The rise of social selling and the need for greater sales productivity is transforming how sales teams operate. As a result, integrating Salesforce and LinkedIn has evolved from a “nice to have” to a “must-have” for modern B2B sales organizations.
This unique integration fuses the capabilities of both platforms, allowing the number one networking powerhouse to collaborate with the world’s leading CRM solution. This can be a true game changer for sales and business development teams – when implemented right.
Why Integrate Salesforce and LinkedIn?
Bringing Salesforce and LinkedIn together creates a powerful mix, with clear value to Salesforce users.
Sales reps spend nearly half their time on administrative tasks, including prospecting and CRM updates. Cutting down on this can significantly improve efficiency.
By integrating the two platforms, the time typically spent on prospecting, which can be as much as 10% of a sales rep’s entire schedule, is minimized. No more toggling between tabs or manually copying contacts to Salesforce. Plus, possessing comprehensive sales intelligence helps approaching the right prospects with the right approach, enhancing the chances of generating meetings and closing deals.
Integrating Salesforce with Linkedin means sales reps will stay in Salesforce longer, without being sidetracked by other prospecting tools like LinkedIn’s Sales Navigator.
This centralization establishes Salesforce as the primary source of truth for sales data. Salesforce users don’t need to leave the CRM and browse in other tabs, while they can easily update their accounts, contacts and leads with minimal manual effort.
Clean, up-to-date CRM data is the backbone of any successful sales operation. Integrating with LinkedIn can keep Salesforce data fresh by flagging changes like job shifts or contact updates. With the rise of CRM + GenAI projects, Salesforce data quality becomes paramount for GPT project success.
Salesforce-Linkedin Integration: How Does It Work?
Salesforce and LinkedIn integration can be implemented in two main ways:
Salesforce to LinkedIn
Pull valuable LinkedIn insights straight into Salesforce. Suggestions of potential leads, company news updates, and detailed contact information are just the beginning.
Some advanced solutions can even bulk-update your database when contacts change roles or relocate.
LinkedIn to Salesforce
Imagine updating Salesforce directly from LinkedIn. That’s precisely what this integration enables. Create new accounts, add contacts, or even pull in LinkedIn messages – all without flipping between platforms.
Some tools also allow this direct transfer from LinkedIn profiles or even the recruiter search module. Look out for handy Chrome extensions that can make this process seamless.
Options for Integration of Salesforce with Linkedin
The landscape is rich with integration solutions, each with its unique strengths. These include:
- Sales Navigator Integration
- AppExchange LinkedIn Integration Apps
- Third-Party Integration
Solution 1: Sales Navigator Integration
Sales Navigator is LinkedIn’s premium solution for sales professionals that offers advanced search and list building capabilities. There is a LinkedIn Sales Navigator App on the AppExchange which simplifies the connection process.
Using this integration, reps can easily pull accounts, contacts, and lead details from Sales Navigator that the team focuses on. They can also directly record Sales Navigator tasks, such as InMail messages and notes, into Salesforce.
While it offers premium features and streamlined integration, it is on the pricier side.
Solution 2: AppExchange Data Enrichment Apps
The Salesforce AppExchange is home to various solutions for LinkedIn integration and data enrichment. Many of these don’t require a Sales Navigator license, making them more wallet-friendly.
Tools like PipeLaunch not only pull data from LinkedIn but also from 20+ other sources. They can validate work emails, extract contacts from various web pages, and more. Some of these tools also enable ‘mass data enrichment’ – the ability to leverage Linkedin integration for bulk data updates.
When browsing these tools, it’s wise to check if they are native Salesforce apps. Native apps often provide a more stable and secure integration experience.
Solution 3: Third-Party Integration
Third-party tools offer a convenient way to integrate Salesforce and LinkedIn. For example, Zapier provides a user-friendly approach, allowing connections between numerous apps. Such tools often come with easy setup processes, eliminating the need for deep technical knowledge.
These kinds of tools offer automated workflows that reduce manual errors and improve efficiency. However, there are downsides. Setting up triggers, actions, and workflows manually can be time-consuming. Users might also face disruptions if the chosen third-party tool undergoes changes or experiences outages.
How to Choose the Right Solution?
Finding the perfect integration tool requires careful consideration. Here’s a simple checklist to guide you:
- Goals: What do you hope to achieve with the integration? For instance, a large organization aiming to update its data at scale might seek a mass data enrichment solution. In contrast, a smaller team focusing on streamlining prospecting could prioritize a different set of features.
- Data Needs: Which specific data are you looking to transfer between platforms? Educational institutions might seek private emails and career paths for alumni engagement programs, while sales organizations might prioritize business emails and phone numbers.
- Setup Time: How quickly do you need the solution operational? Some tools can be activated within minutes, but others might take days or even weeks to set up.
- Resources: Consider both your budget and manpower. Remember, the least expensive option isn’t always the most valuable in the long run. Conversely, pricier tools might not always offer the best return on investment.
In today’s sales landscape, the integration of Salesforce and LinkedIn stands as a core asset for any sales team. As social selling gains traction, this integration ensures that sales reps are equipped with the best of both platforms, maximizing productivity, ensuring data accuracy, and fostering CRM adoption.
Multiple solutions cater to different needs, from the premium offerings of Sales Navigator to the diverse tools on AppExchange and the flexibility of third-party integrations. Selecting the right solution is essential. By understanding organizational goals, data requirements, available resources, and more, teams can tap into the full potential of this integration and drive unparalleled sales success.