CSV Upload*: Users will be able to upload a CSV file of accounts to create an Account List. This gives users a centralized view into their accounts, the ability to use the account list as a filter in Lead search, and receive alerts on key activities.

CRM Opportunities**: Users will be able to view CRM opportunity details within their Account Lists. Details include Opportunity Name, Close Date, Stage and Owner for both active and closed opportunities of the past year. The additional context helps users collaborate with their teams and prioritize their accounts accordingly.

 

Users will now receive a Buyer Interest alert experience on mobile that parallels the desktop experience: providing a side panel view of potential buyers' function, department, location, and more. Buyer Interest Alerts notify users when buyers at a saved Account are showing potential interest by engaging with your LinkedIn Company Page or company website.

 

Account prioritization: Users can manually set account priority and sort Lists by priority, helping them to stay focused and collaborate with their teams on the companies that matter most. 

LinkedIn Outreach Activity: Users can now view LinkedIn activities (InMail, Messages, Connection Request, and Smart Link activity) in their Account Lists, for easy visibility into their last touchpoint with any saved account in order to make informed decisions on the next best action to take. This is an expansion of the outreach activity column we added to Lead Lists last quarter.

New Account Alerts flag when a saved account is experiencing:

Recent layoffs. Signals potential risk at your saved account.

Talent moving to another account. Signals when a saved account has multiple employees moving to a new company.

Slowing growth. Signals an increase in employee growth over the past 90 days, highlighting potential changes to business needs, potential risk, and an opportunity for outreach.

Updated account growth. Signals an increase in employee growth in the past 90 days at saved accounts, creating an opportunity to discuss business opportunities for their growing company.

Account Insights: Surfaces valuable insights on a saved account by aggregating recent activity to surface trends (e.g. company growth, account showing interest). These insights can be used to form a deeper understanding on the account to take action.

Alerts Filter and Search for Accounts and Leads: This alerts filter allows users to categorize alert types by account or lead. Users can get even more granular by using the Alerts search bar to easily find Alerts related to a specific account or lead. This experience is available on both desktop and mobile.

In addition to asset types already supported by Smart Links (e.g. PPT, PDF), users will now be able to add URLs and videos to their Smart Links presentations, expanding the types of content you can share and track views on. 

Re-title asset: Users will no longer have to delete and re-upload an asset if they’d like to update the name of it.

Prevent download: Users will no longer have to worry about their recipients having the ability to download their content and losing the ability to track views, as a result.

Company Headquarters search filter: A geographic filter that will allow users to search for leads by company headquarter location.​

Account CRM search filter***: Similar to the lead CRM filter, we are introducing the ability for users to filter by accounts in their CRM.

Streamlining the onboarding experience for new users, helping them learn more efficiently how to use Sales Navigator.

Account Center “No Group” user filter: Admins will be able to quickly find users yet to be assigned to a Group in the “User List” view under the “Groups” filter.​

ROI Reporting***: Requested reports will now include critical activities (e.g. CRM Contacts Created, Sales Navigator Messages Sent, Smart Links Viewed, Alerts Engaged) in revenue sourced and influenced metrics. Admins can opt-in to view the total dollar amount of revenue influenced and sourced, and will also see a timeline of qualifying activities for up to 20 opportunities in their report (the 5 largest and the 15 most recent opportunities). To request an ROI Report, please talk to your LinkedIn Sales Navigator representative.

 

With Lists, Sales Navigator users are able to organize, track, and follow-up on relevant leads and accounts, providing a more robust experience than Tags. As of the end of September, all associated Tags have been migrated to Lists, and the ability to create new Tags is no longer available. However, the ability to search by Tags filters will remain until the end of the calendar year. Tags will be removed by the end of the calendar year (not to be confused with Admin Tags, which will remain in place).

Deals was intended to help sellers visualize the status of their relationships with buyers and enable sales leaders to maintain visibility into their team’s pipeline progress. We have decided to integrate the most valued pieces of Deals throughout the Sales Navigator user workflow and remove the remaining standalone functionality at the end of the calendar year.

Review the list of updates relevant to your team, and work with your LinkedIn account representative to determine how they will impact your team’s sales processes.

Plan training sessions on updates to your sales process that ensure your team quickly takes advantage of the new features.

• Remind users to review the product update details that will be shared with them in an announcement around November 11. 
• Take advantage of early access provided around November 18 to familiarize yourself with the changes.
• Encourage users to engage in training opportunities offered by your organization and/or LinkedIn. 

 

Product announcements will be sent to you directly, as well as to your team’s Sales Navigator users around November 11, providing details on the changes included in the Q4 Release.

Thank you for your continued support of Sales Navigator. If you have any questions about this Statement of Direction, please contact your account representative.