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LinkedIn is sprucing up its Sales Navigator offering with new tools designed to increase and improve salespeople’s reach. The Microsoft-owned company is launching a new plan for those seeking to tap into a larger network in order to connect with prospective buyers. Salespeople will also receive access to PointDrive, along with some added features and more support for their favorite Customer Relationship Management (CRM) system.
Prior to today, LinkedIn offered two plans for Sales Navigator: a professional and team edition. The former was geared toward individuals, while the latter is for a group of salespeople. But what happens when you want to reach more people every month? That’s where the Enterprise Edition could be useful — salespeople will receive 50 InMails per month, 20 more than the team edition, and will receive access to Single Sign-On and a new feature called TeamLink Extend.
TeamLink Extend is an extension of the current TeamLink offering, which leverages the network of all the salespeople in your company using Sales Navigator. But what if everyone in the company isn’t connected on LinkedIn or even using Sales Navigator? LinkedIn’s TeamLink Extend aims to solve that problem by allowing employees to connect their LinkedIn network to the TeamLink pool. Now colleagues don’t have to be directly connected — they can just share their network with coworkers.
If you want to use Sales Navigator Enterprise Edition, it’ll cost you $1,600 per seat per year.
Beyond this enterprise plan, Sales Navigator is seeing the first integration of sales presentation app maker PointDrive since LinkedIn acquired the company in July. Those using Sales Navigator Team and Enterprise Edition will be able to use PointDrive for free — those with team edition will be limited to 10 PointDrive seats per month. LinkedIn has also made enhancements to PointDrive, saying it’s now simpler and easier to share presentations with potential buyers and colleagues. The company is also leveraging machine intelligence to help customize presentations to the right audience, leveraging a buyer’s name, title, and company, for example.
Lastly, while Sales Navigator has been integrated with CRM systems such as Salesforce, Microsoft Dynamics, Oracle, SAP, SugarCRM, NetSuite, and HubSpot, it had seemed to be more of a one-way street, extracting information instead of writing it back into the CRM. Starting today, a new syncing process includes writeback functionality.
When you start to take notes, send InMails, or place a call through the Sales Navigator app, those records can be added to your CRM of choice with a single mouse click. This functionality is starting with Salesforce, but there are plans to extend it to other platforms starting this year.
There are also new CRM widgets that can be included in your software of choice. This feature will show you photos, work history, job titles, and connections for potential buyers — think of it like Rapportive (another LinkedIn acquisition), but for sales.
Enhancing TeamLink and providing additional tools for salespeople is another step LinkedIn is taking to show its professional social network that it can not only match prospects to buyers, but also help close the deal.
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