Chili Distro

Last week I wrote about Chili Events, the new event calendaring service from Chili Piper. Today, I am profiling their new Distro service which acts as a “one-stop-shop for lead qualification, routing, distribution, and booking.”  Distro routes and assigns multiple Salesforce objects in real-time, including leads, contacts, opportunities, cases, and accounts.

Distro expedites the inbound lead process by immediately routing prospects and customers to the correct sales rep. In addition, Distro supports lead-to-account matching so that inbound prospects are assigned to the proper account owner when applicable.

“Whether a lead comes through your organization’s web form or from an offline source, routing can get quite tedious,” explained Chili Piper in the product announcement.  “With the launch of Distro, teams can create intelligent rules to decide which lead gets routed to which rep (or group of reps) on the team. With this intuitive technology, hand-raisers will have the ability to book a meeting instantly, while buyers who need more nurturing are automatically assigned to the appropriate sales rep for follow-up.”

Chili Piper Distro qualifies, routes, and schedules meetings.

If rules do not assign a lead, round-robin assignments ensure that reps receive an equal number of leads.

Chili Piper has been busy with new product releases.  A few weeks ago, Chili Piper announced Chili Events, an Event Meetings Management solution for in-person conferences and trade shows.  The product lets Chili gather engagement data from events and manage pre-conference meetings on the floor as well as post-event meetings with reps. 

The firm also announced a HubSpot integration earlier this month.

“Today, capturing existing demand for a product or service, in real-time, is vital; yet, ensuring each lead is routed and assigned correctly is way harder than it needs to be. With Distro, we can help B2B sales and marketing teams automate the first step in a meaningful engagement and prevent leads from falling out of the marketing funnel. This is a crucial step for increasing inbound conversion rates and boosting revenue generation.”

Chili Piper CEO Nicolas Vandenberghe

Inbound and event lead management address the issue of speed-to-lead with which many B2B organizations struggle.  The average time for lead follow-up is 42 hours.  Automating the process greatly increases the likelihood of scheduling a meeting and converting leads to subsequent stages.

“Chili Piper allows you to connect inbound leads with a rep at the moment they’re interested,” blogged Senior Marketing Manager Maggie Aland.  “This increases your inbound conversion rates and prevents leads from falling out of the marketing funnel.”

Chili Distro is only available for Salesforce.

Global Database

Global Database Build a List supports expanded growth, ownership, and industry variables.

UK-based Sales Intelligence vendor Global Database continues to expand its content and functionality.  Recent platform enhancements include expanded prospecting variables, industry coding, and list enrichment.

New screening variables include

  • Annual Growth: Turnover, Headcount, EBITDA, Net Profit, Liabilities, and Exports
  • Ownership: Parents, Number of subsidiaries, Foreign parent, Number of shareholders
  • Industry: European and North American industry codes, Industry Keywords

International SIC and NACE codes are available across the full company universe.  Global Database also implemented an NLP tool that crawls company websites and identifies keywords and business descriptions.  This descriptive content is then mapped to over 100,000 industry keywords.

“The SIC code is outdated when it comes to new industry verticals, such as Big Data or E-commerce, and if you are looking for such companies by SIC Code, they will be classified as: 63990 – Other information service activities n.e.c., explained CEO Nicolae Buldumac to GZ Consulting.

Global Database now supports company and contact list enrichment for Salesforce and MS Dynamics.  Users upload a list that is matched against its reference database and enriched with over 80 variables and match score confidence.  Matching employs registration numbers, corporate names, domains, phone, postal codes, etc. 

Global Database also provides an interactive report with match rates and segmentation.  Enrichment analytics include match rates, list averages, company status distribution, turnover distribution, top five companies, and pie charts for employment, years in business, and industry.  A location map is also displayed.

Other data tools include CRM maintenance, APIs, and web forms with auto-population.

The Global Database universe now spans 130 million companies and 118 million contacts:

Global Database Counts as of October 2021.

Most of its data is from trade registries, publicly available sources, an in-house data research team, and a few data vendor partnerships.  Direct emails are available for 17 million contacts and mobile numbers for 1.6 million.  If a contact does not have an email or phone number, Global Database integrates with two data vendors, where this information is requested via API in real-time.

Global Database continues to expand its universe of credit reports, with instant Business Credit Reports now available for 350 million companies.  If a country does not support instant reports, customers may request a new investigation from on-the-ground resources.  These reports are delivered within five to seven business days.

Credit reports are priced between £19 and £80, with the UK and Irish reports at the low end.  Most continental European credit reports are priced between £35 and £40.  North American reports are also priced at £40.

Global Database Employee tab.

Flash: Groove Series B and Product Enhancements

Sales Engagement Platform Groove closed on a $45 million Series B led by Viking Global Investors.  Previous investors Capital One Ventures, Level Equity, Quest Venture Partners, and Uncork Capital also participated.  The funds will be deployed for international expansion and continued growth in the enterprise segment.

The round brings total funding to $61 million.  Groove did not disclose its market valuation following Round B.

“We’re experiencing explosive growth in the enterprise segment of the market,” Groove VP of Marketing Kristin Hersant told GZ Consulting.  “This latest round of funding will enable us to invest more heavily in R&D while expanding our operations in EMEA and doubling down on the sales and marketing engine that’s fueling this growth.”

Enterprise ARR is up 114% over the past years.  New enterprise clients include Activision, iHeartMedia, LexisNexis, New Relic, TIBCO, Veeva, and Wintrust.

Although Salesforce’s first cloud was the Sales Cloud, digital selling remains an issue for many Salesforce customers.  An August 2021 Forrester report on the “State of CRM” found that 57% of respondents struggled to offer solid customer experiences due to poor integration and accessibility.

Groove, a native Salesforce Sales Engagement application, “solves this accessibility problem by meeting sellers where they already work, increasing rep productivity while ensuring over 90% Salesforce adoption,” wrote Groove.

“This notion of the sales engagement platform as a cockpit for sellers is likely to continue to drive further integrations between other sales tech categories and these platforms as the advantages of bringing everything to the seller where they sell (the original vision for CRM technology) become more widely recognized,” said Anthony McPartlin, Principal Analyst for Forrester Research in a recent blog post.

“Our enterprise customers want to enable the modern seller while ensuring the highest levels of enterprise security and compliance.  We’re capturing a significant amount of enterprise market share from our competition because our platform was built for the needs of large, complex organizations that rely on Salesforce as their system of record.  We bring automation to the seller instead of requiring that they work out of a separate system. This flexibility ensures extremely high user adoption rates, even with technology averse sellers in non-tech industries.”

Groove CEO Chris Rothstein

Groove also announced a pair of product enhancements that meet “the unique needs of complex organizations.”  The first new feature is automatic logging to custom objects.  The second new capability, OmniActions, “enables reps to complete any sales action without leaving their workflows.”

Groove Custom Objects for Salesforce.

“By seamlessly integrating valuable CRM data into specialized workflows for different roles, teams, and industries, Groove drives CRM adoption and enables revenue teams to get a more complete picture of all sales activities.  The addition of automatic logging to custom objects and OmniActions provides customers even more flexibility for executing, capturing, and properly associating activities with both standard and custom Salesforce objects.  With these new features, Groove strengthens its position as the only sales engagement platform that can easily fit into an organization’s complex and dynamic sales workflows.”

“One of the great things about Groove is its ability to flex to any organization’s sales process, regardless of how much they have customized Salesforce.  Today, we’ve made it even easier for reps to complete, assign, and track their activities without having to leave their workflows.  That means more time for reps to sell, more complete data for managers to manage their teams, and more flexibility for admins to maintain established and successful processes.”

Groove VP of Product Sonia Sarao

Groove’s Advanced Activity Capture now automatically logs activity to custom objects, “minimizing the manual work required by sellers while ensuring complete visibility into account health and opportunities.”

Activity Capture may be configured by profile, allowing for customization at the functional or team level.

OmniActions lets reps manage or execute any activity outside of their regular Flows with automated real-time activity logging.  OmniActions is fully integrated with the Groove Omnibar, supporting actions in Google Workspace, Microsoft Outlook, Salesforce, or the Groove app.

Groove OmniActions

“This combination gives sellers a 360-degree view of their prospects’ and customers’ lifecycle from details and activity to actions – all in their workflow,” wrote the firm.  “OmniActions enables revenue organizations to associate all activities with open opportunities, whether they are part of a single action or multi-step Flow.  By accurately associating all types of activities, revenue teams can take advantage of more accurate reporting and insights into the sales process.”

Groove continues its rapid growth, making the Inc. 5000 for the past three years.  It has over 70,000 users.

Qualified Series B

Qualified closed on a $51M Series B which raised total funding to $68M (Source: Crunchbase).

Conversational Marketing Platform Qualified closed on a $51 million Series B round.  Salesforce Ventures led the round, with existing partners Redpoint Ventures and Norwest Venture Partners also joining.  Qualified has received $68 million in total funding.  It is “the only conversational sales and marketing platform purpose-built for Salesforce Sales Cloud,” stated the firm.

Qualified’s Salesforce roots “go deep.”  Along with the Salesforce Ventures funding, Salesforce CMO Sarah Franklin joined Qualified as a board observer, and former Salesforce SVP Dan Darcy joined as their Chief Customer Officer.  Multiple execs are former Salesforce employees including CEO Kraig Swensrud who worked on the development of Chatter and served as the firm’s CMO.

“Qualified represents an entirely new way for B2B companies to engage buyers,” said Bill Patterson, Salesforce EVP of CRM Applications.  “When marketing and inbound sales teams use this solution with Sales Cloud…they see a notable impact on pipeline. We are thrilled about our growing partnership with Qualified and their success within the Salesforce ecosystem.”

Qualified will deploy the funds to “fuel product innovation;” build out key functions including engineering, sales, marketing, and customer success; and more than double its headcount before the end of the year.

“Conversational sales and marketing is no longer a ‘nice to have.’ It’s mission critical for fast-growing businesses, and table stakes for modern buyers.  The world’s top CMOs and demand gen leaders are turning to Qualified as a new way to meet with their most important buyers the moment they arrive on the website.  There’s no better partner than Salesforce Ventures to help us accelerate Qualified’s growth and bring this solution to Salesforce customers around the world.”

Qualified CEO Kraig Swensrud

Qualified addresses a “multi-billion problem for enterprise marketing and sales teams,” their inability to identify qualified buyers and message to them while they are on the website.  Thus, the $6 billion spent driving buyers to company websites is poorly converted into sales pipelines.

“In enterprise sales, speed matters: Waiting even five minutes after a lead leaves a website decreases the chances of making contact by 10x,” wrote the firm.  “However, it takes salespeople 38 hours on average to respond to qualified leads.  Studies show that 78% of B2B customers buy from the company that responds to them first.”

Qualified offers real-time visitor intelligence and routing based upon Salesforce.  Visitors may interact with chatbots or talk to reps via chat, voice, and screen sharing.  The service promises 99.9% uptime, GDPR compliance, SOC2 compliance, and Salesforce ISV certification.

“The conversational model is simply a better way to connect with new customers.  Buyers love the real-time engagement, sellers love the instant connections, and marketers have the confidence that every dollar spent on demand generation is maximized,” said Board Member Scott Beechuk.  “The multi-billion-dollar market for Salesforce automation software is going to adopt this new model, and Qualified is perfectly positioned to capture that demand.  If your company uses Salesforce, Qualified will be a multiplier on your sales and marketing investment.”

Qualified saves conversations to Salesforce, including a complete visual recording of the timeline, chat transcript, and screen recording.

Last year, Qualified grew revenue by 800% and posted a 175% customer revenue retention rate.  New customers include Adobe, Matterport, Poly, Sodexo, SurveyMonkey, Talend, Tech Data, and VMware.

According to LinkedIn, Qualified grew its headcount by 92% last year.

Conversational Marketing is hot, but the market is shifting from standalone chat to chat as a front-end to ABX Platforms. ZoomInfo acquired Insent last week and rebranded it ZoomInfo Chat, Drift expanded its product vision into Revenue Acceleration with additional channels, and Terminus acquired Ramble and integrated it into its ABX Platform.

Qualified Conversational Marketing Dashboard.

People.AI Acquires Hero and Releases Sales Solution for Salesforce (Part II)

People.AI Sales Solution for Salesforce

Continuing my discussion [Part 1] of PeopleGlass and Sales Solution for Salesforce….

“People.AI’s acquisition of Hero Research is changing the game for enterprise sales teams who use Salesforce,” said People.AI CEO Oleg Rogynskyy.  “Companies run sales on CRM, yet virtually every rep and manager we meet runs a shadow spreadsheet to manage what’s actually happening in their territories. Finally, we’re able to bring the two worlds together with People.ai and Hero Research’s best-in-class solution, so sales teams have the flexibility to manage their pipeline, territories, and activities in an optimal way, ultimately closing more deals.”

PeopleGlass simplifies CRM access to “a single pane of glass to do their job better than ever,” continued Rogynskyy.   There is “no more tab sprawl, no more cutting and pasting, no more shadow spreadsheets.”  Sales reps create a custom view with access to their CRM data without requiring admin or IT support.

“CRM is the place where most sales organizations want their reps and managers to spend their time. Unfortunately, it’s hard to find a rep that isn’t trying to fill critical CRM gaps by stitching together a patchwork of other siloed sales tools without a cohesive workflow. With the People.ai experience available inside of Salesforce, sales teams gain access to all of the data and insights they love incorporated into their daily workflows in a simple and unified way. That has a massive impact on CRM adoption and utilization.”

Thomas Wyatt, Chief Product and Strategy Officer at People.ai

People.AI is bringing the full Hero team onboard, including founders Morgan Bender and Daniel Chen, who will be joining the product organization.  No deal terms were disclosed.

“Combining our unique dataset with People.AI’s AI-driven insights creates a sales productivity solution unlike any other vendor in the market. Customers who have used the solution are reporting an increase of up to 25% in selling time,” commented Bender.

PeopleGlass is available on a freemium basis, sold both as a standalone offering and bundled with People.AI solutions.  According to COO Art Harding, the firm is still defining pricing and packaging following the acquisition.

While People.AI has simplified data access and update, reps will continue to access Salesforce for the “mission-critical workflows that can only be accessed within the solution.”  The new embedded Salesforce experience integrates “the power of People.AI’s benchmarks, leading indicators and sales insights with Salesforce’s native pipeline, account, and opportunity views.”  The integration also supports People.AI tools such as auto-populated relationship maps, deal scorecards, and digital playbooks.

The Sales Solution for Salesforce includes People.AI’s org chart tool built on their October 2020 ClosePlan acquisition.  The Sales Solution for Salesforce also displays engagement insights, peer benchmarks, and next-step recommendations for sales reps.

Sales Managers can track account health, opportunity execution, and rep performance through the Sales Solution.

“People.ai does the heavy lifting by bringing the tools and the data into Salesforce, allowing sales ops to deliver a better end-user experience to their teams and giving reps new tools to accelerate bookings,” explained Rogynskyy.  “Customers who have deployed the product tell me that in a few weeks, this solution has had a bigger impact on Salesforce adoption than years of serving up other carrots and sticks.”

People.AI employs over 200 and has revenue “well into the double digits.”

People.AI Employment (Source: LinkedIn)

People.AI Acquires Hero and Releases Sales Solution for Salesforce

Revenue Operations and Sales Intelligence vendor People.AI acquired Hero Research, a Salesforce productivity app that simplifies CRM access.  The Hero service was immediately re-branded as PeopleGlass.  People.AI also announced a new Salesforce experience for sales reps and managers.

PeopleGlass is designed as an “interaction layer” to reduce the overhead and complexity of maintaining Salesforce content.  Glass refers to the “single pane of glass” metaphor often used for CRM cross-record reporting, a core feature of PeopleGlass.  People.AI argues that CRMs have become complex, full-stack solutions covering many use cases but are cumbersome due to their functional breadth.

“We believe that current CRM solutions are inadequate. Modern businesses are complex and full-stack solutions (platforms that offer many services) reflect the complexity of the many use cases that they need to cover as a one-size-fits-all solution.

Many CRMs today offer the whole gamut, addressing needs from pre-sales, post-sales, support, marketing, etc.,” argues People.AI.  “Furthermore, these companies are focused on selling large deals into small groups of decision makers who rarely interact with the products they purchase. It’s no wonder why many users feel they’ve been ignored by the people building the products they spend huge portions of their lives in.

In the meantime, most people have experience with iPhones, Gmail, and other great products. This only increases the frustration with legacy CRM tools.

PeopleGlass aims to solve this problem by focusing solely on the end user and leveraging learnings from the best modern consumer software.”

People.AI, “Why We Started People Glass

PeopleGlass supports custom sheets, forms, hotkeys, a command-line interface, and a “clean and versatile workspace to eliminate the pain points of using CRMs.”  PeopleGlass may be launched in the browser or added as a Chrome extension.

Custom Sheets provide a spreadsheet view across Salesforce records that supports filters, bulk record updates, searching, and inline updates.  Thus, reps can quickly update opportunity records before pipeline review meetings and then review the spreadsheet with managers.  Records are immediately updated in Salesforce.

PeopleGlass Opportunity viewing and updates

Users can create personal views or modify any of the included templates.  Adding columns, resizing columns, and moving columns are straightforward actions.  Users can also quickly view any record as a form or view the record in Salesforce.

PeopleGlass Forms provide custom layouts for creating and updating account, contact, leads, opportunities, notes or tasks.  Admins can set default fields for records.

A set of hotkeys expedite data entry, allowing users to quickly create records, log calls, and search records. PeopleGlass provides a customizable home page for displaying metrics, sharing and copying sheets or forms with colleagues.


Part II, which discusses the Hero Research acquisition and their Salesforce solution, continues here.

Revenue Grid Guided Selling (Part II)

Continuing from Part I, a discussion of Revenue Grid and its approach to Guided Selling.


Revenue Grid looks to take the CRM system of record and supplement it with insights and actions that move deals forward.  Insights are both positive and negative.  Risk flags include “The decision-maker is not invited to the demo,” “Close data has been changed for the Nth time,” and “Pricing was discussed at the meeting, but no quote has been sent.” By delivering insights to sales reps and their managers, loose ends, which could result in deal losses or delays, are flagged.  Sales reps and managers can then act upon these insights.  Revenue Grid can also make suggestions based upon internal playbooks and best practices.

In short, AI, historical data, and real-time data are employed to build a set of insights and recommended actions.

Revenue Grid goes beyond engagement metrics at accounts. It delivers a broad set of insights that include competitor mentions, lack of recent decision-makers responses, meetings without agendas, quarterly and monthly trends, and team performance.  In January, sentiment analysis will be added to their insights.

An Opportunities view provides real-time pipeline visibility across all accounts.  Reps can quickly update any opportunity information with the updates synced with the CRM.  Sales reps and managers then have a single-pane of glass displaying current opportunities.  Managers are notified of deal size changes, close dates, and scores and can track activity flow.

The Opportunities view includes signals, next steps, last touch, and overview data, providing a quick synopsis of where each deal stands.

Conversational Intelligence records and transcribes voice and video calls, then indexes and analyzes meetings for insights.  Corporate email communications are also analyzed for insights.  Revenue teams and managers can review call transcripts and listen or view significant moments during the call, with summary topics and insights called out.  Conversational Intelligence is also available for coaching and onboarding sales reps.

Conversational Intelligence recordings and transcripts are saved to accounts and opportunities.

A meeting scheduler fronts Conversational Intelligence.  Reps can insert multiple time slots with clickable times in their emails or offer a calendaring link.  Events are automatically synced between Salesforce and Outlook or Gmail.  Other features include calendar delegation (i.e., setting up an admin or CSR to schedule meetings), recurring event scheduling, and group calendaring across the organization.

Salesforce email synching captures emails, scheduled meetings, contacts, tasks, and attachments.  Accounts, Contacts, Opportunities, and Custom Objects are available for syncing, and multiple records may be updated.  Salesforce admins can set up activity auto-log rules, triggering Salesforce processes.

Sales Coaching offers a team performance view that displays revenue booked by reps alongside leads processed and time spent on external meetings, inbound external meetings, and outbound emails.

A Forecasting report evaluates the target, best case, and committed revenue for the team with plan, commit, and open pipeline values for each rep.  Managers can also compare past periods to find trends and set triggers to send notifications when thresholds are exceeded.

An Activity view displays inbound and outbound communications from sales and marketing over time with adjustable time windows.  Unfortunately, the activity graph does not rescale, making it difficult to view activity over an extended period.

Revenue Grid also supports Relationship Intelligence, showing an Account relationship map and flagging individuals in the organization with established relationships for introductions or briefings.

Revenue Grid’s sales engagement features include multi-channel sequences, email templates, and email tracking.  Channels include email, phone, SMS, and LinkedIn.  Sequences may be managed directly from within Salesforce, Outlook, or Gmail.  All Revenue Grid capabilities are available in the native Salesforce mobile app, including email analytics, notifications, and sequences.

Admins can perform A/B testing of sequences.

Revenue Grid detects replies from one or multiple recipients, out of office notices, opt-outs, and bounces.  It then pauses or halts sequences automatically.  It even halts sequences if the recipient is mentioned in an email or meeting invitation.

An email sidebar displays Salesforce data directly within inboxes and suggests relevant, actionable Signals.


Continue to Part III.

Drift for Salesforce

Revenue Acceleration platform vendor Drift launched Drift for Salesforce, a new integration that creates and updates Salesforce Leads and Contacts then syncs chat conversations.  Drift also offers the option to pass leads into Marketo, Pardot, Eloqua, or HubSpot.

Drift employs Contract Attribute mapping that derives contact attributes from chats, with both standard and custom attribute variables supported.  Drift Admins map the variables between the two platforms and set overwrite rules at the field level.

When leads book sales meetings through Drift, the sales rep is assigned as the lead owner in Salesforce, a Salesforce event is created, and the chat transcript is stored as a live chat record once the chat has closed.

Drift also syncs with opportunity records, helping operations teams understand which Drift conversations impacted opportunities, the dollar value of the interactions, and which conversations influenced the deal.  Thus, revenue operations teams can understand which conversations affected the bottom line, wherever they occurred across the buyers’ journey.  Drift reports and dashboards assist with attribution.

“Drift’s pre-built reports and custom dashboards give you an at-a-glance view of your performance so you always have the information you and your stakeholders need – right at your fingertips. You can also use the app to analyze your performance across the business, by specific metric, or by teammate, so you can easily identify specific areas where you should double-down.”

Drift Product Marketing Senior Manager Aurelia Solomon

Drift can also display customized welcome messages for target accounts and immediately route important contacts to sales reps.

Drift looks at the email and domain to map records.  If a domain is new, then a new lead is created, but if the domain already exists, either a new contact record is created or the email is used to match the conversation to a current contact.

Drift for Salesforce is available for Enterprise, Unlimited, Developer, and Performance plans.


In other news, Drift ranked #6 on the Deloitte Fast 500 North American list, with 35,474% revenue growth between 2016 and 2019.

“We founded Drift because we recognized that we were going through a paradigm shift,” commented CEO David Cancel. “We were moving from a world where the company controlled the buying process — to one in which the buyer was in control.  This is even more true now — and we’re just getting started.  Our mission is to change the way businesses buy from businesses, and we’re thrilled that our customers have chosen us to create frictionless, more human experiences.”

TechTarget Prospect-Level Intent (Part II)

Continuing my coverage on TechTarget’s Prospect-Level Intent from yesterday

Prospects are scored and ranked within accounts and across all accounts based on “their recent research activity across the TechTarget network as well as their direct engagement with the customer’s content, website, and advertising.”

To assist with account planning and messaging, Priority Engine added Entry Points, a set of user-defined talking points based upon “a prospect’s recent technology and vendor interests mapped to the particular company’s strengths.”  Entry Points are also delivered at the account-level. They are defined by client teams to call out the topics most salient to company positioning and capabilities.  Client-defined Entry Points are visible within Priority Engine, Salesforce, and export files and are reflected in both the account and prospect rankings.

Prospect-Level Intent is also available within Priority Engine’s Connected App for Salesforce.  Sales reps can quickly fill sales cadences and call lists with high-priority prospects and focused prescriptive insights.  With a single click, Sales reps can add new prospect names to Salesforce, providing a direct path from buyer intent to active leads and contacts.  Prospect and account-level insights, including Entry Points and behavioral intelligence, are displayed within Salesforce Account, Contact, and Lead records.

When uploading Accounts, domains are used for account matching and duplicate prevention.  If a Prospect cannot be associated with an account record, it is uploaded as a Lead.

Account-level fields include account rank, domain, employees, industry, revenue, account address, and up to ten account entry points.  Other account insights include five account signals (e.g. Widespread, Sustained, Late Stage, Stakeholder, Cross-Vendor), an account active this week flag, and behavioral flags for marketing (e.g. visited website, engaged with content, clicked banner), ICP match flag, and their Account Star Ranking.

Contact-level fields include name, title, email, content downloaded, a prospect active this week flag, up to ten Prospect Entry Points, contact address, contact phone, LinkedIn URL, and Priority Engine Contact URL.

Ongoing Salesforce enrichment is not yet available but is on the Priority Engine roadmap.

Priority Engine also supports Marketo, Eloqua, Pardot, and HubSpot out-of-the-box, with custom support for other platforms.

Prospect-Level Intent is available in both Priority Engine and the SMB Priority Engine Express subscriptions.  The Salesforce connector is included as part of a standard Priority Engine license.

Sales Navigator Q3 2020: Listening to the Buyer

LinkedIn is rolling out its third-quarter Sales Navigator release.  The enhancements focus on “features that help you put your buyers first through intelligent action, simplified day-to-day activities, and consistent insight into keeping relationships warm.”  The release theme is “listening to the buyer.”

LinkedIn is dipping its toes into intent data with Buyer Interest Alerts that signal when employees or corporate leaders from a saved account have visited the company’s LinkedIn Page or company website.  Buyer Interest Alerts are available in conjunction with LinkedIn Marketing Solutions and delivered through the Sales Navigator Enterprise edition.  

Marketers install a snippet of code to their website that drive the notifications.  They can then track conversion rates, retarget visitors, and analyze visitor demographics.  The code also powers Buyer Interest Alerts within Sales Navigator.

“With Buyer Interest Alerts, you have buying intent insights that help you to decide when to engage, allowing you to provide a timelier and more customized buyer experience,” blogged Lindsey Edwards, the Senior Director of Product Management at LinkedIn Sales Solutions.  “As we strengthen our buyer intent models with the rich buyer insight that the LinkedIn network contains, we’ll continue to enhance our Interest Alerts to include more signals that will allow you to target the right buyer at the right time.”

Buyer Interest Alerts are anonymous.  LinkedIn notifies the user if there is a visitor from the company but does not disclose details beyond account name, seniority level (i.e. Leadership or Employee), and geography.  Users can then search for Linkedin Members that match these criteria.  Anonymity ensures GDPR compliance.

While many vendors are now offering visitor intelligence, Sales Navigator is the only service that combines LinkedIn company profile views with visitor intelligence.

Account-Level Buyer Interest is not yet supported but is on the product roadmap.

LinkedIn, which has often suffered from spam alerts that overwhelm users, is employing predictive AI to surface the critical notifications for “building and maintaining the relationship with your buyer.”  Users may filter alerts by Lead, Account, shared activity, and alert type with the “most urgent and timely” alerts displayed at the top of the list.

Sales Navigator is also improving its synchronization with Salesforce and MS Dynamics.  Users can now bring their book of business into Sales Navigator through the automated syncing of Leads, Contacts, Accounts, and Opportunities.  The syncing improves the delivery of people and company alerts and insights within Navigator.  CRM synchronization is available as a feature of the Team and Enterprise Editions.

To improve relationships, LinkedIn is now reporting on LinkedIn outreach activity across all Sales Navigator editions.  Lead Lists (followed members) now track LinkedIn engagement with additional columns for actions by the Sales Navigator user and subsequent responses:

  • InMail and Messages sent, responses received, and attachments clicked
  • Connection requests sent from Sales Navigator and LinkedIn and accepted requests
  • Smart Links sent and opened

Lead and Account List sizes were increased from 250 to 1,000, expanding the scope of contacts and companies tracked.  Users may also take bulk actions on up to 25 Lead or Account records at a time, making it easier to remove them from lists or move them from one list to another.

Sales Navigator is well-positioned to assist sales reps during the pandemic as its messaging tools are not location or time-specific.  Sales professionals can reach out with InMails and Connection Requests, and prospective buyers can respond asynchronously.  SDRs and AEs don’t need to obtain (or guess at emails) or place direct dials that go unanswered at empty offices.  Furthermore, Smart Links, launched earlier this year, provides a tool for sharing documents and multi-media with view tracking.

“In what continues to be a unique and challenging moment in history, buyers and sellers, alike, are adjusting to a new normal.  Just like you, they’re juggling the pressures of succeeding in their day-jobs, while also managing their personal lives — homeschooling, daycare, elder care, multiple people working from home, and/or reduced income.  The hurdles might look different from buyer to buyer, but one thing is consistent — they need to feel confident that you understand their challenges and goals.  In the end, you aren’t necessarily selling a product or service, you’re selling a trusted relationship, and the person at the center of that relationship is the buyer.”

Lindsey Edwards, Senior Director of Product Management at LinkedIn Sales Solutions

By the end of the year, the Deals functionality will be integrated directly into the Sales Navigator workflow.  This enhancement will improve relationship status and pipeline visibility.