Selling Is a Team Sport
February 12, 2019
We all know that successful selling takes a village. Sales Navigator has traditionally been a single user product, but that changes today.
In our Sales Navigator 2019 Q1 Quarterly Product Release (QPR), we’re giving you and your teams the tools needed to start collaborating directly within Sales Navigator.
Sharing Custom Lists — You’re in it together
Last quarter, we introduced the capability to create lead and account Custom Lists, which customers eagerly embraced. In the first six weeks after launch, over one-quarter of weekly Sales Navigator users created more than a quarter of a million lists. Pretty amazing!
Now we’re taking lists up a notch by adding the ability for you to share these custom lists between your team members and have comments shared as well. Sales Development Reps can collaborate with Account Executives on their team and share progress on breaking into new accounts. Relationship Managers and Customer Success Representatives can collaborate around the health of their named accounts throughout the customer lifecycle. And Marketing can easily share lists from events with the teams following up on new leads. The possibilities are endless.
Sales Navigator Coach — Because everyone could use a helping hand
Every quarter, we release a handful of important updates to help you be more successful. But many people say to me they don’t know where to start and how to get the most out of all the rich features that Sales Navigator offers.
That’s why we’re introducing Sales Navigator Coach — short 30-to-40-second how-to videos, designed to help you learn about the most important Sales Navigator features. The Coach page allows you to easily watch videos, or jump directly to the feature or the Help Center article to learn more. Sales Navigator Coach allows your salespeople to learn about all the goodness of Sales Navigator at their own pace at any time.
Search Exclusions — Sometimes less is more
Search continues to be one of the most important features in Sales Navigator and we’re always looking for ways to make it better. One of the top suggestions we’ve received from the Sales Navigator community is the desire for more control over search options.
With Search Exclusions, you can enjoy a more precise search experience by excluding specific terms from your search queries. You can exclude any of seven attributes (Company, Geography, Seniority Level, Title, Function, Industry, School) for Advanced Lead Searches and any of two attributes (Geography, Industry) for Advanced Account Searches.
Search Exclusions means that you can narrow down your search results to just the ones you want, so you can spend less time searching and more time selling.
New Salesforce Integration — Baked in, not bolted on
Sales Navigator and CRM are like chocolate and peanut butter -- great tastes that taste great together. And our integrations with leading CRM platforms like Salesforce and Microsoft Dynamics 365 have made Sales Navigator even more appetizing to sales pros around the world.
Salesforce has recognized this, and is now shipping with Sales Navigator pre-installed in the Winter ‘19 Lightning Release. That means that, unlike other sales applications that work with Salesforce, you can configure Sales Navigator directly from the Sales Cloud Setup Console, without ever having to manually visit the AppExchange.
Our Microsoft Dynamics 365 and Sales Navigator integrations are also getting tighter over the coming months, so stay tuned.
New SNAP Partners — Pulling all the pieces together
We’re continuing to bolster our Sales Navigator Application Platform (SNAP) to help customers maintain a seamless selling experience, regardless of the sales applications they use. We have found that Sales Navigator customers who use one or more SNAP applications are more likely to improve productivity and increase engagement.
And now we welcome four new partners: Altify, Drift, G2 Crowd and MixMax, each of whom brings something unique to Sales Navigator.
- G2 Crowd has integrated Sales Navigator into their Buyer Intent application, so reps can get alerts about companies engaging with their product review pages, and see suggestions on leads they might want to engage with.
- MixMax combines the power of email with the impact of InMail, allowing you to InMail prospects directly from your inbox so you have a better chance of breaking through the noise.
- Altify's powerful org-chart software is enhanced by Sales Navigator profile insights, allowing users to see which buyers are best to engage with across the prospect’s entire organization.
- Drift’s conversational marketing platform gives reps real-time notifications of website visitors, and enable visitors to provide their contact details so they can be saved as a lead in Sales Navigator and be contacted later in channels beyond web chat.
And all SNAP partners will gain the ability for users to “save to a Custom List” from within each integration with an upgrade of our API.
Technologies Used — Pinpointing prospects who might be a technical fit for your solution
Finally, we’re significantly expanding the way Sales Navigator users can perform advanced account searches to understand which companies are using what kinds of technology products.
Our newly expanded Technologies Used filter allows you to understand whether companies are using any one of more than 30,000 technologies, such as marketing automation, cloud services, and CRM.
For more information on Sharing Custom Lists, Sales Navigator Coach, and the other features in this QPR, take a look at this short video.