InsideView Adds Direct Dials

InsideView users will be able to validate Direct Dial Phones for contacts.
InsideView users will be able to validate Direct Dial Phones for contacts.

InsideView is adding Direct Dials to its Sales product.  The lack of direct dials is a long-standing gap in its service as competitors have provided these numbers for several years.  InsideView for CRM supports uploading and syncing of direct dials.

The new field is currently in beta.  InsideView expects to have around two million direct dials in its service by the end of this quarter and is targeting ten million by the end of the year. The majority of the direct dials will be for US execs and mid-level managers.

InsideView currently provides 32 million global contacts with 15 million emails. The contacts span 14 million companies.

InsideView also announced Salesforce encryption support for adding and updating Account, Contact, and Lead records.  The firm provided the following caveat, “If you are using deterministic encryption, InsideView will attempt to find existing duplicates as part of the ‘Update CRM” data sync/export. If you are using probabilistic encryption, InsideView won’t be able to query Salesforce for potential duplicates in Salesforce, but your users can still use the “Update CRM” feature.

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.

Owler Pro

Owler promises 60 second access to the platform with one-click Salesforce permissioning.
Owler promises 60 second access to the platform with one-click Salesforce permissioning.

Sales and competitive intelligence vendor Owler is readying to launch Owler Pro, its first end-user premium service.  Pro reads the open Leads, Accounts, and Opportunities in Salesforce and begins delivering automated alerts to sales reps.  Owler Pro supports single-click sign-on so no Salesforce admin support is required.  The service is currently in beta test and includes a redesign of their Instant Insights email alert design.

“In short, it’s an ad-free, streamlined way for Saleforce.com users to automatically sync their active opportunities with Owler, and auto-follow those companies on Owler. So, a sales person’s Daily Snapshot will always be relevant to the deals they are currently working on.”


Owler CEO Tim Harsch

The service is designed for sales reps, but Owler plans to support competitive intelligence analysts, marketing professionals, and senior level executives in the future.

Owler Pro, which is expected to launch in mid to late February, is priced at $12.99 per month or $119.88 annually.  During the beta, users receive one free month, but they are undecided on whether that offer will continue following general user rollout.

The premium service also alerts on a broader set of topics.  While the free version focuses on M&A activity, funding events, and exec changes, the Pro edition adds an additional dozen triggers:

  • Product Launches
  • Joint Ventures
  • Partnerships
  • Awards
  • New Offices
  • IPO Announcements (a precursor to the closing of the actual funding)
  • Record Earnings
  • Earnings Announcements
  • Restructuring
  • Key Employee Departures
  • Key Employee Hires (in addition to primary leadership which are included in the free version)
  • Layoffs

According Harsch, the goal is to “arm sales reps with sales triggers.”

Owler also recently rolled out a Lightning Data solution which performs a monthly match and append against Salesforce Accounts.  36 fields are supported including the top three competitors and social media links.  The service is priced at $25 per user per month for all users in the instance.

The Lightning Data solution includes a free self-assessment report which analyzes Owler’s match and append rate against Salesforce Accounts and includes segmentation data.

Owler has 2 ½ million active users, up from 1.1 million a year ago.  Nearly half of users are located in the Sales or Marketing department and forty percent are directors or above.  An additional 17% describe themselves as Analysts, Consultants, or Specialists.

Owler user base demographics
Owler user base demographics

Owler is also available through its API partners including CrunchBase, SalesLoft, SugarCRM, and Salesforce Lightning Data.

Owler collects data on over 11 million companies including four million full profiles.

Linkedin Sales Navigator List Building, Mobile Lead Profiles, & SNAP Integration (Q3 2018)

Last month Sales Navigator began rolling out its Q3 release.  Amongst the features are a Pipeline Review and Buyers Circle (discussed last Friday), improved Search, and additional SNAP integrations.

Sales Navigator Account and Lead Search have been redesigned for speed and ease. The Account and Lead Search functions and results (see 1 below) are more prominent, offer streamlined search filters (see 2), and deliver simplified save search and alerting processes. Other enhancements include hover cards (see 3) which display company intelligence when mousing over a company name. Hover cards include a Save as Account button.

Improved Searching includes an improved navigation (1), redesigned filters (2), and account hover cards (3).
Improved Searching includes an improved navigation (1), redesigned filters (2), and account hover cards (3).

LinkedIn originally designed their mobile app to complement the desktop service but is working to make mobile a “full-featured Sales Navigator experience.” Last quarter, they focused on Account enhancements and this quarter they brought the mobile Lead experience to parity with the desktop service.

“We will continue to narrow the gap between our mobile and desktop experiences in upcoming releases, and take advantage of the unique characteristics of mobile as well.”

  • Doug Camplejohn, VP of Product Management at LinkedIn Sales Solutions.

LinkedIn continues to invest in its SNAP partner program. This quarter, Adobe Sign was added as a partner and three partners (Salesforce, MS Dynamics, and SalesLoft) took advantage of their version two capabilities. SFDC and MSD now broadly embed LinkedIn intelligence in Lead, Account, and Opportunity pages. Users may also send InMails from within the CRM.

SalesLoft has built research, connect, InMail, and messaging features within cadences, providing a robust LinkedIn channel alongside phone and email.

The next generation SNAP integrations are modular, providing greater flexibility around where content is displayed. New modular features include InMail support and the handling of Potential Profile Matches.

New SNAP modular elements from within Microsoft Dynamics.
New SNAP modular elements from within Microsoft Dynamics.

LinkedIn has taken a “Switzerland approach” to its partnerships, working with both Microsoft and its competitors.

The firm reiterated its commitment to data security and GDPR compliance. “LinkedIn maintains ISO 27001 & ISO 27018 certifications, as well as a SSAE-18 certification, SOC 2 Type I report,” noted the firm in its briefing to Admins.

Finally, LinkedIn added an Ideas site to its Sales Navigator Community portal where admins can “submit, vote on, comment on and track status of ideas for how to improve Sales Navigator.”

LinkedIn Sales Navigator Pipeline Reviews & Buyers Circle (Q3 2018)

Buyer Circle, a new Sales Navigator feature released in Q3, provides drag-and-drop functionality for defining purchasing roles and players.
Buyer Circle, a new Sales Navigator feature released in Q3, provides drag-and-drop functionality for defining purchasing roles and players.

Last month, LinkedIn rolled out its Q3 Sales Navigator release to admins and trainers.  Enhancements include a new Deals feature to assist with pipeline reviews, “Buyer Circles,” an updated search user experience, and revised mobile lead pages.  Several partner platforms are also rolling out version 2 of their SNAP integrations.

During pipeline reviews, “managers are really trying to find out what are areas of weakness in the pipeline and how they can help. A lot of times, because the information that’s been put into CRM is incomplete, that can be a challenging conversation,” says Doug Camplejohn, VP of Product Management at LinkedIn Sales Solutions. “The problem Deals is ultimately trying to solve is how do you increase the quality of that data that is ultimately stored in the CRM, and by making it much easier for the rep to quickly see missing points of information as well as to add in what one could argue is the most important information—who are all the people that are involved in that buying decision at the target company.”

LinkedIn noted that pipeline review sessions are often frustrating due to incomplete and out of date CRM information resulting in a “20 questions” session in search of deal risks.  The new Deal feature pulls deal and contact intelligence from the CRM and streamlines the update process.  Instead of jumping between opportunity records, reps can manage their pipeline updates from a single pane of glass.  The update table allows reps to quickly enter deal intelligence including deal size, stage, close date, and next steps with information immediately written back to the CRM.

Deals requires that the Salesforce Admin enable CRM synch.  Reps will only be able to view and edit fields for which they have been granted permission and only for Opportunities in their name.  Managers will only be able to view Deals for their team members.

Deals includes a Buyer’s Circle feature which helps reps quickly fill gaps in their Buying Committee.  “The real power comes when you want to add missing role contacts,” Doug Camplejohn, LinkedIn Sales Solutions VP Products wrote to licensors.  “Buyer’s Circle makes it easy to select anyone on LinkedIn and drag them to a role, which, again, automatically updates your CRM. And if that contact is not already in your CRM, Deals lets you create a new CRM contact associated with that opportunity in just a few clicks.”

As LinkedIn does not deliver member-specific details to third-parties, Buyers Circle only uploads First and Last Name, Title, and Company.  Other buyer details would need to be keyed in by the sales rep or populated by a third-party enrichment vendor.

Deals is available in Salesforce.com with the Q3 release and will be available in Microsoft Dynamics in Q4.

The new Deals feature provides a tabular view of opportunities for rapid update and sharing with managers.
The new Deals feature provides a tabular view of opportunities for rapid update and sharing with managers.

Deals is part of the Team and Enterprise editions and is based on a Heighten capability “rebuilt from the ground up.”  Heighten was acquired in 2017.

“B2B selling is more complicated these days where you often have half a dozen people involved, but they’re not all recognized.  A sales rep will put a single contact into the system, and if the deal goes sideways it’s hard to figure out who to contact or how to move forward.”

  • Doug Camplejohn, VP of Product Management, LinkedIn Sales Solutions

“I think the Deals module is the most interesting part of this release because it offers the biggest benefit,” said Gartner analyst Todd Berkowitz. “If you are in a market like tech or manufacturing or a complicated services deal, the number of people involved keeps going up including those who can influence the deal or an assassin who can kill it. The more information you can provide about all the people involved in the deal, the better. And the way the Buyers Circle surfaces information on people and brings it forward with one click is a real benefit.”


Part II covering additional features such as new SNAP integrations and mobile Lead profiles will publish on Monday.

SalesLoft LinkedIn SNAP Enhancements

InMails are now available within SalesLoft and Salesforce.
InMails are now available within SalesLoft and Salesforce.

SalesLoft added enhanced LinkedIn SNAP messaging tools to its sales engagement services.  Sales reps can now send InMails, request connections, submit introduction requests, and conduct research from within SalesLoft and Salesforce.  These steps can be built into SalesLoft cadences.

“According to our data science team’s research on derived cadences, more than half of all steps outside of email and phone in SalesLoft cadences are already LinkedIn actions,” blogged SalesLoft Product Marketing Manager Sunshine Levin. “The ability to incorporate LinkedIn Sales Navigator social selling steps from within SalesLoft is important to you, and we listened!”

At SalesLoft’s 2018 Rainmaker event, Doug Camplejohn, VP of Product Management Sales Solutions at LinkedIn, cited LinkedIn research concerning InMail efficacy.  While emails have only a 3% response rate, InMails average a 15% response rate.  Even more impressive, the best sales reps can achieve greater than a thirty percent response rate.

“LinkedIn-specific steps help salespeople stay focused, do less application switching, and deliver a better sales experience,” said Levin. “The TOPO 2017 Sales Development Touch Report states that more than 80% of sales professionals are leveraging the triple-touch approach of email, phone, and LinkedIn in their sales cadences. Furthermore, over 50% of touches outside of email and phone are through LinkedIn.”

Reps must have active Team or Enterprise Sales Navigator accounts in order to take advantage of this new feature set.

Also new to SalesLoft is a Zipwhip app which allows reps to insert text messaging steps into their cadences.  Texts can also be sent and received from a business phone from within SalesLoft.  Inbound and outbound messages are grouped into conversations and displayed as part of the contact’s activity feed.

SalesLoft Zipwhip text messaging app
SalesLoft Zipwhip text messaging app

HG Data for Salesforce Upgrade

HG Data for Salesforce now supports Lead record enrichment with firmographics and technographics.
HG Data for Salesforce now supports Lead record enrichment with firmographics and technographics.

HG Data recently unveiled a set of enhancements to its HG Data for Salesforce app.  The Lightning Data app now supports integrated account prospecting and lead enrichment, features heavily requested by their customer base.  HG Data’s firmographic and technographic content is also available for lead routing, scoring, and segmentation.

Lead Enrichment supports both real-time and scheduled batch enrichment with firmographic and technographic intelligence.  Lead records are updated every fourteen days. Webform leads passed through Marketo and Pardot are processed in real-time, enabling immediate lead scoring and routing.

HG Data technographic intelligence is also available for Salesforce reports, dashboards, workflows, and triggers.  For example, Salesforce admins can build reports based upon technology usage scores or trigger Chatter messages informed by which platforms are deployed at leads.

According to CEO Elizabeth Cholawsky, “Our lead enrichment capabilities allow marketing groups to engage with prospects earlier and more meaningfully in the sales cycle for things like contextual outreach programming, more personalized lead nurturing, targeted content marketing, and other top of funnel activities.”

HG Data for Salesforce now supports Lead record enrichment with firmographics and technographics.
HG Data for Salesforce now supports Lead record enrichment with firmographics and technographics.

The new Discover Companies functionality supports both direct account lookup and list building.  Selection facets are displayed in a right-handed window and include firmographics (e.g. HQ country, state, and city; revenue and employee ranges; industry) and technographics (product, product category, and vendor).  The results list flags current accounts to help prevent duplicates but does not contain a suppress current accounts feature. Users may select up to 25 accounts at a time for immediate import to Salesforce.

Technographic prospecting helps expand the scope of target accounts as it helps identify firms using both complementary and competitive platforms.  Users can then refine the list via firmographics.

“One of the biggest discoveries B2B sales and marketing teams make when they start using our technographic data is that their known available market might be 3 to 5 times bigger than they had thought,” said Cholawsky. “The latest version of our app enables users to take fast and precise action by allowing them to import net new accounts directly into their Salesforce CRM instance based on our leading comprehensive tech installation data and supplemental firmographics.”

The new Discover Companies tab supports both account prospecting and account lookup via the search bar.
The new Discover Companies tab supports both account prospecting and account lookup via the search bar.

“Everyone and everything is getting smarter and more connected than ever before, and companies are looking to transform the way they connect with customers, partners and employees,” said Kori O’Brien, SVP, ISV Sales, Salesforce. “By leveraging the power of the Salesforce Platform, HG Data provides customers with an easy way to use and access technographic data to better inform their marketing and sales programs.”

Pricing begins at $5,000 per annum for HG Data for Salesforce.  If the Discover Companies module is included, the minimum price begins at $6,000.  Volume pricing is available with tiers at 50 and 500 employees.

HG Data offers sales and marketing intelligence services to tech titans (e.g. Microsoft, HPE, IBM, Dell, Salesforce), predictive analytics companies (e.g. LeadSpace, Everstring, Lattice Engines), and sales intelligence vendors (e.g. TechTarget, Dun & Bradstreet, Zoominfo).

HG Data employs 65 and has raised $24 million in funding to date.  Investors include Updata Partners, Rincon Ventures, Epic Ventures and Stepstone Capital.

Data coverage now spans 12.4 million global locations across 8,000 technology products and 4,000 vendors.  HG Data uses advanced data science to parse billions of structured and unstructured documents each month. Technographic insights are derived from over twenty different document types including case studies, white papers, press releases, blogs, job postings, and government documents.