Microsoft’s LinkedIn strengthened its Sales Navigator product last week with the launch of an Enterprise Edition, which includes enhanced CRM integrations, and several other features designed to help reps better connect with their prospects.
The Enterprise Edition aims “to be the best version of Sales Navigator for high-functioning sales organizations,” Doug Camplejohn, LinkedIn Sales Solutions’ head of products, wrote in a blog post. “As they say, we’re turning up the volume to 11.”
Users can send as many as 50 InMail messages per month, and manage their accounts through a Single Sign-On option. Also in the package is the TeamLink Extend option.
“Until now, if you were looking for a warm introduction to a lead, you could go through your personal LinkedIn connections, or use TeamLink, which pools networks of all the Sales Navigator seat holders in your company,” Camplejohn wrote. “But we know your reps are probably not connected on LinkedIn to the vast majority of employees at your company,” and that not every employee needs to have a license.
TeamLink Extend addresses this problem by enabling licensed users to tap into the networks of unlicensed peers within their organizations. One stipulation, however, is these professionals have to opt-in and submit their networks to a pool first.
LinkedIn has also integrated content sharing capabilities from its 2016 acquisition, PointDrive, into the Team and Enterprise editions of Sales Navigator. The solution lets salespeople bundle marketing materials–e.g. presentations, videos, or whitepapers–and send them to potential customers in “beautifully rendered” mobile or desktop environments. After they’ve done so, sellers can also track how the content is being consumed, and by whom.
Sales Navigator is now stronger on the CRM front. Users can record and log their activities in those systems without giving it too much thought or time. According to Camplejohn, sales reps are able to take notes, send InMails, or make phone calls from the mobile app and store them with a simple mouse click. This “CRM Sync” is available within Salesforce.com, and will be introduced to other CRM platforms later in the year. (Interestingly, the Salesforce integration comes before an integration with Microsoft’s own Dynamics CRM product.)
A widget integration allows users to view LinkedIn profile details and visuals within CRM systems. The widget works with Salesforce and Microsoft Dynamics, and will soon be available for Oracle, SAP Hybris, Netsuite, Zoho, SugarCRM, Hubspot, among others.