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 January to March 2022.
Sales Navigator User Updates
Search is a central part of the Sales Navigator experience. In this quarter, Search has been reconfigured to reduce the time it takes to find successful results.
The updates include:
- New look and feel:
- Two-panel view of all available filters for lead and account searches.
- Intuitive filter grouping that makes it easier for you to find and use the right filters for your search.
- Live updating results as you add and remove filters and keywords enabling you to refine your search results in real time.
- Modified Search elements
- The Became a member filter has been removed.
- The Search bar that was previously available at the top of the left-hand column on the results page has been removed. However, the Search bar at the top of the Sales Navigator page functions the same way, so you can still search for keywords and use boolean modifiers.
- Some filters and groups have been renamed:
- Past lead and Account activity filters are now combined and available as People you interacted with.
- CRM contacts filter is now People in CRM.
- New Filters available:
- Buyer interest
- TeamLink Connections of
- Saved Leads
- Saved Accounts
- Previously Viewed
- Current Company
- Past Company
- Company Headquarters
- Teamlink connections in the Connections filter list
The new Homepage Experience in Sales Navigator includes the following changes this quarter:
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Refreshed alerts feed that helps you filter down to the alerts that need immediate action.
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A Priority Accounts view that uncovers key insights for you.
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A direct link to a view of decision makers at an account.
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Coach has been moved below the Priority Accounts section.
The new Lead Page experience helps you qualify a lead quickly with the most important information such as the latest touch point, current role and description now available front and center. The new experience also allows you to more easily take action on a lead with a sticky action bar as well as prominent conversation starters and introduction paths.
This new Lead Page experience helps cut down the amount of time it takes to find critical details about individuals.
Following are the key highlights of the new Lead Page experience:
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Visibility into the last touch point to help sellers keep track of the last time they engaged with a lead and quickly disqualify leads they’ve already viewed on LinkedIn.
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Expanded conversation starter section to like and comment on a lead's LinkedIn posts.
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The Get introduced section expands the number of paths you have to reaching a connection and is organized by seniority level so that sales representatives can quickly find the best way to connect. It also includes a pre-populated introduction InMail to save time on composing messages.
Important to know
This new experience will be ramped across two quarters. So you may not see all of these features immediately.
Learn more:
An At-Risk Opportunities List in Sales Navigator provides valuable and actionable insights into which open opportunities may be at risk because of a contact leaving an organization. This list is auto-generated and requires CRM sync to be populated and viewed.
Here are some prerequisites for At-Risk Opportunities Lists:
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You must be on the Sales Navigator Advanced Plus edition with CRM Sync enabled.
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You must have at least one contact in your CRM that has left an open opportunity and gone to another organization for the list to be auto-generated.
This list is dependent on CRM sync and is refreshed every 24 hours. It displays a maximum of 1,000 leads that are prioritized based on the most recent opportunities. When this maximum number is reached, Sales Navigator automatically removes leads associated with the oldest opportunity.
How does this work?
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Sign in to Sales Navigator.
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Navigate to the Lead lists tab and click the System Generated tab.
From this screen, you can view the At-Risk Opportunities List called Contacts Who Have Left Open Opportunities and identify opportunities with potential risk.
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Optionally, while viewing a lead, click the In CRM badge to access key insights such as the impacted opportunity, the assigned account in CRM, and to navigate directly to a contact’s CRM page or the impacted opportunity.
The Recommend Leads list in Sales Navigator provides you with an auto-generated list of up to 100 recommended leads, giving sellers more lead suggestions that they may not have found otherwise. This was available on the previous Homepage experience but only showed 2 leads at a time. This list is made available to you on Monday of every week. This Recommended Leads list is generated based on your past activity and buyer interest signals.
How does this work?
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Sign in to Sales Navigator and navigate to the Lead lists tab.
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Click System Generated tab.
From this screen, you can view the list called Recommended Leads Lists and identify new prospects.
Learn more:
Previously, the newly introduced CRM cards focused primarily on displaying contact information and related accounts. Now, the CRM contact cards also display information on opportunities assigned to the contact, which can be filtered by those that are open and those that are previously closed. Previously, these insights were only available on the Sales Navigator contact pages.
All CRM cards allow you to click through to your CRM and view the account or the opportunities associated with the account.
This quarter, we have reduced the number of clicks required to save leads to lists. When you sign in to Sales Navigator, your most recently used lists are now shown at the top of the Save dropdown and all lists are ordered alphabetically. This will help save time for users that work with a large volume of lists.
Sales Navigator Admin Updates
LinkedIn Sales Navigator provides a Custom Field Mapping Tool to map standard fields within Sales Navigator with custom fields within your CRM. Using this tool, you can customize mapping between CRM entities and LinkedIn entities. You can map one custom CRM field with only one LinkedIn entity. You can map fields for all features - writeback, contact, lead creation, account, and so on. Modifying field mapping will trigger an ingestion and it may take up to 2 days for the data to refresh.
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From Admin Settings, click CRM Mapping.
The subsequent page displays all fields with their mapping settings.
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Click Edit to view the list of LinkedIn entities and then choose the new custom fields from your CRM that you would like to map each entity to.
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If you've previously made mapping changes to your sandbox environment and would like to replicate those changes into the production environment, or vice versa, click Copy from Sandbox or Copy from Production respectively.
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Click Save.
These changes can take up to 48 hours to reflect in your CRM.
To maintain a high level of security for your data, LinkedIn proactively enforces reauthentication for your CRM Sync connections. All Microsoft Dynamics 365 Sales customers must reauthenticate their connections from the Admin Settings page by March 22nd 2022. If you do not reauthenticate your connection by this date, your CRM Sync connection will be disrupted.
Feature Availability
| Feature | Core Users | Advanced Users | Advanced Plus Users |
| New Search Experience | √ | √ | √ |
| New Homepage Experience | √ | √ | √ |
| New Lead Page Experience | √ | √ | √ |
| At-Risk Opportunities List | √ With CRM Sync enabled | ||
| Recommended Leads list | √ | √ | √ |
| Enhanced CRM Cards | √ With CRM Sync enabled | ||
| Streamlined Save | √ | √ | √ |
| Custom Field Mapping for CRM Entities | √ With CRM Sync enabled | ||
| Reauthentication with Microsoft Dynamics 365 Sales | √ With CRM Sync enabled |
Further Reading
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What's Changing Deck - a PowerPoint 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 with LinkedIn Sales Navigator by reviewing a list of release notes, organized by date.