LinkedIn Q3 2019 Sales Navigator Release

Elevate provides a curated feed of content to company employees for social media distribution. The curated content is now fed into Sales Navigator for LinkedIn, Twitter, and Facebook sharing
Elevate provides a curated feed of content to company employees for social media distribution. The curated content is now fed into Sales Navigator for LinkedIn, Twitter, and Facebook sharing

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.

LinkedIn Network Building

I’ve been sitting on a Harvard Business Review article written by Doug Camplejohn since March due to a surfeit of news.  I figured that if I couldn’t slip it into my blog in August, I would never get to it.  August is when the press releases slow and there is an opportunity to speak about broader topics such as how to write a press release (or not write one).

The piece, titled “The Best Ways to Use Social Media to Expand Your Network” provides a set of social networking recommendations to business professionals.  Camplejohn is VP of Product Management at LinkedIn and heads up development on LinkedIn Sales Navigator.

Source: LinkedIn and HBR

Camplejohn’s advice takes a long-run strategic approach to building and nurturing a social network based upon ongoing engagement, asking for advice during transitions, and assisting others.  As such, his advice dovetails well with real-world approaches to building relationship networks.

Camplejohn begins by recommending that business professionals build their network with peers instead of focusing on seniority.  A peer-based network grows over one’s career, creating a network which matures with the professional.  Furthermore, senior-executive response rates are lower than mid-level managers.  Less than one percent of VPs and CxOs respond to cold reach out.

“People earlier in their careers respond most often to an initial message, while VPs and C-level professionals respond the least to people they don’t already know.”

Doug Camplejohn, VP of Product Management at LinkedIn

Initial messages should be short.  Camplejohn recommends three sentences that can be easily read on a mobile device.  InMail messages of under 100 words work best with response rates “decreasing significantly” beyond 500 words.

Camplejohn also advises a hook such as an alma mater, joint interest, or a mutual friend.  “According to our research, referencing a mutual connection boosts the acceptance rate of these messages by 51%, second only to attending the same school at the same time (53%),” wrote Camplejohn.

Camplejohn notes the value of asking for advice and leveraging transitions.  In fundraising, there is an adage, “If you go seeking advice, you get money; if you seek money, you get advice.”  Likewise, transition periods are an excellent opportunity to build your network and seek advice.

“If you’re in a transitional period — starting at a new company, switching industries, or moving to a new city — recognize the opportunity to reach out to people, ask for their advice, and absorb their wisdom.”

Doug Camplejohn, VP of Product Management at LinkedIn

Another recommendation is to pay it forward.  Don’t be looking for immediate benefits or strictly reciprocal opportunities.  Social networkers recognize that they are contributing to the commons, whether helping one person or adding to the group.  Sales reps and others should also continue to nurture their network, maintaining conversations with colleagues, clients, partners, and mentors.

“The best way to build a relationship is to help someone with joy and with no expectation of anything in return.  It feels good, it trains your own sense of generosity, and it informs you of what the other person values.  It also sets the stage for you to ask them something in the future.  You don’t have to offer to help in every circumstance, but make yourself available as a resource to people, particularly to people who are just starting out in their careers.”

Camplejohn concludes that online networking should be viewed as an extension of real-world interactions: “Connect with people personally by finding common ground, then build trust and long-term relationships, rather than one-time transactions.”

LinkedIn Sales Navigator Q2 2019 (Part III) – Org Charts & Lists

The new org chart SNAP connector for MS Dynamics provides rich biographic information for executives.
The new org chart SNAP connector for MS Dynamics provides rich biographic information for executives.

I’ve been covering Q2 enhancements to LinkedIn Sales Navigator this week. On Monday, I discussed their Sales Coach enhancements and on Wednesday their Alerting enhancements. There were also a set of communications enhancements to Sales Navigator (an area of strength vs. other Sales Intelligence offerings). Communication enhancements include conversation histories, improved filtering, more visible icebreakers, and InMail credit status.

Improved Sales Navigator Keyword Searching

Keyword searching speed has been improved and a guided search experience helps the user expand or narrow the search term (see image on left).

Sales Navigator custom lists were introduced last year and nearly one million have been created.  More than half of saved leads have been added to custom lists.  

Two new list features were added in Q2:

  • Bulk save and bulk remove accounts and contacts from lists.
  • Match Lead to Account – As not all leads (people) are attached to accounts, the match feature allows users to assign leads to any company for alerting purposes.

A live org chart integration is being introduced For Microsoft Dynamics which supports saved accounts.  The functionality is being delivered through LinkedIn SNAP.

The chart displays LinkedIn member profile photos and additional profile details which provide additional insights into the account.

During Q2, Lucidchart also became a SNAP partner.  Lucidchart users can now view lead recommendations, save leads to Sales Navigator, view contact profiles and updates, request introductions, and send InMails from within Lucidchart.

“Sales teams work faster and smarter when they work visually.  Bringing the power of the world’s largest professional online network into Lucidchart in a more seamless way underscores our ongoing commitment to enhance the sales experience.”

Lucidchart CEO Karl Sun

Note: This is the final chapter on the Q2 2019 LinkedIn Sales Navigator release. Part 1 | Part II

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.

LinkedIn Sales Navigator Q2 2019 (Part I)

The new Sales Navigator Coach encourages reps to explore Sales Navigator. It is located on the redesigned home page.
The new LinkedIn Sales Navigator Coach encourages reps to explore Sales Navigator. It is located on the redesigned home page.

LinkedIn Sales Navigator has been rolling out its Q2 release to customers over the past few weeks.  The new functionality includes a redesigned home page, improved keyword searching, custom list enhancements, and additional Sales Navigator Application Platform (SNAP) connectors.

The homepage emphasizes alerts and the new Sales Navigator Coach.  The Coach is a training tool with a gamification feature – a progress meter which shows your level of product mastery, from Beginner to Expert.  Reps are shown three recommended actions.  They can either try a recommended action or watch a short training video.

All of the Coach features, with the exception of PointDrive, may be executed from a mobile device.

“This is just the beginning for Sales Navigator Coach, and we can’t wait to bring more personalized education to all our Sales Navigator customers. We’re also excited to bring Sales Navigator Coach to usage reporting later this year.”

Sales Solutions VP of Product Management Doug Camplejohn.

Several features on the homepage have been moved.  The SSI (Social Selling Index) tool is available via a drop down and the newsfeed has been replaced with an alert feed.


Note: This is part one of my profile of the Q2 2019 release. Tomorrow I will be covering enhanced alert functionality.

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.

Preferred B2B Communication Channels

While Sales Engagement vendors continue to expand their supported channels, email and phone remain the preferred B2B channels.  Preliminary results from a VanillaSoft survey of 2,000 executives indicated that email is the preferred communication channel.  SMS and Social Media were not listed as preferred channels with social media peaking at 24% during the need stage and falling to 15% during the evaluation stage

“We often read and hear about the rise and role of social selling at various points in the sales engagement process,” said VanillaSoft CEO David Hood, “However, as these initial findings show, more traditional channels – from email to phone to simple word-of-mouth – are actually preferred by B2B buyers.”


VanillaSoft Survey of 2,000 Executives.

Phone contact grows in importance from 39% in the Need stage to 54% in the Evaluation phase.

Social Media remains low, but it is a broad category and likely perceived as more of a consumer channel.  Even young professionals (25 to 34) had little interest in social as a sales contact channel with only 18% looking favorably upon social as a desirable sales communications channel.  41% of young professionals favored the telephone.

LinkedIn Sales Navigator has had significant success as a third channel with messaging, InMail, and PointDrive.  Had LinkedIn been broken out as a distinct category, it likely would have scored higher.  SNAP connectors are now available from Outreach, SalesLoft, InsideSales, and Yesware.  VanillaSoft is in the middle of its certification process.  SalesLoft has indicated that Sales Navigator is their top ecosystem partner.

Also omitted were video meetings (e.g. WebEx, JoinMe, BlueJeans, Zoom) which are commonly used within organizations and work quite well for establishing trust with prospects, demoing a product, and walking through documents.

“Understanding these types of reality-based findings will allow smart sales professionals to align their activities to their customers’ wants and desires,” said Hood.

SalesLoft Partner Ecosystem

SalesLoft Partner Ecosystem (March 2019)
SalesLoft Partner Ecosystem (March 2019)

SalesLoft looks for partners that help “activate the authentic seller in everyone,” boost their productivity, and help customers scale their business.  Vendors should be adjacent to Sales Engagement, filling the gaps of functionality in the platform.  

Partners pledge to serve joint customers first, invest in the success of integrations through co-marketing, and “support our developer community, thus enabling innovation,” said VP of Product Strategy Sean Kester.

Kester noted that the partner ecosystem provides a strategic market advantage as it “creates a moat in the ecosystem supplanting us as the dominant #1 player.”  It also “significantly enhances customer LTV (lifetime value) due to the sticky nature of usage” and “drives customer acquisition through the roof, and CAC (customer acquisition cost) down due to leads driven from partners.”

The SalesLoft ecosystem has grown to 54 partners with a million “integration actions executed” over the past six months.  Nearly 2,700 teams have one or two integrations with 800 having implemented three and 500 having four or more integrations.

Kester discussed the partner ecosystem at SalesLoft’s recent #Rainmaker19 conference.

The top partner integrations are LinkedIn Sales Navigator, Sendoso, Showpad, and Vidyard.  VP of Product Strategy Sean Kester called Sales Navigator “by far the most popular integration we have.”  The SNAP integration supports four cadence steps: Account and Lead (contact) research, introductions, connection request, and InMail (Salesforce is an investor in SalesLoft).

Sendoso provides a direct mail service.  Integrated cadence steps allow sales reps to send direct mail, company swag, handwritten notes, eGifts, and Amazon items.

Showpad is integrated with the sales reps’ workflow.  Within SalesLoft, users can easily add content to their email campaigns, and gauge their prospects’ level of interest.  Showpad also provides context-specific content recommendations.

Vidyard GoVideo helps sales reps “easily create polished and personal videos for your prospects using Vidyard GoVideo webcam and screen recorder,” said Kester.  Sales reps can “boost response rates and humanize sales outreach by adding video to your sales emails in SalesLoft.

SalesLoft includes a freemium version and has supported 175,000 platform videos.

New partners include

  • Sales Content: Costello (Playbooks), OneMob (Video), VidGrid (1:1 Video), Outgrow (Interactive Content), Nova.ai (Messaging Hooks)
  • Sales Coaching: Outgrow, Fusion Funnel
  • Sales Intelligence: SalesIntel.io (Contacts), RingLead (Lead Enrichment), Buzzboard (SMB Profiles)
  • Compliance: DataGrail (GDPR)
  • Integration: Fireflies, PieSync, AppBuddy (SFDC Tools), Azuqua, Tray.io
  • Analytics: Triblio (ABM, Intent)
  • Video Conferencing: GoToMeeting; Zoom; JoinMe; WebEx
  • Email: Inbox Ignite (Email Reputation Score), Makesbridge (Mass Email / MAP)
  • Outbound Services: ConnectandSell

SalesLoft announced several partnerships that are in their development pipeline including LeanData, Drift, Ramble Chat, and Seismic.

LeanData provides Lead-to-Account assignments with automated cadences by persona and customized conditions.  Sales Operations defines the lead assignment and routing rules which are displayed as a flow diagram with Send to SalesLoft Cadence steps.  Duplicate checking will prevent a second cadence from being kicked off.

Drift and Ramble Chat are joining Intercom as chat partners.  “Ramble empowers sales engagement customers with a unique ability to extend chat directly through their platform,” said Kester.  “Ramble creates an additional channel of communication for their customer interactions.”

Ramble Chat performs a reverse IP lookup that identifies the account and logs it to Salesforce or SalesLoft, providing a form of first-party intent intelligence.  Both inbound (anonymous) and outbound (Cadence driven) chat are supported with outbound chat connected to the originating sales rep.

“We are excited for our partnership with SalesLoft.  Ramble’s unique architecture enables us to deploy chat within third-party applications, like SalesLoft, which changes how sales leaders utilize chat for pipeline contribution.  We not only make chat ‘outbound’ and ‘inbound,’ but we give companies the ability to extend chat anywhere online as a means of instant connection and sales acceleration.  Moving beyond ‘omnichannel’ and towards ‘omnipresence.’  The full breadth our chat technology can be deployed organically, directly from SalesLoft, which provides a more seamless client experience and new channels for Sales Engagement.”


Ramble CEO Justin McDonald

Seismic offers an enterprise-grade content management system which recommends the next-best action for content.  The platform employs analytics to recommend which content is most likely to resonate with a prospect based on buying stage, vertical, etc.

DataGrail provides a GDPR and CCPA compliance tool which “enforces on-demand access and deletion of a requester’s personal data across all first and third-party/external business systems.”  DataGrail also centralizes customer email preferences.  Other features include the “detection of non-consented or high-risk contacts, including geographic fingerprinting and migration for consented to non-consented purposes” and alerts if a deleted contact is being recreated in a sales or marketing platform.

Current apps are displayed on SalesLoft’s App Directory which helps admins see how integrations work, understand their use cases, and co-market the integration.  A developer’ portal is in development.


Prior articles on SalesLoft Rainmaker 2019:

Quora: Does LinkedIn Sell Your Info?

The following is a Quora post answering the question, “Does LinkedIn Sell Your Info?”


This is likely to fall into a semantics question. If data is employed in the aggregate and your personally identifiable information is not disclosed, then I would argue that your information is not sold. Likewise, if you are presented an ad because your LinkedIn profile conforms with a target audience definition, your data is also not being sold.

I can’t answer for LinkedIn Recruiter, but can answer in the Sales and Marketing context.

LinkedIn offers a sales product called Sales Navigator. Users can view company and contact information on Navigator just as they can on the free service. It even supports viewing this data within third-party SNAP products. However, Navigator and SNAP are view only. Sales reps cannot download your profile or sync it with any of their partner platforms. They also restrict display of your email and phone information to your direct connects as well as other content you flag as restricted.

LinkedIn Marketing sells advertising on LinkedIn and Bing based upon your profile attributes. Advertisers define their target audience across a broad set of firmographic, career, and location variables, but these segments are not provided directly to the marketer. Instead, they are used for advertising display. Thus, your data isn’t sold, just your eyeballs.

LinkedIn treats its member’s data with respect. Microsoft, its parent company, has called for a US version of GDPR, the European data privacy standard. CEO Satya Nadella stated that “privacy is a fundamental human right” on an April 2018 earnings call and said that the firm has implemented an “end-to-end privacy architecture” which is GDPR compliant.

The LinkedIn SNAP AppExchange connector displays LinkedIn content and functionality within Salesforce, but does not sync any company or contact data with SFDC.
The LinkedIn SNAP AppExchange connector displays LinkedIn content and functionality within Salesforce, but does not sync any company or contact data with SFDC.

LinkedIn Sales Navigator Q1 Release (Part II: SNAP)

The Drift SNAP partnership provides LinkedIn intelligence to sales reps as they chat with prospects on the Drift platform.
The Drift SNAP partnership provides LinkedIn intelligence to sales reps as they chat with prospects on the Drift platform.

As part of their Q1 2019 release, LinkedIn rolled out a set of new SNAP (Sales Navigator Application Platform) partners including Altify, Drift, G2 Crowd, and Mixmax.  

The Drift partnership allows sales reps to “continue website conversations” after a prospect drops off of a Drift chat: “sometimes people leave your conversation abruptly – it happens. But as an SDR, that’s a potential meeting walking out the door. So what do you do? Well now you can send a connection request or follow up message with InMail right from within Drift.”

The Drift integration also displays contact and company intelligence including shared connections while a sales rep is chatting with a prospect visiting her website (see image on right).

“Gone are the days of toggling back and forth between LinkedIn and your ongoing sales conversation,” said Drift Product Marketer Daniel Murphy.  “Say goodbye to awkward lags in conversations. Prospects will never again have to wait for a response while SDRs search LinkedIn Sales Navigator or Salesforce to determine if they’re a good fit.  Now they can research a prospect’s company, see mutual connections, and grab other insights and conversation starters – all in real-time.”

G2 Crowd gathers intent data from 24 million technology searchers.  Intent data is collected from G2 profile and category views along with competitor comparisons.  Sales reps are notified when followed accounts are researching on G2 based on contact connections, sales preferences, search histories, and profile interactions.

“People don’t buy today as a result of cold calls and emails. The power is in the hands of the buyers doing more research than ever before. As sales teams, we need to focus on accepting the modern buyer journey and connecting to the right buyers at the right time. We’ve always been aligned with LinkedIn on this vision, and this integration helps us make it a reality.”


G2 Chief Revenue Officer Matt Gorniak

The Mixmax SNAP integration supports InMail and Connection requests and profile views from Gmail.

Altify’s org-chart software now displays insights and helps users identify key buyers across an organization.

Sales Navigator insights and functionality are displayed alongside Altify’s Relationship Maps.
Sales Navigator insights and functionality are displayed alongside Altify’s Relationship Maps.

LinkedIn also noted that it will be available within the Salesforce Winter 2019 release.  Salesforce admins can install the application from the Lightning Setup Console instead of the AppExchange.

One problem that has long dogged sales intelligence vendors is ongoing training and product exploration.  To encourage exploration, Sales Navigator added a coaching feature to extend product knowledge.  Sales Navigator Coach is a new dashboard that “suggests actions for customers to take and links to short learning videos.”  Actions are associated with core workflows.  The videos run thirty to forty seconds.

The new Sales Navigator Coach provides short videos and tips on key features.
The new Sales Navigator Coach provides short videos and tips on key features.

Finally, GDPR opt-outs are being added to PointDrive presentations.  PointDrive recipients will be able to revoke viewer tracking permission, effectively anonymizing their viewing data from sales reps.


Part 1 (Shared Custom Lists) posted yesterday.