LinkedIn has recently introduced five exciting updates to its Sales Navigator platform, aimed at enhancing usability and improving the sales experience for both sellers and buyers. In this blog post, we’ll explore these new features that empower sellers to identify opportunities, gain insights into their target audience, and streamline their sales process. From the Account Hub to Product Category Intent, enhanced search functionality, buyer intent filters, and CRM integration, LinkedIn Sales Navigator continues to evolve to meet the needs of sales professionals worldwide.
Account Hub: Unlocking Opportunity Identification
LinkedIn’s Account Hub, an evolution of the Buyer-Intent Dashboard, is designed to help sellers identify and prioritize potential opportunities within their book of business. By leveraging growth potential, buyer intent, and risk alerts, Account Hub offers insights and networking tools to connect with interested individuals. With all the necessary data in one place, sellers can make informed decisions about account prioritization and stay updated on economic changes related to their target accounts. Whether it’s seizing growth alerts or pursuing high buyer intent accounts, Account Hub empowers sellers to maximize their sales potential.
Product Category Intent: Understanding Buyer Interest
LinkedIn responds to user feedback by introducing Product Category Intent, a feature that allows sellers to gain insights into why people are interested in their company and the specific product category they are researching. This update is particularly beneficial for companies offering multiple products, as it helps sellers understand which product a potential buyer is interested in. By incorporating Product Category Intent for 770 product categories across various industries, LinkedIn enables sellers to make more targeted and personalized connections with potential customers.
Enhanced Search Functionality: Finding the Right Buyers
Search functionality is a key component of Sales Navigator, enabling sellers to identify and connect with the right individuals. LinkedIn continues to optimize the search experience by introducing improvements. With the latest enhancements, sellers can filter potential buyers based on recent high or moderate interest expressed, exclude or include leads they’ve recently interacted with, search by current and past job titles to narrow down their target personas, and even search for accounts where their first-degree connections work. These improvements make the search process more efficient and effective for sellers.
Buyer Intent Functionality: Discovering Warm Leads
LinkedIn enhances the Buyer Intent functionality by providing sellers with even more signals indicating potential buyer interest. Buyer Activities fuel this functionality, and LinkedIn introduces new activities that provide additional insights. Sellers can now see website visits made by individuals to their corporate websites, gaining a general profile of these visitors. Furthermore, sellers can identify new LinkedIn connections made by other Sales Navigator sellers and TeamLink users, enabling them to expand their network and leverage warm leads more effectively. The Buyer Intent functionality helps sellers stay informed and capitalize on promising opportunities.
CRM Integration: Streamlining Account Management
LinkedIn invests in improving the CRM integration by introducing the CRM auto-save accounts list. Sellers can now add accounts manually to the My CRM Accounts list, ensuring comprehensive coverage and easy management within Sales Navigator. This enhancement saves time by auto-generating the CRM Auto-Save list based on the CRM, eliminating the need for manual list setup and management. Sellers can have an up-to-date account list from their CRM within Sales Navigator, enabling them to leverage this valuable information in key features such as the Account Hub. The CRM integration feature is available to Advanced Plus users.
Conclusion:
LinkedIn’s Sales Navigator continues to evolve, offering new features that enhance the selling experience for professionals around the world. From the Account Hub’s opportunity identification to Product Category Intent, improved search functionality, buyer intent filters, and CRM integration, these updates empower sellers to streamline their sales efforts, gain valuable insights, and connect with potential buyers more effectively.