Sales Intelligence vendor RelPro announced a partnership with Lendovative Technologies, “a provider and developer of niche lending technologies for financial institutions.” The partnership enhances both companies’ ability to assist financial institutions that serve businesses across the United States.
The two firms made a go-to-market announcement with no technical integration. Ostensibly, it is a two-way referral partnership “consistent with us developing relationships in the Banking and Financial Services ecosystem,” explained RelPro CEO Martin Wise to GZ Consulting. Lendovative reached out to RelPro due to its “established and growing position in the Banking industry.”
“Their platform helps banks to grow their commercial business, and the next question from their customers is ‘how can I find new SMB companies and executives to call on to grow my business?’ and that’s where RelPro fits in,” continued Wise. “Equally, RelPro’s smaller banking clients are always interested in learning about new technology platforms that will help them grow their business.”
“The two-way referral partnership is consistent with us developing relationships in the Banking and Financial Services ecosystem – this is an efficient way for us to grow our business with smaller banks, and it leverages RelPro’s strong positioning in the banking industry (RelPro is used by half of the Top 50 banks in the US),” concluded Wise.
“By delivering deeper insights on small- to medium-sized companies and their decision-makers, we are helping financial services professionals identify more potential clients who need access to capital,” noted Lauren Meyers, RelPro’s VP of Partnerships & Customer Success. “This partnership with Lendovative enables us to accelerate the prospecting initiatives of lenders while providing them with a solution to help businesses navigate their cash flow needs in unique and innovative ways.”
Lendovative offers the BB-360 lending collateral tracking platform for commercial lending. BB-360 connects businesses to financial institutions, helping maximize access to short-term capital and collateralizing accounts receivable, inventory, and other assets.
“Loan growth is a key strategic goal for our financial institution clients, and that starts with actionable business intelligence,” noted Patrick True, President at Lendovative. “I have worked with similar service providers for more than thirty years, and no one is better at helping develop quality leads for commercial lending than RelPro. The synergies that exist between our two companies are powerful, and will help Lendovative Technologies achieve its mission of connecting financial institution clients to more businesses across the U.S.”
Conversational Email supports campaigns across functions and the buyers’ journey. Marketing can send “personalized peer-to-peer nurture emails from multiple AI personas, and Operations can systematize meeting conversion and scheduling for qualified accounts. Sales teams can operationalize best practices and “scale across segments much easier.”
Marketing can also deploy Conversational Email to revive dormant accounts, qualify and convert inbound leads, and boost webinar and event registrations, participation, and follow-up.
6sense claims that beta customers enjoyed a 50% reduction in deal cycle times for marketing-sourced opportunities and a 1.5X increase in average deal size.
AI tools include a Visual Conversation Flow Builder, Email Assistant, and Qualification and Sales Handover. The Email Assistant employs AI to “effortlessly engage the correct buying team members, schedule follow-up based on out-of-office replies, book meetings with the right owners, and send targeted content.”
Dynamic content consists of multivariate blocks tailored to specific keywords, segments, personas, or products for personalizing messages.
Additionally, Conversational Email supports automated workflow triggers based on account buying behavior and contact activity.
“This launch is one of our most significant product updates yet,” said 6sense CTO Viral Bajaria. “Every company has overlooked and underworked, yet high-quality, leads. Critical outreach happens too late or simply never at all, which leads to missed revenue opportunities. The early results from customers in our beta program using 6sense Conversational Email demonstrates the impact: reduction in deal cycles, increase in average deal size, and new pipeline generated. While others in the market focus on sending emails, we are the first to focus on writing relevant emails and responding in ways that lead to more quality pipeline, more efficiently.”
6sense also rolled out Contextual Targeting, which places ads alongside similar digital content. A study by Spark Neuro found that contextually relevant ads generate 43% greater engagement and double the ad recall.
In addition, 6sense offers over 100 new custom contextual topics for B2B marketers. “Advertisers won’t need to settle to use contextual segments that are largely designed for consumer marketers,” stated 6sense.
6sense claimed three benefits to Contextual Targeting. It:
Respects user privacy by targeting audiences without using behavioral or data profiles
Provides ready-to-use contextual topics built specifically for B2B
Eliminates wasted ad spend on buyers that aren’t likely to engage
Another new feature is Campaign Forecasting which estimates a campaign’s daily audience, daily impressions, and daily spend. Campaign Forecasting helps marketers assess campaign budget and reach before launching the campaign.
6sense also announced at Breakthrough that a sales intelligence data application would be released in Q1. 6sense, which bought data company Slintel last October, will offer global contact data, intent data (3rd-party data, anonymous web visitor insights), firmographics, psychographics, and technographics. In addition, the “intuitive” UX will provide “actionable insights and [an] orchestration layer necessary to identify, prioritize and engage with accounts in-market.”
“With B2B buying committee members increasingly choosing to remain anonymous through most of their journey, sellers need insight to earlier signals for their sales outreach to be effective. With our latest advancement in 6sense Sales Intelligence, we bring industry-leading intent data, contact data, and AI insights to help sellers efficiently identify priority prospects, personalize their interactions, and take timely action with ease to drive meetings and conversion of pipeline to revenue.”
Amar Doshi, SVP of Product & UX at 6sense
The Breakthrough Conference was billed as “an inside look at best practices to leverage AI and big data to accelerate revenue generation efficiently.”
“The Proceed with Confidence focus of our 2022 Breakthrough event couldn’t be more timely. We heard from more than 50 sales and marketing speakers at this year’s event that 6sense Revenue AI is the must-have competitive edge they can’t grow without,” said 6sense CEO Jason Zintak. “B2B companies are losing revenue opportunities and leaving money on the table. To deliver a better buying experience in today’s selling environment, it’s imperative to leverage AI along with pre-intent data, intent data, and predictive analytics to know which accounts are in market to buy your product or service, when and how to target them, and what messages to deliver to best engage.”
“Being able to provide our customers with 1st-party intent data on the largest healthcare technology and information audience on the web is a true game changer in our industry,” said Sean Brooks, Co-Founder of Xtelligent Healthcare Media. “Sales and marketing teams will now have direct access to entire healthcare buying teams, including Clinicians, Line of Business, and IT Decision-Makers, to find more opportunities and accelerate technology deals.”
Priority Engine for Healthcare supports over 400,000 opted-in healthcare contacts, including Providers, Health Systems, Payers, Pharmaceuticals, Life Sciences, Accountable Care Organizations, and Federal/State Healthcare Agencies. TechTarget claims that 90% of the US healthcare system is covered. Xtelligent said its audience contains “70% Business & Finance Executives and Clinicians who have critical involvement across healthcare technology purchases that are becoming increasingly complex.”
The service is available for ten segments:
Electronic Health Records (EHR/EMR)
Healthcare Security & Compliance
Health IT Infrastructure
Revenue Cycle Management
Intent data is gathered from 14 B2B healthcare media properties. HealthTech sites include EHR Intelligence, Health IT Security, and Health IT Analytics. Clinical research and medical sites include LifeSciences Intelligence, PharmaNews Intelligence, and HealthPayer Intelligence. Over 400 healthcare topics are covered, with roughly half focused on Healthcare Tech.
Priority Engine for Healthcare also offers visitor intelligence and content view tracking. Healthcare intent data from BrightTALK, TechTarget’s digital webinar and event platform, is also included.
Xtelligent, also based in Boston, has a similar content model to TechTarget. When acquired last year, it had over 1.5 million healthcare-related visitors per quarter across ten websites, but lacked a platform for enabling its contacts and intent datasets.
Xtelligent content focuses on healthcare-related software and technology decisions, aligning with TechTarget’s enterprise software focus but in an adjacent market. Xtelligent topics include telehealth, healthcare analytics, revenue cycle management, healthcare IT security, and electronic health records.
The new intent topics identify HealthTech content consumption at the account and prospect levels, gathered from TechTarget’s 150 enterprise and health technology websites.
“By expanding the amount of permission-based, relevant 1st-party purchase intent data our customers have access to and delivering a full suite of marketing, sales, and go-to-market services to engage real buyers, we help companies of all sizes achieve better results at scale in this market,” said Michael Cotoia, CEO, TechTarget. “As a leader in coverage of B2B enterprise tech for more than 20 years – combined with working very closely with our almost 3,000 customers – TechTarget has unique visibility into the buying dynamics across every major sector of the market. Our experience positions us well to bring our model to adjacent vertical markets with similar attributes to enterprise B2B tech – long/complex-sales cycles, large purchases, multiple members of the buying team, and a strong need for 1st party data to enable marketers and sellers – just as we have done in healthcare.”
Coinciding with its Q3 2022 release, LinkedIn is positioning Sales Navigator as a facilitator of Deep Selling. Deep Sales positions LinkedIn as a new way to sell that addresses many of the current problems faced by sales teams (e.g., The Great Reshuffle, increased deal complexity following COVID, the digitization of communications, and an increase in SPAM). This new positioning was announced in the Wall Street Journal.
“Too many sales professionals are stuck in what we’ve come to call “shallow selling” – an endless, frustrating loop of contacting more and more potential buyers in ways that no longer work,” posted LinkedIn Sales Solutions’ Marketing VP Gail Moody-Byrd. “I’ve felt the pain of sales in my professional life. I’ve consoled colleagues who were at risk of getting fired because they weren’t hitting their numbers or seen them committing “unnatural acts” to get a deal closed. I’ve been on endless, painful pipeline review calls, looking at leads that will never materialize into a closed/won deal. And I feel it daily in my personal life, as I try to dodge intrusive emails, texts, and phone calls that keep coming at me to purchase MarTech software.”
Moody-Byrd argued that shallow selling doesn’t work, but reps can employ deep learning software to support “deep sales.”
“Think of deep learning, where software learns from enormous amounts of reliable data to get to a meaningful answer. Deep sales relies on that kind of data to deeply understand buyers and their context. It helps sellers approach buyers in the way that is welcomed, at a time in the buying process that makes sense. It helps develop deep relationships with buyers, based on understanding them – the opposite of shallow spray-and-pray tactics.”
LinkedIn claims that Sales Navigator customers enjoy a 38% increase in pipeline generated, a six percent increase in win rates, and a 47% increase in deal size. The firm is positioning the combination of Sales Navigator and Sales Insights as its Deep Sales solution set.
“It’s good to see LinkedIn working on new ways to utilize machine learning to sort its various data inputs and provide a better experience,” stated SocialMediaToday Head of Content Andrew Hutchinson. “Thus far, LinkedIn hasn’t really been able to tap into its unmatched database of professional insights, but maybe, through advanced machine learning on its huge dataset, it’s moving towards the next stage of becoming a critical companion for all HR and business professionals, by facilitating guidance on various fronts that can lead to smarter decisions.”
European Sales Intelligence vendor Vainu unveiled its new Global Database this week, a domain-based company dataset spanning over 65 million companies. The database was built through web-crawling and includes standard firmographics, technographics, Vainu Custom Industry Codes, social links (Facebook and LinkedIn), and web-based insights (keywords and phrases that describe the company).
Domains are mapped to headquarters locations, with additional locations captured during the site crawl and displayed as part of the profile. A countries of operation field helps with market entry planning (e.g., which companies in our ICP have operations in specific countries?). Vainu also captures website languages, helping determine which markets companies are targeting.
“If you’re selling a product or service where the buying decision is made on a business unit/regional level, having this type of data in your CRM is crucial,” argued co-founder Mikko Honkanen. “It helps your sales reps to pick upsell and cross-sell opportunities and in general, makes it easier to maximize the revenue potential of your customer portfolio.”
“Unfortunately, finding good data for regional offices has been challenging in the past,” continued Honkanen. “Most companies will only list their main office on their social media accounts, and it’s been difficult for salespeople to manually add office data from company websites to their business systems due to the limitations in the availability of data properties.”
Vainu offers over 900 proprietary industry codes, including emerging industries such as SaaS and Artificial Intelligence not available in other taxonomies. When screening, the system defaults to high-level confidence, but users can more broadly search by accepting companies with lower industry tagging confidence. In addition, users may select one or multiple categories, employ Boolean logic (e.g., SaaS AND Executive Recruitment), and modify their selects with web-based insights.
The crawler and platform UX are English only.
Discrete sizing data is not provided, with companies mapped to five employee ranges. Vainu employs an “ordinal regression and classification approach” to its model that factors in web traffic, the number of office locations, detected web technologies, mentions of specific key phrases, etc.
Honkanen argues that its methodology may be off by one size band but is unlikely to make large errors. “Our own internal testing indicates that our model generally outperforms other employee count models, but it truly shines when it comes to minimizing the large, important mistakes. What that means is that it might be difficult for the model to choose between 51-200 and 201-1,000 if the company has roughly 200 employees, but it has an easy time avoiding big and important mistakes, such as enterprise companies being classified as micro companies. In other words, our model still makes mistakes, but those mistakes are often small in magnitude, i.e., the model might predict the nearest neighbor.”
Vainu has been building and tuning the database for over a year, helping it distinguish between product sites (e.g., Tide) and company sites (e.g., Proctor & Gamble). It is growing at 100,000 companies per day and recrawls sites every sixty days. Users can set up saved searches that identify new companies, upload them to HubSpot, and alert the sales rep.
Company data is available through a web-based platform, API, CSV downloads, and connectors (HubSpot today, with Salesforce and Microsoft Dynamics 365 on the Global Database roadmap).
Users can also upload lists of domains for matching and enrichment. When downloading data, they specify file formats, controlling which fields to download and their order.
As they offer a LinkedIn field, users can quickly create and upload LinkedIn Matched Audiences to the LinkedIn Campaign Manager with high match rates.
The database does not contain contacts, but Honkanen argues that Vainu’s company data is superior to firmographics from other services.
Honkanen provided several reasons for not offering contacts, “We don’t want to be a vendor that provides bulk contact data…We don’t want to promote salespeople to do spam. Also, it is very challenging to do that in a GDPR-compliant way.”
Instead, the company wants to promote “smart, Account Based Marketing” that supports very specific industry and keyword screening and LinkedIn audience campaigns. From the LinkedIn Campaign Manager, users can target by persona. Users can also match against existing HubSpot contacts with pre-existing consent tied to Vainu-enriched firmographics.
“If you’re looking for a combination of high-quality firmographic and website-based insights, we’ve got you covered,” blogged Vainu Marketer Nikolai Bang. “Our global data offering includes numerous important data points, such as location, industry, company size, technologies, website keywords, and website traffic, that, according to our customers who have tested several offerings, other vendors cannot provide at a similar quality.”
While other databases, including Vainu’s Nordics database, are built around business ids, the global database is built around domains, with the firm capturing multiple locations related to domains. Business ids are preferred for KYC and credit scenarios as the data is tied to legal ids, but domain data matches well against CRMs and emails.
Vainu contends that domain-keyed databases are better for ICP/TAM analysis as subsidiaries and branches aren’t double counted, providing a more accurate view of market opportunity. Vainu claims that ICPs built using Vainu Custom Industry codes and website-based insights during beta testing consistently achieved 90% accuracy.
The Global Database resides on a new platform and is available as a distinct product with separate licensing and administration from its Nordic registered-data services.
Pricing starts at €12,000 per annum, with a one-time setup fee starting at €1,000. Instead of seat-based pricing, Vainu is pricing based on the number of records uploaded or maintained.
Funding intelligence vendor Crunchbase closed on a $50 million Series D led by Alignment Growth, with OMERS Ventures, Mayfield, and Emergence Capital also participating. The oversubscribed round raised total funding to $106.5 million.
“Investors we spoke with echoed the trends we’re seeing in Crunchbase data: We are in the middle of one of the most challenging times for startups to raise,” blogged Crunchbase CEO Jager McConnell. “So, the fact that we had more firms trying to invest in us than we were even looking for is a huge vote of confidence in our company, brand, and the products we’ve built.”
Jager noted that the firm has moved beyond funding data for PE and VC firms to a broader information platform that supports sales, recruiting, finance, and business development professionals. I would add Competitive and Market Intelligence professionals to their user list as I regularly use Crunchbase and Owler for deal intelligence.
Crunchbase began as a funding database at TechCrunch but was spun out as an independent organization in 2015 and has evolved into a sales intelligence service. The Crunchbase Pro offering supports company discovery, qualification, tracking, Salesforce syncing, and engagement (via contact data and email templates) at a low price ($49 per month billed annually).
“As difficult economic conditions impact more companies, knowing whether a target account is on the upswing or not gives prospectors the power to focus outreach on decision-makers with buying power,” McConnell said. “Our tools encourage account-based selling, which encourages deal-makers to prioritize their prospecting efforts based on the companies they should be contacting rather than the individuals. This is the opposite approach to ‘spray and pray,’ which relies on massive contact lists and leads to the kind of spammy outreach that no one likes.”
Recent enhancements include territory filters, diversity flags, machine-learning company recommendations, a Chrome extension, and email alerts for priority accounts, lists, and saved searches. They also added a contacts database and email templates.
Crunchbase has retained its focus on emerging (funded) companies. This focus is both an advantage and disadvantage. Emerging companies are often the fastest growing businesses with expanding needs and fewer incumbent vendors that need to be displaced. They are also more open to cutting-edge technology, encourage quick decision-making, and are less risk averse. Conversely, they represent a relatively small percentage of the overall economy, deals are smaller (but with significant upside at renewal), and they are more subject to economic volatility.
Another advantage of focusing on emerging companies is that the leading sales intelligence databases have weak coverage of these firms. When companies collect or ingest data on global companies of all sizes, they lack the editorial bandwidth to deliver detailed information on emerging companies. Specialist databases such as Crunchbase offer funding details, acquisition histories, editorially-written business descriptions, and more accurate sizing data.
“The Crunchbase SaaS platform combines rich and proprietary company data with direct access to decision-makers within a single intuitive interface—at compelling price points—making it a powerful tool for driving ROI across a variety of use cases, from sales to recruiting and more,” stated new Crunchbase Board member Alex Iosilevich from Alignment Growth. “We expect that Crunchbase will continue to gain accelerated industry adoption and are excited to support the company’s growth momentum alongside strong participation from the existing investor group.”
Crunchbase continues to grow its product and data. It supports 75 million unique annual users and over 60,000 customers. Furthermore, SaaS products drove a 5x year-over-year increase in new recurring revenue in Q1 2022.
“We took a step back from rapid growth in favor of a more measured, balanced approach,” stated McConnell, who noted that the firm has focused on capital-efficient growth. The firm dialed back its Burn Multiple from 3 ($3 spent to acquire $1 in new ARR) in 2019 to 0.22 in H1.
“The recent onslaught of down rounds and mass layoffs from companies who very recently hit unicorn status shows how outsized burn rates can be hidden behind oversized funding rounds, covering up the reality of weak business fundamentals,” McConnell said. “I’m especially proud of the fact that we have been able to generate growth while keeping our burn rate in check. In the first half of this year, we drove $9 million net new ARR at only $2 million burn — that’s best in class according to Bessemer’s efficiency benchmarks and puts us on the path to profitability…We plan to double our business-to-business software ARR this year, ending around $38 million in ARR just for this customer segment.”
Iosilevech argued that Crunchbase is well-positioned for ongoing growth and does not expect follow-on rounds. “They’re managing the business in a capital-efficient way so that the capital that they raise will really be the last round they need before a major milestone in the company’s history, whether it’s an IPO or something else.”
Funds will be deployed towards additional headcount and expanding platform functionality, beginning with a HubSpot connector. The firm is also looking to expand its machine-learning recommendations for sales, expand its data insights, and add usage tracking dashboards “to help customers track efficacy of activities on Crunchbase, along with the number of opportunities and ARR available to them.”
Crunchbase has grown to 220 employees with a remote-first operational model. It added seventy staff during the first half of the year and is aiming to add another fifty-five employees before year’s end. It was cash flow positive in Q1.
Crunchbase did not disclose its new valuation figures.
ABX PlatformDemandbase announced that it is the first sales intelligence and account engagement platform to integrate both services jointly into CRM. Demandbase offers a single view that combines first-party and behavioral data from the Demandbase ABX cloud and third-party datasets (firmographics, technographics, contact data, and news & social insights) from the Demandbase Sales Intelligence Cloud.
“Doing so gives B2B sellers access to all the information they need to spot and close larger deals faster,” stated the firm. “This first of its kind application guides sales teams to know where and when to engage with the right accounts and decision-makers, leading to higher win rates, shorter sales cycles, and bigger deals — boosting CRM adoption in the process.”
Revenue Operations can also select intent data from Bombora and G2, which are processed through the ABX platform’s predictive models.
The Demandbase platform also supports activity timelines, product and competitor intent datasets, and persona-based engagement heatmaps, helping revenue teams assess account potential and determine where accounts stand in the buyer’s journey.
Heatmaps may be viewed by engagement, people, or journeys. Both preset and custom options are available. In addition, users can drill down to details by clicking on a row or column header.
The SFDC Heatmap is presented at the Account level with Engagement Minutes (Demandbase’s contact engagement model) displayed within the heatmap matrix.
Sales users can utilize this heatmap to find champions at an org via the highest engagement and understand with which roles they need to communicate.
The platform also supports long-running InsideView for Salesforce functionality, including
Company and contact profiles
Prospect list building for companies and contacts
Contact searching at accounts
A news viewer that combines company news, social posts, and blogs
Corporate family trees
Add to CRM with duplicate checking
CRM “stare and compare” updates
According to Demandbase, the unified UI lets customers “consolidate their tech stack, replacing ABM, sales intelligence, advertising, and other vendors with Demandbase One, the Smarter Go-To-Market solution.”
“The beauty of this unified sales UI is that all the data a salesperson needs is readily accessible, right in the CRM where they’re already working. It’s revolutionary for sales teams,” said Demandbase CRO Allison Metcalfe. “No more toggling between systems or wasting time in generic outreach that doesn’t drive sales. Instead, they’ll have deeper insights and greater visibility into prospective deals, gaining knowledge about what buyers are doing around the web, what they engage with, who to contact (and how), and what the most relevant messaging is. The actionability, productivity, and efficacy of such functionality is practically limitless.”
In other news, Demandbase was named to the Fast Company “100 Best Workplaces for Innovators.” The magazine noted that Demandbase reinvests 20% of its revenue in R&D.
Dun & Bradstreet continues to expand the content it publishes in D&B Hoovers. Recent enhancements include building out its companies, contacts, and technographics.
D&B Hoovers profiles nearly 250 million unique, active companies and over twenty million corporate linkages, including branch-level links. New fields include Site Sales, Global Sales, Site Employees, and Global Employees.
Contact coverage also continues to grow, hitting 290 million. In addition, email and direct-dial fill rates have significantly improved, both growing 9X since Q1 2021. As a result, D&B Hoovers now provides 40 million emails and 20 million direct dials.
Build-a-List now supports a Contact Accuracy Score when prospecting for contacts, letting reps “select the email accuracy that’s right for each outreach, lending flexibility for both precision and volume.” For example, for general campaigns, marketers would select emails with the highest levels of deliverability; still, reps may select lower-scoring contacts when reaching out to their target persona within their ICP.
D&B Hoover’s also expanded its technographics, with company coverage extended by 359% since Q1 2021. In addition, Dun & Bradstreet grew its technology vendor coverage by 54% and its tracked technology products by 5.3 million.
Along with a deep set of companies and contact profiles, D&B Hoover’s offers public company financials, US SEC filings, UK Companies House filings and DASH reports, European registered company financials, analyst reports, industry market research and overviews, corporate family trees, competitors, company news, intent data, and event triggers.
Gong is the latest RevTech company to join LinkedIn’s SNAP program of Sales Navigator integrations. Joint customers can view LinkedIn Sales Navigator Embedded Profiles directly in Gong. Functionality includes executive profile display, related leads, icebreakers, and introductions. Contacts may be viewed or Saved as Leads in Sales Navigator.
“Being a great seller requires two datasets – the quantitative data of when to reach out to whom and the qualitative data of, once you connect with those people, ensuring you have a full view of deal health and that you are employing sales best practices in all your interactions,” argued LinkedIn’s Head of Product and Solutions Marketing Nicole Desjardins. “Sales Navigator does a great job of providing the former, and Gong’s Reality Platform, the latter.”
The SNAP integration provides context around key accounts and the demand unit, helping them build broader relationships and leverage TeamLink (colleague) connections. Furthermore, Sales Navigator within Gong helps reps build credibility, establish rapport, and multithread.
“Integrating Gong’s Reality Platform with LinkedIn Sales Navigator is all about empowering revenue teams with actionable sales intelligence they need to build stronger relationships with prospects more efficiently. Bringing together these two powerful datasets will give sales reps insights and recommended next steps that result in more closed deals, faster,” commented Gong’s Senior Director of Market Strategy Craig Hanson. “Successful go-to-market teams understand that contact inspection and validation are paramount to successful deal management.”
The SNAP integration is only available to Gong customers with Sales Navigator Advanced or Advanced Plus licenses. SNAP integrations are also available across major CRMs and SEPs, including Salesforce, MS Dynamics 365, HubSpot, Salesloft, Outreach, and Groove.
Sales Navigator added M&A Alerts for saved companies. The alert is displayed on the Homepage and is shared for both acquired and acquiring companies. Another new feature is a Weekly Leads and Accounts List Digest that suggests the most relevant Leads (contacts) and Accounts for outreach. It highlights accounts showing interest in the rep’s company, recommended leads, past customers at a new company, and opportunities at risk due to headcount changes.
LinkedIn began rolling out its Q2 Sales Navigator release to users earlier this month. As with previous releases, admins receive the release first, with general users following a few weeks later. New features include expanded data validation, a new SNAP integration with conversation intelligence leader Gong, and the continued rollout of Sales Navigator’s new Search and Lead Page experiences.
Companies have responded to the pandemic and Great Reshuffle by increasing channel noise, hoping to break through the din, but this strategy is flawed. Top-performing reps who heavily exceed their quota are “spending less time selling in the traditional sense — smiling-and-dialing and sending out mass outreach,” explained LinkedIn VP of Global Sales Solutions Alyssa Merwin Henderson. They aren’t increasing the volume but carefully targeting their prospecting and messaging, conducting buyer research, and focusing on skill development.
“In today’s virtual world, where there’s more noise than ever, the recipe for winning is clear – fewer things done better,” concluded Henderson.
LinkedIn Head of Product and Solutions Marketing Nicole Desjardins highlighted three problems facing sales reps that LinkedIn is working to address:
More virtual selling than ever, leading to more virtual noise than ever, with buyers being overwhelmed by irrelevant and generic outreach.
Job switching continues to be higher than normal, making a mess of CRM data and putting deals at risk.
A plethora of new sales tools have hit the market, many of which don’t integrate with each other, making it more confusing to choose the right tech stack.
Desjardins argued that the solution to these problems comes from real-time data fed into the CRM and “meaningful sales intelligence that helps you connect with and nurture the right buyers at the right time.”
The Great Reshuffle continues to create a “mess” of CRM data, resulting in inaccurate forecasts and irrelevant messaging. According to LinkedIn’s upcoming “State of Sales” report, 41% of sales reps said their biggest problem was inaccurate, out-of-date CRM data. To help address this issue, Sales Navigator now flags out-of-date contact and lead records and allows reps to update the CRM from Navigator to address this problem.
Data Validation displays an Update CRM badge on Sales Navigator member pages who have recently changed jobs, titles, or locations. After clicking on the badge, reps are shown the new title, account, location, contact owner, and most recent opportunity. Updates are made to matched Lead and Contact records, with the user controlling which fields are to be updated. Reps are also shown which open opportunities are linked to the executive, allowing them to quickly remove departed execs from live opportunities.
“Clearly, this will save you time. Instead of having to toggle back and forth between your CRM and Sales Navigator, you can do it all in our platform,” blogged Product Marketing Manager Austin Gray. “More importantly, because updating your CRM is now easier to do, you’ll have more accurate data within it. LinkedIn’s real-time first-party data means that you can have confidence that your CRM will have access to the most accurate and up-to-date information available.”
Data Validation is available for Sales Navigator Advanced Plus and supports record updates in Salesforce and MS Dynamics 365. The functionality was released to customers with fewer than 15 seats this week and will be rolled out to large customers on June 22.
The New Search and Lead Page Experiences were rolled out to accounts with fewer than fifty seats last quarter. The largest accounts will receive the updates this quarter.
The search feature has been streamlined to improve the time to “successful results.” In addition, the search includes a “larger collapsible, intuitive grouped view of filters” that improves search filter discovery. New and updated filters include TeamLink Connections of, Saved Leads, Saved Accounts, Previously Viewed, Current Company, Past Company, and Company Headquarter.
The search interface updates dynamically, providing results as each filter is added or removed.
The new Lead Page (contacts) is designed for rapid lead qualification with “the most important info front and center,” including the most recent touchpoint, current role, and description. Other features include a sticky action bar, conversation starters, and introduction paths.
The Conversation Starter section displays recent posts for comments and commonalities.
The Get Introduced section has been redesigned and expanded.
The TeamLink section is now organized by seniority level so that reps can find “their best path in.” In addition, the section supports a pre-populated InMail to save reps time writing messages.
Sales Navigator is also adding a new Lead Panel for researching contacts in a prospecting list without having to open multiple windows.
“Prospecting in Sales Navigator often means using our powerful search to find your target buyer,” wrote Desjardins.” Once you’ve found that list of potential buyers, we’re betting you then open a tab for each individual, which can mean a lot of open tabs and a lot of switching back and forth. The new Lead Panel streamlines this process and keeps you on the same page the entire time.”
The Lead Panel displays job title, job description, and conversation starters to assist with quick qualification and messaging.
The Lead Panel will be rolling out to accounts with fewer than fifty seats this quarter and enterprise accounts next quarter.
LinkedIn also added a Gong SNAP integration for viewing LinkedIn intelligence within Gong’s conversational intelligence platform.