LinkedIn Sales Navigator Pipeline Reviews & Buyers Circle (Q3 2018)

Buyer Circle, a new Sales Navigator feature released in Q3, provides drag-and-drop functionality for defining purchasing roles and players.
Buyer Circle, a new Sales Navigator feature released in Q3, provides drag-and-drop functionality for defining purchasing roles and players.

Last month, LinkedIn rolled out its Q3 Sales Navigator release to admins and trainers.  Enhancements include a new Deals feature to assist with pipeline reviews, “Buyer Circles,” an updated search user experience, and revised mobile lead pages.  Several partner platforms are also rolling out version 2 of their SNAP integrations.

During pipeline reviews, “managers are really trying to find out what are areas of weakness in the pipeline and how they can help. A lot of times, because the information that’s been put into CRM is incomplete, that can be a challenging conversation,” says Doug Camplejohn, VP of Product Management at LinkedIn Sales Solutions. “The problem Deals is ultimately trying to solve is how do you increase the quality of that data that is ultimately stored in the CRM, and by making it much easier for the rep to quickly see missing points of information as well as to add in what one could argue is the most important information—who are all the people that are involved in that buying decision at the target company.”

LinkedIn noted that pipeline review sessions are often frustrating due to incomplete and out of date CRM information resulting in a “20 questions” session in search of deal risks.  The new Deal feature pulls deal and contact intelligence from the CRM and streamlines the update process.  Instead of jumping between opportunity records, reps can manage their pipeline updates from a single pane of glass.  The update table allows reps to quickly enter deal intelligence including deal size, stage, close date, and next steps with information immediately written back to the CRM.

Deals requires that the Salesforce Admin enable CRM synch.  Reps will only be able to view and edit fields for which they have been granted permission and only for Opportunities in their name.  Managers will only be able to view Deals for their team members.

Deals includes a Buyer’s Circle feature which helps reps quickly fill gaps in their Buying Committee.  “The real power comes when you want to add missing role contacts,” Doug Camplejohn, LinkedIn Sales Solutions VP Products wrote to licensors.  “Buyer’s Circle makes it easy to select anyone on LinkedIn and drag them to a role, which, again, automatically updates your CRM. And if that contact is not already in your CRM, Deals lets you create a new CRM contact associated with that opportunity in just a few clicks.”

As LinkedIn does not deliver member-specific details to third-parties, Buyers Circle only uploads First and Last Name, Title, and Company.  Other buyer details would need to be keyed in by the sales rep or populated by a third-party enrichment vendor.

Deals is available in Salesforce.com with the Q3 release and will be available in Microsoft Dynamics in Q4.

The new Deals feature provides a tabular view of opportunities for rapid update and sharing with managers.
The new Deals feature provides a tabular view of opportunities for rapid update and sharing with managers.

Deals is part of the Team and Enterprise editions and is based on a Heighten capability “rebuilt from the ground up.”  Heighten was acquired in 2017.

“B2B selling is more complicated these days where you often have half a dozen people involved, but they’re not all recognized.  A sales rep will put a single contact into the system, and if the deal goes sideways it’s hard to figure out who to contact or how to move forward.”

  • Doug Camplejohn, VP of Product Management, LinkedIn Sales Solutions

“I think the Deals module is the most interesting part of this release because it offers the biggest benefit,” said Gartner analyst Todd Berkowitz. “If you are in a market like tech or manufacturing or a complicated services deal, the number of people involved keeps going up including those who can influence the deal or an assassin who can kill it. The more information you can provide about all the people involved in the deal, the better. And the way the Buyers Circle surfaces information on people and brings it forward with one click is a real benefit.”


Part II covering additional features such as new SNAP integrations and mobile Lead profiles will publish on Monday.

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