LinkedIn also addressed the lack of sharing of Sales Navigator Account Maps in its Q4 release. The value of maps is much greater if they can be shared across the sales and customer success teams. Sales reps will skip activities that do not have a clear return on investment (i.e., they expedite the sales process, increase the odds of a win, reduce bureaucratic steps, etc.) Sharing account maps across the team dramatically increases their value and encourages reps to invest the necessary time mapping out the account. Sharing also assists with account handoffs between SDRs to Account Reps and later to Customer Success teams.
“Selling is a team sport, and we know that team members need to be in the loop and connected on key accounts, especially as changes to the buying committee may be greater and more frequent right now,” wrote Senior Director of Product for LinkedIn Sales Solutions Mitali Pattnaik.
Account Maps are available to Team and Enterprise licensors. However, Account Maps may only be shared with co-workers on the same Sales Navigator contract; thus, partners or co-workers with separate Sales Navigator agreements still lack map sharing.
When others update a shared Account Map, everybody is notified of the update.
Those with CRM sync turned on (Advanced + CRM in January) will enjoy additional CRM features. Users will be able to create new leads or contacts “in more places within Sales Navigator to better match up with their workflows” and display additional context. New features include
- New CRM Cards within Sales Navigator Lead Pages
- New CRM Badges that notify reps when an account or lead is matched against the CRM
- Clicking on the CRM Badge provides additional context on Sales Navigator Leads and Accounts from the matched CRM record. For Sales Navigator Leads not found in CRM, a user can create a CRM Contact or Lead.
- CRM Badges are now displayed in the InMail and Messaging Flow.
LinkedIn will be rolling out Q4 enhancements to customers in the coming weeks, as with other quarterly releases.
LinkedIn also announced updates to LinkedIn Sales Intelligence (LSI), its data service for Sales Operations. LSI leverages the power of LinkedIn data to “help sales target the right companies and accelerate revenue.” Launched earlier this year, LSI supports report building, account recommendations, and Account data enrichment.
Sales Operations now has access to industry codes aligned with the NAICS industry taxonomy used in the US, Canada, and Mexico. Other enhancements include a new welcome flow and access to saved reports on the home page.
To assist with report building, a set of LSI Tool-Tips assist with defining Sources, Personas, Market Insights, and Exports.