LinkedIn has added a couple of new elements to its Sales Navigator business dashboard that will provide more insight into potential leads based on your existing client list, along with new product interest insights that factor into LinkedIn activity. Let’s dive right into it.
A Buyer’s Intent
To begin, LinkedIn added a new ‘Account Hub’ functionality that will prioritize a user’s buyer listings based on various data points. As outlined in this video, LinkedIn’s Account Hub will sort a user’s existing buyer information to better highlight opportunities, based on several factors.
Account hub will also show users opportunities to connect with account holders that are aligned with their relative LinkedIn activity. According to LinkedIn:
“As a seller, you can log into Account Hub daily to keep updated on economic changes happening at your target accounts and plan which accounts to focus on based on our proprietary customer-level buyer intent data. Leverage filters like ‘growth alerts’ or ‘high and moderate buyer intent’ to see which accounts are showing signals that they’re an excellent opportunity to pursue.”
It could be a powerful way to tap into new leads, thus maximizing sales performance through utilizing key signals, as sorted by LinkedIn’s system, prompting action on profiles.
LinkedIn’s also integrating its ‘Product Category Intent’ info into its Sales Navigator, which will show you which products potential buyers have shown interest in, based on their LinkedIn activity. Here’s an example: if a prospective buyer has visited several information pages in a certain category, Product Category Intent will highlight these potential buyers in your Sales Navigator display, potentially helping you tap into new opportunities.
LinkedIn explains how this new system makes use of a range of signals to identify buyer intent, with the back-end system working to show each user the best opportunities as they arise. On top of this, LinkedIn’s also adding similar buyer intent signals into its Search filters, while also integrating more purchase interest signals into its Sales Navigator alerts.
“The following new activities will be visible in the Buyer Activity section on Account Pages and in the new Account Hub:
Website visits: Sellers at companies with the LinkedIn Insights Tag installed on their corporate websites will see the general profile of visitors to their corporate website.
New connections to colleagues: See the identity of new LinkedIn connections to other Sales Navigator sellers and TeamLink users on your contract.”
The Wrap
LinkedIn’s also adding more capacity to its auto-save functionality to provide more capacity to edit your CRM listings. The app’s Sales Navigator is a higher-end sales solution, which costs around $100 a month, so it’s not for all businesses. However, it could be a valuable tool that helps maximize your sales, based on LinkedIn activity.
Overall, these new additions are good updates. If you would ever consider spending on the platform, then looking at the latest Sales Navigator features is well worth it, along with knowing how LinkedIn is integrating more processes and AI sorting tools to highlight opportunities.
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