LinkedIn Sales Navigator Integration With CRM
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What is LinkedIn Sales Navigator? LinkedIn Sales Navigator is a strong tool for sales professionals and businesses. It helps them find, engage, and manage potential clients or leads on LinkedIn. It's a paid subscription service that offers more advanced features than a regular LinkedIn account, making it easier to identify high-quality prospects and build relationships.
Key Features of LinkedIn Sales Navigator:
1. Advanced Search and Lead Recommendations
Feature: Use detailed filters to find potential leads based on criteria like industry, job title, location, company size, and more. Get personalized lead recommendations based on your sales preferences and past activity.
Daily Use Example:
You work in software sales and need to target decision-makers in the healthcare sector. You use the advanced search filters to find leads with titles like "Chief Information Officer" or "IT Director" at hospitals or healthcare companies. Sales Navigator provides you with personalized lead recommendations, such as a hospital expanding their IT department, which is a perfect opportunity for outreach.
2. Lead and Account Management
Feature: Save leads and accounts to track updates and activity. Receive real-time notifications about changes, such as job moves or company updates.
Daily Use Example:
You’ve saved a lead, a VP of Marketing at a major retail company. The next day, you get a notification that this lead has shared a post about a new marketing campaign. You quickly engage with the post to initiate a conversation. This insight helps you stay updated and timely in your outreach efforts.
3. InMail Messaging
Feature: Send direct messages (InMail) to potential leads outside your immediate network, increasing outreach opportunities.
Daily Use Example:
You identify a potential lead, the Director of Sales at a tech company, who isn’t in your network. Instead of waiting to connect, you use InMail to send a personalized message introducing yourself and your product. This gives you a chance to make a first impression without needing a direct connection.
4. CRM Integration
Feature: Sync Sales Navigator with popular CRM systems like Salesforce or Microsoft Dynamics 365 to streamline lead management and tracking.
Daily Use Example:
You’ve been communicating with a lead for several weeks, and now it’s time to close the deal. Sales Navigator syncs with your CRM (like Dynamic CRM) to automatically update your lead’s status and activity. When you update the deal in your CRM, it reflects seamlessly in Sales Navigator, so you don’t have to manage multiple systems.
5. Insights and Analytics
Feature: Gain actionable insights into leads and accounts, including company news and engagement data. Track and analyze your activity to measure effectiveness.
Daily Use Example:
You check your dashboard and notice that your InMail messages to IT decision-makers have a higher response rate than those sent to HR leads. Insights and analytics help you refine your approach, so you adjust your outreach strategy to focus more on the IT sector, maximizing your chances of success.
6. Team Collaboration (For Teams and Enterprise Plans)
Feature: Share notes, tags, and leads with team members for coordinated sales efforts. Access team performance metrics and insights.
Daily Use Example:
You’re part of a sales team working on closing a big deal. You share a lead’s profile with a colleague who specializes in legal tech. The colleague can see your notes about previous conversations, and they can tag the lead to update their status. The team can also view performance metrics to evaluate how effective each person’s outreach strategy is, ensuring everyone is aligned and focused.
Benefits of Using Sales Navigator:
Licensing requirements
To use LinkedIn Sales Navigator solutions with Dynamics 365 Sales, you must have one of the following licenses:
Step by step – LinkedIn Sales Navigator integration with Dynamics 365?Sales
To enable the LinkedIn Sales Navigator integration with Dynamics 365 Sales, follow these steps:
1.?Open the Sales Hub model-driven app in Dynamics 365 CRM Sales.
2.?Navigate to the "Sales" area, as shown in the screenshot below.
3.?Then, go to App Settings >> General Settings >> LinkedIn Integration.
We can do the same from System Settings >> Business Management >> LinkedIn Sales Navigator
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4.?Click on Enable LinkedIn Integration.
5.Once you click the Enable LinkedIn button, the Power Platform Admin Center will open in a new tab.
6. After the Power Platform Admin Center opens in a new tab, select the target environment in which you wish to integrate and install LinkedIn Sales Navigator for Dynamics 365.
The installation should be completed within 20 to 25 minutes.
Toggle to "Yes" and save the settings either above or within the Sales Hub under App Settings.
The installation process has completed, installing the following LinkedIn solutions.
The LinkedIn Sales Navigator tab has been added to the Lead, Opportunity, Contact, and Account forms.
To configure it further, click on "Sign in as a different user.
Enter your LinkedIn credentials and start the free trial of the?Sales Navigator Team.
After setting up the trial, the details are populated in the LinkedIn Sales Navigator tab.
Sample contact record:
Sample Lead Record:
The LinkedIn controls for Member Profile and Account Profile on the form are bound to the Last Name and Company Name fields (single-line text fields) within the Lead form.
Similarly, we have a lookup-specific LinkedIn control for enhanced integration and data retrieval.
Here, we have added the LinkedIn Lead Lookup Control in the Opportunity form for the Contact lookup.
The result:
Conclusion
Integrating LinkedIn Sales Navigator with Dynamics 365 Sales enhances the sales process by providing advanced prospecting tools, real-time insights, and seamless CRM synchronization. The integration allows sales professionals to efficiently manage leads, improve engagement, and track interactions directly within Dynamics 365. By following a straightforward setup process, businesses can leverage LinkedIn’s extensive network to strengthen their sales strategy and drive higher conversion rates. This integration ultimately saves time, increases outreach efficiency, and helps sales teams close deals faster.