LinkedIn Sales Navigator Updates & Release Notes

Sales Navigator user and admin updates

Salesforce updates to external client app authentication

Effective May 2026, Salesforce is introducing new security requirements for external client apps used by partner integrations. As part of these updates, partners are required to implement:

• Proof Key for Code Exchange (PKCE)
• Refresh Token Rotation (RTR)

These controls improve the security of OAuth authentication flows and help protect against token misuse.

What’s changing for Sales Navigator admins?

Sales Navigator admins must enable new OAuth security controls:

• PKCE must be enabled and can’t be turned off once activated.
• RTR must be enabled, which changes how refresh tokens are issued and used.

These updates are required for continued compliance. Sales Navigator admins are advised to review the Salesforce communications and complete the recommended next steps.

Salesforce CRM user seat connections and inactivity limits

To improve security and reliability, Salesforce enforces a 30-day inactivity limit on refresh tokens for user seat connections. If a user doesn’t have Salesforce CRM activity for 30 consecutive days, their connection expires. The data is not lost; the connection is just paused. When the user returns and attempts a CRM action, they’ll be prompted to reconnect, after which time, they can sync and access their CRM data.

Get Started guide to help prospect by finding and saving leads

Saving a lead in Sales Navigator lets you track a prospect and receive updates that can help you plan outreach. The Get Started guide can help you start finding leads in Sales Navigator and save leads from your search results to monitor and reach out to leads at the right time.

Learn more

• Sales Navigator release notes

This release notes article lists the enhancements and content updates for Sales Navigator users, admins, and partners from January to March 2026.

Sales Navigator updates

As a Sales Navigator user, you can use a combination of search filter refinements to find accounts. You can share account searches with your colleagues directly in Sales Navigator, which can be helpful if you’re collaborating with a team.

Share account searches in Sales Navigator

As a Sales Navigator user, you can use a combination of search filter refinements to find accounts. You can share account searches with your colleagues directly in Sales Navigator, which can be helpful if you’re collaborating with a team.

Sales Navigator admin guide

As a Sales Navigator admin, learn how to activate users faster, manage your account and integrate Sales Navigator with your existing systems, and ensure seller success with Sales Navigator. The guide can help you:

• Assign licenses and manage Sales Navigator access.
• Optimize your account setup.
• Learn admin best practices.
• Help users sell effectively with Sales Navigator.
• Manage billing and payments.
• Contact support.

Learn more about the
Sales Navigator admin guide.

CRM Sync user authentication in Sales Navigator

Learn how to complete your CRM Sync user authentication to access activity writeback, create leads and contacts, and view CRM insights in Sales Navigator. This will ensure that any activity you perform, for example, sending InMail, creating contacts, or updating records, can write back to your CRM (Salesforce, Microsoft Dynamics 365, HubSpot, or Oracle Sales) depending on what your admin has enabled.

Learn more

Sales Navigator release notes

Deep sales features in Sales Navigator

The justification for deep sales is clear. Increasingly, buyers want sellers who are informed, strategic, and respectful of their time and attention.
Case-in-point: sellers who use Sales Navigator – the world’s leading deep sales platform — close 45% larger deals and their win rates improve by 4%, compared to when they don’t use the platform, according to a Dec. 2022 LinkedIn analysis of global CRM-synced customers.
Equally pressing are the dangers of the opposite, or “shallow selling.” Sending out irrelevant, unwanted outreach, for example, is not only ineffective, but it can also damage brand equity.
And the stakes only get higher when you meet in person. There’s no quicker path to a “no” than coming to a meeting ill-prepared.
But deep sales doesn’t happen in a vacuum. The right technology is required to make deep sales practical, efficient, and scalable.
With Sales Navigator serving as the leading deep sales platform, we continue to invest in new features that help sales professionals better understand their buyers, identify the right people to connect with, and deliver unique insights to plan their next steps.
Our new features this quarter continue that effort. Let’s dive into each.

1. Uncover the right path into an account and discover hidden allies using Relationship Explorer.

Selling deeply means reaching out to warm connections. But, for decades, salespeople have relied on cold outreach — largely because warm outreach at scale was impractical.
Relationship Explorer aims to fix that. It uncovers the top hidden allies and supporters at accounts, highlighting warm paths in and/or facilitating deeper multithreading. These recommendations are based on the target buyer persona you – the rep — have customized.

For example, say you’re an Account Executive at a marketing tech firm selling email marketing software and focus on three target personas: Director of Demand Generation, Director of Product Marketing, and Company Executive (CXO). This quarter, you are assigned a new account — Flexis.
You know your best chance at getting into this account is finding hidden allies, aka someone who is already familiar with your company. By visiting the Relationship Explorer tab for Flexis in Sales Navigator, you’ll see up to eight individuals that are the most likely decision-makers and best paths in, based on the personas you’ve built out.
For example, you see that Viktoria, the Head of Demand Generation at Flexis, has an Executive TeamLink connection to your CFO. With that, you can make a plan to reach out to your CFO and ask for an introduction. And for Relationship Managers, you can use this same motion to grow your influence within an account, to strengthen – and potentially expand – your partnership.
With Relationship Explorer, you’ll:

• Target the right people. Instead of a blanket approach where you target everyone at an account, you can laser in on the people who are most likely to take a meeting with you based on their persona and what connection they have to you. You can also use it to multithread deeper into accounts by finding the next-best person to reach out to. This creates a more efficient experience for buyers and sellers alike.
• Leverage our powerful insights to take immediate action. Using LinkedIn’s first-party, real-time data, you get timely insights that empower you to take real-time action. An example — if a new vice president is brought into an account, you’ll be the first to know through Relationship Explorer. That’s a great time to reach out, as new hires at all levels are 65% more likely to accept your InMail.
• Save time by shortening sales cycles. With this new feature, you can quickly see who the right person is to reach out to. This speeds up prospecting, cross-selling, and up-selling.

2. Identify your ideal buyers at scale with Sales Navigator Personas.

Without the right tools, it’s a struggle to sift through all the available data to find the most relevant leads to go deep with. Enter Sales Navigator Personas, where you can tailor your Sales Navigator experience around attributes of your target individuals, such as job title and function, and hone your efforts on your ideal buyers.
Now, with a few clicks, you can now define your target Persona. That Persona will be highlighted on the homepage, in Search, in Relationship Explorer, and on Account Pages. With this feature, you can also see accurate demographic insights on if the Persona is growing or shrinking at a particular account.
How are top performers using Personas? A few ways:

• Creating highly targeted Personas matching their target customer profiles.
• Leveraging Personas in Search, Homepage, or Account Pages to identify the most relevant opportunities.
• Identifying warm paths in and decision-makers at their targeted accounts with Relationship Explorer.
• Using insights from Account Pages, including Persona growth, to prioritize accounts composed of leads matching their Personas.

3. See the right accounts to target with our improved buyer intent capabilities.

There are 61 million organizations on LinkedIn. To help you identify which one of those is most interested in your solution at any given time, last quarter, we released our first iteration of LinkedIn-Powered Buyer Intent within Sales Navigator.
The goal – similar to Personas, is to show you the right people to focus on, so you can really go deep with them. This quarter, we’re improving our buyer intent capability with these new features:

• Product Category Intent: This brand-new dataset from Sales Navigator will allow sellers to find the buyers who are likely searching for a product like theirs and better understand which specific product category is of interest, which is key for sellers at organizations that offer more than one product type. This will also be brought into Search in the form of a new filter.
• Additional Buyer Intent Activities. Over the next quarter, the following new activities will be visible in the Buyer Activity section on Account Pages and on the Buyer Intent Account Dashboard. The list below are activities that signal high intent from these buyers in your company. For privacy reasons, we will show a general anonymized profile of the buyers, for example, “Director level in Marketing function.”
  • LinkedIn ad engagement
  • InMail Acceptance for a colleague
  • Company LinkedIn Page visits
  • LinkedIn profile visits to colleagues and leadership

4. Cut through results quicker with our improved Search capabilities.

Search within Sales Navigator is one of our most powerful and most used features. Yet, searching through more than 900 million professionals on LinkedIn can be overwhelming.
To help, we’ve added new Search filters, so you can leverage more data points to make more informed decisions in prospecting and outreach. The goal is to help you spend less time looking through irrelevant leads and more time planning and implementing your outreach.
The new updates to Search are:

• Filter by account lists in account search. Filter your account search by any of your account lists.
• New Spotlight Filters have been added to Search, including —
  • Past Customer: Uncover hidden allies by finding leads who worked at a company that was your customer. This data is based on the opportunities in your CRM and is only available to Advanced Plus customers.
  • Past Colleague: Find leads that once worked at your current company. This is based on LinkedIn data only.
  • Executive TeamLink: Leverage the power of your exec team's network to help you find the best path-in by pinpointing leads who are connected to the execs on your team. This feature is only available to Advanced and Advanced Plus customers.
  • Viewed your profile: Filter your search results to only show leads that recently viewed your profile.

5. Manage your book of business more effectively with improved CRM Auto-Save capabilities.

This update to our existing CRM Auto-Save feature dramatically improves the ability for each individual rep to manage and customize their book of business directly in Sales Navigator.
CRM Auto-Save plays a critical role in managing the book of business on Sales Navigator by providing a view of all the accounts the user is assigned to in CRM. But, CRM data is often messy and includes accounts that reps no longer own.
The Auto-Save improvements aim to fix that with these two key changes:

• Editable My CRM Account List: This provides sellers with a button to remove accounts that may have been pulled in from CRM that they no longer want to see in their Sales Navigator My CRM list. Removing an account on Sales Navigator does not remove it from the user’s CRM.
• Customizable User Settings: Customizable user settings will allow an individual Sales Navigator user to select the rules that dictate what accounts from their CRM will appear in the My CRM Accounts list. Rather than controlling it only at the entire contract level, each individual user can now determine how restrictive or lenient they want their list to be.
  We know, for many of you, this is a time of uncertainty, and selling is hard. Our hope is these new features empower you to build deeper, lasting relationships – even if they don’t immediately lead to deals.

Looking to get more out of Sales Navigator? These posts can help:

• How to Be Great at Reaching Out: What Every InMail Sent in 2022 Told Us
• Sales Navigator Alerts: What They Are and How to Best Use Them
• How to Be Great at Reaching Out: What Every InMail Sent in 2022 Told Us
• Buyer Intent for Sales: What It Is and How It Can Help You Close Deals
• 3 Tips Worth Checking Out When Searching in Sales Navigator

Don’t have Sales Navigator? See how it can help you and your team here.

Sales Navigator updates this quarter

We have heard you and your teams are trying to do more with less. And we’ve also heard the difference LinkedIn’s sales intelligence has made for our customers.

Overall, we see sales teams taking advantage of the sales intelligence within Sales Navigator and Sales Insights driving 2.3x larger deals and 72% more revenue. On an individual scale, we hear countless stories of sellers using our sales intelligence to build meaningful, deep relationships with the right buyers, leading to solutions that benefit both parties.

That inspires us to do more, to make our sales intelligence even more intelligent. To make it easier to use, to make it more actionable, to ultimately make it so selling is more efficient for sellers and buyers alike.

That’s the focus of our five product updates to Sales Navigator this quarter. Let’s dive into each:

1. Quickly identify your next best opportunity with Account Hub.

Many sellers have hundreds – if not thousands – of accounts they could sell to. Which ones are worth spending the most time on?

Enter Account Hub. Once you upload your book of business into Sales Navigator, Account Hub – the next evolution of our Buyer-Intent Dashboard – will effortlessly prioritize them for you, based on growth potential, buyer intent, or risk alerts. Additionally, Account Hub provides you with insights and tools to network your way in or follow up with the exact person showing interest within those accounts.

With it, you can make data-driven account prioritization decisions with all the data you need in a single place. 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.

Early adopters are already seeing value. Here are just two quotes from two of our beta customers:

• A Sales Director at a talent acquisition company used Account Hub as a starting point to visualize and plan their outreach. “The why behind Account Hub is the ability to have a one-page view of lists you have created — a single dashboard of everyone I need to reach out to, allowing you to visualize and prioritize your outreach."
• The Digital Marketing and Sales Enablement Lead at a software development company now starts their Sales Navigator experience with the feature. "As soon as I access Sales Navigator, my first click is to go to Account Hub."

2. Know who is shopping for your category with the introduction of Product Category Intent in Account Hub.

We’ve heard from you that you want to know why people are interested in your company and that you want insight into everyone researching your category, whether they know your company or not.

The new Product Category Intent, launched last quarter, aims to solve that by showing you who on LinkedIn is potentially researching your category.

An example – say you sell email marketing software. With it enabled, you’ll see professionals on LinkedIn who are potentially researching email marketing software.

Another advantage – for companies that sell multiple products, it helps distinguish which product a buyer is interested in. Say you sell cloud computing solutions within a large enterprise with multiple other offerings. It’s one thing to know that a buyer is interested in your company. It’s another to know that they are interested in cloud computing solutions.

On May 31, Product Category Intent for 770 product categories across various industries, predominantly software, will be brought into Account Hub. Our AI model that drives Product Category Intent is constantly learning and today has largely isolated software-focused product categories, but this will change in coming releases. This feature is available for Advanced and Advanced Plus users.

3. More efficiently find your next buyer with new improvements to our Search functionality.

Search is our most popular feature in Sales Navigator, empowering you to filter through LinkedIn to find the exact right person to reach out to. This quarter, we continue to optimize our Search functionality with these improvements, to make it work better for you:

• Buyer Intent: Filter down to potential buyers at accounts where someone has expressed high or moderate interest in the past 30 days.
• People you interacted with: Include or exclude leads who you've recently messaged on LinkedIn or viewed.
• Current job title and past job title: Search by job titles to narrow in on your target personas.
• Connections in account search: Search for accounts where your first-degree connections work.

4. Discover more warm leads with our improvements to our Buyer Intent functionality.

Buyer Activities fuel our Buyer Intent functionality. This quarter, we're rolling out even more Buyer Activities to give sellers more signals that someone is interested in your solution.

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.

Buyer Intent functionality is available to Advanced and Advanced Plus customers.

5. Keep your CRM up-to-date easier with our CRM auto-save accounts list.

We've continued to invest in improving our CRM Auto-Save functionality, so you can seamlessly manage your book of business within Sales Navigator.

Starting this quarter, you can manually add accounts to your My CRM Accounts list on Sales Navigator. If an account is already in your CRM, but the rules you have set on Sales Navigator do not capture all of the accounts that you want, you can now add the missing accounts.

The improvement allows the CRM Auto-Save list to auto-generate based on your CRM, saving you time from having to set up and actively manage the list, while also providing you the necessary tools to fill in the gaps and add any accounts that may be missing.

The new functionality allows for the best of both worlds of automation and manual oversight and ensures that you always have your up-to-date account list from CRM on Sales Navigator to leverage in key places such as the new Account Hub.

CRM Auto-Save functionality is available to Advanced Plus users.

Looking to get even more out of Sales Navigator? These posts can help:

• How to Be Great at Reaching Out: What Every InMail Sent in 2022 Told Us
• Sales Navigator Alerts: What They Are and How to Best Use Them
• Buyer Intent for Sales: What It Is and How It Can Help You Close Deals
• 3 Tips Worth Checking Out When Searching in Sales Navigator
• What is Relationship Explorer – And Why LinkedIn's Sellers Are Excited About It

Don’t have Sales Navigator?
See how it can help you and your team here.

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."

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.

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

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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.

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.

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

“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.

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.

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