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LinkedIn Sales Navigator

  • 1.  LinkedIn Sales Navigator

    TOP CONTRIBUTOR
    Posted Apr 10, 2018 01:50 PM
    Just curious if anyone currently uses this LinkedIn Sales Nav app?

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    Heather L
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  • 2.  RE: LinkedIn Sales Navigator

    TOP CONTRIBUTOR
    Posted Apr 11, 2018 04:37 AM
    We looked into LinkedIn Sales Navigator as the functionality looks great.

    However... for us the problem came with how it matches existing records in the database.  It seems to match on first and last name, which is not good.  However, even if it tried to match on email address, it would still struggle as many people use a personal (gmail) address in LinkedIn but in CRM you often have their work email.

    So the issue is duplicates and possible mis-matching of existing data.

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    Simon West
    Nett Sales LLP
    Aldbourne
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  • 3.  RE: LinkedIn Sales Navigator

    TOP CONTRIBUTOR
    Posted Apr 11, 2018 04:39 AM
    Should also add that when we investigated this about 3 months ago you needed a LinkedIn TEAM Sales Navigator licence, not the usual one individuals sign up to...

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    Simon West
    Nett Sales LLP
    Aldbourne
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  • 4.  RE: LinkedIn Sales Navigator

    TOP CONTRIBUTOR
    Posted Apr 11, 2018 08:40 AM
    thanks for the info! The more research and reading I do I am finding others are experiencing the same "glitches" with data not matching up correctly. I am hesitant to bring this option up to my boss as something to try out due to this.

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    Heather L
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  • 5.  RE: LinkedIn Sales Navigator

    Posted Apr 11, 2018 12:42 PM
    Edited by Luke Kovarik Apr 11, 2018 12:43 PM
    Hey Heather,

    Our company is considering purchasing the enterprise product, I posted to this UG asking pretty much the same question you did a few months ago and heard from that thread that there are issues with matching.  One of the people who responded to my post said something like 80% of the matching was inaccurate, not sure why that was the case for her users.

    To me Sales Navigator sounds awesome when you first hear about it, and as a standalone product it can be pretty beneficial, but as I started unpacking the details about how the Dynamics/LinkedIn integration works I became decreasingly excited about the user experience our users would have with the enterprise Sales Navigator product.  Our company has three separate Dynamics implementations and we are considering getting Sales Navigator for our largest and primary implementation.  In our implementation, data (Contacts, Activities, Opportunities, Accounts, etc.) is owned by a Team instead of a User.  Our user base is made up of small business owners who are financial advisers who then hire their own staff.  The staff are delegated nearly all of the "back office" work by the advisers (updating Contact records, updating Opportunities, etc), typically.  Sales Navigator does not have this Team concept at all, nor do they plan to add it any time soon.  This is potentially a big issue for us, that Sales Nav lacks in features that allow for collaboration between team members the way we need it to.  LinkedIn has said that some initial collaboration features are coming in the "later half of this year" but I haven't seen any demo environment showing the features from LinkedIn's product team so I cannot comment on whether I think that those collaboration features would work for our users.

    Currently we are moving our on-premise implementation to the cloud which is a pre-requisite of course to get any Sales Nav/Dynamics integration (other than the LinkedIn widgets inside of Dynamics). So once we complete that project we plan to do a pilot of Sales Navigator with a small subset of our user base, a few hundred financial adviser teams, and see if the tool is usable or not.

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    Luke Kovarik
    Sr. Technical Product Manager
    Northwestern Mutual
    Milwaukee WI
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  • 6.  RE: LinkedIn Sales Navigator

    TOP CONTRIBUTOR
    Posted Apr 11, 2018 01:14 PM
    Great info and good to know!! I initially had the same feelings- overly excited- which slowly dwindled as I see more and more issues with this app. Hopefully something down the line becomes available and possibly works better for our needs. I would hate to implement something that will just cause more errors and mistakes with matching (false) records at the same time as upgrading to V9 and trying out the outlook app too. Hopefully things come together later on or something else becomes available that is more beneficial in that case.

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    Heather L
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  • 7.  RE: LinkedIn Sales Navigator

    TOP CONTRIBUTOR
    Posted Apr 11, 2018 08:20 PM
    Hello,

    We have quite a few people using it and the feedback is pretty positive. Yes, there are some concerns with the matching, and in our experience, it uses both the first/last name AND email.

    If one were to use just Sales Navigator alone, it has a lot of value to it. If you asked most sales people, LinkedIn is a valuable tool for looking up roles and relationships of people involved in the sales process. Add-in pretty decent integration with D365 and you get the additional benefit of having it inside 1 app and bubbling up that information inside of CRM.

    The additional benefit is the team aspect, meaning, the integration will show relationships of other people on my team that might have a 1st, 2nd, 3rd degree relationship with a prospect or customer. E.g. I can see my personal relationships in LI, and I can also see Joe's relationships who works for the same company as I do. The only other way I would know this is to blast out an email to everyone asking if they know person x for a lead or opportunity we are working on.

    This is essentially the v1 release and, in true Microsoft fashion, the next couple of releases will get even better.

    Mike

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    Mike Hammons
    Director, Business Intelligence
    AKA Enterprise Solutions
    Woodstock GA
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  • 8.  RE: LinkedIn Sales Navigator

    Posted Apr 17, 2018 10:09 AM
    All our sales & marketing teams are using the MRSS functionality - we had some challenges initially but overall this is a great tool that will get better. Benefits include productivity gains from either just working in CRM & with SN widget you can search leads or accounts or in reverse if in SN you can easily record back to CRM with a single button click. 

    This is the future of prospecting, account management and general sales activities such as competitor intelligence - having a seamless integration with CRM gives competitive advantage to MSFT over SFDC that will become stronger.

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    Saleem Chohan
    Edgewater Fullscope
    Delph
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