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 2023 to December 2023.
Sales Navigator user updates
Account IQ enables you to access powerful account insights, with a single click. Rather than searching across the web for relevant company insights and get up to speed quickly, Account IQ will provide an easy access summary of key information at a company. The feature will enable you to improve buyer-seller conversations, and have more productive conversations by understanding strategic priorities, likely pain points, financials, and even what their employees are talking about on LinkedIn.
With this one-stop-shop to learn about accounts, you can spend their time absorbing the insights you need, with an added level of confidence knowing that you are looking at the most up-to-date information. Account IQ sets you up to have informed, personalized conversations every time you connect with buyers, instead of manually searching across many different sources. The feature can be leveraged to help with account qualification, prioritization, and preparing for lead engagement.
With Account IQ, you can find key information such as the following to have meaningful conversations with accounts that matter the most to you:
- How the account makes money - Overview of how the company makes money. Financials are updated quarterly.
- Estimated Revenue (If publicly available) - Information on a company's revenue estimates.
- Strategic Priorities - Key business focuses and where they have placed their energy at the overall organization level. It is sourced externally, and is updated monthly based on company news.
- Business Challenges - Overview of the most important strategic issues facing the business. Sourced externally and updated monthly based on company news.
- Competitive Landscape – Overview of the industry that the account operates in, and the key competitors. This is updated on a quarterly basis.
- Headcount Insights - Overview of the parts of the business that are growing or shrinking based on data found on LinkedIn.
- Key People - Overview of the key executives at the organization. Sourced from LinkedIn and updated weekly.
- Related News – Key company news and articles sourced from LinkedIn company notifications.
- Executive Voices - Overview of executives who are talking about on LinkedIn to get a sense of what is top of mind for them. This information is sourced from LinkedIn, and updated weekly.
Important to know
Account summary can be generated only for companies that have 500 or more employees. Also, the sections or categories in the report generated by Account IQ varies for each account.
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A key requirement for sales professionals is access to latest and accurate information on interested accounts and interested leads at these accounts. Having a centralized and consolidated place to store, update, and even share key account information is critical to all sales workflows. In addition, various teams within an organization use different tools to retain and store account and account related information. This poses a challenge for team members to collaborate and close deals. With the hope to ease these pain points, Sales Navigator introduces Relationship Map. This feature replaces the currently available Account Map feature in Sales Navigator.
Following are some of the benefits of using Relationship Map in Sales Navigator:
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Drives consistency and accountability in account maps and also facilitates multi-threading
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Improves collaboration and sharing of data with visual maps of key stakeholders
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Helps you stay updated as you get alerts when a map is stale
Following are some of the key features of a Relationship Map:
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Availability of multiple views - Relationship Map provides you with a List view and a Map view. The changes you make to the map in one view is automatically updated or refreshed in the other view.
The List view is a consolidated view and displays a few data points such as Highlights, and Relationship strength, that are not available with the Map view. The Map view is a visual representation of leads and decision makers at an account. You can easily drag and drop leads into this view and create a hierarchical view of leads or decision makers at an account.
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Share maps with colleagues - After you create a map, you can share this map with your team mates or co-workers. Everyone you share the map view has the same view of the map and can also asynchronously update the map. This allows for better collaboration.
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Facilitates multi-threading - You can view latest activity of the key people that you are interested in at an account from their profile cards in the map. You can get information on the latest activity or actions taken by a lead and you can use that as a conversation starter.
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With the introduction of Relationship Maps, Sales Navigator provides with you an option to create and update contacts in your CRM in bulk. This feature allows you to keep your CRM data in sync with LinkedIn's first party data. With this feature, you can create and update data in your CRM and can have it updated into your CRM with a few clicks.
Following are some of the benefits of this feature:
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Better data foundations - You can identify stale data and update them all together in bulk.
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Time saving - You don't have to update contacts individually. You can clean up your CRM data within a Relationship Map with a minimal number of clicks.
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Maintain accurate account mapping - This option allows you to maintain your data accurately in your CRM as well as in your Sales Navigator account.
Search is a crucial feature in Sales Navigator and we are constantly introducing enhancements and new features to ensure that you can get the best experience.
Following are some of the enhancements introduced in the Search feature:
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Save search option is renamed - The Save search option has been renamed to Save search to get notified of new results. Previously, Save search was a button in the UI. Now, it has been changed to a toggle option. By toggling the Save search to get notified of new results option, you can effortlessly save your search criteria, reducing the time and clicks required when you need to rerun the same search in the future. Moreover, you will automatically receive updates whenever a lead or account matches your saved criteria, ensuring that you stay informed and never miss out on valuable opportunities.
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Alerts on saved searches - New results from saved lead searches will also appear in Sales Navigator notifications rather than just solely in email.
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New filter grouping - To improve visibility and to make it easier for you to access, all sales intelligence related filters have been regrouped into the following:
- Buyer Intent Filter Group: Includes all intent filters designed to help you identify leads who are most likely interested in your product and service.
- Best Path In Filter Group: Includes filters that leverage your network to discover the most efficient way to connect with target organizations.
- Recent Updates Filter Group: Includes filters that highlight leads with recent changes who are most likely to respond to your outreach efforts.
Important to know
With this new filter grouping, you will no longer see the separate Spotlights filter group. However, all Spotlights related filters are available within these new filter groups.
Account Hub in Sales Navigator combines account insights, buyer intent and relationship intelligence into a single dashboard for you to use in your day to day workflows, and enables you to accurately and efficiently prioritize the accounts that you would like to focus on.
Following enhancements and new features have been introduced in Account Hub:
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Notes - You can add notes or quick reminders for yourself and for your teammates on your contract to ensure you're tracking key details on the account right where you need them.
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Date Added information - Account hub displays the date when the account was added to your saved accounts or to a specific account list in your CRM. This information helps you keep an eye on your account's lifecycle.
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Customize columns - You can choose to retain columns that are important to you and use frequently, and remove the columns that you do not use. This allows you to focus on account information that is most relevant to you and your team.
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View specific recommended leads - You can now view specific recommended leads similar to the general profiles that previously used to appear in Account Hub. This give you a more specific path into accounts.
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Recommendations is renamed as Recommended leads.
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Lead-related alerts are included in the Alerts column along with account alerts.
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A Lead Page gives you a comprehensive view of all information you'll need about a lead or prospect, to stay up-to-date about them and engage effectively. The Lead page now includes improved lead recommendations and insights. The ‘Similar leads at’ section on the Lead Page is powered by Relationship Explorer recommendations, and improves lead suggestions that are surfaced to you. Also, you’ll also see Spotlights (insights) included on these leads like recent job changes, posted on LinkedIn, and past customers, that provide you a reason to reach out and a way to personalize your outreach.
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The My CRM Leads and Contacts list imports and saves leads and contacts automatically from your CRM to Sales Navigator. You can now manually add a lead to this list via a CRM record being matched to a LinkedIn profile.
Following are some of the enhancements introduced to the My CRM Leads and Contacts list feature:
- Increased customization - You can exercise more control over your CRM connected experience within Sales Navigator and as a result this ensures that you have all the date you need at your fingertips.
- Better data - You can adjust the auto-generated CRM lead list at any time. This ensures that you don't miss out on accessing any key CRM contacts at your accounts in Sales Navigator.
Feature availability
| Feature | Sales Navigator Core | Sales Navigator Advanced | Sales Navigator Advanced Plus |
|---|---|---|---|
| CRM Auto-generated lists enhancements |
| ✓ | |
| CRM Bulk actions in Relationship Map |
| ✓ | |
| Account IQ | ✓ | ✓ | |
| Relationship Map | ✓ | ✓ | ✓ |
| Search enhancements | ✓ | ✓ | ✓ |
| Account hub enhancements | ✓ | ✓ | ✓ |
| Improved Lead Recommendations and Added Insights on Lead Pages | ✓ | ✓ | ✓ |
| Saved Search Alerts | ✓ | ✓ | ✓ |
Further reading
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What’s Changing Deck – A presentation with expanded information on the value of these features for you.
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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.