Back in December 2016, Microsoft announced its integration with LinkedIn that will help sales people deliver better outcomes using insights newly leveraged from LinkedIn Sales Navigator, and the social platform’s 500 million professionals.
‘Sales navigator with Dynamics 365 will dramatically increase the effectiveness of salespeople by tapping into their professional networks and relationships, giving them the ability to improve their pipeline(…)’Scott Guthrie, 2017
Unifying the Seller Experience
At Microsoft’s Worldwide Partner Conference, Inspire (9th-13th July), the first level of integration between Dynamics 365 and LinkedIn, was presented and outlined. Microsoft has brought together its ownership of the properties of business productivity (Office 365); business application tools (Dynamics CRM/365); and its most recent ownership of LinkedIn, in order to provide a complete package of assets that supply the opportunity for sales people to leverage relationships out of Sales Navigator, turning them into great insight that result in better outcomes.
Slides credit: Ben Galicia & Dominic Archibald, Session – Dynamics 365 and LinkedIn, Microsoft Inspire
Benefiting the Sales Journey
Once upon a time, conversations began with a cold call to obtain basic information before any real engagement and establishment of opportunity could begin. Now, LinkedIn Sales Navigator will benefit sales people by helping them identify any second-degree connections, and automatically populate rich data from within the context of Dynamics 365. Additionally, any personal mail (In mail) sent from within LinkedIn will be tracked in Dynamics 365 and appear in the ‘Activity pane’ which features within the contact view.
As part of the engagement piece, when contact with a prospect customer has been made, PointDrive is an area to create basic landing pages, share content, presentations and videos. This is a improved way to introduce a company and its service offerings to a prospect to digest, rather than a sales call or email.
What about Privacy?
Privacy is a big deal to both those at LinkedIn, as well as Microsoft and information will pull in only for those who are existing contacts within Dynamics 365, in order to provide a richer set of engagement and data.
How to get LinkedIn Sales Navigator
Currently, LinkedIn Sales Navigator is only available on a Teams or Enterprise Licence, please contact us to discuss your licencing requirements.
This is only the first level of integration between Dynamics 365 and LinkedIn, with more developments expected in the coming months.
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