LinkedIn’s Q4 Sales Navigator Update Zeroes In on Solidifying Existing Relationships

The theme of LinkedIn’s regular quarterly update to its Sales Navigator for the fourth quarter of 2020 is enabling its users to focus on their current customers.Vice president of product management Lindsey Edwards said in a blog post, “Sales Navigator will always be a great tool to help you identify new buyers, but it’s also a resource to help you build and maintain meaningful relationships with your current customers. New features and enhancements this quarter center on supporting you in cultivating relationships, driving more efficiency in your day-to-day and further identifying buyer interest.”CSV lists of accounts can now be imported into Sales Navigator, enabling users to prioritize those accounts and determine the best opportunities for outreach based on aggregated LinkedIn activity insights including InMail messages, connection requests and Smart Links activity.Customers who have the Enterprise Edition of Sales Navigator and have activated CRM Sync can view opportunity details from their CRM in their account lists, including name, close date, stage and owner, for active and closed opportunities.LinkedIn is also introducing improvements to return on investment reporting that will enable administrators to leverage CRM Sync and view the total revenue sourced or influenced by Sales Navigator.Finally, the professional network is expanding Smart Links to include video and URL assets, giving users even more insights into potential buyer interest.Edwards wrote, “It’s hard to believe that it’s November and we’re several months into a new ‘normal’—one that has us spending most of our time engaging virtually with both colleagues and customers. In speaking with many of you, we understand that it has never been more important to cultivate existing customer relationships—listening, working together to solve problems and supporting one another in this journey.”


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