More Collaboration Is Coming to LinkedIn Sales Navigator

LinkedIn Sales Navigator transformed from a single-user product to a collaborative tool following its quarterly product release for the first quarter of 2019. The professional network added custom lists to Sales Navigator in its last quarterly product release, and LinkedIn Sales Solutions vice president of product management Doug Camplejohn said that over 250,000 were created in the first six weeks after the feature’s debut. Following the latest update, custom lists can now be shared between team members, as can comments. Camplejohn wrote, “Sales-development representatives can collaborate with account executives on their team and share progress on breaking into new accounts. Relationship managers and customer-success representatives can collaborate around the health of their named accounts throughout the customer lifecycle. And marketing can easily share lists from events with the teams following up on new leads. The possibilities are endless.” [kickout id="1"] The update also includes Sales Navigator Coach, a series of how-to videos lasting 30 to 40 seconds, which provide introductions to the newest features in Sales Navigator. Camplejohn said one of the top suggestions from the Sales Navigator community was more control over search options, so the professional network rolled out search exclusions, which, as the name suggests, allow specific terms to be removed from search queries. When conducting advanced lead searches, any of these seven attributes can be excluded: company, geography, seniority level, title, function, industry and school. Geography and industry can be left out when conducting advanced account searches. Sales Navigator is now pre-installed in the winter 2019 Lightning Release from Salesforce, enabling Sales Navigator to be configured directly via the Sales Cloud Setup Console and eliminating the need to download a package from AppExchange. There are four new Sales Navigator Application Platform partners: Altify, Drift, G2 Crowd and Mixmax. In addition, all SNAP partners will gain the ability for users to save to a custom list via each integration following an application-programming interface upgrade. Altify’s chart software will allow users to see which buyers are the best to engage with across the entire organization of a prospect. Drift’s conversational marketing platform gives reps real-time notifications on website visitors and enables those visitors to provide their contact details so that they can be saved as leads within Sales Navigator and contacted later in channels other than web chat. Sales Navigator’s integration into G2 Crowd’s Buyer Intent app enables reps to receive alerts about companies engaging with their product review pages and provides suggestions on leads they may want to engage. And Mixmax enables users to send InMail directly via their email inboxes. Finally, Sales Navigator’s newly expanded technologies used filter provides understanding of whether companies are using any of over 30,000 technologies, including marketing automation, cloud services and customer-relationship management.