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Hi, all. 

 

Welcome to your Q2 Statement of Direction, your exclusive preview into Sales Navigator updates. This is your exclusive preview into Sales Navigator updates that will start to roll out in the coming weeks. 

 

Decision makers are leaving organizations at a rate that has not been seen before. While job changes increased by 37% in 2021, this rapid movement of employees shows just how important it is to have accurate and trustworthy information available to your sales team. 

Meanwhile, 7 out of 10 sellers say they are not confident in their CRM data. The cost of this incorrect information is high, with Gartner reporting that bad data costs organizations ~$13 million annually. 

 

That’s why this quarter, the Sales Navigator team is focused on developing updates to ensure that reps are working from the most relevant, accurate data that only the LinkedIn network can provide. 

 

🔎 Top New Enhancements & Features Coming This Quarter: 

 

  • /For all Sales Navigator license holders] New Lead Page reconfigured to help sellers qualify a lead quickly with the most important, accurate, and timely information front and center – like latest touchpoint, current role and description. It also allows sellers to take more immediate actions on a lead with a prominent Action Bar, conversation starters, and suggested introduction paths. 

 

  • >For all Sales Navigator license holders – continued rollout from 2022 Q1] All-new Search, including a refreshed end-to-end search process with filters grouped intuitively by type, and a results interface that refreshes in real time as you add/ remove filters.  

 

Updates include:  

  • The introduction of a refreshed Search process, including a larger collapsible, intuitive grouped view of filters, making it easier to keep a full picture of all the ways you can access LinkedIn data  
    • Net new filters such as "Company headquarters" and "TeamLink connections of" to build on existing favorite filters like "Connections of" and "Changed jobs in the past 90 days"  
    • A live updating interface. Watch your results change as you add and remove filters to allow immediate fine-tuning. 

 

  • >For Advance and Advanced Plus Sales Navigator license holders] New Integration with Gong, the revenue intelligence platform, providing current Sales Navigator contact and lead information within Gong’s user interface. These Embedded Profiles allow sellers to leverage the power of LinkedIn information in real time while reviewing their sales activity in Gong. 

 

  • nFor Advanced Plus Sales Navigator license holders with CRM Sync enabled] 
    • The next generation of Data Validation now provides a visual cue within Sales Navigator notifying users when CRM contacts or lead information is out of date. New Data Validation Badges allow sellers to easily see when someone has not only left an organization, but also changed job titles or location. Now sellers can directly update the CRM contact record in just three clicks from Sales Navigator, improving data quality and hygiene while reducing time toggling between applications. 
    • Last quarter, we rolled out the At-Risk Opportunities list to provide an automatically generated list, updated daily, that highlights “Contacts who have Left Open Opportunities”. This list is powered by matching contact data across your CRM and the LinkedIn network to help notify sellers when a deal is at risk because of decision maker job changes. 

 

Learn more about these and other recent Sales Navigator changes here. 

 

Action Needed for Salesforce Customers: 

The security of your data is of the utmost importance, and in order to maintain the highest levels of protection we periodically and proactively update our app packages. As part of these protocols, we are requiring Sales Navigator contracts using Embedded Profiles in their CRM to upgrade to app version 3.17 (or higher) by August 19, 2022. Your CRM administrator can check the current version of the app by navigating to Setup and searching “Installed Packages”. If “SN for SFDC” is on any 2.X version, please upgrade immediately using this link for the updated app. For additional instructions, guidance is available for Classic Salesforce and Lightning Salesforce, respectively. 

 

Recommendations to Program Managers and Admins  

Program Leaders and Admins should:  

  • Review the list of updates relevant to your team and plan training sessions on updates to your sales process that ensure your team quickly takes advantage of the new features once they have been released. 

 

Next steps on product announcements: 

  • Sales Navigator Administrators will receive access to most of these updates around June 22nd, with your users getting access in the weeks that follow. 

 

Important note: Please keep this information between you and your Program Leads, as this is an exclusive early view, and these features are still under development. The information in this post is confidential and proprietary to LinkedIn and may not be disclosed without the permission of LinkedIn.  

 

If you have any questions or feedback about the product direction, please leave a comment below and/or share your feedback in our ideas board.  

 

Thank you to all our Community members who shared their feedback with us, we will be announcing throughout the quarter the members who contributed with suggestions related to these features. 

 

Nádia 

I have have our Account Manager when this will become active in our Sales Navigator instance and no-one can answer?

Hello, @Chantelle C​.

Thank you so much for your question.

Just to confirm, were you able to contact your Sales Navigator Account Manager to discuss this?

I am happy to inform that Sales Navigator Administrators (users with an Administrator license) will receive access to most of these updates around June 22nd, with your users getting access in the weeks that follow.

Please let me know if this is helpful and in case I can assist you further.

Thank you!

 

The Q2 update is less informative & inaccurate, The new UI doesn't provide the past location for profiles.

Hello, @Dhariya D​.

Thank you for sharing your feedback with us, we really appreciate it.

On the 2022 Q2 product update, I would like to share that this is post is regarding the Statement Of Direction, which is an exclusive early preview of what's to come, and these features are still under development. Early June, we will share the official product announcement and that will include more details on each feature and product enhancements. I would recommend you to keep an eye out for that. 😊

On the past location element, are you referring to that not being available anymore in the new advanced search experience? Can you please share some context on where you would like to see this and how this would help you streamline your day-to-day activities?

Looking forward to hearing from you,

Nádia

 

Hi Nadia,

 

Thank you for your prompt response,

Please look more closely into the sales navigator Past experience section. It only includes the company HQ information but if the company is worldwide it will always end up providing inaccurate information.

 

 

I love the new lead card! It now looks very efficient!

Can Sales Navigator link to Send in Blue CRM?​

@Nadia Vieira​ , It would be helpful if you could link the new functions to PrintScreens. On the German Sales Navigator page these functions are otherwise difficult to assign.

Thx/Wolfgang

 

Hello, @Dhariya D​.

Thank you so much for your feedback, we really appreciate it.

To clarify, would you please confirm what specific aspects of the past company you would like us to improve? On the company HQ information, are you referring that this isn't providing accurate information regarding the past company?

Thank you in advance for providing further details so that we can assist you further,

Nádia

@Mic A​ great feedback on the lead cards, I also completely agree that these are very helpful! Thank you for sharing this with us! 😊

@Michael F​ can you please confirm what you would like Sales Navigator to do regarding your CRM Sync integration? Are you referring to the ''✔️ in CRM" badge you see in Sales Navigator?

If you are not seeing the "Add to CRM" button, it can mean that the lead is already in your CRM. If that's the case, you should be able to see the "✔️ in CRM" badge and click on it to verify the record in your CRM. Can you check if that's the case?

If not, you should see a "Not in CRM" badge next to the lead name instead. If you click on it, you can either try to find existing records in your CRM that are similar to this lead or create a new record if they don't match.

Here is more information on how Lead Creation works. I hope this helps and let me know if you have more questions.

Thank you,

Nádia

@Wolfgang W​ thank you so much for the feedback. We will be sharing some images regarding the new upcoming features closer to the beginning of June, once the official product release has been sent. We will work with our DACH team to share these also in the German group, so I would recommend you to keep an eye out for that. 😊

Thank you,

Nádia

The At-Risk Opportunities list This one would be so helpful. Can't tell the number of cases where prospects seems to ghost you and... actually they left 😫

@Lionel L​ I completely agree with you, it is so helpful to be aware of leads that might have moved on to their next plays. If you have access to the At-Risk Opportunities list, I would love to hear how this is helping you streamline your day-to-day selling activities. If not, do you have any way today to keep track of leads that might not be part of a target account? 😊

@Nadia Vieira​ 

My CRM is Send in Blue.

Can Send in Blue be linked to Sales Navigator?​

@Michael F​ thank you for confirming this.

Unfortunately, Sales Navigator only integrates with Salesforce or Microsoft Dynamics 2016 or 365 Sync for Sales Navigator.

I would recommend reading this Help Center article to find out the different CRM integrations options available, but unfortunately, Send in Blue isn't one of them.

If you would like to suggest a potential integration with the CRM you are using, you can log a new idea via the Ideas page. Our product team will review your request and share if that is something they will be able to prioritise in upcoming releases.

Hope this is helpful and please let me know in case you have any further questions.

Thank you,

Nádia

Amazing insights thank you @Nadia Vieira​ for sharing, superb, best regards, Chris.

@Nadia Vieira​ we are still using LinkedIn Sales Navigator package version 2.19

Do you have a document that list of benefits and new features if we should upgrade it to version 3.17?

 

@Johan Y​, you can find the latest Sales Navigator product features and enhancements in this post. Please check the end of the post for when you may get these updates.

 

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

Thank you,

Eva C.

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