This release notes article elaborates on all features and enhancements that are released to at least a portion of our users in LinkedIn Sales Navigator in the time frame of October to December 2022.
Sales Navigator User Updates
LinkedIn believes that you can shift your company's sales performance if you have access to:
-
Accurate and timely information on companies, buyers, and relationships
-
Actionable insights derived from real-time data
-
Recommended actions to drive positive outcomes and additional revenue
To ensure that you have access to all of this, your book of business needs to be available in Sales Navigator. By uploading your book of business in Sales Navigator, you can:
-
Receive critical alerts when you need them - With access to all critical information on your accounts, Sales Navigator can alert you of important activity at the companies that you are interested in.
-
Target the right accounts with buyer intent - After uploading your book of business, they will be visible on the My Accounts list. You can sort this list by accounts showing the highest buyer intent, targeting the right accounts (and the recommended leads) at the right time and remove the guesswork involved in the process.
You can upload your book of business in .CSV format directly into the My Current Accounts list right from the Sales Navigator homepage. After uploading your book of business, you will get alerts on your accounts. You can create search queries and save them to provide you actionable insights on those accounts. You will have the ability to sort accounts according to those that show highest buyer intent, allowing you to target them at the right time.
Important to know
If you don't upload your book of business into Sales Navigator, you may not see any actionable information on the Account buyer intent dashboard. After uploading your book of business, the Account buyer intent dashboard is populated with buyer intent signals and recommended best actions for each.
Learn more
To help you find the right leads at the right time, Sales Navigator introduces the following auto-generated lists that provide suggestions on leads to interact or follow-up with:
-
New Executives at Saved Accounts list – list that highlights executives of Chief Experience Officer (CXO) and Vice President (VP) designations who have joined a new company in your saved accounts in the past 3 months. This list is refreshed every week.
-
Recently Accepted Connections and InMails list – list of warm leads to consider following up with who have either accepted your connection request or have accepted or responded to your InMails in the last 30 days through Sales Navigator or LinkedIn. This list is refreshed daily.
Learn more:
The following enhancements have been introduced to Search filters:
-
Technologies used – This filters's dataset has been updated to help you easily identify leads your technology integrates with or to find leads using a technology which your offering can easily replace.
-
Revenue – This filter has been updated with an expanded dataset that helps you easily identify companies matching your target revenue range.
-
Postal codes – This filter has been updated to allow you to paste a comma-separated list of up to 50 postal codes (with no space between them) to efficiently search for leads and accounts in multiple regions.
We have also introduced a Saved label for leads and accounts in the search results page to help you easily identify when a lead or account has been saved.
The following enhancements have been introduced to the LinkedIn-powered Buyer Intent feature:
-
Filtering for buyer activities – On an account page, use the Decision makers filter or the 7 days filter (visible above the Buyer Activity timeline) to zero in on the freshest leads that are most likely to have buying power.
-
Buyer Intent account hover cards – If you hover over accounts on Alerts, Lists and Lead pages, you can view accounts’ level of buyer intent, recent news, and decision maker changes.
Learn more:
To streamline workflows and save you time, we're adding a Lead Panel to the Search experience, inside Lead lists, and when viewing the Account Map. The new Lead Panel aims to help sellers:
- Streamline the prospecting process by keeping you on the same page, avoiding switching back and forth between tabs.
- Get a preview of the most important details about a lead helping to quickly qualify or disqualify them from further research like job title, job description, and conversation starters right from the screen you're already on.
The panel is meant to provide a preview of the Lead Page and includes key details like:
-
Job title
-
Job description
-
Conversation starters
-
Work history
You can access the full Lead page by clicking the individual's name or photo in the panel.
In an auto-generated list, you can now save leads directly from the lists view. You can do this from the Past Customers at New Companies list and Recommended leads list.
On the re-designed Sales Navigator mobile homepage, you can now browse auto-generated lists, making it easier for you to pinpoint new opportunities for accounts or leads.
Sales Preferences was previously available in Sales Navigator. You could find it from the Settings page. We’re constantly looking for ways to improve your Sales Navigator user experience. This sometimes means removing features that are redundant or perform the same function as other existing features. Due to this, we have chosen to invest in a feature that offers greater value with the same functionality. As part of this process, we've decided to remove the Sales Preferences feature from Sales Navigator. Instead, you can use the Pin filters feature on the Search page as a filter shortcut.
Sales Navigator Admin Updates
Admins in Sales Navigator can now view the total number of accepted connection requests sent through Sales Navigator by all users within a single contract. You can view this report from the Usage Reporting tab.
Feature Availability
| Feature | Core Users | Advanced Users | Advanced Plus Users |
| New My Current Accounts list | √ | √ | |
| New relationship intelligence lists | √ | √ | √ |
| Enhancements to Search | √ | √ | √ |
| Enhancements to buyer intent | √ | √ | |
| Continued Lead Panel rollout | √ | √ | √ |
| Enhancements to auto-generated lists | √ | √ | √ |
| Mobile enhancements | √ | √ | √ |
| Sales Preferences no longer available | √ | √ | √ |
| Connection Requests Accepts in Usage Reporting | √ | √ |
Additional resources
-
What’s Changing Deck – A presentation with expanded information on the value of these features for you.
-
Sales Navigator Release notes - Learn more about what's changed in previous quarters with LinkedIn Sales Navigator by reviewing a list of release notes, organized by date.