in Social Selling 336 Words

Quora: What CRMs integrate with LinkedIn messages to help me manage recruiting and sales?

I’m not an expert on the recruitment side, but on the sales side there is an integrated Dynamics / LinkedIn Sales Navigator solution called Relationship Sales. The service displays company and contact intelligence across Account, Contact, Lead, and Opportunity records. Insight features include icebreakers, TeamLink introductions, Lead Recommendations, and LinkedIn intelligence. Daily synchronization ensures that active accounts and contacts are shared between the services and that Sales Navigator activities (e.g. InMails, messages, notes, tags, and call logs) are uploaded to Dynamics 365.

LinkedIn also offers a set of SNAP connectors which provide view only company and contact profiles integrated into CRM, Sales Engagement, and other platforms. Supported CRMs include HubSpot, Inform, Microsoft, Oracle Sales Cloud, Pega, Salesforce, SAP, SugarCRM, and Zoho.

SNAP requires licensing Sales Navigator Team along with the CRM.

SNAP offers a core set of features for CRM:

  • View LinkedIn profiles within Account, Contact, and Lead profiles
LinkedIn Contact Profile within Salesforce.
  • Icebreakers such as Recent Activity and Shared Connections
LinkedIn Recent Activity and Shared Connections within Salesforce
  • TeamLink connections which leverage co-worker LinkedIn networks.
  • InMails (LinkedIn’s email service which hides the email of the recipient).
  • Recommended Leads
  • Syncing of engagement activity (e.g. InMails, Notes, Messages, Phone Calls) between the CRM and LinkedIn.
  • Download Account, Contact, Lead, and Opportunity intelligence from the CRM to LinkedIn for Account and Lead List Building.
  • A single-pane pipeline view for maintaining Opportunity data and constructing Buyers Circles (Buying Committee members). An intriguing feature which is only available in Dynamics and Salesforce.
LinkedIn Deals View provides a single pane view for editing Salesforce or Microsoft Dynamics Opportunities and Buying Circles.

LinkedIn Sales Navigator is an excellent offering with one major limitation — member data cannot be synced with the CRM. This means that it is view only within SNAP and must be re-keyed. It also means that there is no ongoing enrichment of accounts, contacts, and leads. As such, a B2B hygiene service should also be evaluated (e.g. D&B Optimizer, RingLead, ReachForce, InsideView, DiscoverOrg / Zoominfo).

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