New capability dramatically increases data quality and sales productivity while bringing greater insight into a customer’s or prospect’s job changes
Atlanta, GA — Nov. 19, 2019 — SalesLoft, provider of the #1 Sales Engagement Platform, today announced it is now offering automation rules to take action on the new LinkedIn Sales Navigator Data Validation capability announced last week. Joint customers will be able to better connect with their prospects and customers using the most up-to-date data.
According to SiriusDecisions, 60% of CRM data is unreliable, and as a result, not only do more deals get put at risk, but sales productivity decreases. By leveraging LinkedIn Sales Navigator Data Validation, customers of SalesLoft using Sales Navigator Enterprise Edition through Salesforce or Microsoft Dynamics CRM will no longer have to manually search LinkedIn to validate that a contact hasn’t changed jobs, as this information is now accessible within the SalesLoft UI. Now every seller is equipped with the most accurate and up-to-date information when a prospect or customer changes jobs.
The announcement comes shortly after SalesLoft announced its acquisition of Costello, a provider of opportunity management software, furthering the company’s mission to help account executives not only prospect and build pipeline, but manage their day and their deals, from creation through close. LinkedIn Sales Navigator Data Validation builds on this promise by providing sellers and customer-facing representatives with the ability to know when their contact has moved jobs, changes roles, and more. This lets sellers leverage workflow triggers to queue up communications each time a contact experiences a career change.
“Customers leveraging LinkedIn Sales Navigator Data Validation are now able to use real-time insights to influence critical workflows when their prospects and customers change jobs,” said Sydney Sloan, chief marketing officer at SalesLoft. “Ultimately, this saves time spent reviewing customer data manually, and it will increase the quality of all opportunities as salespeople progress through the buying cycle.”
Using LinkedIn Sales Navigator Data Validation feature, sales professionals will be guided through a simple workflow, including:
- Maps to a field within Salesforce and updates the record to note the contact is no longer at the company
- Upon the record getting updated in Salesforce, LinkedIn Sales Navigator Data Validation will flag the update to the sales representative or account executive
- Automation rules can trigger workflows based on those real-time insights on whether a prospect on the decision-making committee has left, or whether an admin or champion at a customer has changed jobs
- Sales professionals will be able to quickly follow up and take action
SalesLoft is the provider of the #1 Sales Engagement platform, helping organizations like NCR, MuleSoft, Square, WeWork, and Zoom, generate more revenue and deliver better experiences to their customers. Headquartered in Atlanta, SalesLoft is renowned for its award-winning culture. Today, the company employs more than 450 people across its offices in Atlanta, San Francisco, London, and Guadalajara, Mexico, and has received 2019 recognitions from Fortune’s Best Workplaces, Comparably’s Best Places to Work and Inc. Magazine’s Best Workplaces. For more information on SalesLoft and how to deliver a better sales experience, visit https://salesloft.com.