As the sales leader for a fast-moving start-up, I was extremely keen to identify the most effective way to prospect for new opportunities. We trialled several different products until finally deciding to invest in a number of LinkedIn Sales Navigator licences.

Despite a significant financial outlay, we simply didn’t get the sales team adoption we were hoping for and even where we did, usage was rudimentary at best. LinkedIn training options were re-examined but we didn’t feel the repetition of more, remote, online sessions would make a substantive difference.

The only option really was to work with James Potter, The Linked In Man, as he had already trained the team on ‘vanilla’ LinkedIn and the feedback from the guys had been unanimously positive.

Following our briefing calls, James then designed a course that met our precise requirements and delivered it in person at our training centre in Hartham Park.

Sales Navigator has since become the primary prospecting tool for all members of the sales team. High value partnerships with Experian, Microsoft and Salesforce were all initiated using the platform; testament to the success of the initiative and we are extremely grateful for James’ insight and expertise.