Sales Navigator

  • 4 minutes

LinkedIn Sales Navigator is a tool that salespeople can use to augment the social aspect of their selling. You can add Sales Navigator to a Dynamics 365 Sales implementation through App settings, Advanced settings, or via AppSource. The application provides several controls that you can place on different sales related forms. These controls offer insight to help sales professionals make better connections with their prospects.

LinkedIn Sales Navigator has several tools that you can use to engage potential buyers with personal content and to facilitate introductions with them. It does require another subscription on top of your Dynamics 365 subscription. Each user that applies LinkedIn Sales Navigator functionality in Dynamics 365 needs to be a user in both applications and needs to authenticate with their LinkedIn profile.

Screenshot of the sales navigator sign in.

Available controls

There are two flavors of LinkedIn Sales Navigator control available and that can be placed on any forms. If needed forms can be configured to show more than one control at a time.

The LinkedIn Sales Navigator Lead control shows information about a LinkedIn member profile. This control has the following sections, which you can choose to show or hide:

  • Top Card: Shows information about the person like name, headline, and more. Additionally, it provides capabilities to message or save the person as a lead in Sales Navigator.

  • News (Icebreakers): Shows the person's highlights, activities, conversation starters, and more.

  • Connections (Get Introduced): Shows the mutual connections and allows for a warm introduction to the person.

  • Related Leads: Shows potential Sales Navigator leads who are similar to the target person and might represent the relevant stakeholders around them. On a sales scenario, this insight is crucial to identify the potential decision-makers for a deal.

The LinkedIn Sales Navigator Account control shows information about a LinkedIn company profile. This control has four modules, which you can choose to show or hide:

  • Top Card: Shows information about the company like company name, industry, location, and more. Additionally, provides capabilities to view the related account and save it in Sales Navigator.

  • News: Shows the latest news of this company.

  • Connections: Shows relevant connections for this company that can establish a first contact.

  • Kind Key People: Shows the recommended potential leads in this company that might be opportunities open for the next deal.

Examples of controls

Contact top card

Screenshot example of a contact card.

Contact connections (Get introduced)

Screenshot of the contact connections.

Screenshot of the account recommended leads.

Synchronization of activities

With the proper teams licensing, activities from LinkedIn synchronize to your Dynamics records. Custom activities for InMails and messages are added to the related Contact record. As of the time of this document, the activities can only come from LinkedIn activities, and not initiated in Dynamics.

In addition to these controls available for use, there's a Sales Navigator app targeted at the classic web experience. The contents of these controls are the same, but combined into a single control, one each for people and companies.

For more information about LinkedIn Sales Navigator integration, see: Integrate LinkedIn Sales Navigator solutions for Dynamics 365 Sales.