Sales Navigator Gmail & SFDC Connectors

LinkedIn rolled out a trio of enhancements to its Sales Navigator offering to assist with Salesforce synchronization, Gmail integration, and mobile app discovery.

To improve the Salesforce experience, Navigator is no longer requiring sales reps to manually identify which contacts should be downloaded from SFDC to Sales Navigator.  While SFDC describes this as improved synchronization, it basically downloads leads and accounts to Sales Navigator.  Unlike sales intelligence services which support bisynchronous data sharing, no LinkedIn account or lead intelligence is uploaded or available for updating SFDC records.  The system does flag which records are in SFDC so that reps can manually key information from LinkedIn to SFDC.

Sales Navigator provides automated SFDC synching and flags which leads are available within SFDC.
Sales Navigator provides automated SFDC synching and flags which leads are available within SFDC.

To assist with messaging, LinkedIn now offers a Chrome extension for Gmail.  The extension provides integrated access to public LinkedIn profiles and social contact information as a right-handed information bar.  If a contact is not in Navigator, users can quickly add him or her as a lead without exiting the Inbox.  Icebreakers such as shared connections, experiences, and interests help shape account or prospect messaging.  TeamLink information is also displayed.

The Gmail Chrome extension provides LinkedIn contact intelligence within the Gmail Inbox. Users can identify icebreakers and TeamLink connections.
The Gmail Chrome extension provides LinkedIn contact intelligence within the Gmail Inbox. Users can identify icebreakers and TeamLink connections.

The final enhancement is to the Sales Navigator Android and iOS apps which will now display up to ten daily account or lead recommendations based upon user preferences.  Recommendations will expire after 24 hours and be replaced with fresh recommendations.

LinkedIn noted that over 25% of Sales Navigator users “solely” use the Navigator app for account intelligence.

“Our goal for Sales Navigator is to be an important part of the daily lives of sales professionals, and we believe these enhancements will get us that much closer,” said Senior Product Manager Tom Lee.  “Ultimately, we want to help sales professionals build deeper relationships by working smarter, not harder, and this reinforces our commitment to make them more efficient and effective every day.

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