Linkedin Sales Navigator Release Notes

Sales reps face two constant challenges: outdated CRM data and wasted time switching between platforms. Job changes, new contacts, and missed updates can cost deals before you even know it.
LinkedIn and Oracle are solving this together.
Today, we’re announcing the integration of Oracle Sales and LinkedIn Sales Navigator through CRM Sync for Sales Navigator Advanced Plus users. This two-way sync ensures reps stay on top of opportunities, update CRM records in just a few clicks, and log LinkedIn interactions automatically—saving time and keeping data accurate.

Why this integration matters

Oracle Sales powers global sales organizations, but contact and account data can go stale quickly. LinkedIn Sales Navigator solves this with access to the world’s most comprehensive professional graph—over 1.2 billion members, 70 million companies, across 200+ countries and territories.
With this integration:

• Real-time updates ensure reps see job changes the moment they happen.
• Relationship intelligence reveals warm paths into key accounts.
• Embedded workflows mean insights live inside Oracle Sales—no more copy-paste, no more toggling.

The result: sales teams engage the right buyers, at the right time, with context that wins trust.

What the integration looks like in action

LinkedIn Sales Navigator insights now live directly inside Oracle Sales. Reps get visibility into timely updates for contacts and companies—job changes, shared connections, recent posts—without leaving their CRM.

New embedded features include:

• Find Key People: Identify the best paths into each account or the next best contact for multithreading.
• Relationship Map helps reps visualize connections and build multithreaded outreach strategies.
• Account IQ, which gives an AI-generated, updated summary of accounts, including their financial report, strategic priorities, and biggest challenges.

Increase rep productivity with better data and smarter workflows

Although data entry is critical, it’s time-consuming and error-prone. With this integration:

• Sellers can create new CRM contacts or leads directly from CRM
• Sellers can identify and update out-of-date CRM contact records such as wrong accounts, job titles, or location) with just a few clicks.

Admins can configure workflows and triggers to notify reps when key events occur—like a contact accepting a connection request or viewing a Smart Link.

Log Sales Navigator activities to CRM in just a few clicks

Logging activities—InMails, connection requests, Smart Links, notes—is now seamless. Whether reps take action from Sales Navigator or Oracle Sales, interactions are automatically captured.
This gives reps instant access to the full context of every outreach—no digging, no guesswork. That means better follow-ups, stronger pipeline visibility, and fewer deals slipping through the cracks.

Get Started Today

If you’re an Oracle Sales customer using the Redwood UI and have a Sales Navigator Advanced Plus license, you can activate the integration now.
Contact your LinkedIn account manager or request a demo to see how your team can start working smarter and closing deals faster.

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If you're in sales and feeling the pressure right now—slower pipelines, hesitant buyers, tougher outreach—you’re not alone.

In this environment, prospecting—the art of getting in front of the right people at the right time—is more critical than ever. And yet, it’s also the task sellers typically enjoy the least.

With Sales Navigator, we aim to unlock the power of human connection to drive growth for your business. If your CRM is for managing the people you already know, Sales Navigator is for the people you need to know. We’re taking that promise even further with Sales Assistant, now available in limited beta.

Sales Assistant isn’t just another productivity tool—it’s an AI-powered prospecting partner built on LinkedIn’s unmatched professional data and agentic AI technology. While Sales Navigator has always been powerful, Sales Assistant simplifies and enhances it by working in the background to surface only the most relevant leads, guide your next move, and help you draft outreach that resonates—all within a streamlined workflow that advances our AI vision of making sales smarter and more efficient.

Currently in beta with LinkedIn’s own sales team and select customers, we’re learning and refining every step of the way to ensure it delivers real value.

“It ticks all the boxes,” says Regan Barker, Head of Revenue Operations at Grant Thornton Australia, who has been using Sales Assistant since its beta launch. “Saves time, gets us to wins quicker, and helps us connect with the right people.”

How Sales Assistant Works: A seamless, AI-guided selling workflow.

Delivers the best leads, daily

By scanning real-time signals across LinkedIn’s 1.2 billion members, Sales Assistant goes beyond titles to uncover high-potential leads most sellers miss—and delivers them to you daily. It continually learns from your feedback to deliver smarter, sharper recommendations over time.

Shows the best path in

With 14K new LinkedIn connections every minute, the smartest path to a prospect is always changing. Sales Assistant scans your network to find the most effective way in, whether that’s a warm intro or direct outreach.

Drafts personalized outreach

By analyzing the 1.7M updates viewed each minute on LinkedIn, Sales Assistant uses AI to surface real-time buying signals and draft timely, relevant outreach—tailored to your style, with the flexibility to edit as needed.

The Bottom Line: Less Busywork, More Selling

For sales leaders, Sales Assistant enables teams to be more efficient and focused. Automated, data-driven recommendations ensure that sellers spend less time on research and more time on high-value engagement, which leads to higher conversion rates and a more streamlined sales process.

For individual sellers, it means more time spent building meaningful relationships instead of digging through endless data. With personalized outreach suggestions, deeper account insights, and a tool that evolves with every interaction, it’s easier to engage and close deals faster.

Explore Sales Assistant and learn what it could do for your team. Happy selling!

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Powering LinkedIn.com with Sales Navigator insights & AI-assisted introductions

Authored by Monica Lewis
November 21, 2024

Sales Time Crisis: Solved

We know sellers live on LinkedIn. How could they not, when it puts the world's largest professional network of over 1 billion members right at their fingertips?

We also know that a seller's time is precious. Research shows that, on average, sales professionals spend just one third of their time actually selling.

To help them maximize their time and access insights exactly when and where they’re needed, we’ve created an enriched experience across LinkedIn.com, available exclusively for our Sales Navigator customers.

Meeting Sellers Where They Are

We’re meeting our users where they are by bringing valuable Sales Navigator-powered insights directly into your LinkedIn.com experience.

This upgrade reduces manual work, enables smarter, more impactful sales engagements, and empowers your teams to accomplish more with less effort.

Let’s take a look at how our latest features are transforming sales.

• 1. Sales Insights on Profile Pages: Review leads faster with a high-level overview of a LinkedIn member’s profile with Sales Navigator powered insights, highlighting key signals such as buyer intent, job changes, and warm paths in.
• 1. Get Introduced with AI*: Ask for an AI-assisted introduction, and with LinkedIn’s unique understanding of professional connections, shared experiences, and relationship insights, Sales Navigator will craft a personalized message to help unlock warm introductions at scale.
• 1. Account IQ on LinkedIn Company Pages*: Ensure sellers show up prepared for every conversation with AI-powered account insights that tell them all the must-know details about a business, available directly from their Linkedin company page.

Supercharge Your LinkedIn Experience

Last year, we carried out a “Total Economic Impact” study with Forrester. They found that Sales Navigator users saved 15% of their time each week in research-related activities. We remain committed to this principle of giving sales teams the gift of time to spend on revenue-driving activities, as it is one of the most effective ways to increase pipeline and retain customers.

By supercharging their LinkedIn.com experience with powerful lead insights, AI-assisted introductions, and Account IQ summaries, we’re bringing more intelligence into your sales team’s workflow, allowing your teams to have more high-quality conversations with the people who matter.

• Account IQ on LinkedIn Company Pages, and AI-assisted Introductions, are available with Advanced and Advanced Plus Sales Navigator plans.

Keep pace with the latest thinking in sales

Subscribe today to the LinkedIn Sales Blog.

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“People buy from people.” It’s a phrase every sales professional is familiar with. In a world where shifting market conditions and advanced technologies are transforming business practices, it’s more important than ever to remember this undeniable truth: trusted relationships are at the heart of every buyer-seller interaction.
Finding the right buyers is just the start of earning trust and closing a deal—a task harder than ever, with research showing an average of 11 decision-makers per B2B sale. That’s a lot of relationships to nurture!
With over 40% of deals lost due to indecision within buying committees, sales professionals face a steep challenge in persuading these large, diverse groups. Often, this happens because sellers lack the right insights to connect to their business priorities, or because accessing them takes too much time.
So what’s a sales professional to do? Well you could spend hours Googling industry trends that might resonate with these buyers, infiltrate their office (if they still go to one) and eavesdrop on their conversations about the problems they’re solving for, or even attend every possible conference or trade show in the hope of making an introduction.
Or ... you could employ the latest and greatest AI-powered sales tech to get real-time insights about them and their business using trusted data from LinkedIn—the world’s largest professional network.
That’s just what Lead IQ and Account IQ from Sales Navigator deliver—in just a single click.

Understand your Buyers with new Lead IQ

Lead IQ summarizes LinkedIn data into a concise summary of a lead's experience, achievements, interests, commonalities, and activities. Whether you’re crafting that perfect outreach or preparing for customer meetings, Lead IQ gives users a competitive advantage in the battle for buyers attention.
With Lead IQ you can:

• Elevate your outreach: The best sales outreach demonstrates clear understanding of the recipients role and priorities. In seconds, Lead IQ delivers impactful LinkedIn-sourced insights on any lead, like their passions, interests, or industry experience, empowering sellers to showcase a deep understanding from the start.
• Reduce your Research time: Research for personalized outreach and meeting prep can take hours. In a matter of seconds, Lead IQ condenses hours of research into a succinct summary of high level must-know details.
• Never be caught unprepared: Picture this: you’ve just dialed into a sales meeting and you don’t recognize all of the faces. Time to fake it? Not with Lead IQ. Acting as a lightning-fast research assistant, it can call up the details you need to understand an unknown individual’s role and motivations in those unexpected moments.

Understand their Business with enhanced Account IQ

Last year we announced Account IQ, it’s used by sales teams the world over to help them deeply understand accounts—and now it’s even more powerful.
Account IQ has been enhanced with more detailed, personalized insights that highlight why your solution is the perfect fit for a target account and coaches you on how to best map your solution to their business needs. These enhancements will enable users to have more informed conversations, and accelerate research and account planning.

As LinkedIn [In]Sider Brynne Tillman puts it “Account IQ means less time spent hunting for information and more time spent building rapport through meaningful conversations with buyers. With its AI-generated summaries, Account IQ equips sales professionals to show up as trusted advisors, ultimately leading to more effective selling and stronger customer relationships.”

Lead IQ and Account IQ: A Dynamic Duo

With Lead IQ and Account IQ working together, all of your teams—from business development to leadership—will have the power to elevate every conversation with key insights on accounts and buyers. The Sales Navigator AI Suite will significantly boost the productivity of every user, making it the ultimate AI partner in B2B sales.
We recently set out our vision for a reimagined Sales Navigator, powered by AI. Lead IQ and Account IQ are our first steps in realizing this vision and they’re available now for your reps*.
Not ready to use AI features yet? No problem—there’s an opt-out in the admin settings.
*Lead IQ and Account IQ are available to Advanced and Advanced Plus Sales Navigator users. To learn more about pricing, click here.

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Drive More Profitable Growth Through AI: How Sales Navigator is Revolutionizing Sales

Authored by Bill Burnett
VP, Product Marketing at LinkedIn
October 1, 2024

Modern Problems…

• Challenging Economic Markets: In a higher interest rate environment with persistent macroeconomic headwinds, every business is seeking more profitable growth. Despite recent rate reductions, it will take time for the environment to ease, and the push to do more with less has become the new normal.
• B2B Buying Complexity: B2B buying processes are more consensus-driven than ever. The average sales cycle involves over 11 people, yet most sellers are only connected to 1-2 target buyers. More than 40% of B2B deals are lost because buying committees cannot reach a decision.
• AI Expectations: Leaders see great promise in AI to transform sales effectiveness and navigate rising complexities, but many are unsure about the best way to adopt these tools and drive meaningful business outcomes.

…Require Modern Solutions

AI is transforming B2B sales, unlocking the ability to scale top-performing behaviors across your entire team. But AI is only as powerful as the data and context that fuel it.
What sales leaders need is AI that connects sellers with the right people, at the right time, with the right message —enabling more high-quality conversations. The goal? Empower all sellers to perform like top performers.
That’s why today we’re expanding on our AI vision and introducing a suite of new capabilities to help every team member perform at the level of your top sellers and drive more profitable growth.

LinkedIn Sales Navigator: Reimagined with AI

We’re combining LinkedIn’s unparalleled network of professional data with our cutting-edge AI, amplified through our partnership with Microsoft, to drive smarter, more meaningful sales engagements at scale. Sales Navigator empowers teams to achieve more with less effort by transforming how they find, engage, and elevate relationships with buyers.
Discover below how we’re turning this vision into reality in the weeks and months ahead.

Find, Engage, and Elevate your most important conversations

• FIND all the right people.

With today’s consensus-driven buying committees, building widespread support across an account is critical. To solve that challenge, we’re introducing a new solution: Lead Finder. This tool automates the manual steps of prospecting by harnessing the power of AI and LinkedIn's relationship intelligence. It leverages individual sellers' Sales Navigator personas, activities, and key profile data to serve up relevant leads and conversation-starting insights each day—empowering sellers to prospect less and sell more.

• ENGAGE effectively

With today’s fast-paced selling environment, crafting personalized and relevant outreach at scale is essential to stand out and engage potential buyers. That’s why we’re introducing Message Assist. This AI-powered tool automates the creation of hyper-personalized messages by leveraging LinkedIn's rich professional data. It analyzes not only your prospect’s background, company insights, and shared connections but also your products, services, and selling history. This allows Message Assist to draft contextually relevant outreach that reflects both you and your offerings—empowering sellers to engage more effectively while saving time, so they can focus on closing deals.

• ELEVATE every conversation

Salespeople are often only involved in a fraction of the decision-making process, so it’s crucial they come fully prepared for every interaction. Today, sellers can already use Account IQ to access automatic account summaries with a single click. Coming soon, we’ll be enhancing Account IQ with more detailed, personalized insights that highlight why your solution is the perfect fit for a target account and coach you on how to best map your solution to their business needs.
Next up is Lead IQ, which aggregates and summarizes key information about potential leads using LinkedIn data. Lead IQ enables every member of your revenue team to uncover what will resonate with a buyer—whether it's for that initial outreach or preparing for a key meeting, it provides the essential insights to make every interaction meaningful.
Today’s news is just one of several exciting steps we’re taking as part of LinkedIn's larger, unified AI vision. Leveraging our unique relationship intelligence from a community of over 1 billion members, we're committed to reshaping the way sales teams drive profitable growth. By harnessing AI to increase productivity, we’re scaling the habits of top performers to empower every seller to reach their full potential. With Sales Navigator’s expanded capabilities, we’re delivering more value to all customer-facing roles. The future we’re building is filled with opportunities, and I invite you to join us on this transformative journey. Learn more here.

*Lead Finder and Message Assist coming to LinkedIn Sales Navigator in early 2025
**Lead IQ coming to LinkedIn Sales Navigator in November 2024

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HubSpot’s Smart CRM and LinkedIn Sales Navigator integration

What happens when you combine a world-class customer platform and the industry leading sales intelligence platform? You get some serious B2B sales superpowers.
Today, we are announcing the general availability of the integration between the HubSpot’s Smart CRM and LinkedIn Sales Navigator through CRM Sync. This integration will be available to customers who have both Sales Hub Pro or Enterprise and LinkedIn Sales Navigator Advanced Plus plans.
By integrating HubSpot’s Smart CRM with LinkedIn Sales Navigator, teams unlock efficiencies and a two-way flow of data between the systems. The integration is designed to help your sellers become more efficient by removing the need to switch between multiple platforms. By maximizing seller workflows, they can then invest their time in proven deep sales best practices, have conversations with people that matter, and move deals forward.
The TL;DR on HubSpot’s Smart CRM and LinkedIn Sales Navigator integration.
Now, it’s easier than ever for joint HubSpot and LinkedIn customers to access accurate and up-to-date data on people and companies and log key deal activities — all available in one place — HubSpot’s Smart CRM. The capabilities now available include real-time access to LinkedIn data through HubSpot’s Smart CRM, the ability to update the CRM in just a few clicks to ensure greater data integrity, and easy ways to log LinkedIn and Sales Navigator activities directly into HubSpot’s Smart CRM.
“It’s incredibly exciting,” said Christian Kinnear, Chief Sales Officer at HubSpot. “When I announced it virtually to our sales team, I got what I believe is the Zoom equivalent of a standing ovation. People were whooping and hollering, chatting about how great this is and how much our customers are going to love it. Most of all, my team wanted to know when they themselves could use it. That’s a really good sign — when your own people want to use it.”
HubSpot’s Smart CRM is the sales backbone of over 200,000 customers, but sometimes customer or account data can become outdated. That’s where LinkedIn Sales Navigator comes in. It’s a gateway to the most powerful economic graph in the world with over 1 billion members, 67 million companies, and over 200 countries and territories.
For example, when a key decision maker changes jobs or titles, one of their first steps is to update their LinkedIn member profile. We can then surface this update directly in HubSpot’s Smart CRM through Sales Navigator and also provide relationship intelligence about how this person is connected to other potential buyers, or influencers, in their new organization.
Customers are buzzing about this integration.
“Integrating Sales Navigator with HubSpot will not only help you be more productive, but also help you move more deals through your pipeline positioning them for a higher close rate,” said Donna Brown, Business Development Associate at RedGuard who participated in the integration beta.
“For example, in just a few clicks, I added a prospective buyer into HubSpot and then into a cadence,” Brown said, “Ultimately, I got him on the phone and set up a meeting with his area representative who took a request for a quote during the meeting. Now, the deal has a high probability of closing. Throughout the entire process, our team was able to stay on top of all our engagements with this customer because we had all the information we needed in one centralized place.”
Let’s dive into what this integration looks like

Ready to learn more? Here are a few highlights that will whet your appetite.

• 1. Infuse real-time, people-powered LinkedIn data, directly in your HubSpot’s Smart CRM.
     Things move fast in this world and it’s hard for any salesperson — or CRM — to keep up. Now LinkedIn Sales Navigator insights are accessible and actionable straight from within HubSpot's Smart CRM, providing visibility into timely updates for contacts and companies including job changes, shared connections, and recent posts. We’re especially excited to bring Find Key People (called Relationship Explorer in Sales Navigator) directly into your CRM, making it simple to identify the best paths into each account, or the next best contact when multithreading into an existing account.
     Salespeople can now quickly identify hidden allies and prioritize their outreach. For example, reps can easily identify who’s been a past customer — and already understands the value of your organization’s offering — or a past colleague that who might help move a deal forward.
• 1. Increase rep productivity, with better data in your CRM and more actionable insights.
     Although data entry is a critical piece of a salesperson’s job to ensure they’re keeping track of important details, it is time-consuming and sometimes key information is lost in translation. With this integration, sellers can update contact records in the CRM with real-time Sales Navigator insights and interactions, in a few simple clicks. This not only gives everyone the peace of mind that their sales data is accurate, but also saves time because reps no longer have to switch between multiple screens to hunt down important deal data.
     Additionally, HubSpot admins can create triggers and workflows so reps can see in CRM when critical updates happen. For instance, reps can be notified in CRM when a contact has accepted a connection request or a prospect has viewed a Smart Link.
• 1. Log Sales Navigator activities to CRM in just a few clicks.
     Lastly, logging Sales Navigator activities — such as sending InMails, making connection requests, sending and viewing Smart Links, and logging notes — is as easy as checking a box whether you’re taking action from Sales Navigator or CRM. Having an easy way to capture these interactions is incredibly useful later, particularly when you can’t quite remember the context of your last outreach. This helps ensure important deal information is never lost.

Ready to help your team become more efficient? We’re here to help.
For current LinkedIn Sales Navigator customers, please reach out directly to your LinkedIn account manager to learn more.
If you’re a HubSpot’s Smart CRM customer who is interested in learning more about Sales Navigator, then sign up for a free demo and we’ll reach out to you shortly.
*The Sales Navigator Advanced Plus plan requires a minimum of 10 licenses.

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In today's fiercely competitive B2B sales environment, where every minute counts and every interaction matters, efficiency and effectiveness are paramount.

But today’s sales tech stacks are often bloated and accomplish the exact opposite, creating confusion instead of closed deals.
Enter Sales Navigator’s new CRM Embedded Experiences: a game-changing innovation that brings the power of Sales Navigator directly into the surface sales professionals use every day. It’s more than just an integration, it’s a GPS to meaningful connections. With Embedded Experiences, sellers can seamlessly leverage LinkedIn's unmatched data to maximize seller workflows and time.

What Embedded Experiences are

Sales Navigator’s powerful data integrated directly into your CRM.

What are Embedded Experiences?

To make sellers more efficient and effective, we are integrating LinkedIn Sales Navigator data directly into the tool they use every day — their CRM.

Let’s dive into each

-Account IQ in CRM
Data shows top-performing sellers strategically account plan, deeply understand accounts and people before reaching out, and come prepared to every call as a trusted advisor. But doing that for every call and prospect can be time-prohibitive.
To help, we released Account IQ in Sales Navigator in November 2023. It uses Generative AI to provide an in-depth summary of an account – including its strategic priorities, business challenges, and even what their executives are saying on LinkedIn – in a click, making research and account planning easier than ever.
As Revenue Funnel Founder Hannah Ajikawo said “Account IQ changes everything. It doesn't just surface data, it leverages it to create insights and help reps to establish a hypothesis based on what's happening inside a business. This is the productivity hack we've all been waiting for."
And now, with Embedded Experiences, Account IQ and all of its valuable information will be directly available in Salesforce.

-Find Key People in CRM
Every seller has experienced how much easier it is to have a warm path into an account, versus trying to come in cold. But, when sellers are given dozens or hundreds of potential accounts to sell into, identifying warm paths into each becomes overwhelming.
“Find Key People” solves this by highlighting the warmest paths into any account. With Embedded Experiences activated, sellers can navigate how best to reach out and connect with a lead directly through their CRM, such as mutual connections, past customers and colleagues, and new hires.

-Relationship Map in CRM
Today’s buying committees are larger – and more fluid – than ever before. For sales teams selling into them, it’s hard to keep track of what that committee looks like, while also keeping internal teams on the same page.
Sales Navigator’s Relationship Map solves this by enabling sellers to build dynamic and shareable account maps using Sales Navigator's powerful data - surfacing crucial real-time insights such as job changes and LinkedIn activity. With Embedded Experiences enabled, sellers create and see Relationship Maps directly in their CRM.

Right now, Embedded Experiences are primarily for Salesforce, which supports Find Key People, Account IQ, and Relationship Map. Find Key People is available in Microsoft Dynamics 365 Sales on April 19 and will be available in HubSpot at the end of the month.

Why Embedded Experiences

It enhances the value of your CRM while making sales reps more productive.
The three key benefits of Embedded Experiences to your organization are:

-Enhance the value of your CRM.
With Embedded Experiences, your sellers gain direct access to LinkedIn's unique people-powered data, representing over 1 billion members and 67 million companies, all within the CRM. What sets our data apart is its unparalleled accuracy, updated nearly in real-time and covering over 200 countries and territories.
Furthermore, with CRM-Sync enabled, sellers can effortlessly identify changes in key contacts' roles or companies within their accounts, breathing life into your CRM and ensuring they operate with the most up-to-date information.

-Maximize seller workflows and time.
In a world of bloated tech stacks, sellers frequently find themselves relying on multiple tools to fulfill their tasks.
Embedded Experiences bridge that gap by seamlessly incorporating key Sales Navigator data directly in the surface they use every day. From account prioritization and prospecting to multithreading and outreach, that data empowers your sellers to efficiently adopt the habits of top performers.

-Getting started with CRM Embedded Experiences is simple.
Approving and enabling a CRM integration is often a lengthy and challenging process. That’s not the case here.
The implementation process for Embedded Experiences has a minimal lift. And we’ll provide the right resources to ensure your teams can start seeing value immediately.

Bottom line, Embedded Experiences gives your sellers access to LinkedIn’s unparalleled people-powered data, representing over 1 billion members and 67 million companies across 200 countries and territories, directly in their CRM. This isn't just data; it's like having a GPS for meaningful insights, continually updated in near real-time.
The result? With Embedded Experiences, every click, every insight, and every relationship-building action happens within the CRM surface. This helps your sellers adopt the habits of top performers, and spend more time with the people who matter most.

Are you a Sales Navigator Advanced-Plus administrator and ready to get started? Click here. And if you just want to learn more about Sales Navigator, visit our website.

As always, happy selling.

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Were you ever served ice cream at a party, but there were no toppings?

Sure, it’s amazing. It’s ice cream! But it would be a lot sweeter with some toppings.
That’s effectively the same when you have LinkedIn Sales Navigator, but haven’t added your book of business into it.
Yes, it’s great on its own. But it reaches a whole new level of capability when you can manage your entire book of business in Sales Navigator – insights surfaced via features like Buyer Intent and Relationship Explorer are more actionable, searching becomes more powerful, and it’s that much easier to stay on top of what’s happening at your most important accounts.
As Avenue Talent Partners CEO Amy Volas said, “I’d be foolish if I didn't use that feature.”
The three key reasons you should add your book of business into Sales Navigator today.
So why should you add your book into Sales Navigator? Three big reasons:

• For Advanced and Advanced Plus users, adding your book will show which of your accounts have the most buyer intent, and reveal the next best action to take with accounts that are more ready to buy.
• It surfaces critical alerts about your accounts in real-time, making your outreach more relevant and personalized. Examples include a previous champion joining a new organization, one of your key contacts posting on LinkedIn, hiring trends, and so much more.
• Adding your book streamlines your search by spotlighting specific saved searches.

Okay, so how do I add my book of business into Sales Navigator?

You can add your book of business to Sales Navigator in one of three ways, each outlined in this video:

• You can leverage the newly released My Current Accounts List prompt on the homepage, which makes it easy to upload your full book of business to Sales Navigator in just a few clicks.
• If you are CRM synced, you can use the auto-generated list, ‘My CRM Accounts’ from the Account list page. The list automatically pulls in all the accounts from your CRM into Sales Navigator. You can further customize with preset rules to only pull in certain accounts from CRM, and manually delete out irrelevant accounts with our improved CRM Auto-Save capabilities.
• You can manually save accounts directly to an account list, which can be done from several places on Sales Navigator, such as search and the homepage.

Summary and Takeaways

Sales Navigator is much more powerful if you upload and manage your book of business in the tool. The constant stream of sales intelligence sourced directly from LinkedIn activity coming from your customers and target accounts allows you to leave shallow selling behind and join the deep sales revolution.

Remember:

• Uploading your book of business gives you insight into buyer intent, hiring trends, customer and prospect LinkedIn posts, and a wealth of information that allows you to meaningfully connect with your buyer.
• Adding your book of business can be done in three ways, each as easy as a few clicks.
• LinkedIn is constantly innovating and creating new features that help unlock your ability to reach new customers. Upload your book of business so that you can be prepared for what’s next.

To learn more about Sales Navigator and how to get the most out of its features, check out these posts:

• Meet Account IQ: Our One-Stop Shop For Account Research
• Introducing Account Hub: What It Is And How To Best Use It
• Buyer Intent for Sales: What It Is and How It Can Help You Close Deals
• What is Relationship Explorer – And Why LinkedIn's Sellers Are Excited About It

Subscribe to our blog newsletter to get sales strategies, tactics, and thought leadership sent straight to your inbox.

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Account IQ

In today’s economic environment, B2B selling is more challenging than ever as conversion rates and deal sizes decline, and consensus-driven buying increases complexity. Business leaders are rushing to implement solutions to right the ship, but most sales organizations still feel immense revenue pressure.

To support you amidst this uncertainty and complexity, Sales Navigator offers a path to the number-one thing sellers should focus on to move the needle for their businesses: having more high-quality conversations at the accounts who matter most to you.

I’m excited to share that we’re launching two new features that build off the foundations of Sales Navigator’s powerful intelligence — Account IQ and Relationship Map — to give you the powerful foresights that empower your team to become top-performing sellers.

To help your team have meaningful conversations with those decision-makers who matter, Sales Navigator is releasing Account IQ – a smart summary leveraging generative AI to provide a deep dive on accounts with just the click of a button. It blends valuable, real-time LinkedIn first party data – such as people, LinkedIn posts, and workforce trends – with third party data, to create a holistic snapshot of a company.

Account IQ enables sellers to more efficiently present themselves as trusted advisors and uplevel customer conversations by highlighting critical account information, such as strategic priorities, business challenges, and financials. Empowered with this data, sellers can make sure they have relevant and informed conversations with their buyers and clearly articulate their most pressing needs and concerns.

“Account IQ changes everything,” Sales [In]sider and Revenue Funnel Founder Hannah Ajikawo said. “It doesn't just surface data, it leverages it to create insights and help reps to establish a hypothesis based on what's happening inside a business. Now reps can take Sales Navigator from initial Account identification, to persona building and relationship mapping right through to targeted outreach - without even leaving the platform. This is the productivity hack we've all been waiting for."

The top three benefits of Account IQ are:

• 1. Streamline account research with powerful foresight from a single click: Get up to speed on accounts more efficiently than ever, so you always feel prepared.
• 1. Uplevel buyer conversations: Have more productive conversations with the people who matter most by understanding strategic priorities, like pain points, financials, and what’s top-of-mind for company leaders.
• 1. Quickly prepare high-level account plans: Leverage unique foresight to plan what accounts to go after and begin shaping an account strategy.

We’re hearing sellers are using Account IQ to help their sales managers and leaders quickly learn about a key account, to facilitate better collaboration between Sales Development Reps (SDRs) and Account Executives, and even to learn more about their competitors.

Relationship Map

Relationship Map is a flexible, shareable, visual representation of buyer circle hierarchies, built by reps to help them track all the spheres of influence around their deals. Building on Relationship Explorer, which turned our relationship intelligence into actionable next steps for any account, Relationship Map helps you organize those decision-makers.

With highlights for crucial events, like recent job changes or mentions in the news, Relationship Map offers opportunities to multithread and build relationships with multiple decision-makers, avoiding the risk of deal stall should another critical relationship cool off. It also makes it easier for account teams to collaborate more effectively on account strategy, with a real-time, shareable view of who’s who’s that everyone can access.

With lead recommendations powered by Relationship Explorer and your custom-built Personas, Relationship Map also helps you find likely potential champions to further your influence.

The top three benefits of Relationship Map are:

• 1. Sell Like the Best: Stay on top of your buyer circle by seeing new, relevant highlights on leads, such as recent LinkedIn posts, leading to more multithreading opportunities.
• 1. Better Data for Better Mapping: When a contact leaves your account, Relationship Map automatically alerts you and allows you to add a replacement while exporting the updated contact information to your CRM.
• 1. Seamless Collaboration: Relationship Maps can be shared with colleagues on your Sales Navigator contract, enabling asynchronous collaboration and ensuring data integrity during account transfers or when a seller leaves your company.

Together, Account IQ and Relationship Map will help sellers identify, organize, and understand the key decision makers for their most critical deals and pinpoint their motivations to move deals forward faster, create champions throughout the organization, and rise above the spam cannons of competing sellers to get through to their account.

Relationship Map will be available to all customers and Account IQ will be available to Advanced and Advanced Plus customers. They are currently being ramped globally and both will be fully available by Dec. 6. Account IQ is currently English-only and will be available for most companies with more than 500 employees.

We’ll continue to invest in Sales Navigator moving forward, follow this blog to receive all updates. As always, happy selling!

Learn more about Sales Navigator can help all of your sellers act like your best sellers here.

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What is Account IQ

An AI-generated, updated summary of accounts.

Account IQ empowers sellers to show up as trusted advisors for their customers, by providing powerful foresights that help them deeply understand accounts, with just a single click.

So, rather than spending hours hunting the internet for relevant information, sellers can get an easy-to-read synthesis right in Sales Navigator that is layered with LinkedIn’s proprietary data. This helps uplevel buyer conversations by sellers clearly understanding their priorities, pain points, and what’s top of mind for their company leaders.

What information does it give you, specifically? Account IQ shows you the account’s:

• Financial Report: An overview of how the organization makes money, with revenue estimates.
• Strategic Priorities: What the organization is focused on and where they have placed their energy.
• Business Challenges: An overview of the most important strategic issues facing the organization.
• Key People: An overview of key executives at the organization.
• Executive Voices: An overview of what key executives are talking about on LinkedIn, to get a sense of what’s top-of-mind for them.
• Competitive Landscape: An overview of the industry the account operates in and the key competitors.
• Workforce Planning: An overview of what parts of the organization are experiencing the most headcount growth or decline.
• Related News: Key account news and articles.

What are the core benefits of Account IQ?

This feature is designed to help sellers and sales teams in three core ways:

• Streamline account research with powerful insights from a single click.

Researching accounts can often involve hours of work to search the internet and learn about a key topic such as business objectives, challenges, and financials.

Account IQ simplifies that process by doing the work for you and acting as a curator to easily synthesize and summarize the most relevant parts of business layered with key account and relationship intelligence you can only find on LinkedIn. And you get all that with the trust and care of LinkedIn which ensures we have relevant, timely, and visible sources so that you can easily verify their veracity or dig in further.

• Uplevel buyer conversations.

Rather than spending time finding the information, you can now easily review the summaries to help you show up as a trusted advisor with the people that matter by clearly understanding and articulating their business goals. Selling is about relationships, and Account IQ frees you up from the intricacies of research to instead serve the information on the platter to help you further build these trusted relationships with customers.

• Quickly prepare high-level account plans.

The information from Account IQ can be used to understand the most important elements of an account and begin the process of account planning and prioritization.

When paired with the Relationship Map also available on the account’s page in Sales Navigator, you can build your buying circle on the same surface and use it as a one-stop-shop to understand both the account and relationship intelligence needed to open doors and conversations with the people that matter most at your most important accounts.

Additionally, like Relationship Map, Account IQ serves a single source of truth, which ensures everyone working that account is aware of what’s happening within it.

How do I use Account IQ?

Using Account IQ is easy. Simply go to an Account Page, click “Generate Overview” in the Account IQ section, and the aforementioned summary will pop up.

Account IQ is available to all Advanced and Advanced Plus customers. It will begin rolling out on Nov. 14, and will be available to all eligible customers on Dec. 6. It’s currently English-only and Account IQ will be available for most companies in your book with more than 500 employees.

Don’t want to use Account IQ? No problem – there’s an opt-out in the admin settings.

What are people saying about Account IQ?

We gave a sneak peek of Account IQ to our Sales [In]siders. What was their reaction?

“Account IQ changes everything,” Revenue Funnel Founder Hannah Ajikawo said. “It doesn't just surface data, it leverages it to create insights and help reps to establish a hypothesis based on what's happening inside a business. Now reps can take Sales Navigator from initial Account identification, to persona building and relationship mapping right through to targeted outreach - without even leaving the platform. This is the productivity hack we've all been waiting for."

“Account IQ has been nothing short of a revelation for me,” LeadMagic Founder Jesse Ouellette said. “It's like having a slingshot that's precision-engineered for success. By leveraging the powerful features of LinkedIn Sales Navigator and the personalized insights from Account IQ, I've been able to navigate challenges with greater confidence and build connections that once seemed out of reach.”

“In today’s market cold blind outreach is damaging, the highest sales performers take a personalized and researched approach which Account IQ will enable sellers to do in minutes,” Sales Redefined CEO Abbie White said. “Account IQ will save sales professionals hours in research, significantly increase their productivity and best of all increase their outreach success. Understanding prospects’ strategic priorities and business challenges without spending hours to get this insight will be a game changer!”

“This is going to be a game changer for prospecting,” Selr.io Founder Hamish Stephenson said. “Absolute game changer. Take the guesswork out and find the information you need without hours of research."

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