LinkedIn Sales Navigator Q2 2019 (Part II) – Alerts

Last month, LinkedIn Sales Navigator rolled out a set of alert enhancements as part of its Q2 release. Alerts are intended to deliver “timely, relevant, and actionable insights” which allow reps to shift from researching to selling and building relationships.  As with other recommendation engines, Navigator alerts call out the “Next Best Action” with an “instant snapshot of the things that matter most about your prospects along with recommended action step for each.”

“At LinkedIn, our goal is to arm you with timely, relevant, and actionable insights so you spend less time sifting through information and more time focused on what matters: building relationships and closing deals,” stated the firm in its release notes.  “Alerts on the homepage gives you all the functionality of Newsfeed in a compressed, easy-to-use dashboard.  Don’t worry about missing anything — all of your favorite items from the old Newsfeed live on as alerts.  We’ve also added some new types of alerts as well!”

New alerts are highlighted in blue at the top of the feed.  Each alert contains an action step (e.g. Message, See Article, See List).  Alerts may be filtered by type and individual alerts may be deleted or turned off.

Three new alert categories were released

  1. An account has had a funding event
  2. A colleague shared a custom list
  3. Pending actions in Sales Navigator Coach

LinkedIn recommends that Navigator Alerts be reviewed once or twice a day.

“Every sales professional faces the challenge of how to best spend their time, maximize their productivity and close more deals,” said Camplejohn.  “That’s why Sales Navigator is now centered around alerts — making it easier for salespeople to identify important changes and prioritize the best next steps to take.”


On Monday, I covered enhancements to the Sales Navigator Sales Coach. On Friday, I will discuss other Q2 2019 enhancements.

Vertical IQ: Freemium Industry Profiles

The new Vertical IQ freemium service provides the first three chapters of Vertical IQ industry profiles at no charge.
The new Vertical IQ freemium service provides the first three chapters of Vertical IQ industry profiles at no charge.

Vertical IQ launched a freemium market research service that provides “foundational information” for over 280 industries.  Vertical IQ writes plain English industry overviews for bank managers, consultants, and accountants.  However, the research has broad value to other functions such as strategic sales, market planning, and procurement.

Previously, professionally sourced industry research was only accessible by purchasing individual reports or subscription licenses, but the business model is evolving.  To fill a market need, Vertical IQ is now offering much of its valuable industry insights for free.  This innovative approach delivers market research on a freemium, just-in-time basis – a first in the marketplace.

“Vertical IQ Freemium was created to fill the void for an easily-accessible, user-friendly industry research product.  This new free version of our popular research platform puts valuable industry insights at the tips of your fingers in a matter of seconds.”

Vertical IQ co-founder, Bobby Martin

The free content covers the first three sections of the Vertical IQ reports: Overview, Industry Structure & Forecast, and Industry Trends.  Full reports are available on a pay per view basis ($99) or via a subscription ($1,099). The Full report spans an additional nine chapters:

  1. How Firms Operate
  2. Risks to Watch Out for
  3. Quarterly Insights
  4. Working Capital
  5. Call Prep Questions
  6. Financial Statistics
  7. Business Valuation
  8. Web Links
  9. Terms

The Full report is downloadable as a PDF file and includes access to report updates over the next year.

The annual subscription covers 400 industries and 325 local US economies.  Updates and industry news alerts are emailed quarterly.  The subscription service also supports mobile access, a Sales Kit which “Integrates industry insight into your contact strategy by sharing deliverables with business owners,” and an industry ranking tool.

Vertical IQ competes against D&B First Research and IBISWorld.  All three provide plain English market research for financial services firms and sales professionals. Vertical IQ has over 35,000 users.  Research is updated monthly.

The Vertical IQ Industry Forecast and Structure report displays historical and projected growth rates, the characteristics of an average firm within the industry, and industry structure (e.g. concentration, female and minority ownership rates) and the top firms.
The Vertical IQ Industry Forecast and Structure chapter displays historical and projected growth rates, the characteristics of an average firm within the industry, and industry structure (e.g. concentration, female and minority ownership rates) and the top firms.

People.AI Launches The Wire

People.AI announced availability of The Wire, their new artificial intelligence service for sales reps which suggests next best actions. According to the firm, “Like a brilliant personal assistant who’s always on top of his game, The Wire uses AI intelligence to remind you when to follow up on key accounts, suggest next-best-actions, warn you when a rep or account is falling behind, let you know when customer champions switch jobs, and ensure you’re always prepped for every meeting.”

The Wire suggests emerging opportunities, opportunities requiring attention, and champions that have departed to other companies.

The Wire flags opportunities that are in jeopardy of slipping due to inaction.
The Wire flags opportunities that are in jeopardy of slipping due to inaction.

Managers are alerted when sales reps are falling behind targets.  A Rep Ramp Alert “helps you move from data-aware to data-driven, proactively leveraging industry data to guide and coach your teams.”

Ramp Alerts identify reps that are lagging behind best-in-class recent hires and suggest when a one-on-one meeting may be required.
Ramp Alerts identify reps that are lagging behind best-in-class recent hires and suggest when a one-on-one meeting may be required.

The Wire also supports meeting intelligence with meeting prep reminders and post-meeting note capture and CRM sync.


Last Friday, I covered People.AI’s Round C and the company more broadly.

Quora: Once your ideal client profile is established, how do you find the company’s decision maker and how to reach out to that person?

Your ideal customer profile (ICP) defines who are your best customers and prospects. It is defined by firmographics, intent data, technographics, business signals, etc. ICPs are focused on Accounts.

Your question implies that the firm has a single decision maker. But that is generally only the case at small firms. Generally, B2B mid-sized and larger procurement decisions are made by a buying team which can consist of multiple individuals at different levels and functions / departments. For these, you should define a set of personas that cover economic decision makers, users, influencers, reviewers (e.g. technology gatekeepers).

Many of the ICP vendors support contact searching for ABM accounts. Once the ABM list is defined, they allow users to prospect for contacts by persona (job function/level/title) at ABM accounts.

I discussed this process broadly on DealSignal’s blog and on my blog.

Products which support both ICP definition and persona searching against ABM lists include (alphabetical list):

  1. Cognism
  2. D&B Datavision
  3. DealSignal Total Audience Platform
  4. DiscoverOrg AccountView
  5. InsideView Apex
  6. SparkLane Predict (UK and France)
  7. Zoominfo Growth Acceleration Platform

These vendors include emails and direct dials for contacts along with company profiles, sales triggers, financials, technographics, family trees, filings, etc.

While LinkedIn Sales Navigator does not offer an ICP tool, it includes a Buyer’s Circle which allow sales reps to quickly identify potential contacts at accounts and drag and drop them into their role. They can then review all open opportunities, including buying committees, via a single-pane Deal report which combines LinkedIn intelligence with Salesforce or MS Dynamics.

Sales Navigator Buyer's Circle supports dragging executives to their function within the buying committee.
Sales Navigator Buyer’s Circle supports dragging executives to their function within the buying committee.

ABM Research Vendors

When conducting account based (ABM) research, it is necessary to develop a broad view of your customers and prospects which includes company, contact, and industry research.   Unfortunately, open web research is quite time-consuming and your sales reps are unlikely to consistently engage in general research, so consider Sales Intelligence vendors with editorial research teams. 

Executive research should go beyond the Leadership page and LinkedIn profiles.  One option is Boardroom Insiders which gathers rich executive profiles on CxOs written by business journalists.

For industry research, look at Vertical IQ, IBISWorld, or First Research.  Vertical IQ and First Research are strong offerings for sales teams that sell broadly across many segments but are not verticalized.  They are written in plain English and include Q&A sections. The content in IBISWorld is more formal but better suited for verticalized teams.

At the company level, consider Dun & Bradstreet Hoovers, InsideView, or DiscoverOrg.  All three provide company and contact profiles, list building, and sales triggers.  D&B Hoovers goes deeper on global coverage, family trees, and industry profiles, DiscoverOrg offers the deepest set of technographics and rich bios, and InsideView provides excellent sales triggers and social media intelligence.

Quora: How can you export Linkedin leads/contacts into a database?

LinkedIn does not permit lead/contact downloading. This is part of the privacy agreement they have with their members.

That being said, there are some workarounds. The first is to license Salesforce Navigator which maintains a set of Accounts (companies) and Leads (contacts) within the product. While not downloadable, you receive alerts on those contacts along with messaging tools (InMail, messaging, and PointDrive).

You can also download accounts and contacts (called Leads within Sales Navigator) from Salesforce or MS Dynamics to LinkedIn Sales Navigator. While company and contact data is view only within CRMs, any data entered into LinkedIn (e.g. Notes, InMails) is uploaded to your CRM.

Sales Navigator includes a set of SNAP connectors for CRM, Sales Engagement, and other platforms. This tool provides a subset of Sales Navigator and Functionality within enterprise software. Features include profile viewing, InMail, connections, and icebreakers (talking points).

LinkedIn SNAP Connector within a Salesforce Opportunity Record (View Only).
LinkedIn SNAP Connector within a Salesforce Opportunity Record (View Only).

Option 2 is to license a chrome extension which recognizes domain names and LinkedIn profiles and matches them against their reference database. They then provide contact details and company firmographics within a right-handed side window. These databases usually include email and phone information not available in LinkedIn. Some include other details such as company technographics, news, and Alexa scores. Vendors with Chrome extensions include Zoominfo ReachOut, DiscoverOrg, HG Insights, DataFox, RingLead, Sigstr, PersistIQ, and Pitchbook.

The Zoominfo ReachOut Chrome extension supports contact prospecting at companies along with on-demand company and contact profiles based upon the current LinkedIn page or company domain.

Chrome extensions support send to Salesforce, MS Dynamics, Outreach, and SalesLoft features. Thus, you can be researching a company or contact, click on the extension icon, and kick off a sales engagement cadence within a few seconds (longer if you pause to review the enhanced profiles). A few even include contact prospecting for companies so you can search for specific company roles and

  • Add them to your CRM as contacts or leads individually or in bulk
  • Be notified of contacts already in your CRM (to avoid duplicates)
  • Kick off a Sales Engagement cadence / sequence
  • Research employees

Plunkett Almanacs Now Sold through ReferenceUSA

Plunkett Almanacs Now Sold through ReferenceUSA
Plunkett Auto Industry Statistics
Plunkett Auto Industry Statistics

ReferenceUSA, the library and government sales division of Infogroup, is partnering with Plunkett Research to sell their industry almanacs.  Plunkett offers three dozen almanacs including fast-growing sectors such as Green Technology; Artificial Intelligence and Machine Learning; Internet of Things and Machine-to-Machine; and Nanotechnology.  Plunkett reports are written for the “general reader to readily access and understand the most vital trends, technologies and companies creating change within given industries—even if the reader has no current expertise in that industry.”

Jack Plunkett, CEO of Plunkett Research, said, “We’re excited to team up with the terrific people at ReferenceUSA.  Their deep relationships with librarians and understanding of libraries’ unique needs make them the ideal group to spread the word about the Plunkett Research Online industry reference platform.  At the same time, ReferenceUSA and Plunkett Research products are perfectly complementary–libraries that subscribe to both will be able to harness the full power of our deep data analyses.”

Plunkett almanacs cover both US companies and industries. They are available as online subscriptions, eBooks, and printed subscriptions. Plunkett helps close a gap in the ReferenceUSA product line. Infogroup provides a deep set of US and Canadian company and consumer files along with new companies, new households, family trees, and prospect list building. The partnership helps ReferenceUSA compete against Mergent Online which provides a company and industry research service in partnership with Dun & Bradstreet.

Subscription users can download custom industry reports as PDFs. Tables, company lists, and association lists may be downloaded to Excel.

Plunkett Online Subscription Pricing
Plunkett Online Subscription Pricing

View only subscription pricing begins at $1,295 for a single seat with downloading available for $1,995. Printed almanacs and ebooks are priced at $380.

DealSignal Adds Bombora Intent

Human-verified contact vendor DealSignal added Bombora intent to its B2B marketing data service.  The combined solution offers intent-based leads with verified emails and direct dials “so that marketing and sales teams can reach out to ideal buyers directly and drive more conversions.”  DealSignal applies Bombora intent data to an Ideal Buyers Profile.  Users will be able to identify net-new, surging accounts with accompanying contacts and buying teams.

“We’re excited to partner with Bombora to help marketing and sales teams finally answer the most elusive question: Who is out there actively looking for what we sell and how can we reach them before our competitors,” said DealSignal CEO, Rob Weedn.  ”The integration of Bombora intent data and DealSignal’s verified contact and account data means that revenue-driving teams can now see which companies are actively in-market, plus get complete, accurate contact data for ideal buyers at those companies, so they can reach out and convert that intent into a purchase.”

Selecting Bombora Intent Topics
Selecting Bombora Intent Topics

Marketers begin by defining their target buyer personas on the DealSignal platform and then select up to 50 Bombora intent topics.  DealSignal identifies accounts that match buyer profiles along with surging intent and delivers a set of accounts with contacts and firmographics.  By tying together intent, firmographics, and human-verified contacts, DealSignal delivers a set of leads that are more likely to close than with traditional firmographic prospecting.

“Intent-based leads help B2B marketers uncover accounts that are actively in-market — even if they’re not already on their target account/ABM lists.  We then deliver complete, enriched and verified contact and account data that helps marketing & sales teams reach out to prospective target buyers with highly personalized messages, to help them convert more intent into a purchase,” said Weedn.

Third-party Intent data from Bombora and The Big Willow has suffered from poor actionability as intent scores lack context and clear next steps.  Several vendors have begun to address this issue by combining intent with company and contact intelligence, turning an intent number into an ABM lead.  DealSignal ties together Ideal Buyers, Personas, Bombora Intent Data, and Human-verified contacts to indicate which ABM targets are in market and who should be contacted.  

DiscoverOrg redesigned its OppAlerts service to identify companies with surging interest in key topics, rank companies by purchase intent, route high-intent prospects to sales reps, and synch intent data with Salesforce for key topics.  

InsideView added the Bombora intent file into their Apex ICP / TAM service to help identify ABM accounts which are currently searching on key topics.

By converting intent signals into leads or opportunities, firms are beginning to translate billions of weekly datapoints (thousands of intent topics across millions of companies) into actionable intelligence for sales and marketing teams.

In December, Aberdeen acquired The Big Willow to deliver Intent Qualified Opportunities which combined third-party intent with technographics, firmographics, content, and research.

“Intent data has been trapped in marketing tools as just another score,” said Aberdeen CEO Marc Osofsky, Aberdeen’s CEO.  “Aberdeen Intent for Salesforce delivers what sales wants – accounts looking to buy that are fed directly into Salesforce for sales to engage and increase pipeline.”


Resources:

SalesIntel: Company Profiles, Technographic Searching, & New Connectors

SalesIntel Company Profile
SalesIntel Company Profile

I profiled SalesIntel and its human-verified contacts last summer but failed to cover a series of announcements from them over the past nine months (they were covered in my newsletter, but didn’t make it into my blog).

SalesIntel continues its database build out with company intelligence alongside their database of nearly three million high-quality US contacts. Each of these contacts is reverified each quarter, providing a smaller, but significantly higher quality email and direct dial dataset than other vendors. The exception is DealSignal which is performing overnight data validation so also delivering recently verified contacts.

Along with high-quality contacts, SalesIntel added company profiles which provide contact context.  Company profiles are accessed by performing a company name search and clicking on the company name in the resulting contact list. The new profiles contain the following sections:

  • Company logo and name
  • Executive Intel — the names and titles of the top-level executives at the firm.  Users can click on the executives to view their details.
  • Firmographic data from Owler
  • HQ info
  • Industry & Sector info
  • Tech Intel — vendors and product deployed at the company
  • Contact Intel — a grid containing the number of executives available within SalesIntel by job function and level.  Clicking on a number takes the user to a list of contacts for the company at that function and level.  Users can also obtain filtered lists by clicking on the totals by job function or level.

The most recent enhancement is the incorporation of Owler firmographics into their database. SalesIntel users can also view Owler’s real-time news alerts for their prospects including IPOs, Funding, and Acquisition news.

“Owler helps sales teams work faster and smarter. We provide accurate and up-to-date information about companies and their top competitors, as well as deliver real-time actionable insights about the companies that matter to your pipeline.”



Tim Harsch, CEO of Owler

SalesLoft released sales engagement connectors for Outreach and SalesLoft late last year. Duplicate checking is performed.  Records are tagged and assigned to SalesLoft cadences and Outreach sequences.

A HubSpot connecter was also released. The integration allows users to select contact owners and assign exported contacts to a workflow. Duplicate record checking is supported.

New targeting features include US metro areas and technographic searching.  Users can screen by product, vendor, or category.  The technographics file was licensed from HG Insights (FKA HG Data).

Category searching may be performed by keyword or navigating a technology category tree.  Technographic searching is a component of the company module.

SalesIntel Technographic Screening
SalesIntel Technographic Screening

Contacts are sold in annual plans with contact records beginning at a dollar per record.

SalesIntel was launched last summer.  Ramnani said his firm is receiving “very positive feedback from the market.”

InsideView Purchaser Profile

InsideView Buyers Guide

I am pleased to announce that the first in a series of sales and marketing intelligence profiles is available through this website and my partners at Tenbound. These reports are written to assist with the purchasing decision.  InsideView is the first purchasing profile to be completed, but additional reports for D&B Hoovers, LinkedIn Sales Navigator, and DiscoverOrg are planned for release.

InsideView Buyer’s Guide

Buyer's Profile of InsideView Sales and Marketing Intelligence (Single License)

$349.00

InsideView, based in San Francisco, provides a set of sales and marketing tools for browsers, CRMs, Marketing Automation Platforms (MAPs), and mobile devices.  Key tools support sales research and account monitoring, list building, sales connections (“six degrees”), CRM viewing and hygiene, company and contact enrichment, web form enrichment, Ideal Customer Profiling (ICP), Total Addressable Market (TAM) sizing, and marketing automation hygiene.

InsideView targets technology, finance, corporate/consulting services, manufacturing, commercial real estate, etc.

Firms of all sizes license InsideView solutions.

Report Coverage

This 22-page report covers the following topics:

  • Company Overview
  • Content
  • Content Coverage Numbers
  • Product Screenshots
  • Functionality
  • Sales Products
    • InsideView for Sales
    • InsideView for CRM
    • InsideView Append (Lightning Data)
    • InsideView Mobile
  • Marketing Products
    • InsideView Enrich
    • InsideView Refresh
    • InsideView Target
  • Analytics Products
    • InsideView Apex
  • Other Products
    • InsideView Open API
    • Expert and Data Services
  • Recent Enhancements
  • Futures
  • Unique Features
  • Strengths
  • Weaknesses
  • Competitors by Category
  • Pricing
  • Resources

GZ Consulting / Tenbound reports are independently written and not sponsored by any of the profiled vendors.