LinkedIn announced its Q3 Sales Navigator enhancements which are currently being rolled out to clients. Key features include LinkedIn Elevate integration, improved save a lead functionality, InMail active status, list cloning, and improved customer support.
Elevate is a LinkedIn Marketing Solutions offering which supports employee content promotion. A curator provides thought leadership pieces, press releases, and open web content to corporate employees. About one-third of Elevate content recipients also have Sales Navigator seats. Most clients are midsize or enterprise customers.
Elevate is sold based on the number of seats with volume discounts. Enterprise licensing is also available based on the company size.
The Elevate integration delivers curated content to the Navigator home page. Content may be shared to Facebook, Twitter, or LinkedIn. Sales reps may add personal comments with the share.
Elevate provides metrics to help firms track increased site traffic, leads, and new hires.
LinkedIn Sales Solutions VP of Product Management Doug Camplejohn noted that the Elevate integration resulted in a dramatic increase in both the percentage of sales reps sharing content and overall content being shared.
According to LinkedIn, content that is shared by employees has double the engagement rate of non-shared content. Furthermore, social enterprises are “58% more likely to attract top talent and 20% more likely to retain them.”
Social sales reps are also more successful. LinkedIn stated that social sales reps that regularly share content are 45% more likely to exceed quota.
“Marketers will still be able to control what content they’d like to see employees post. But now Sales Navigator users will have an even easier time boosting their brand and the brand of their company.”
Doug Camplejohn, VP of Product Management, LinkedIn Sales Solutions
LinkedIn introduced custom list sharing in Q1 and extended the functionality this quarter. Previously, lists were shared but ownership resided with the list creator. Shared lists may now be copied, providing the copier with full list management capabilities. Other new list management features include shared list removal and bulk saving of all leads or accounts from a shared list.
LinkedIn also improved the lead connection flow. Now, when a connection is proffered through Sales Navigator, users can check a box to add the contact to their leads list, even if the connection is ignored or declined. This allows the rep to track the contact.
Sales Navigator redesigned its Help Center with “more intuitive navigation,” easier search, article tagging, and tables of content. Click to chat allows users to chat with support reps. The Sales Navigator community has been extended to seven European languages. The Learning Center has been rebranded the Customer Hub.
LinkedIn has been knocked in the past for its lack of subscription service support. Improved training and support tools along with chat indicate that the firm now realizes that enterprise subscription services require a higher level of customer support than free or consumer services.
Sales Navigator included a set of small enhancements including expanded list sorting options, an increase in list size to 2,500 leads or accounts, and an active status indicator from InMail. A user is only shown active if they permit it in their privacy settings.