LinkedIn Sales Navigator

By partnering with LinkedIn Sales Navigator, SalesLoft connects sales professionals to prospects and customers in rich, meaningful ways. The partnership will allow SalesLoft customers to view and take action on LinkedIn Sales Navigator data directly from the SalesLoft platform.

Things to Note: SalesLoft customers must also have either the Team or Enterprise plan with LinkedIn Sales Navigator to access the LinkedIn Sales Navigator features

In this article, you will learn about SalesLoft's integration with LinkedIn Sales Navigator, including:

• What Are LinkedIn Sales Navigator Steps?
• Enabling LinkedIn Sales Navigator Steps
• Adding LinkedIn Sales Navigator Steps to a Cadence
• Running a LinkedIn Sales Navigator Research Step
• Running a LinkedIn Sales Navigator Introduction Step
• Running a LinkedIn Sales Navigator Connection Request Step
• Running a LinkedIn Sales Navigator InMail Step
• Accessing the LinkedIn Sales Navigator Panel
• Placing the Sales Navigator Panel on the Profile Page
• Using the Sales Navigator Panel

What Are LinkedIn Sales Navigator Steps?

LinkedIn Sales Navigator steps bring the functionality of LinkedIn Sales Navigator into the SalesLoft cadence workflow. Just like the standard cadence steps - Email, Phone, and Other steps - LinkedIn Sales Navigator steps can be added to your cadence. 

There are currently four types of LinkedIn Sales Navigator Steps you may use in your cadences:

• Research: Read up on your prospect’s recent LinkedIn news or activities so you are familiar with your prospect and their company prior to your interactions.
• Introduction: Get introduced to a prospect through a mutual connection.
• Connection Request: Send a LinkedIn invitation to another person.
• InMail: Message the prospect via LinkedIn InMail.

Whenever you complete a Sales Navigator step, it will log as an activity in SalesLoft. This activity will also log as a task in Salesforce as a LinkedIn Sales Navigator followed by the step type. For example, an InMail step would log as “LinkedIn Sales Navigator: InMail.”

Enabling LinkedIn Sales Navigator Steps

In order to add LinkedIn Sales Navigator steps to cadences, a team admin needs to enable this integration under Team Settings.

Follow these steps to enable LinkedIn Sales Navigator steps:

1. Navigate to your SalesLoft Team settings.
2. Under the Administration section, select Integrations.
3. Find the LinkedIn Sales Navigator integration row.
4. Turn on the integration by selecting the toggle button on the right side of the row. The toggle will change from gray to blue.

Adding LinkedIn Sales Navigator Steps to a Cadence

To add a LinkedIn Sales Navigator step to a cadence, follow these instructions:

1. Create a cadence OR choose a cadence you have previously created.
2. In the right corner, select Cadence Actions.
3. Click Add Step.
4. In the Create Step box, click LinkedIn Sales Navigator. The create step box will expand with the LinkedIn Sales Navigator options.
5. Select the Sales Navigator you wish to add.
6. Enter the Day you would like the step to run.
7. Hit Next.
8. Give yourstep a name to let you know what the purpose of the step is. Common examples include “Research Highlights” or “InMail Message #1.”
9. Add any instructions you think are necessary.
10. Click Add & Create Another to continue adding steps to your cadence or Add Step to add the step and close the add step window.

Running a LinkedIn Sales Navigator Research Step

To run a LinkedIn Sales Navigator Research step, follow these instructions:

1. Select Run Step from your Cadences To-Do List or listed in your Cadence Workflow Panel.
2. The profile page of the first person in your cadence list will appear along with the Linked InSales Navigator Step Log Box.
3. Match the person to their LinkedIn profile, if necessary.
4. Click between the available tabs to research the prospect
• Profile: The person’s standard LinkedIn profile details. Includes links to view the person’s LinkedIn profile page and Save Lead within LinkedIn Sales Navigator
• Related Leads: Sales Navigator lead recommendations based to help identify additional prospects.
• Recent Activity : The last LinkedIn activity completed by this person. Click View All Activity to open the person’s LinkedIn activity history in another window.
5. Click Complete Step to log your step.

Running a LinkedIn Sales Navigator Introduction Step

Just like networking in the real world, it’s a lot easier to introduce yourself to a new person when you have a mutual connection. The LinkedIn Sales Navigator Introduction step allows you to view common connections between you and your prospect, and request an introduction from someone in your network.

To run an introduction step, follow these instructions:

1. Select Run Step from your Cadences To-Do List or listed in your Cadence Workflow Panel.
2. The profile page of the first person in your cadence list will appear along with the LinkedIn Sales Navigator Step Log Box.
3. Match the person to their LinkedIn profile, if necessary.
4. Click the Profile tab to view the person’s standard LinkedIn profile details.
5. Click the Get Introduced tab.
6. Scan your mouse over the mutual connections.
7. Click a connection to open their LinkedIn profile in another window.
8. Hover over a connection’s Profile picture.
9. Select Ask for Introduction. The message window will pop up in another window.
10. Type your message. Hit Send.
11. Back in SalesLoft, click Complete Step to log your step.

Running a LinkedIn Sales Navigator Connection Request Step

To run a connection request step, follow these instructions:

1. Select Run Step from your Cadences To-Do List or listed in your Cadence Workflow Panel.
2. The profile page of the first person in your cadence list will appear along with the LinkedIn  Sales Navigator Step Log Box.
3. Match the person to their LinkedIn profile, if necessary.
4. Connect with the person. 
5. Click Complete Step to log your step.

Running a LinkedIn Sales Navigator InMail Step

To run an InMail step, follow these instructions:

1. Select Run Step from your Cadences To-Do List or listed in your Cadence Workflow Panel.
2. The profile page of the first person in your cadence list will appear along with the Custom LinkedIn Step Log Box.
3. Match the person to their LinkedIn profile, if necessary.
4. Enter a Subject. 
5. Type your message in the text box. 
6. Send the InMail message. Select Send from the lower right corner of the step window. Things to Note: You must hit Send prior to completing the step. If you complete the step before sending, the InMail message will not be sent. 
7. Click Complete Step to log your step.

Accessing the LinkedIn Sales Navigator Panel

The LinkedIn Sales Navigator panel is displayed on both the account and person profiles. The panel will appear to the right of the page along with the integrations panels. 

Things to Note: If you do not have a LinkedIn Sales Navigator account and do not want to continue seeing the above message, you will need to toggle this panel off in the Panel Configuration menu (see below).

You must first be logged in to your LinkedIn Sales Navigator account (in the Chrome browser) in order to see the Sales Navigator data in the panel on the account and person profiles. If not logged in to your LinkedIn Sales Navigator account, the below message will appear in the panel.

Placing the Sales Navigator Panel On the Profile Page

You can configure exactly where in the Smart Panel column the LinkedIn Sales Navigator panel lives.

To configure what order you want the LinkedIn Sales Navigator panel to appear, follow these steps:

1. Access the Panel Configuration drop-down menu from the top right of a profile page. The menu displays a list of available panels.

2. Click the icon to the left of a panel label and drag to the order you desire. To toggle the visibility of the panel, click the toggle switch either on or off.

Using the Sales Navigator Panel

On the account profile, users can view the LinkedIn Sales Navigator panel and understand who they’re connected with at that company, which connections they have in common, as well as real-time account news and events.

On the person profile, SalesLoft customers are able to view icebreakers to establish connections with them, get introduced through mutual connections on LinkedIn and discover any related leads.

Have more questions about using LinkedIn Sales Navigator? Visit the LinkedIn Sales Navigator help center at https://www.linkedin.com/help/sales-navigator