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Microsoft Dynamics 365 & Dynamics CRM experts provide reviews and opinions to aid professionals with the Dynamics 365 selection process.

 
 
Ryan Plourde, Crowe

Pros and Cons of LinkedIn Sales Navigator for Dynamics 365 Users

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Are you a LinkedIn user? Do you use it as a lead generation tool?

I recently attended a session on the LinkedIn Sales Navigator. This is different from Insights and the LinkedIn Application for Talent. This is the tool targeted towards salespeople to mine their LinkedIn channel for potential leads.

Based on my experience as a CRM professional, here are some highlights and things that may not be obvious to you from the self-running demos.

Pros:

1) It allows you to see a user’s LinkedIn profile from within the contact, account or opportunity pages in CRM.

2) You can post LinkedIn email, activities, and notes back into related entities in CRM (manually).

3) You can tag a contact in CRM as a "Navigator Lead"

4) You can search for and create Navigator Leads in LinkedIn. These drive the LinkedIn dashboards and profiling to generate potential contacts a user may want to approach through LinkedIn (not to be confused with a CRM lead - see cons below).

5) PointDrive allows sharing of documents and presentations with unlimited storage. Access is either as an individual or a team. PointDrive tracks number of accesses, clicks, downloads, shares etc. of each document shared down to the actual pages they have looked at. This is not integrated to CRM at this time (see cons)

6) The LinkedIn portal has a couple of nice features for ways to get an introduction to the prospect. In this model, it helps if everyone in your organization is using LinkedIn and are all part of the same team. That way you can see who in your organization has potential relationships with the prospect.

Cons:

1) You need LinkedIn Enterprise license (which is an additional cost).

2) The CRM Relationship SKU that allows LinkedIn integration is only sold on Enterprise Agreement at this time (not CSP).

3) There is no integration for contacts, leads, or opportunities from LinkedIn. Any leads generated from LinkedIn need to be re-entered manually in CRM. The only push is emails, notes, and activities.

4) The clicks and access from PointDrive do not feed back into CRM. It is visible from CRM, but it is not in the database for reporting or driving additional marketing campaigns.

5) It is still driven by personal credentials, so there is no "enterprise" view of all contacts via LinkedIn to this company or individual.

6) Currently, there is no "trial" to be able to use the two products together.

7) While PointDrive allows team posts, there is still no way to see in LinkedIn an entire relationship a person has with my company (assuming we are all trying to sell together!)

In conclusion: Like many early released Microsoft products, it has some cool features, but it is still a little short of having everything that a company may want. If an organization’s sales team is using LinkedIn and getting value from it already, it could be worth the additional cost. But, if the people or groups being targeting are not on LinkedIn actively (clicking posts etc.) than the value could be diminished. Also, some of the other partners that have used the product said the fact that you cannot create CRM leads, but instead you create LinkedIn leads is a little confusing to some users.

Crowe Horwath can help you evaluate the CRM tools that will work the best for your organization.

If you are interested in evaluating Microsoft Dynamics 365 (formerly Microsoft Dynamics CRM) contact us today.

By Cullen Hunter, Crowe Horwath, a Microsoft Dynamics 365 Gold Partner www.CroweCRM.com

Follow us on Twitter: @CroweCRM

3 Responses to “Pros and Cons of LinkedIn Sales Navigator for Dynamics 365 Users”

  1. Dial LinkedIn Support Number +1-800-712-0803, for LinkedIn Customer Care, to fix Application error. If you have any issue on your pc like your LinkedIn application is not working properly, or any other Application does not support your pc. you can contact on. Our LinkedIn Customer Care Support Services are available all time.

  2. Javed says:

    Hi,

    I have few questions regarding Dynamics365 & Linkedin integration which is supposed to happen after configuring LinkedIn Sales Navigator in Dynamics365.
    1. I have leads with Tags in LinkedIn Sales. Can I import the Tags as will in Dynamics 365 Leads entity so that I can identify/filter the way I can do in Linked Sales site.
    2. I have saved leads in LinkedIn. Now in LinkedIn Sales “Enable Sync CRM” is marked as Yes however I dont find in lead pushed in CRM. Please note that email id is same in LinkedIn and D365 so no issues there.
    Am i missing anything here which can push my lead in CRM.

    Thanks,
    Javed
    3.

    • Javed – Regarding your questions:
      “1. I have leads with Tags in LinkedIn Sales. Can I import the Tags as will in Dynamics 365 Leads entity so that I can identify/filter the way I can do in Linked Sales site.”
      As of today, leads are not one of the automatic integration points between the two systems (see #2). So today there is no way to get the tags to automatically come across. Hopefully they will think of that when they add that functionality.
      “2. I have saved leads in LinkedIn. Now in LinkedIn Sales “Enable Sync CRM” is marked as Yes however I dont find in lead pushed in CRM. Please note that email id is same in LinkedIn and D365 so no issues there.”
      To my knowledge, the push from LinkedIn back to CRM is only for InMails, Messages, and Notes. The sync of accounts, contacts, and leads is from CRM to SalesNavigator and isn’t bidirectional right now, which is why you aren’t seeing leads from SalesNavigator get pushed back into CRM. For reference you can read up about enabling the available features at
      https://help.linkedin.com/ci/fattach/get/7816685/0/filename/LICRMSyncForSalesNavigatorDynamicsEnablementGuide12-7-2017.pdf
      I hope this is helpful!

 

 
 
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