Big new Sales Navigator changes announced at LinkedIn’s Sales Connect conference



Every year, LinkedIn brings together sales leaders from around the globe at their annual Sales Connect conference. This year, it is clear that Sales Navigator is a big priority for LinkedIn. They are continuously investing and expanding the capabilities of Sales Navigator, and today they announced a slew of new features focused on 5 key areas to create what they are calling a “System of Engagement.”

1) Tags and Notes – you can now write tags and notes and organize information on leads or accounts and categorize any way you want – such as where you met, how to follow-up, or the contents of your last conversation. Tags and Notes launched a couple of weeks ago. Personally, I’ve been hoping for this one for quite a while, and I have been loving it so far. Here’s what it looks like in action:

2) CRM – LinkedIn announced an integration with Salesforce a while back, and now through their CRM Partner Program, they will be allowing other CRM companies to create apps that plug Sales Navigator into other CRM platforms. The first batch of partners are Oracle, SAP, SugarCRM, HubSpot and NetSuite.

You will be able to see LinkedIn information at the contact level. You can set up leads, and act upon that activity more easily – you don’t have to move back and forth between platforms anymore. This lowers the barrier to social selling. No longer will you have to cut and paste information from LinkedIn into your CRM. This is huge.

You can also write directly into your CRM – more things you will no longer have to copy and paste into your CRM system and vice versa.

3) InMail 2.0 – a group of new enhancements to InMail were announced including:

  • The current iteration of InMail blocks the entire window when you are sending a message. Now, the window be on the side of the screen on the desktop, similar to Gmail’s interface.
  • LinkedIn will also give you icebreakers – common connections and items to include in your messages to improve likelihood of a response – while you are creating your InMail.
  • You can include attachments now. Let me repeat that: You. Can. Include. Attachments. Now. Hallelujah! It’s also through a great, interactive, data-rich service method called PointDrive,

4) Search – You will now be able to search by:

  • Spotlights – a group of key sets of information that will give you ways to drill deeper into your search results such as how many of your results have changed jobs in the last 90 days, have been mentioned in the news the past 30 days and have posted on LinkedIn in the past 30 days
  • Department size and revenue (to determine if a company should be in your target audience)
  • Senior leadership changes at companies (new people tend to make changes to personnel and technology)
  • Zip code of a company’s headquarters (until now any office would appear in search results, but most decision makers are in a company’s headquarters)
  • Growth of both company and department (to see the trajectory of a company and department)
  • Content (keywords for content they are posting to see what is important to them)

Some of these enhancement are live (Spotlights, department size and senior leadership), and the rest are coming soon.

5) Sales Navigator for Gmail – this integration of Sales Navigator and Gmail brings Sales Navigator directly into your Inbox. You’ll have all the information you would have in Sales Navigator (connections in common, interests, shared companies, more) that you can use to start a conversation now in Gmail.

This one is already live as well. You can this find plug-in in the app store on mobile (search Sales Navigator) or here:

When I spoke with Derek Pando, Senior Marketing Manager at LinkedIn, he related “the new Sales Navigator features are to enhance the overall customer experience of Sales Navigator, and to integrate it into daily workflows to get people the information they need as easily as possible.”

With these new launches, LinkedIn has showed that they realize the way forward for them is through Sales Navigator, and the best way to do that is to help set sales teams up for success by making it as easy as possible to do social selling.

So, Sales Navigator users, what do you think of the new features?

About the Author

Robert Knop is Founder and CEO of Assist You Today, a company dedicated to helping companies transform their social media programs from driving engagement to driving revenue. He’s a proud member of the Wave3 network of consultants, and always happy to talk strategy, digital and social selling.

If you’d like to learn how to set-up a sales-driving social selling program at your organization, contact Robert at 323-972-3566, or simply complete the short form below.



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