Hi everyone,

Welcome to this year’s first Statement of Direction, an exclusive sneak peek into LinkedIn Sales Navigator updates that will start to become available in the coming weeks. 

To be successful in today’s climate, sellers will need to learn how to dive deeper into relationship building. This quarter, Sales Navigator users will gain access to new features that help them uncover hidden allies, discover warm connections, and start building multi-threaded relationships with buyers. These capabilities can save you time by focusing on the insights that increase productivity, drive results, uncover the right account contacts, and allow you to take immediate action on the data you have.

 Get a preview of the top upcoming enhancements & features

For all Sales Navigator license holders:

• The brand-new Relationship Explorer, which will sit next to Account Map on Account Pages, provides sellers with lead recommendations at an account. It leverages insights from job changes, interactions, trends, and more from LinkedIn’s professional network to provide sellers with optimal paths to connect with their target personas at target accounts. With insights such as past colleagues, recent job changes, and Executive TeamLink connections, sellers can understand why those individuals may be worth reaching out to.
• The Persona (function with Relationship Explorer) will allow sellers to define their target buyers so they can find and connect with the best leads while saving time. You’ll also be able to find leads matching your Personas at your saved accounts on the Homepage and apply the Personas Search filter to quickly hone in on the most relevant leads.
• The newest Search filters include “Account Lists” in Account Search and “viewed your profile”, “past colleagues”, and “Executive TeamLink” in Lead Search, allowing sellers to leverage more data points to make informed decisions.
  • For Sales Navigator Advanced Plus users, you will have an additional “past customer” search filter.

For Sales Navigator Advanced Plus plans:

• New Buyer Intent Activities will be included in the Buyer Activity section on Account Pages and on the Buyer Intent Account Dashboard. You will be able to see:
  • the anonymized general profile of buyers that are engaging with your LinkedIn ads
  • when a potential buyer has visited the LinkedIn profile of a colleague or of a decision maker at their company
  • the identity of a potential buyer that has accepted an InMail from a colleague on your contract
  • the anonymized general profile of buyers that are visiting your Company's LinkedIn page
• New Product Category Buyer Intent in Lead Search to you find buyers that have potential interest in your product category (even if they are not specifically searching for your company)
• Improved CRM Auto-Save Capabilities that help sellers keep their book of business or target account lists up to date, including:
  • Editable CRM lists that provide users with a “remove” button to permanently remove accounts that may have been pulled in from the CRM that they no longer need or want to see
  • Customizable user settings that allow each individual seller (besides the Admin) to set the rules for which accounts from their CRM will show up on their My CRM Accounts list

For LinkedIn Sales Insights users:

• CRM Custom Ingestion makes it possible for specific CRM fields to be matched. This means that LSI Admins are no longer bound just to default CRM fields and can force a company match when the CRM field has a LinkedIn ID or company URL available.
• Adjustable Growth Timeframes will allow users to look at account growth metrics in 3, 6, 12, and 24-month increments, providing more detail and helping prioritize their target account lists.

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 by starting a new post and selecting “Product Idea” on the left.

Thank you and feel free to drop any questions below. We look forward to sharing for of this quarter’s product updates and enhancements with you in the coming months!