Taking Sales Navigator To A New Level

March 21, 2017

  • update-to-linkedin-sales-navigator

Our goal on the product team is to make Sales Navigator the best version of LinkedIn for salespeople and the System of Engagement for our customers.

Over the last year, we’ve made great progress on these fronts, deepening our CRM integrations, releasing a new Gmail extension, rolling out Mobile Discovery, redesigning the InMail experience, launching a CRM partner program, and many other exciting new features (over 50 in all).

Our lineup has included two tiers to date. Professional Edition is the best version of Sales Navigator for individuals, including features to help you find your next sales job.

Team Edition is the best version of Sales Navigator for groups of salespeople, and includes more InMails, TeamLink for expanding your network of warm intro paths, CRM integration, central reporting and volume discounts.

Today I’m excited to announce that we’re adding a third member to our family - Enterprise Edition - and rolling out two significant new features for both Team and Enterprise Edition customers: PointDrive and enhanced CRM integrations.

Enterprise Edition - Expand your reach

Our newest addition, Enterprise Edition, is designed to be the best version of Sales Navigator for high-functioning sales organizations. As they say, we’re turning up the volume to 11.

Enterprise Edition ups the number of InMails to 50 per month, adds improved manageability features like Single Sign-On (SSO) and introduces an exciting new feature: TeamLink Extend.

Until now, if you were looking for a warm introduction to a lead, you could go through your personal LinkedIn connections, or use TeamLink, which pools the networks of all the Sales Navigator seat holders in your company. But we know your reps are probably not connected on LinkedIn to the vast majority of employees at your company, and not every employee in your company needs a seat of Sales Navigator (as much as we’d like that).

TeamLink Extend solves that by letting anyone in your organization opt-in their LinkedIn network to the TeamLink pool. That means, if you’re trying to reach a prospect, you can quickly see if anyone in your company has a connection with that person, and reach out to your colleague to ask for warm introduction.

The first 1,000 seats of TeamLink Extend will be bundled free with every Enterprise Edition contract.

PointDrive Integration - Tell beautiful stories

Successful salespeople tell great stories. But what happens when you have a terrific meeting and your prospect asks for more information, like a presentation, data sheet or customer videos? You send them an email with a bunch of attachments and links. With an average of 6.8 people in the buying process, the minute they forward that email to the rest of the buyer’s circle your story is lost.

In 2016, we acquired a company called PointDrive because they nailed the experience of delivering this type of content better than anyone else. With PointDrive, you could easily package up a bundle of materials and have them beautifully rendered in a mobile or desktop experience for the buyer. And once the content was sent, the seller could track how it was being consumed and by whom.   

Today, we’re integrating PointDrive into Sales Navigator Team and Enterprise Editions at no additional charge. Team Edition customers will be limited to 10 PointDrives per seat per month, while Enterprise Edition customers will have unlimited PointDrives and additional management reporting.

If our internal use of PointDrive in LinkedIn’s sales team is any indication (it spread like wildfire), we think PointDrive is going to be a big hit in your company, not only for your sales team, but also for Marketing and Customer Success.

Enhanced CRM integration - Be more productive

CRM is the System of Record. As some people claim, “if it’s not in the CRM, it doesn’t exist.”  But logging Sales Navigator activities into your CRM has been a manual, time consuming process in the past.

Sales Navigator’s new CRM Sync now includes writeback functionality, to give you that time back. As you take notes, send InMails or even place calls from the Sales Navigator mobile app for iOS and Android, you can now write them as activities to your CRM with a simple mouse click. For Sales and Operations leaders that want their reps’ Sales Navigator activity recorded in the CRM, they now have an easy, authorized way to do it. At launch, CRM Sync will be available in Salesforce, and on other CRM platforms this year.

This integration also includes new CRM Widgets, which lets you view LinkedIn Sales Navigator profile details, like photos, work history, job titles, and TeamLink shared connections within CRMs like Salesforce and Microsoft Dynamics. Widget integration will also be coming from other partners like Oracle, SAP Hybris, Netsuite, SugarCRM, Hubspot and Zoho in the near future.

Today’s announcements take Sales Navigator to the next level. We’re excited to finally share these features with you.

Sales Navigator Enterprise Edition is available today.  Pricing starts at $1,600 per seat per year before volume and multi-year discounts.   

To learn more, visit our Sales Navigator page.