LinkedIn strenghens its social sales offering

LinkedIn moves deeper into the B2B social selling space today with the announcement of two enhancements to its Sales Navigator solution, launched as a premium standalone product last year.

Sales Navigator’s proffer is that LinkedIn’s rich seams of user data can be trawled to surface highly customized leads for B2B selling. It helps users engage socially with leads, including via mutual connections. The new features integrate social selling with CRM, and broaden Sales Navigator’s mobile appeal.

“LinkedIn announces integration with Microsoft Dynamics CRM and Sales Navigator Mobile for Android to 
help sales reps work more efficiently and productively, anywhere”

An integration with Microsoft Dynamics CRM brings Sales Navigator data direct to the CRM interface, eliminating inefficient toggling, and allowing Microsoft customers to connect social selling with pipeline, forecasts, and workflow. LinkedIn estimates that this will save sales reps something like 30 minutes per day.

The simultaneous launch of an Android version of the Sales Navigator app, available in Google Play, provides non-iOS users with much the same features as the existing iOS app, including real-time news and information, on the go, about accounts and leads.

With over 360 million professionals in the LinkedIn network, any product updates are likely to be significant for selling in the B2B space. The news also further bolsters Microsoft’s CRM offering, coming after the May announcement of a partnership between Dynamics CRM and Adobe Marketing Cloud. 

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