LinkedIn’s Sales Navigator gets account mapping to help sales teams identify the right buyers

LinkedIn has announced a handful of new features for Sales Navigator, its platform that gives sales teams deeper insights into prospects.

LinkedIn launched Sales Navigator back in 2014, two years before Microsoft acquired the professional social network for $26 billion, and in the intervening years it has added a number of new features to the platform, including CRM syncing and a dedicated enterprise plan.

Sales Navigator is designed to help sales teams find the right people and companies to target by harnessing the vast swathes of business and engagement data LinkedIn holds, while integrations with customer relationship management (CRM) tools such as Salesforce allows them to merge active and prospective sales account data.

Coming up in the next couple of months, LinkedIn will be adding a new account-mapping feature, which is apparently a much-requested feature in the LinkedIn world. Using an account map, users can visualize all the key stakeholders in a customer account, enabling them to spot gaps and  identify the right people to start building relationships with. So this will essentially let people discover whether the people they already know at a company are actually the best people to know in terms of making buying decisions.

Above: LinkedIn Sales Navigator: Mapping accounts

Sales Navigator will be launching some time this quarter, and will be available to all Sales Navigator subscribers across Professional, Team, and Enterprise.

Also coming up this quarter, LinkedIn said that it will be rolling out a new lead creation feature for Enterprise Edition subscribers, enabling them to save new leads to their CRM tool directly from a Sales Navigator lead list.

Sales Navigator offers different features across its various tiers, which start at $64.99 per month per user on the professional plan. Depending on what a sales teams needs, they can get access to advanced lead and company searches including alerts, while they can also create custom lists, request “warm introductions” from team members, and integrate with their CRM contacts.


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