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I’m delighted to share the Q4 2023 Statement of Direction, an exclusive sneak peek into LinkedIn Sales Solutions updates that will start to become available throughout this quarter. 

In today's economic environment, reaching an internal consensus-driven sales strategy is becoming increasingly complex. To make selling easier in this uncertain and complex environment, we are introducing two new features that enable sellers to have more high-quality conversations with people who matter: Relationship Map and Account IQ.

 

🔎 Get a preview of the top upcoming features & enhancements

For all Sales Navigator license holders:

  • Replacing Account Map, Relationship Map allows you to drag and drop leads into a map to visualize the critical decision makers at an account. Here are some benefits:
    • Selling like the best: Stay on top of you buyer circle with highlights on leads, such as recent LinkedIn posts, mentioned in the news, or other relevant LinkedIn insights.
    • Better data for better mapping: When a lead leaves your account, a replacement alert on the lead’s card will appear and prompt you to add a replacement.
      • Advanced Plus users with CRM Sync will also be able to export updated lead information to their CRM.
    • Seamless collaboration: You can share Relationship Maps with others on your Sales Navigator contract, so that data isn’t lost when accounts are passed or if you leave the company.
  • Search enhancements:
    • To make it more visible, the Save Search button has been redesigned into an on/off toggle at the top of Search filters instead.
    • You will also get notifications of new Saved Search results in Sales Navigator in addition to in email.
    • Specific sales intelligence filters in Lead Search are now organized into three distinct groups: Buyer Intent, Best Path in, and Recent Updates.
  • Account Hub enhancements:
    • The “Notes” and “Dated Added” columns have been added back to Account Lists / Account Hub.
    • You also now have the ability to customize the order and visibility of columns.
  • Lead Page enhancements:
    • Lead Recommendations have been improved with Relationship Explorer recommendations.
    • There will also be Spotlights (insights) like recently job changes at the top of a Lead Page.

 

For all Sales Navigator Advanced and Advanced Plus license holders:

  • Account IQ is an AI-generated summary on account research that provides key info to help you have meaningful conversations with key people at your most important accounts. The Account IQ summary includes financial and company overviews, key insights on company leaders, and what’s top of mind. These insights sourced from third-party articles and unique LinkedIn data on people and accounts enable you to:
    • Streamline account research with powerful foresight in a single click
    • Uplevel buyer conversations
    • Quickly prepare high level account plans

Please note that Account IQ will be available in only English for now and may not appear on every accounts.

 

For Sales Navigator Advanced Plus license holders with CRM Sync enabled:

  • CRM Bulk Actions in Relationship Map: From Relationship Map, you have the option to create or update your CRM leads and contacts with a just a few clicks.
  • CRM Auto-generated List enhancements: You can now manually add a lead to the My CRM Leads and Contacts Lists by matching a CRM record to a LinkedIn profile.

 

You can find more details of these Sales Navigator 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,
Eva C.

Hi Eva, thank you for the sneak peak. 

Are you able to give any more detail on the Account IQ feature? For example, where is it gonna be on the page, is it always visible or is going to be a on demand information.

I am asking because I have check ins with the sales team for a Sales Navigator review and I try to add a topic of “what has been released” and “what is coming”.

Also, do you have a date for when this release is planned?

 

Take care

Karina Barcelos

@kdcb It’s good to see you, Karina!

 

Account IQ would be found on an Account Page, where there is a banner suggesting that you can generate an AI-powered overview for the company if you click “Generate Overview.”

However, Account IQ is not available on every Account due to limited data points. (From what I was told, Account IQ will be available for only companies with a 500+ headcount.)

Everyone should have access to this feature in the coming weeks and by early December. I will share more details on the ramp timeline for different Sales Navigator accounts in mid November. 

In the meantime, feel free to check out slides 5-10 in this quarter’s “What’s Changing Deck” if you’d like to learn more about the upcoming feature Account IQ. This Help article should also help answer some common questions for now. 

 

Hope this helped and let me know if you have more questions,
Eva C.

Hi @Eva_Community Program Manager Thank you for the always detailed reply.

 

I can’t see the feature yet, but I am looking forward to see it :)

Is there a date to share for the availability? Either Beta or GA, I am interested in the new updates to Relationship Mapping and would like to create a demonstration to share internally. 

Hi @simmjaso, 

 

Welcome to the Sales Solutions Community! As I answered Karina for Account IQ above, everyone should have access to Relationship Map in the coming weeks and by early December.

We will share more details on the ramp timeline for different Sales Navigator accounts in mid November. 

In the meantime, feel free to check out slides 11-14 in this quarter’s “What’s Changing Deck” to learn more about the exciting Relationship Map feature.

 

Thank you and let me know if you have more questions,
Eva C.

Account IQ - wow this feature is a huge time and money saver for account research purpose. Great update LinkedIn - it makes my team’s job easier! I know there are tools out there that charge just to provide this information on its own and you do it on top of everything else. I love seeing how you are developing this product - it really does help take buyer-seller conversations into a higher level and turn those sellers who put time to study this information into trusted advisors. Thank you!

Hi @simmjaso, 

 

Welcome to the Sales Solutions Community! As I answered Karina for Account IQ above, everyone should have access to Relationship Map in the coming weeks and by early December.

We will share more details on the ramp timeline for different Sales Navigator accounts in mid November. 

In the meantime, feel free to check out slides 11-14 in this quarter’s “What’s Changing Deck” to learn more about the exciting Relationship Map feature.

 

Thank you and let me know if you have more questions,
Eva C.

Thank you Eva! We now have access to the Map and I just wanted to confirm I’m seeing this correctly.  Using the CRM sync it will only update by updating leads/contact details. I’m not seeing anything which will sync the map information?  For example, if I update an individual in a relationship map- I’d want to know how I’ve mapped that individuals in that Company/Account in a similar view I have in the map I created already.

Thanks,
Jason

@simmjaso, thanks for getting back to me!

 

I’m glad you have access to Relationship Map now. 😊

As for your new ask, can you clarify what you mean by “...in the map I created already?” Is this map the Relationship Map or something elsewhere/internally in your CRM? 

To answer you, you are correct that you cannot “sync map information” and bulk action in Relationship Map (if you are CRM Synced) only allows you to bulk create or update leads or contacts. 

Please see this post for more information on how your Sales Navigator admin can enable that for your team: 

 

Hope this helps and let me know if you have further questions,
Eva C. 

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