LinkedIn began rolling out its Q4 Sales Navigator release last month. New functionality includes a reimagined home page, Priority Accounts, and Account Map sharing. According to LinkedIn, the revised home page helps address the “moving target” that is buying team discovery during The Great Reshuffle.
“We’re in the middle of The Great Reshuffle, and 80% of salespeople have delayed or lost a deal because of a job change within an account. Selling right now is a moving target. This means, maybe more than ever, that quality data is non-negotiable, real-time alerts are critical, and knowing your buyers and what’s important to them is essential.”
Mitali Pattnaik, Senior Director of Product for LinkedIn Sales Solutions
Not only are buying committees becoming larger, but the movement of professionals increases the likelihood that key members of the demand unit depart during the sales cycle. Reps that are blind to such changes are likely to have lost or delayed deals.
Furthermore, buyers have been inundated with messages, making it more challenging to rise above the din. According to LinkedIn Associate Product Marketing Manager Angel Gonzalez, reps need to personalize their outreach as there is a 30% decline in buyer response rates compared to pre-COVID.
“Our new Sales Navigator home page showcases customized insights for key accounts that you need to focus on right now,” posted LinkedIn Senior Director for Product Mitali Pattnaik. “Alongside a new look and feel for the home page, the refreshed Alerts Feed helps you filter to the most relevant, timely, and accurate updates, pinpointing alerts that need immediate action. And, for those updates you want to keep an eye on, a newly created ‘Bookmarked Alerts’ tab allows you to save alerts so you can revisit at any time.”
The new home page was redesigned to present “what’s most important to each individual seller at that moment,” including intelligence on priority accounts, direct access to Account Maps, and better alert filters.
Other new features include upgraded typeahead searching and alert bookmarking.
A few features have been downgraded in scope or removed, including Sales Navigator Coach and Recommended Leads and Accounts.
The new home page is available to all users.
Priority Accounts allows sellers with large books of business such as territory or industry reps to flag their key accounts, helping ensure critical accounts receive greater attention. Users simply “star” accounts in their saved account list for priority display. Account activity is then displayed in a new home page section labeled Priority Accounts that summarizes headcount growth, employee count, open opportunities, and Buyer Intent. Users can also click directly to Account Maps.
Continue to Part II which discusses Sales Navigator Account Map sharing and LinkedIn Sales Intelligence enhancements.