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 April to June 2024.
Sales Navigator User Updates
The CRM Embedded Experiences: Relationship Map feature offers you a centralized and consolidated place to store, update, and share account information with your colleagues who have a Sales Navigator license from within your CRM. With Relationship Maps, you can visualize and identify account gaps and opportunities to influence the people who matter the most to your deals at your accounts.
The Relationship Map tab within the CRM provides you with a Map view making it easier for you to view and manage your leads in an account. The List view is not supported in the CRM.
Following are the actions that you can perform with Relationship Maps in your CRM:
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Create a map
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Add roles to leads in the map
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Add or remove leads from the map
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Share maps with colleagues
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Update information in your CRM in bulk - Sales Navigator admins must enable CRM settings for this feature to work.
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CRM Embedded Experiences: Account IQ enables you to access powerful account insights within your CRM. 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, and financials.
With this one-stop-shop to learn about accounts from within your CRM, you can spend 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.
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HubSpot's Smart CRM Integration for Sales Navigator unlocks additional workflows and efficiencies of Sales Navigator, allowing sellers to sell smarter and be more productive. This integration is designed to seamlessly connect HubSpot and Sales Navigator, and infuse real-time, people-powered LinkedIn data directly in HubSpot's Smart CRM.
By integrating your CRM with Sales Navigator, you will:
- Deliver actionable insights: Discover timely updates for contacts and companies, helping your reps feel more prepared going into a meeting.
- Provide your team with accurate data in a few simple clicks: Update contact records with a few simple clicks sourced from Sales Navigator updates and recent interactions.
- Ensure you never lose track of deal details: Make activity and product value more visible through Sales Navigator activity logged directly within your CRM, and through access to revenue impact reporting.
By enabling CRM Sync between HubSpot's Smart CRM and Sales Navigator, you unlock features such as Data Validation, Activity writeback, system generated lists and many more.
You can integrate your CRM with Sales Navigator by:
- Installing the Sales Navigator app package for your CRM
- Adding Embedded Profiles (Sales Navigator Advanced and Advanced Plus editions) and Embedded Experiences (Advanced Plus only)
- Enabling CRM Sync and activity writeback (Advanced Plus only)
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With Relationship Maps, you can visualize and identify account gaps and opportunities to influence the people who matter the most to your deals at your accounts. Relationship Maps offer a centralized and consolidated place to store, update, and share account information with your colleagues.
You can use a blank placeholder card in your map to organize leads who:
- Don't have a LinkedIn profile
- Don't have a specific account listed as their Company in their profile
- Aren't yet identified as a key decision maker in the sales workflow
You can add a blank placeholder to a map from both, the Map view and the List view. From the Map view, click Add displayed above Saved leads at section. From the List view, click Quick add.
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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.
Account IQ is now available on the Sales Navigator mobile app. With this enhancement, you can stay updated on critical updates about your interested accounts. You can access Account IQ information on both, Andriod and iOS devices.
To access Account IQ on the Sales Navigator mobile app, on an Account page, click Generate Overview to generate an AI-powered summary. Subsequently, you can click Show all to view the entire summary.
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The Homepage on the Sales Navigator mobile app has been redesigned to make it easier for you to use and to stay updated on the latest information on your interested leads and accounts. The redesign includes the following changes:
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Simplified prospecting workflows: It is now solely focussed on leads that you recently saved. The Your Saved Leads section is now available right at the top of the mobile app.
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Simplified filters: The filters that you use frequently are displayed first, and are reorganized as a vertical scrollable list.
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Improved alerts: Homepage alerts are reordered to show those most likely to be relevant to any given seller when they sign in to the Sales Navigator mobile app.
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The new Notifications panel provides you with a clear view of time sensitive, actionable insights and alerts. With this panel, you can stay up-to-date on your most important leads, accounts, and activity.
With this Notification panel, you can:
- View the most important and actionable information in an easy-to-view panel
- Stay up-to-date and take action on your most important leads, accounts, and activity
- Prioritize your top accounts and leads as key activities highlighted in the Notifications panel
To access the Notification panel, click the
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Sales Navigator Search functionality has been enhanced to allow you to effortlessly explore your colleagues' LinkedIn connections by entering their name in the Connections of filter, without necessarily connecting with them beforehand. This enhancement allows you to uncover warm paths in and potential introductions to people within your network easily. Also, with this enhancement, you can leverage specific individuals within your TeamLink network for prospecting.
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When Next Generation Data Validation was introduced in Sales Navigator, you could see badges within Sales Navigator when contacts are out of date. These badges were displayed wherever Sales Navigator leads were displayed. Now you can see badges when a contact or a lead is missing an account or a title that is available in Sales Navigator. You can update the information in your CRM by clicking the Update in CRM badge.
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Sales Navigator Admin Updates
While generating usage reports, you can now select a Persona filter, using which you can filter relevant metrics such as Saved leads using a specific persona. The Persona dropdown menu lists all default personas and those created by you. You cannot see personas created by other admin users or any end user.
Important to know
This filter is not supported with PowerBI, Tableau, CSV Download, and APIs.
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As a Sales Navigator admin, you can now enable automatic logging of all LinkedIn InMails and messages to the CRM for your dashboard. On the Admin Settings page, check the Mandate Log on all Messages and InMails.
Feature Availability
| Feature | Sales Navigator Core | Sales Navigator Advanced | Sales Navigator Advanced Plus |
|---|---|---|---|
| Embedded Experiences: Relationship Map | ✓ | ||
| Embedded Experiences: Account IQ | ✓ | ||
| New CRM Integration: Support for HubSpot | ✓ | ||
| Next Generation Data Validation Update | ✓ | ||
| Enterprise-wide control for logging InMails and messages to CRM | ✓ | ||
| Enhancement to Usage Reporting | ✓ | ✓ | |
| Account IQ on Sales Navigator mobile app | ✓ | ✓ | |
| Enhancements to Search | ✓ | ✓ | ✓ |
| Relationship Map placeholder cards | ✓ | ✓ | ✓ |
| Homepage enhancements on Sales Navigator mobile app | ✓ | ✓ | ✓ |
| Introduction of Notification panel | ✓ | ✓ | ✓ |
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.