes and goes. Kind of like salesforce.com, don’t you think? Are you familiar with salesforce.com? Terry’s probably familiar with it and all. It’s a corporate asset, it’s not an employees bring your own device like you bring your own cellphone and it goes home with you. It stays there. And the reason people implement CRM system is so they can gather that corporate data, right? So when employee leaves, they’re not leaving their whole bunch of business with them, they’re not taking it with them, it kind of stays. It’s company business not their business. And of course there’s, aren’t there a lot of gray areas there? You know Mike it’s interesting that a few years ago I wrote an article called “Who Owns Your Network?” Because as a sales professional a lot of times we get hired based on our rolodex. And while we’re there we’re getting paid to continually build and update that rolodex. So arguably there’s a point of your existence and a point of your network that really you got paid to bring in and to grow by your company. So I see this evolution as very very logical. I like what LinkedIn did by retaining this as a company asset as opposed to an individual asset. Thank you for clarifying that, that’s really cool to me. Well let’s get a little back Terry because I’ve discovered a few things for a little splash of water on that fire. Yeah, nice! So the license reverts back to the company but the data is blown away. Blown away as in doesn’t exist any further? As in the leads and the contacts and the communications between those people and you poof! The company doesn’t get it, the employee doesn’t get it, the box is shut down and the empty license is handed to the next person. What’s the rationale there? That’s my thought. Why did they do it that way? Do you have any reasoning behind that? Let’s explore this moral dilemmas here! You know it’s kind of interesting. Make yourself as a strategist here. So let’s say I’ve got, by the way l guess I need to explain a little bit more about Navigator first before we really talk about the license part so we kind of go down the path a little bit. With Navigator you get 2 inboxes because Navigator is entirely separate program. Navigator is not an add-on to LinkedIn, it’s a toggle switch. You’re in Navigator or you’re in LinkedIn. And you’ll discover quite quickly that you got tab, tab, tab, tab, tab, tab, tab, tab, tab, tab, tab, tab, tab open because it wants you to open up something from Navigator or view it in LinkedIn, view it in Navigator. When you do, it starts popping up these windows, extra windows. It doesn’t take you flip where you are in this url, it just opens another window, another window. And you get this all in, in, in, in, in, in, in, in, in, in and you start toggling through. Thank God I discovered a way to toggle between the tabs. On my Mac it’s control+tab, so I can just go control tab, tab, tab to go between the tabs. It’s kind of nice, that’s a little trick I learned and practiced part of the Navigator training. It’s control+tab and not command+tab on the Mac? Control+tab on the Mac. Yep. Okay. Because normally control on a PC is command on a Mac, so now I’m curious as to what it might be on a PC. Yeah, well you have a few, maybe 4 options between function, control, option, tab and shift and all. And it might be different from browsers, this is on Chrome. Fair enough. Is there any other browser anymore? You know what, I have to use Firefox for a few things. Firefox has a plug-in called Greasemonkey and there’s tools that sit on top of Greasemonkey that kind of use it as an app development platform. So I’m usinga a neat tool called LinkedIn Autopilot actually that goes and visits profile. It does profile visits for you. It shows up on who’s viewed my profile. That’s a good tip right there. LinkedIn Autopilot, yep. And if anyone wants to reach out to me I’ll give them some tips and some ideas on how to best use it and all, you know at the end of your work on we get up there and get hold of each other. But LinkedIn Autopilot requires the Greasemonkey plug-in and it only works in Firefox and it sits on top of it. It’s sort of like a piece of middleware software and sits on top so you don’t have to write all that code between the browser and it. And you put in these searches, these long tail of searches, is what I’m saying – this industry, that place, this zipcode, so many employees, however you kind of form that link. Now is this free or is it paid? Ten bucks a month. Okay. Yup and there’s a new feature that actually that’s launching as we speak now and maybe by the time this airs. It actually goes to a person’s profile and endorses one skill. Interesting. So you see someone has endorsed you, you see someone has visited you. It’s a slight prospecting tool. It’s like a wink or a poke or something on somebody… A poke? Remember the poke? A poke on Facebook, that’s just got to go at this point. But anyway… Still a thing. I want to throw sheep, where are the sheep? Oh no, just leave it here with the poke. On mesh.com if you want to kind of get someone’s attention a little bit, you like one of their pictures. You kind of wink, you got those there. You know it’s a social platform, it just has a different social purpose. Yep, uh-huh. So when we talk about Navigator itself, you got to realize, once again, in Navigator or you’re in LinkedIn. And in Navigator you’ve got your, you’re able to create leads and contacts, companies, I’m sorry, leads and companies. When we get over to salesforce.com, we’ve got there’s leads in Salesforce, there’s leads in LinkedIn so that’s pretty good so far. Leads and leads. And there’s a link to it, you can download your leads out of Salesforce into Navigator. There’s note from Navigator into Salesforce but there’s way and frankly it doesn’t work really well. There’s a lot of configuration thing that needs to be done on the Salesforce side by a Salesforce administrator who has access to flags and the counts and all that kinds of stuff. So it’s a pretty tricky sub. But companies that are implementing salesforce.com are sort of a large scale have got an administrator to do that stuff. And you’re working with the Enterprise support team at LinkedIn and they’re pretty darn responsive. I mean I get at least acknowledgement that they ought to respond to the acknowledgment that they got my question. And usually within a couple of hours I get a note back that tries to answer my question. Key is ask a very pointed question and you’ll get at least a more pointed answer, not I can say a pointed answer. Because you’re dealing now with almost tier 2 help when you’re dealing with the Navigator support people like you are with the LinkedIn recruiter, you’re not dealing with the normal kind of first-run-right-out of-college intern sort of people. They’re looking for the quickest way up. So we’ve got essentially 2 environments. Now when you upgrade to Navigator from a free account versus upgrade to Navigator from a paid account, life’s a little different for you. Janet are you a paid subscriber? Nope. Terry? I am, yes. Okay so we’ve got one, this will be good. I can tell you if each of you upgrade to Navigator where this little thing will come into play. So let’s say Janet upgrades to Navigator, she’s a free user. She’s not paying anything now and now she’s going to pay either $47.99, $79.99 or a $129.99. Is that yearly? No it’s monthly. That’s monthly, okay. So you could say $50, 80 or $130. Okay. There is not a single place and I’ve confirmed this with all folks at LinkedIn that you can get a comparison of all three of those. Doesn’t exist eh? We have small, medium and large, would you like to compare them? Here’s the small, literally I print out the three data sheets to try and go between them and I’m preparing my own grid and comparison for post so pay attention. I really think I’m probably one of the folks who knows Navigator more than just about anybody. I don’t, maybe there’s people that know more than I but they don’t work in LinkeIn. They don’t. There’s a product that didn’t involve a lot of customer testing beforehand. Because that dual inbox thing is one thing that where they would have really caught, perhaps. There’s got to be some way to make it, make it work that way. In the old days of data we have something called the Sequel server database, does anyone sort of remember what that was? Basically there’s database back here and you can put different front ends on it. You can hit it with Excel, you can hit it with this, it’s almost like a web app you can hit with any browser. In this case here the database is the LinkedIn database back here and you can hit it with LinkedIn or you can hit it with Navigator or you can hit it with LinkedIn Recruiter. It’s the same database but the front end on it is different. In the Navigator world out here that’s where your in mails are. So your Navigator inbox is where you sent in mails where you’re supposed to do your business, right? And that sort of the corporate side of it and you can have LinkedIn for yourself over here but the corporate stuff is going to happen over here but the problem is when the employee leaves the corporate stuff’s just goes, just like this. To all of you listening, he left the screen. Okay, there. It’s a great visual. So I think they got to work that one out. Employers are going to find that out, they don’t bring that up in the presentation obviously. It’s not brought up in a number of ways and that’s going to come up. Here’s where the moral dilemma was, okay. So if your conversion through the Navigator communication system – sending messages and in mails and communications, even invites and stuff. You’re developing a dialogue with this person and when you leave that dialogue is still there, it’s like a phone line that’s still there. It’s still up and people are talking but no one’s listening anymore, I’ve left. So those customers that were communicating with their sales rep all of a sudden go dark because the person’s not there, there’s no one looking at that inbox anymore. There’s one function. Now let’s flip to the other side and talk about the wonderful things about Navigator because there are pretty good things. You’re a hunter. If you’re hunting accounts, either hunting a specific account or industry or farming within things, hunting and farming, yet lets you find other people at these companies that would be good leads for you. So let’s say you’re calling on Cargill, which is a big food company, let’s you know the other people at Cargill would be good people. If you like these people you might like those, that kind of Amazon principle, right? If you like vice presidents, guess what, here’s some more that you might not know about. That’s a really powerful feature. And when you’re dealing with industries and find all other companies as well. I’ll tell you, I studied it hard, hard, hard I probably spend 30 or 40 hours just deep head down, just discovering all these little things. And then I had to decide, we need to train LinkedIn differently if Navigator is involved. You have to go back and teach LinkedIn again because now you’ve got the dual inboxes and like you said, in your case Janet, you don’t have advance search tool like searching by company size. You’ve got a few things that you can do but you there’s all these little advance search functions on the right of your advanced search screen that you don’t get to check, and company size being the one that’s most important for me. Got it. Companies less that 500 employees, for the most part. So you’re saying that size does, in fact, matter? You know, but the mind’s bigger principle I’ve got a 427 and you’ve got a 327, who’s better? I’ve got to have to go with you all day long buddy. Cubic inches. Note if I didn’t say inches. So size and weight matters, too, by the way weight being smaller. So in the case of Terry now, Terry upgrades to Navigator. And he retains his paid license and adds the Navigator license to it. Terry gets those advance search key features out there on LinkedIn still and he gets the Navigator stuff. You literally will have two accounts if you’re going to seriously do this. And I didnt’ think it was possible. And you should see the strings I have from the Enterprise support group. I’m going, “are you sure that this is really the case, that I can have 2 paid accounts with one person on LinkedIn. Are you really sure that works?” “Yes we are.” So I’m probably going to be adding the $23/month package on to my $79/month package so I don’t lose those features over there. Because there are a lot of tools that I use and a lot of things that require more than a hundred search results. Janet gets a hundred search results, Terry gets 300 or more. When you’re using these tools in a serious way there’s a big difference. It’s not just the 3 x difference, it’s bigger than 3 x here. The groups of people that I call on, I can whittle it down and whittle it down or I can’t and here’s why I can’t. Because those extra search functions out there are blocked off for me. I got the free LinkedIn account and Navigator. If I have the paid LinkedIn account and Navigator,I’d get it all, kind of the best of both worlds. They’re really gearing towards a $100/month account. That’s really kind of what it’s going to come to. I think that there are people are going to rediscover, are going to discover that you know we’re going to package it a little bit differently. It should be a $100/month and it should include the business features that they are used too with those advanced tools as well as the tools over here that we have with Navigator. Everything I’ve seen looks like this came out sometime last summer. And I’d be honest Mike as a guy who uses LinkedIn fairly regularly several times a week. When Janet mentioned you and I talking in this particular call and this was going to be your topic, that was the first mention of LinkedIn Sales Navigator I have heard. So can you give us a little history and where that came from? Yeah, it did launch in the summer and there was a revision too that happened in November time frame. It’s probably ready for another revision or two, quite frankly. There’s a few things about it that are a little on the missing side. Advanced search functions on Navigator don’t have all the tools that the advanced search functions have over on LinkedIn. They are not offered over there. But you got to need to have both capabilities over there. Dealing with the Enterprise team is a different animal, it’s sort of like you’ve got priority access to LinkedIn. Now you may not like the answers to the questions but the answers come back quickly and that’s pretty nuts. I’m expecting the salesforce.com integration to increase quite a bit so you’ll be able to take data in both directions. And frankly I really thought that the salvation was that you can back up your lead information and your communication information from LinkedIn into Salesforce and maybe repopulate it back down again to the next wrap if you needed to. And that’s not there now. But I’m expecting that’s probably going to be the case, as well. The Navigator, I believe, is really really going to take off. I really think the future of this is great. It’s the present right now that’s a little bit dicey. But the future of it is great. I mean, think about the average sales rep right now at a big corporation or so has got a whole bunch of applications: they got LinkedIn, they’ve got Twitter and they’ve got like ClearSlide and InsideView that the sweep of sales tools that a sales rep pass now that they use could be quite a lot. This is just kind of one of them. And it’s probably the one that they care about the most, quite frankly. Between salesforce.com and LinkedIn, those little 2 tools that I think a sales rep cares about the most. Don’t make him go into a call blind without knowing that this guy went to BYU instead of ASU. You handle the call differently, right? Can you share a success story from your usage of it for us? Yeah, sure can. I’m doing targeted campaigns. So here’s my current book that just came out, Rock the World with LinkedIn V2, there you go. And it’s kind of laid out like a website actually. It’s not laid out in a traditional book-like so you kind of goes through it. I’m doing another book called Social Media 4.0. It’s about the future of the sales force, sales rep user interface. So it’s about these tools that we talk about and how the place where they sit, right now they sit in Salesforce because these sales reps primarily sit on Salesforce and spend a little bit of time on these other tools, LinkedIn probably being number 2. But that’s going to change because the Universal Inbox is what’s coming up. And it’s going to require a whole lot of communication between programs, they call it API. It’s going to require a lot of programs to talk to each other. So I’m using the tool, I’m using Navigator to get 20-minute calls with these other influencers at these companies. So I found 1 vice president at, AT&T is one of the companies, for example, and it says oh here’s another one, here’s another one, here’s another one, here’s another one. So I’m going down, I’m trying not to do too many at one time, right? It’s not flood it you might find out that you have a typo in your message. Like I just send 500 of them before I realize that. But it’s suggesting other people to me that I send my little message out to about doing an interview for the Social Media 4.0 book. Because I want to talk to telecom vice presidents about the things that their teams are saying are the biggest issues, the time suckers. And I know one of them is the inbox. I sent you a message Terry where would you go to look for that? I said he word message or my note. Did you get my note? Right. I’d tell you where are the last place I go to is my LinkedIn inbox and I said I use it frequently. So if it’s not in my email inbox, I’m not saying it doesn’t exist but it’s pretty darn close to non-existent to me, is that true for you Janet? Yeah, yeah. If I’m not alerted in through, well or I check my app and I have the numbers so I clean it out once in a while, it’s kind of how I use the LinkedIn, that kind of thing to connect, I see people but it typically goes to my inbox, you’re exactly right and anything that goes there I’ll see but otherwise it could be missed. It will actually send you an email out? It does. Okay. I choose not to. My inbox is something that’s rather cluttered. Well we all are. I have right now 7 LinkedIn windows open, of course I’m using Navigator. Nice. By the end of the day that will be 50 potentially. Huh. I’m using it pretty hard and when you’re researching a company, you’re researching multiple individuals and you might be looking at them in Navigator or in LinkedIn because you need to look at them kind of both ways. But there’s an example and of course when they are interested I send them my scheduling link. My scheduling link and let them pick a time that’s available for them. Now what I learned is don’t send the scheduling link in the initial email. Only send it to people that are interested. When you’re asking somebody for something and you’re sending a link with them it seems fishy. It seems like you’re trying to drive someone to some place it almost seems like there’s a suspicion there. It doesn’t need to be there. So when they express interest then I send them my calendar link. And I’ve actually set it up a redirect. So I have schedule with mike.com. It forwards to the calendar link. Perfect. That can look spammy as well because I can send you to some place out there that you would click to and go oh my God what is this! If you go to calendly.com/michaeloneil/30 or 60, 60 minutes, you know exactly where you’re going. So I’m kind of between that. If you’re going to do something that might be in inc you certainly don’t want to use calendly/snap. But there’s my example of how I’m using it and I’m using that’s all done within LinkedIn. There’s no communication outside of LinkedIn for that. That’s all. So with an action step for the viewers and somebody’s listening right now that’s really intrigued and wants to know how do you use this, what they need to do, that kind of thing, what would you suggest? What would be their next steps be after listening to this? If you’re interested in Navigator seriously, you should contact me. I know the little things that are not in the brochure, that’s all I say. I know the workarounds for null and there’s more coming all the time. Seriously there’s little nuances that you could just never thought about. So let’s just use an example. On the LinkedIn side and I can choose a particular LinkedIn group that I want to message people from. I’m a member of the group, you’re a member of the group, Terry we can send unlimited messages, right? Isn’t that one of the best features? Right Janet, both of you, one of the best features? You’re marketing person, you love those free messages that you have to pay $10 for an in-mail if you weren’t in the same group. It saves you $10/month. There’s no such thing in the Navigator side. So that’s why you’ve got to do those communications so member-member communications on the LinkedIn side because that’s feature of the free function, free function in LinkedIn, isn’t even available on Navigator. So the processes outtime.com/wp-admin