I know we had a great discussion, and there was one question that came up regarding Buyer Interest vs. Category Interest in Sales Navigator. So, for anyone who might be curious and want a little more clarity, here’s a quick overview.
Buyer Interest vs. Category Interest in Sales Navigator – What’s the Difference?
If you're actively using LinkedIn for sales, you know how valuable it is to see who’s showing interest in your company or industry. Sales Navigator makes this even easier with two powerful signals: Buyer Interest and Category Interest.
Buyer Interest: Direct Interest in Your Company
This means a prospect is actively engaging with your company on LinkedIn.
How Sales Navigator measures this:
- Visiting your company page
- Liking or commenting on posts from your employees
- Repeatedly viewing a sales rep’s profile
- Clicking on your content
Category Interest: Interest in Your Industry or Topic This means a prospect is engaging with topics related to your product or service but hasn’t yet interacted directly with your company.
How Sales Navigator measures this:
- Liking or commenting on posts about a specific industry
- Following competitors or influential figures in your sector
- Reading LinkedIn articles about relevant technologies or trends
Key Takeaways:
Buyer Interest = Direct interest → A chance to convert! Category Interest = General interest → Potential for the future!
Why is this important?
These insights give you a clear advantage in identifying where your prospects are in their buyer journey. Buyer Interest signals that someone is closer to making a decision, while Category Interest shows potential future opportunities. By knowing which signal to focus on, you can tailor your outreach and increase your chances of success.
Are you already using these insights in your sales strategy? Or is this something you’d like to dig into more?
Let me know your thoughts in the comments! 
