This quarter, with the release of Next Generation CRM Data Validation, you can spend more time closing deals and less time worrying about whether the data in your CRM and Sales Navigator is accurate and up-to-date.

Next Generation CRM Data Validation focuses on the following key changes:

Enhanced CRM badges

Up until now, Sales Navigator included badges to indicate if lead/contact data in the CRM matches information on LinkedIn, and when lead/contact information is not available in the CRM. Now, Sales Navigator includes the following badges:

The updated badge empowers users to monitor when lead and contact data is out-of-date, and easily track when someone has left an organization.

Improved Data Validation flags

With improved Data Validation flags, you can seamlessly check and validate critical contact information in Sales Navigator. While previously only account information was validated, now, Sales Navigator provides you with visual cues when title, account, and location information is out-of-date. You are also notified which opportunities the contact might be associated with. With improved Data Validation flags, you can quickly review information that is out-of-date on a contact and you can closely monitor account information.

Quick update of out-of-date contacts

With the next generation data validation, you can update out-of-date contact information directly in in Sales Navigator into the CRM. When contact information is flagged as out-of-date, you can quickly update the information in just a few clicks. When you click Update CRM record on a contact, the subsequent page is auto populated with validated information from the contact’s LinkedIn profile. You can review these changes and then apply the same changes to your CRM.

While updating information, you can also remove contacts from opportunities on their old account, thereby ensuring that your open account opportunities also kept updated. After updating the information, clicking Confirm updates directly drives updates into your CRM.

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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 right-hand side of the Sales Navigator page, above your results, 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

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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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• Lead Pages in Sales Navigator

Search is a central feature in Sales Navigator, using which you can browse and locate prospective leads for your organization. After you have run a search in Sales Navigator, from the Search results page, you can view a preview of the Lead Page for each of the leads displayed in your search results. This preview for each lead allows you to retain the Search results view while looking at lead information, and removes the overhead of switching tabs.

To access the panel from the Search results, you can click on a lead’s name to see a preview of their Lead Page in Sales Navigator. This gives you quick access to the most important details about a lead that helps to qualify or disqualify them from further research quickly. The panel includes much of the same information and highlights from the Lead Page such as:

Sales Navigator Application Platform (SNAP) is a partner program providing integrations that allow you to access key Sales Navigator features across your sales stack. Gong is the latest partner in the SNAP program. With this integration, users can leverage the power of LinkedIn Embedded Profiles directly on Gong.

Sales Navigator sends you a weekly email digest that provides you consolidated information on leads and accounts that you might be interested in. This weekly digest reduces the number of emails that you previously received on leads and accounts.

This alert appears for accounts you have saved in your alerts feed on the Homepage, and it shows you news that the account has either acquired another company or is going to be acquired by another company.  

Sales Navigator for Salesforce App version 3.17 is now available. It includes fixes for issues that you faced with Data Validation and some other minor fixes. Upgrade to version 3.17 from the Salesforce App Exchange today. If you are on a 2.x version, you must upgrade to version 3.17 by August 19, 2022 since these versions will be deprecated soon.

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