Introduction
In today’s digital age, social selling has become an indispensable tool for sales teams looking to connect with prospects and close deals. At the forefront of this revolution is LinkedIn, the world’s largest professional network. But how can sales professionals effectively leverage LinkedIn’s vast potential without getting lost in the sea of connections? Enter Outreach.io and its game-changing integration with LinkedIn Sales Navigator. This powerful combination is transforming the way sales teams prospect, engage, and convert leads on LinkedIn.
Outreach + LinkedIn Sales Navigator Integration
The integration of Outreach.io and LinkedIn Sales Navigator is a match made in sales heaven. This partnership brings together the robust capabilities of Outreach’s sales engagement platform with the rich professional data of LinkedIn Sales Navigator, creating a powerhouse tool for modern sales teams.
Key features of this integration include:
- Access to LinkedIn Sales Navigator intelligence tiles within Outreach
- Ability to execute LinkedIn tasks directly from the Outreach platform
- Enhanced prospect and account data for more personalized outreach
- Streamlined workflow that keeps sales reps in their primary selling environment
As Adam Coccari from Microsoft Ventures puts it, “This integration will enhance the value of both platforms by bringing them together, surfacing insights on prospects and customers directly into a sales rep’s workflow.” This sentiment encapsulates the core benefit of the Outreach + LinkedIn Sales Navigator integration – it brings critical information to where sales reps are already working, eliminating the need for constant platform switching.
Using LinkedIn Sales Navigator Within Outreach
The integration introduces two primary LinkedIn Sales Navigator tiles within Outreach: the Lead Tile and the Account Tile. Let’s dive into what each of these offers:
LinkedIn Sales Navigator Lead Tile
The Lead Tile is your window into individual prospects. It offers three powerful tabs:
- Icebreakers: This tab reveals mutual connections, shared experiences, and recent activity. It’s like having a cheat sheet for your next conversation, allowing you to personalize your outreach effortlessly.
- Get Introduced: Need a warm introduction? This feature streamlines the referral process, allowing you to request introductions from mutual connections without leaving Outreach.
- Related Leads: Expand your prospect pool or find new contacts within the same company. This is particularly useful for account-based selling approaches.
LinkedIn Sales Navigator Account Tile
The Account Tile provides a broader view of your target companies. It includes:
- Recommended Leads: Discover new prospects within your target accounts, expanding your reach within organizations.
- Connections: Identify your existing connections within the company, providing potential inroads for new opportunities.
- News: Stay up-to-date with company news and employee posts, enabling you to personalize your outreach with timely and relevant information.
By leveraging these tiles, sales reps can gather crucial insights and take action without ever leaving their Outreach workflow. It’s a game-changer for efficiency and effectiveness in social selling.
Setting Up and Managing LinkedIn Tasks
One of the most powerful features of the Outreach + LinkedIn Sales Navigator integration is the ability to create and manage LinkedIn-specific tasks within your Outreach sequences. Here’s how you can get started:
Creating LinkedIn Sequence Steps
When creating a new sequence or adding a step to an existing one, you’ll now see LinkedIn-specific options:
- View a Profile
- Interact with Post
- Send Message
- Send Connection Request
- Other LinkedIn work
These steps allow you to incorporate LinkedIn activities directly into your outreach strategy, ensuring a cohesive and multi-channel approach to prospecting.
Completing LinkedIn Tasks
When it’s time to execute these tasks, you’ll find them in your task list on the 360 page or in the Sequence bucket of the global sidebar. The integration with Sales Navigator (for Team or Enterprise license holders) makes completing these tasks a breeze, with relevant information and action buttons right at your fingertips.
Best Practices and Tips
To make the most of the Outreach + LinkedIn Sales Navigator integration, consider these best practices:
- Use the icebreakers tab to personalize your initial outreach
- Leverage the news tab to stay informed about your prospects and their companies
- Incorporate LinkedIn profile views into your sequences for an additional touch point
- Use the related leads feature to expand your reach within target accounts
- Regularly review and update your LinkedIn tasks to keep your outreach strategy fresh and relevant
Remember, the key to success with this integration is to use it as a tool for building genuine relationships, not just as another way to blast out impersonal messages.
FAQs
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Q: Do I need a LinkedIn Sales Navigator account to use this integration?
A: Yes, you need a LinkedIn Sales Navigator Team or Enterprise license to fully utilize the integration features within Outreach.
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Q: Can I send InMail messages directly from Outreach?
A: While you can’t send InMail directly from Outreach, you can create tasks to send InMail and easily copy/paste templated messages from Outreach to LinkedIn.
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Q: How often is the LinkedIn data in Outreach updated?
A: The LinkedIn data in Outreach is updated in real-time when you access a prospect or account page.
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Q: Can I use this integration with my personal LinkedIn account?
A: No, this integration requires a LinkedIn Sales Navigator Team or Enterprise account.
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Q: How do I enable the LinkedIn Sales Navigator integration in Outreach?
A: The integration is typically enabled by default. If it’s not, you can toggle it on in the task flow view settings.
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Q: Can I track the performance of my LinkedIn tasks in Outreach?
A: Yes, LinkedIn tasks are tracked like any other task in Outreach, allowing you to measure their effectiveness within your sequences.