LinkedIn Adds Relationship Management Elements to Sales Navigator

LinkedIn continues to double, and triple-down on AI, this time in its Sales Navigator platform, with two recent additions designed to assist marketers hone in on more viable prospects.

The primary update is a brand new element called “Account IQ”, which uses generative AI to provide an outline of a selected business.

As you’ll be able to see in this instance, Account IQ can offer you info on an organization’s current performance, its strategic priorities, key challenges, top executives, and more.

As per LinkedIn:

“[Account IQ] blends priceless, real-time LinkedIn first party data – similar to people, LinkedIn posts, and workforce trends – with third party data, to create a holistic snapshot of an organization.”

It might be a handy technique to get a greater handle on prospects quickly, though you most likely also wish to make certain that info is accurate before you begin quoting such in your sales calls.

AI tools do generally tend to “hallucinate”.

The second recent element is a “Relationship Map”, which is “a visible representation of buyer circle hierarchies” inside a given organization.

As you’ll be able to see in this instance, Relationship Map, because it sounds, offers you insights into how different staff work together, and keep you updated on relevant opportunities to succeed in out and connect, together with a broader understanding of who it’s you’re connecting with.

“With highlights for crucial events, like recent job changes or mentions within the news, Relationship Map offers opportunities to construct relationships with multiple decision-makers, avoiding the danger of deal stall should one other critical relationship cool off. It also makes it easier for account teams to collaborate more effectively on account strategy, with a real-time, shareable view of who’s who’s that everybody can access.”

Relationship Map can even highlight recent LinkedIn posts by these contacts, providing you with a simple technique to remain on their radar within the app.

These are some handy additions, which can have various level of value for various marketers, depending in your focus.

But they might offer you more ways to remain in contact with relevant contacts, and facilitate more engagement in consequence.

You’ll be able to examine LinkedIn’s latest Sales Navigator updates here.