Lead recommendations - LinkedIn's algorithm recommends profiles of people it thinks will be good sales prospects based on your preferences and previous lead search history.
CRM integration with Salesforce - The new tool will sync account and contact info with Salesforce's CRM platform, making it less of a competitor and more of a complementary service to Salesforce.
Premium search - This is an advanced search tool that allows users to prospect for sales leads more effectively, as well as track the activity of existing leads. This is where LinkedIn's acquisition of Newsle comes in handy. Through Newsle's media tracking technology, LinkedIn gives salespeople real-time updates about what their leads are saying in the press, social media and other online channels.
Unlocking profiles - LinkedIn will offer a limited amount of "profile unlocking" each month to Sales Navigator users. This means they can view the profiles and get in touch with people outside their network.
Teamlink - A way to get introduced to sales prospects through your own company's network.
Although LinkedIn had previously offered some of these capabilities within its platform, this is the first time it will offer a standalone social selling solution, available for subscription at individual, group and enterprise level pricing.
For B2B marketers and salespeople, the Sales Navigator could be a game changer. LinkedIn has effectively cut down the amount of work they have to do in finding potential customers, and also reducing the "cold calling" aspect by giving them rich profile information. Through the platform, sales teams and marketers can search for people by industry, job title, location and expertise, narrowing their focus to only the prospects with the most potential. Rather than building lists from months of groundwork, they can start populating their CRM systems almost immediately.
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