At their annual Sales Connect conference this week, LinkedIn announced a significant update for Sales Navigator with powerful new features, including tech partner integrations.
Here is a rundown of the changes you are or will be seeing soon:
- The Sales Navigator navigation bar is much more intuitive, the search filters are more organized and saved searches are much easier to find. In addition, finding and navigating your 1st-degree connections is seamless.
- The mobile app improvements include full integration into calendars, offering sales reps insights into upcoming meetings that LinkedIn is coining.
- LinkedIn will be integrating Sales Navigator and LinkedIn Campaign Manager, which will help marketers to laser target the accounts and leads their sales team members are saving – in real-time.
- LinkedIn is adding two new advertising groups in LinkedIn Campaign Manager — Sales Navigator Leads and Sales Navigator Accounts. Marketers now have the insights and control over directly targeting the leads and/or companies their team are focusing on in Sales Navigator.
- Last year Sales Navigator integrated into Gmail, and LinkedIn announced that they would be fully integrated into Microsoft Outlook in 2018 as well.
- LinkedIn opened their API to support a menu of apps, in addition to email and CRM. They are calling this program SNAP – Sales Navigator Application Platform, which provides integration into Sales Navigator and many tools in the sales stack. Here are the initial SNAP partners:
- Business Intelligence: InsightSquared, Microsoft Power BI, Tableau
- eSignature: Adobe Sign, GetAccept
- Marketing Automation: Act-On, Demandbase, Engagio, HubSpot, Marketo, Oracle Eloqua
- Sales Acceleration: InsideSales.com, Outreach, SalesLoft, Sendbloom, Tact.ai, Yesware
- Web Conferencing: BlueJeans
- Others: Microsoft PowerApps
The result of many of these integrations will be a significant improvement in CRM data that will provide actionable sales insights. LinkedIn Data Validation capabilities will be rolling out for Enterprise Edition customers by Q2. Lead filters such as ‘Company Past not Present”, meaning a saved lead in an account has left, will now be mapped into the CRM.
LinkedIn trainer, Brynne Tillman, shared with us her thoughts around some of these big changes. “LinkedIn is foundational to the sales process, and it is great to see some of these impressive changes. I believe these upgrades will significantly increase rep adoption and overall success with the Sales Navigator tool. My hope is that LinkedIn will continue to partner with additional apps and tools, maximizing the power of LinkedIn across the entire sales stack.”