Hi everyone,

Welcome to your Q3 Statement of Direction, an exclusive sneak peek into LinkedIn Sales Navigator updates that will start to become available in the coming weeks. 

According to LinkedIn research, 9 out of 10 sellers say that evaluating buyer intent is a key strategy for their organization. However, too much information and the wrong type of information make it hard for sellers to plan their next move. For sellers, what matters most is clear, actionable intelligence that surfaces interested buyers. That is why this quarter, we are introducing new LinkedIn-powered Buyer Intent features in Sales Navigator to enable sellers to take advantage of the unique and actionable behavioral data sourced from 830M+ LinkedIn members worldwide.

To start, sellers will be able to quickly prioritize accounts within their book of business or discover new accounts based on buyer intent strength. Sellers will also begin seeing people and companies that have engaged with their profile, company ads, and LinkedIn posts. Because LinkedIn knows exactly who has taken those actions, you will have insight into their identities or whether they’re a decision-maker. These capabilities are currently in development, and additional intent coverage and activity insights will be added over the coming weeks and quarters.

 Check out the top new enhancements & features coming this quarter:

• For all Sales Navigator license holders:
  • Search is receiving a range of updates to further the efficiency created by our previous redesign. In response to popular demand, you can now pin your most used Search filters to jumpstart prospecting and save time and clicks.
  • The Lead Panel rollout continues with a preview of the Lead Page within Search to save time when prospecting. The panel includes all the information you’ll need to qualify if an individual is worth additional research like job title, job description, and conversation starters. Note: This update is currently in beta and will continue rollout over the coming quarters.

• For Sales Navigator Admins:
  • Administrators of Sales Navigator will find it easier to manage your teams’ access with a new Account Center Activity Log that allows you to quickly review user invitations and license/permission updates performed by any administrator in your organization. 

• For Sales Navigator Advanced and Advanced Plus plans:
  • The Buyer Intent Account Dashboard delivers a list of accounts in the seller’s current book of business that are showing interest in your solutions and allows sellers to discover new accounts. This new dashboard view is prioritized by strength of intent and provides a preliminary set of signals, like shared connections and highlighted leads, which we will be building on in coming quarters. 
  • The Beta Intent View on Account Pages introduces an intent activity timeline on each Account Page. Sellers can see which specific buyers at the account have been seeking your business out, what type of activity they engaged in, and when, along with the ability to filter by decision-makers. A select group of activities will be available this release with more to come in future releases.  
  • New Intent Highlights on Homepage provides a summary of saved accounts with the highest levels of buyer intent signals so sellers can get started on outreach to interested buyers right away.
  • New Buyer Intent account filter on Account Search is a new way to filter for accounts that are showing recent and relevant buyer intent signals. Sellers can then save those new accounts to review and prioritize alongside current opportunities.

• For Sales Navigator Advanced Plus plan only:
  • Sales Navigator Advanced Plus customers now have the option to enable CRM Sync for Salesforce Person Accounts. The integration will allow users to utilize activity writeback to save critical notes and information on prospects, accelerate sales efficiency by creating leads directly from Sales Navigator to CRM and auto-save the book of business into an auto-generated account list, and lastly, improve data quality with CRM badges that indicate when a lead or contact is or is not in CRM. 

You can find more details of these Sales Navigator and Sales Insights features – and more upcoming features – in this quarter’s “What’s Changing Deck.”

Finally, please keep this information between you and your Program Leads and do not share externally, as this is an exclusive early view and these features are still under development. If you have questions or feedback about the product direction, please provide your feedback directly to our team on the Ideas page.

Thank you and feel free to drop any questions below,

Eva C.