Sales reps need LinkedIn to get important details about a prospect when they’re selling. We’re excited to share that we have partnered with LinkedIn to integrate Outreach with LinkedIn Sales Navigator to help Outreach users better connect with prospects without leaving the Outreach workflow.
Our integration with the LinkedIn Sales Navigator Application Platform allows you to enhance your Outreach experience with the rich social data in Sales Navigator. This partnership allows you to access your LinkedIn Sales Navigator information where you’re already selling.
For those of our users who have LinkedIn Sales Navigator accounts, we will provide access to the most important Linkedin Information distilled into "tiles" to utilize on our Prospect and Account overview dashboards. These tiles will surface relevant data including work history, common connections, and LinkedIn activity.
Getting Set Up
All Outreach users with a Sales Navigator Team or Enterprise license will have access to two LinkedIn Sales Navigator tiles (One for Sales Navigator Lead, and one for Sales Navigator Account) within the intelligence tile menu.
1. Navigate to the prospect or account list from the left hand navigation and click into a prospect or account. This will land you in the "overview" tab, which is the landing page for our Sales Intelligence Tiles.
2. To add a new Sales Navigator tile, click "Edit" on the dropdown next to the layout picker and "Modify Layout".
Note: If you don't see the option to edit, you will first need to clone a layout, then set it as your default, and try again.
3. Click "Add New Tile" and from the Tile Store, scroll to select the available LinkedIn Tiles* (they'll appear at the bottom of the list). The Tiles will disappear from the Tile Store when added to your dashboard.
4. Exit out of the Tile Store to return to the dashboard.
5. You can adjust the size of the tiles by clicking on the corning of the tile and dragging it until you've reached your preferred size. Tiles can also be rearranged by clicking and dragging the tile to the preferred area of the dashboard. Make sure you save your changes.
. If you are not logged into Sales Navigator, the tile(s) will have default text with a link to the sign in page. Click on the link to open a separate tab and log into Sales Navigator**. Refresh your Outreach screen to see the tile data light up.
*On the prospect level both the Sales Navigator Lead and Account tiles are available. When adding Tiles to the Account dashboard, only the Sales Navigator Account tile is available.
**You do not need to have the same email address for your LinkedIn account as your Outreach account. Make sure you log into Sales Navigator with the email address attached to your LinkedIn account. For some, this may be a personal email address.
Understanding the LinkedIn Sales Navigator Tiles
Sales Navigator Lead Tile
The sales navigator lead tile pulls information from the profile of the specific lead you’re looking at. The lead tile includes basic information from LinkedIn about the prospect including their current position, time in current role, and current location. This is a great way to verify location or verify that nothing major has changed since you last engaged before you reach out.
By simply using the lead tile and loading loading the prospect overview, your prospect will see you’ve viewed their profile. When you enhance a call or manual email with an automatic profile view, you get two sales touch points for the price of one.
Other data is presented in three tabs
This highlights what LinkedIn determines to be the most important information on the lead. This includes mutual connections and recent activity like shared posts or published articles. You can use these updates to see how active your prospect is on LInkedIn and know when it's a good time to reach out.
2. Get Introduced
This tab shows 1st, 2nd, and 3rd level connections in your network that are also connected to this lead. This empowers you to find a common connection or reach out to a colleague to get an introduction.
3. Related Leads
Find individuals similar to the lead you're looking at based on your Sales Navigator preferences. This can be used to expand your potential pool or prospects.
Sales Navigator Account Tile
The account tile pulls information from the company page on LinkedIn. This includes industry, number of employees, and the location of the headquarters. Within the Account tile you can see three tabs:
1. Recommend Leads
This information helps you find new leads from the company you're targeting, which can be added to Outreach straight from the tile. The recommended leads highlight who may be the best lead based on your Sales Navigator preferences.
Shows you connections that work at the company, to help you get a foot in the door. It's a great start for any kind of strategic engagement, working multiple prospects in an account.
Recent posts from both the company and employees so you can plan more personalized outreach to your prospect. These items are clickable, linking you directly to the actual articles so you can learn more.
Q: Will the LinkedIn Sales Navigator tiles let the prospect know that I looked at their profile, even if I only view some of the information in Outreach?
A: Yes. Every prospect where the tile loads it will show you that you have looked at their profile.
Q: What happens if the tile doesn't find a lead or a company?
A: There is a back button next to the not found error message where you can search for the individual or the company
Q: I can’t see any scrollbars, how do I move around inside the tile?
A: Each tabs and line item has arrows keys to move horizontally across the data in the tile < >
Q: I see the ability inside the tile to “save as a lead”. Does that save it as a prospect in Outreach?
A: No, this saves it as a lead in Sales Navigator.