LinkedIn is one of the world’s top-rated social media platforms which consist of large financial opportunities for various businesses and industries. Apart from being a gigantic social platform of industry professionals, it is also an unconventional source for developing revenue using the sales teams of the user organizations. This implies that the LinkedIn platform is populated with educated and affluent professionals who play the role of decision-makers and reps of more than thirty million companies across the globe. LinkedIn has its sales tool namely LinkedIn Sales navigator which comes with integration with CRM like Dynamics & more. This signifies the platform has the potential of being more than just another source of opportunity and can rather be a powerhouse of information related to human contacts that can be converted into revenue with the right method of implementation.
According to Forbes, 80% of B2B leads from social media occur on LinkedIn
source: CRMSoftwareblogs.com
Setting up the LinkedIn application
The process of setting up a LinkedIn application can be completed by a user through the following steps :-
- Log into the LinkedIn account
- Click on the link below – linkedIn.com/secure/developer/
- This directs the user to the developer page of the LinkedIn platform.
- Here, select the “Create Application”link. This loads the create application page.
- The user then has to fill in the required credentials.
- Next, select the box provided at the bottom of the page that signifies the user’s agreement to the LinkedIn API terms of use. Then click the Submit button.
LinkedIn Sales Navigator Dynamics 365 Features –
LinkedIn Sales Navigator refers to an additional application made available for LinkedIn users. This application is known to increase the sales success rates of an organization’s sales team and helps in nurturing plausible leads. Thus, Dynamics 365 and LinkedIn Sales Navigator integration helps the sales teams to exchange crucial information related to future opportunities amongst themselves.
Nucleus Research report on Microsoft Relationship Sales Nucleus Research expects customers using LinkedIn Sales Navigator and Dynamics 365 Sales to see a 12-15 per cent increase in sales productivity.
According to Microsoft Dynamics survey – Several companies using this application have considered that about 89 per cent of our salespeople report finding contacts that they didn’t previously know about.
Requirements for integrating LinkedIn Sales Navigator with Dynamics 365
Following are the requirements that are to be fulfilled to integrate Dynamics 365 with the LinkedIn Sales Navigator –
- A system administrator security role in Dynamics 365.
- Dynamics 365 Customer Management
- Microsoft Relationship Sales Subscription for Dynamics 365 or in its absence LinkedIn Sales Navigator Team or LinkedIn Sales Navigator Enterprise.
The smooth integration of the LinkedIn Sales Navigator with Dynamics 365 can make the process of gaining revenue easier. Businesses have seen 5% higher win rates and closed 35% larger deals with Sales Navigator
source: stoneridgesoftware.com
Utilizing the power of LinkedIn Sales Navigator with Dynamics 365 for Sales
The LinkedIn Sales Navigator for Dynamics 365 is essential for creating a hands-free experience for the users that oscillate between using the Sales Navigator and Microsoft Dynamics 365.
The most essential features that help sales executives to build meaningful relationships and harness productivity include the following:-
- Embedded profiles and
- CRM Sync and Activity Writeback
The advantages of these features include the following:-
- Embedded profiles – i) gain LinkedIn insights on certain people, ii) getting an unambiguous view of the company structure, iii) personalizing engagement with contacts, iv) reducing the workload.
- CRM Sync and Activity Writeback – i) smooth transition between Sales Navigator and CRM, ii) communicating with the probable customers, iii) keeping track of essential activities, iv) saving effort and time through auto-import feature related to contacts.
Microsoft Tools that can perform Dynamics 365 LinkedIn Integration related to data –
Microsoft initially introduced the smooth integration feature related to Dynamics 365 and the LinkedIn Sales Navigator tool. This gave the sales personnel across the globe, the opportunity to access the database of millions of users that subsequently widened the opportunity perspective of business.
Again, the company also introduced another tool termed Dynamics 365 for Talent which provides the Dynamics 365 ERP users with the chance to identify fresh talent directly from the LinkedIn Recruiter and Learning solutions.
Smart Sales planning with LinkedIn Sales Navigator for Dynamics 365 Sales:
Microsoft Dynamics 365 Sales and LinkedIn Sales Navigator work together to ensure that sellers can provide their customers with personalized and meaningful experiences.
The unified view of customer data within Dynamics 365 Sales and LinkedIn Sales Navigator provides the following advantages:-
- Empowering sellers to locate important decision-makers
- Keeping sellers and buyers connected
- Reducing Sales friction
Along with this, the LinkedIn Sales Insights launched as a new product within the LinkedIn Sales Solutions suite is capable of providing millions of LinkedIn members the opportunity to aid sales organizations in identifying and nurturing their potential revenue sources.
Benefits of LinkedIn Integration with Dynamics 365 –
- Simplified access to revenue opportunities – The sales team of the user organization can explore the new opportunities without spending time in searching all the relevant leads. The Dynamics 365 LinkedIn Integration makes the search options more advanced that helps in narrowing down the results which is easier for the user and helps in proper time management.
- Viewing the important Sales leads – This benefit is achieved from a feature called the viral effect which allows the user to find any connection related to the prospecting contact. Subsequently, the feature makes it easy for the user to contact the prospect which can turn into a lead in the future.
- Using the features of LinkedIn and Microsoft Dynamics – The integration of Dynamics 365 and LinkedIn provides the user organization the access to the features of both LinkedIn and Dynamics 365. In addition to this, all the activities related to Sales can be performed from Dynamics 365 itself rather than using two accounts for two applications.
- Increasing simplicity in building relationships – The Dynamics and LinkedIn Integration leads to the syncing if the email, contacts and other information of a probable lead. This makes it easier for the user to build relations with the prospect through smooth communication methods.
- Striking competitive Edge features – Once the applications are integrated, they can be accessed and utilized from any mobile device which makes it usable from any remote location. This, communication pattern established on the basis of multiple channels aids the user organization in gaining a competitive edge in comparison to other companies in the market.
- Sales intelligence capacity – This benefit is derived on the basis of three essential capabilities of the Dynamics and LinkedIn integration. These can be enumerated as follows:-
- Receiving Sales Insights along with consistent updates through a smooth pattern.
- Time saving while searching for the Sales leads.
- Gaining access to information from any remote location at any time through mobile devices which helps to retain prospects.
Creating contacts in Dynamics 365 from LinkedIn Sales Navigator –
The process of creating new contacts within Dynamics 365 with the help of LinkedIn Sales Navigator contains the following steps :-
- Log in to the Sales Navigator account
- Identify a lead that is required to be added to the CRM
- In the lead page or lead list, select …More and then click in Create CRM contact from the drop-down box that is displayed.
- In the Match profile to the existing CRM, the record window do the following –
- If there appears a match for your lead, click on Match
- If there appears no match, click on create CRM contact.
Role of a company in Dynamics 365 LinkedIn Integration:
The organizations looking towards building a strong professional network that can promote the process of selling products, recruiting employees and analyzing the potential markets for B2B commerce, need to integrate their Dynamics 365 with the LinkedIn features. This smooth integration process can promote the growth and productivity of the user companies and provide several benefits which include the following:-
- Saving time during a hassle-free integration
- Increasing sales revenue
Promoting and refining the corporate identity and brand of the organization as an employer.
Conclusion:
Thus, the Dynamics 365 LinkedIn integration is the need of the hour for sales organizations that look towards building strong professional relations that can be encashed in the form of increased revenue.
Frequently Asked Questions:
1. Process of Dynamics 365 LinkedIn connection.
The method of establishing a connection between Dynamics 365 and LinkedIn can be enumerated in the following manner :-
- Click on Sales and select LinkedIn Lead Gen Forms. Then choose LinkedIn User Profile.
- To add a fresh LinkedIn User Profile record, Click on New, type a Name and finally click on Save.
- For adding LinkedIn accounts to this User profile, choose Authorize.
- Feed-in the details of the LinkedIn profile and click on Sign In.
- Within the Permission dialogue box, click on Allow.
Review and confirm the organization in which the LinkedIn data has to be connected
2. Can LinkedIn integrate with Dynamics 365?
Yes, Dynamics 365 can be integrated with LinkedIn.
3. Process of installing Sales Navigator.
The method of installing LinkedIn Sales Navigator for Dynamics 365, can be categorized into the following:-
- Installation through Advanced Settings
- Installation through AppSource Page
- Installation through App Settings
Each of the above processes has distinct steps for completion which can be described in the following :-
- Installing through Advanced Settings –
- Within the Dynamics 365 application, click on Settings and then select Advanced Settings. This opens the Business Management settings in a new browser tab.
- Click on the LinkedIn Sales Navigator.
- Within the new Installation tab, click on Continue for installing the required solutions. The procedure is completed within a few minutes.
- Finally, the validity of the installation has to be verified.
- Installing through the AppSource Page-
- On the LinkedIn Sales Navigator for Dynamics 365 AppSource Page, select GET IT NOW.
- Then go through the terms and conditions and then click on Continue. This opens the Dynamics 365 marketplace.
- Select the organization from the list titled Organization to add the application to. Select the required checkboxes for Microsoft and Dynamics 365 legal terms and click on Agree.
- In the end, the status of the installation has to be verified on the Manage your solution page.
- Installing through the App Settings –
- Signing into the Sales Hub Application is required.
- Within the site map, the lower-left corner has the Change area icon which had to be selected. Then click on App Settings.
- Within the General Settings, click on LinkedIn Integration and select Manage.
- In the LinkedIn Integration page, the Enable LinkedIn Integration has to be selected.
- The Installation tab appears where Continue has to be selected for installing the required solutions.
- Finally, the completion of the installation has to be verified.
How is LinkedIn as CRM?
The Relationship Tab feature provided by LinkedIn is itself the easiest method of using LinkedIn as the organization’s CRM system. This process can be enabled by following one of the below-mentioned ways:-
- Syncing Email – Through this feature, LinkedIn can automate the process of populating all messages that have been exchanged between the user and the saved contact in LinkedIn. Also, if any other email is synced with LinkedIn, this feature can auto-populate with all the emails sent between the user and the contact.
- Notes – The notes feature provides the user with the opportunity to fill in any information related to the saved contact. As this feature is available to the user only, it can be used to record the crucial information related to the saved contact. The fastest way of using notes is to follow the below-mentioned steps:-
- Revise a phone conversation
- Revise a face to face meeting
- Note down and save additional information related to the contact.
- Reminders – As the name suggests, the reminder feature allows the user to set reminders for a day, week, month or consistent reminder related to the saved contact. This feature has similarities with the note feature as this can be seen by the user only. These reminders from the ideal area for scheduling follow up calls, nurture initiatives and help give gentle nudges for keeping in touch.
- How you met – At times it is difficult to keep track of the basic information related to several contacts saved in the LinkedIn profile. The how you met feature allows the user to eliminate the guessing from the recognition process of the saved contact. This is done by saving the details of the first encounter with the contact.
- Tags – The most useful of the features is the Tag. This allows the user to Tag the required contacts and group these individuals together. After events, when the user Tags the people involved in it, a follow-up conference can be arranged later with ease.
5. Is LinkedIn Sales Navigator free.
A free trial of LinkedIn Sales Navigator is available to the user with their LinkedIn account. But, it is noteworthy to mention that this trial is free only for the users or members that do not have any paid LinkedIn subscriptions and also have not opted for any free trials in the past year or 365 days.
6. Method of linking CRM to LinkedIn.
The Users can link their CRM with LinkedIn by installing and enabling the LinkedIn Sales Navigator Oauth Application. At times the OAuth authentication procedure has to be completed for users existing in both the CRM and Sales Navigator to make use of some features. To install and enable the Sales Navigator Oauth application while doing away with any authentication issues, the following steps have to be adhered to:-
- Signing in to Salesforce or Microsoft Dynamics 365
- On the Setup page, below the Platform-tools, selecting apps.
- Expanding the connected apps and clicking on Connected apps Oauth usage.
Installing and unblocking LinkedIn Sales Navigator and LinkedIn Sales Navigator Writeback.
7. How Dynamics 365 can introduce new markets for MSPs.
The term MSPs is the abbreviated version of the term Managed Service Providers. This refers to the businesses that survive on the pattern of consistently finding new clients and staying relevant and competitive. It implies that lack of relevance or competition can lead to the shutdown of these service providers. But, Dynamics 365 can help such businesses and their clients in tackling economic vulnerability along with responding to the changing market demands related to remote work solutions. Thus, Dynamics 365 and its constituent applications can aid the introduction of new markets for these MSPs.
