LinkedIn Sales Navigator

LinkedIn Sales Navigator

Install the LinkedIn Sales Navigator extension for Zoho CRM to find your prospects on LinkedIn and connect with them right from Zoho CRM.

Sales Navigator is a tool that offers sales people excellent insight into the professional lives of their customers. You can ascertain the quality of leads by looking at their business profiles and following their status updates. Therefore, finding the right leads and converting them becomes easy.

This becomes a whole lot easier when you integrate Sales Navigator with Zoho CRM, as you can reach out to a prospect on LinkedIn without having to switch windows. This way, you can connect with people on LinkedIn, reach out to them, follow their updates and explore their network - all directly from Zoho CRM where you have their sales information as well. 

By installing the LinkedIn Sales Navigator extension for Zoho CRM, you can
  • View the LinkedIn Sales Navigator related list in the Details page of leads, contacts, accounts and deals. The related list displays the profiles of your prospects as widgets.
  • View the LinkedIn Sales Navigator widgets in the SalesInbox (Emails) tab, contextually.
  • Push CRM leads, contacts and accounts to Sales Navigator in order to follow up with them on LinkedIn.
  • Stay updated on your customers' professional activities on LinkedIn.
  • Generate further leads by exploring your customers' professional network and connections.

Install the LinkedIn Sales Navigator extension for Zoho CRM

Availability
  1. LinkedIn Sales Navigator paid editions : Advanced and Advanced Plus.
  2. In Zoho CRM, Users with Administrator profile alone can install and access LinkedIn SalesNavigator.

To install LinkedIn Sales Navigator extension in Zoho CRM
  1. Go to  Setup  >  Marketplace  >  All .
  2. Under  All Extensions , browse for  LinkedIn Sales Navigator .
  3. In the  Sales Navigator  page, click  Activate . 
  4. In the  LinkedIn Sales Navigator  page, set  Permissions for Zoho CRM Users  as required.
  5. Click  Save .

    You will see a LinkedIn Sales Navigator related list in the Details page of leads, contacts, accounts, and deals, as well as alongside emails in the SalesInbox tab

Push Zoho CRM records to LinkedIn Sales Navigator

On activating LinkedIn Sales Navigator for Zoho CRM, you can push leads, contacts and accounts to your Sales Navigator account and explore further about your customers' professional circles and activity on LinkedIn.  This also opens up new avenues to generate further leads by exploring your customers' connections on LinkedIn.


To push leads from Zoho CRM to Sales Navigator
  1. Click the desired lead in your Zoho CRM account.
  2. Scroll down to the  LinkedIn Sales Navigator  related list.
    The matching profile of the person and company are displayed as widgets.
  3. On the person's profile, you can do the following actions:
    • If the profile is that of the correct person, click  Save as Lead  on the person's profile.
      This CRM lead will now instantly be saved to your  LinkedIn Sales Navigator  account as a LinkedIn lead. From then on, you can follow up on the lead in LinkedIn.
    • If the displayed lead/contact is NOT the right person you are looking for, simply click on Not the right person? button.
      In the ensuing form, enter the First Name, Last Name, Current Company, and Current Title to search for the right person. 
  4. Under the more ellipses ( ... ) icon,
    1. Click Message, if you wish to get in touch with them. This will take you to Sales Navigator's Inbox, where you can compose and send your InMail. 
    2. Click Connect to send them a LinkedIn invitation from Zoho CRM. If you are already connected on LinkedIn, you can send them a Message.
  5. On the company's profile, the data is looked up by the details provided in the record. To validate the information, you can do the following actions:
    1. Select the company from the list of companies listed in the company's widget and click Match .    
    2. Click Save in Sales Navigator, to save the company information to your desired list of accounts.
    3. If the company selected is not the right match, click on Not the right company? button in the company widget. In the ensuing form, search for the right company by entering the following details - Company name, Industry, and Location and click Search .     
                                   

  Manage Sales Navigator Account for individual users

To get insights on your leads, contacts, accounts, and deals, administrators in your organization will connect CRM to a common Sales Navigator account. However, as a sales manager, if you have an individual sales navigator account and would like to connect that to your CRM to get accurate and contextual insights, you can change the sales navigator account for your account. 
To change the sales navigator account, 
  1. Go to a record, scroll down to the LinkedIn Sales Navigator widget.
  2. Click on the Change Sales Navigator Account button.
  3. Click Yes on the logout alert popup.
  4. Sign in with your account to view insights. 
Note
  • Note that the procedure mentioned above for leads is applicable for accounts, contacts and deals as well.

Data mapping between Zoho CRM and LinkedIn Sales Navigator

Zoho CRM
LinkedIn Sales Navigator
Leads
Saved as Leads
Contacts
Saved as Leads
Accounts
Saved as Accounts

View Sales Navigator widget in the SalesInbox tab

In addition to the Record's Details page, you can view the LinkedIn Sales Navigator widget contextually, alongside the customers' emails in the SalesInbox tab. This helps you get a fair picture of their professional activity and background, which in turn helps you make a better pitch during your email conversations with them. Besides drawing an insight into their professional activity, you can save them as leads in Sales Navigator to follow up with them on LinkedIn.

To view the Sales Navigator information in the SalesInbox tab contextually
  1. Click the  SalesInbox  tab.
  2. Click the required email. In the Email Detail page, on the right pane, click the  LinkedIn  link.
    The window flips to reveal the LinkedIn Sales Navigator widget.

    From here, you can save the email sender as a lead in Sales Navigator by clicking  Save as Lead . In addition to saving the sender as a lead in Sales Navigator, you can view their LinkedIn activity right inside the widget.  

Uninstall LinkedIn Sales Navigator Extension

To uninstall the LinkedIn Sales Navigator extension for Zoho CRM
  1. Go to  Setup  >  Marketplace  >  All .
  2. Under the  LinkedIn Sales Navigator  section, click  Uninstall .

    You will no longer see the LinkedIn Sales Navigator related list in the Details page of leads, contacts, accounts and deals.

Note
  • On deactivation, you can no longer push Zoho CRM records to LinkedIn Sales Navigator.
  • However, records already pushed to Sales Navigator remain intact.

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