Integrate LinkedIn Sales Navigator With SugarCRM - Quick Guide
Bridge the gap between Sugar and LinkedIn Sales Navigator. Now all sales activity from prospecting to closing can be standardized within Sugar saving reps valuable time. Leverage the power of LinkedIn Sales Navigator directly within Sugar and working directly with your own data.
Sales Navigator capability is conveniently integrated as a dashlet on the record-view dashboard for account, opportunity, contact, and lead records. This guide will outline how to find lead recommendations, set up introductions, read news-worthy updates about your accounts and leads, and save time by gathering information from LinkedIn without leaving Sugar.
Requirements For Integration:
The following prerequisites must be met before the Sugar Connector for LinkedIn Sales Navigator can be used:
- You will need a LinkedIn account and a commercial Sugar user account.
- Your LinkedIn account must be tied to an active seat on a LinkedIn Sales Navigator Team or Enterprise subscription.
- The Sugar Connector for LinkedIn Sales Navigator must be installed to your instance by an administrator. Please refer to the Sugar Connector for LinkedIn Sales Navigator Installation Guide for more details.
- An administrator must enable you as a user of the connector. For more information please refer to the Installation Guide's Configuring User Access section.
- You will need to use a JavaScript-enabled browser. Most major browsers (e.g., Chrome, Internet Explorer) should have JavaScript enabled by default. You may also need to adjust your browser settings to identify LinkedIn as a trusted site and to accept cookies from LinkedIn. For more information, please refer to LinkedIn's Help Site.
- LinkedIn's API retrieves data based on specific fields, so your contacts and leads in Sugar will need an email address, while accounts and opportunities will need a name or website.
Signing In to LinkedIn via the Connector
When you log in to LinkedIn's main website at https://www.dhirubhai.net, LinkedIn stores an identifying cookie in your browser, allowing you to navigate away from their website and back again without needing to log in again. The Sugar Connector for LinkedIn Sales Navigator looks for that LinkedIn cookie and will automatically authenticate your connector's access if the cookie is found. For more information on how LinkedIn uses cookies, please refer to LinkedIn's Cookie Policy.
If the connector cannot find a LinkedIn cookie in your browser, you will need to sign in to your LinkedIn account before you can view any Sales Navigator insights in Sugar. To sign in, navigate to any of the LinkedIn Sales Navigator dashboards as explained in the Accessing the LinkedIn Sales Navigator Dashboard section and then click on the Sign In button in the LinkedIn Sales Navigator dashlet:
In the pop-up window, enter the email address and password that you use to access LinkedIn then click on "Allow access":
The authorization window will close once it has accepted your credentials and the LinkedIn Sales Navigator dashlet will automatically refresh with data pulled from your LinkedIn Sales Navigator account.
Accessing the LinkedIn Sales Navigator Dashboard
Once an administrator has granted you access to use the connector, the dashboard will be available on the record view for modules enabled by the administrator. The supported modules to be enabled for the connector are Contacts, Leads, Opportunities, and Accounts.
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To utilize the Connector for LinkedIn Sales Navigator, simply view a contact, lead, opportunity, or account in record view and switch to the LinkedIn Sales Navigator dashboard. Please note that the availability of the dashboard for a particular module is set by the administrator and, therefore, you may not see the dashboard as an option for all supported modules.
Note: When you first access the LinkedIn Sales Navigator dashboard, you may need to sign in to LinkedIn to view information in the Sales Navigator dashlet. For more information, please refer to the Signing In to LinkedIn via the Connector section.
Working With Leads and Contacts
The Sugar Connector for LinkedIn Sales Navigator compares your Sugar data with LinkedIn to draw insights about your leads and contacts. When the connector finds a match for your lead or contact in LinkedIn, it automatically creates a match with the record in Sugar and displays the matched LinkedIn record in the Sales Navigator dashlet in Sugar. Matched leads and contacts will show your common connections, how to get introduced, and suggest some icebreakers for your first meeting. In addition, matched leads and contacts can be saved as leads to your Sales Navigator account, which can then be viewed and messaged via Sales Navigator.
If the connector cannot find a match for your lead or contact, you can create a manual match as explained in the next section.
Matching Sugar Leads and Contacts With Sales Navigator
The Sugar Connector for LinkedIn Sales Navigator will match Sugar records with LinkedIn profiles. To ensure that correct matches are made between Sales Navigator and Sugar, save as much information about your records as possible. The more accurate and complete your Sugar data is the better chance of finding a match between Sales Navigator and your Sugar records.
The following LinkedIn data is used to find a match for your Sugar lead and contact records:
- email address (required)
- phone number
- first name
- last name
- current company
- past company
- current title
- past title
If the connector cannot find a match for your lead or contact, the Sales Navigator dashlet will display a message saying that no results were found. To manually search LinkedIn for a match from Sugar, click on the Back link in the dashlet:
The dashlet will present a search form that has been populated with known values from Sugar. Edit the known values in an attempt to find the correct match from LinkedIn.
Once your search returns results from LinkedIn, you can interact with the potential matches as follows:
- Back : The Back link returns you to the search form.
- Next/Previous : The next and previous arrows will be darkened when there are multiple pages of potential matches. Click on the Next arrow to proceed to the next page of results in the dashlet.
- View Profile : Click on a potential match's name or profile photo to view their full LinkedIn profile in a new browser tab.
- Match : Click on the Match link to confirm that a potential match is an actual match with the Sugar record.
- Dismiss : Click on the "x" on a potential match's card to dismiss it as not a match.
For more information on matching records, please refer to the LinkedIn article Leads, Contacts, and Accounts Matching between Sales Navigator and your CRM on the Sales Navigator Help website.
Working With Matched Leads and Contacts
Matched leads and contacts will show your common connections, how to get introduced, and suggest some icebreakers for your first meeting. In addition, matched leads and contacts can be saved as leads to your Sales Navigator account, which can then be viewed and messaged via Sales Navigator.
Icebreakers
The Icebreakers subtab displays insights into your relationship with the lead or contact based on shared connections, experiences, and interests. Use the next and previous arrows to navigate through potential icebreakers.
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