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 2024.
Sales Navigator User Updates
Sales professionals rely heavily on their CRM for their sales processes. With CRM Embedded Experiences, sales professionals can now access LinkedIn's up-to-date data and important insights directly from within the CRM. With this embedded experience, sellers need not waste time switching tools to access information on prospective leads and interested accounts. As part of this CRM embedded experience, one of the first features to be introduced is Find Key People.
Using this feature, you can:
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Find the right buyer based on the target persona - You can choose a persona that you would like to use to find relevant target buyers.
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Gain insights on leads and contacts - You can receive insights on activities such as recent job changes, activity on LinkedIn, past customer and so on that helps you personalize your outreach.
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Save leads and contacts from the CRM to a list in Sales Navigator and send InMails directly from your CRM
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Create a new contact record for a buyer or update an outdated contact record directly in your CRM
Important to know
To access this feature, the CRM admin must install the LinkedIn Sales Navigator app package. If the app has already been installed on your Salesforce instance, then you must update it with the most recent version available on the App Exchange. If you are not the CRM admin and would like to access CRM Embedded Experiences within your CRM, contact your company’s CRM admin.
Related tasks
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.
Following enhancements have been introduced in Account IQ:
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Improved account coverage - Account IQ now provides information on companies that have 200+ employees. Earlier this threshold was set at 500+.
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Improved data accuracy - For publicly traded companies, or for companies with 1000+ employees, the recency of the information provided in the Strategic Priorities and Business Challenges sections has been improved. Previously, the data was upto 365 days old. Now, the information is more recent. The recency of data will depend on the size of the company. The data could be as close as 30 days and as far as 90 days.
Learn more
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 have been introduced in Account hub:
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Persona filtering - You can filter recommended leads in Account Hub using custom-built personas to improve the relevance of the recommendations. You can use one persona at a time to filter the lead recommendations.
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Consistency in lead recommendations across Sales Navigator - You will now see consistent lead recommendations in Account Hub and Relationship Explorer.
Learn more
Sales Navigator Admin Updates
As a Sales Navigator admin, you manage the CRM Sync with Sales Navigator using the Admin Settings page. Using this page, you would have set up CRM Sync functionality by enabling several options for data validation and activity writeback.
Following are the new settings or options available to CRM admins:
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Limit user visibility to CRM opportunity data in Sales Navigator - You can now restrict the visibility of opportunity information to only those users who have permissions to view this information. The viewing permissions are set from within the CRM. This feature allows for greater privacy of sensitive information.
To enable viewing restrictions on opportunity data, toggle the Restricted data mode option on the Admin Settings page in Sales Navigator to Yes. For users who do not have permissions to view opportunity data, a message appears stating that the CRM data is hidden.
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Enabling the requirement for email addresses while creating and updating leads and contacts - You can now mandate the requirement to enter an email address while creating and updating leads and contacts in Sales Navigator.
To enable this requirement, toggle the Require email address option to Yes for creating and updating leads and contacts.
Learn more
Feature Availability
| Feature | Sales Navigator Core | Sales Navigator Advanced | Sales Navigator Advanced Plus | |
|---|---|---|---|---|
| Changes to CRM settings | ✓ | |||
| Find Key People | ✓ | ✓ | ||
| Account Hub Enhancements | ✓ | ✓ | ||
| Account IQ Enhancements | ✓ | ✓ | ||
Further Reading
- What's Changing Deck - a PowerPoint with expanded information on the value of these features for you.
- Sales Navigator Release Notes - Learn more about what's changed with LinkedIn Sales Navigator by reviewing a list of release notes, organized by date.