Connecting linkedin


LinkedIn utilises Salesforce with new Sales Navigator integration

20/07/2016 by Usha Tyagi


It has been reported that LinkedIn has synchronised its Sales Navigator tool with Salesforce. In an effort to empower salespeople to gather increased amounts of data about their clients, the latest update means that users will be able to use the customer relationship management (CRM) tools as well as gain access to a new Gmail extension.

Sales Navigator debuted in 2014. LinkedIn launched the software to pair salespeople with people it deemed could be potential customers. The service acts as a stand-alone tool that uses LinkedIn data to select appropriate prospects. Until now, salespeople were able to utilise Microsoft and Salesforce partnerships to their advantage but had to search leads manually. In addition, users had to individually specify which accounts were important. However, by using the new sync, teams should find that leads and accounts are automatically imported, cutting out a lot of wasted time and increasing the potential to make the right connections.

Initially, the integration is running only with Salesforce, but LinkedIn Vice President of Sales Solutions Mike Derezin said that the firm is actively investigating other possible CRM providers to work with. “We did this as Sales Navigator and Salesforce share a lot of customers and to pull more relevant records back into Sales Navigator to save users’ time. Our goal is to integrate Sales Navigator in more places the sales professional needs to be, and obviously CRM data is a crucial tool that [they all] use.”

In addition to its Salesforce integration, LinkedIn has launched a Gmail extension for Sales Navigator. This means that sales teams can more easily vet possible leads directly from their email. With the new tool, Derezin explains that users will receive more than the usual public contact info and profile data, with saved leads, icebreakers and TeamLink connections also being provided.

The latest enhancements from LinkedIn are part of an ongoing effort to increase the value of the company’s professional database. This means that salespeople can get more data and leads than ever before. By linking with Salesforce, teams will have a more complete picture of each candidate, ensuring that pitches are better received. “By integrating Sales Navigator with more relevant Salesforce CRM data, Gmail access, and a better mobile experience, we are aiming to put Sales Navigator into more places the sales professional needs it to be with the goal of making it a product they ultimately can’t work without,” Derezin said.


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