Business Development Analysis
for
High-Performing Recruiters ($1M+ Annual Billers)
by
Bob Marshall
July 29, 2025
Bob Marshall, TBMG, Int’l – Part Six
Question-by-Question Analysis
Part Six – On LinkedIn: Are Big Billers Still Using Sales Navigator, or Have They Graduated to LinkedIn Recruiter for Smarter Sourcing?
Evidence-Based Conclusion:
TODAY’S TOP PRODUCERS LEVERAGE BOTH TOOLS STRATEGICALLY—BUT FAVOR SALES NAVIGATOR FOR BUSINESS DEVELOPMENT.
In today’s competitive recruiting landscape, high-performing recruiters are making smarter use of LinkedIn’s toolset—matching the right platform to the right job.
Here’s what we’re seeing:
🔹 Why Big Billers Favor Sales Navigator for Business Development
- Cost-Effective: $99/month vs. $835/month for LinkedIn Recruiter
- Wider Reach: Full access to the LinkedIn network, including 3rd-degree connections
- More Filters: 29 search filters (vs. 21 in Recruiter Lite)
- Stronger for BD: Optimized for identifying and connecting with decision-makers
- Advanced Boolean: More flexibility in crafting precision searches
Sales Navigator has become the go-to tool for prospecting, market research, and building out client pipelines—especially for recruiters who do their own business development.
🔸 Why Recruiters Still Use LinkedIn Recruiter—for Sourcing Talent
- Talent-Specific Tools: Filters like “Open to Work” and “More Likely to Respond”
- Deeper Candidate Insights: Tools tailored to evaluating active and passive talent
- InMail Optimization: Better deliverability and response tracking
- Skill Tagging & Assessment Features: Great for technical and specialized roles
Recruiter remains a powerful tool for finding and qualifying candidates, especially for niche or volume hiring needs.
🔀 The Hybrid Strategy: What Most Big Billers Are Doing Now
Most top recruiters combine both tools:
- Sales Navigator → Business development, client targeting, and outbound lead generation
- LinkedIn Recruiter Lite → Candidate sourcing when budgets allow
- Maximizing ROI → Navigator handles the front-end (BD), Recruiter supports back-end (fulfillment)
🎯 Optimizing LinkedIn Search: Best Practices Across Both Platforms
- Boolean Search Mastery: Get laser-focused results
- Filter Stacking: Combine filters to zero in on ideal prospects or candidates
- Saved Searches: Set alerts to stay ahead of new opportunities
- List Building: Create targeted lists for ongoing outreach and campaigns
Bottom Line:
For business development, Sales Navigator delivers more bang for the buck—wider access, deeper filters, and stronger targeting features at a fraction of the cost. Big Billers understand this and use it as their frontline tool for client growth, while keeping Recruiter in their back pocket for specialized talent needs.
Sources:
High-producing recruiters, LinkedIn platform comparisons, recruiting tech reviews, user interviews
Coming Next Week:
Part Seven – Do Big Billers Use Digital or Email Marketing to Stay in Front of Their Hiring Managers?
My Best,
Bob
Bob Marshall began his recruiting career over 45 years ago at MR in Reno, NV. In 1986 he established The Bob Marshall Group, International, where he has trained recruiters throughout the United States and also in the United Kingdom, Malta and Cyprus. With a dedication to executive recruiting, he continues to offer his proven training systems to individuals, firms, and private corporations both domestic and in select international territories. To learn more about his activities and descriptions of his products and services, contact him directly @770-898-5550/470-456-0386(cell); bob@themarshallplan.org; or visit his website @ www.TheMarshallPlan.org.
Bob Marshall
President
TBMG, International
247 Bryans Drive, Suite 100
McDonough, GA 30252-2513
770-898-5550
520-842-5550 (fax)