Hello,
Together with @coskunfirat we’re implementing SalesHub Enterprise for our sales team.
They are already users of Sales Navigator.
Can you share your best practices how you combine the power of both tools?
For now, I’m thinking along the lines below, but I’m sure there are plenty of tips on top of that:
- viewing additional HubSpot contact data through Sales Navigator widget
- adding HubSpot contacts to Sales Nav lists
Here are some open questions I’m trying to find solutions to:
- is it possible to set-up workflows that would flag contact data being outdated, based on LinkedIn Sales Navigator data (ie. contact changing company).
- Sales Navigator is about to roll-out “account map” functionality - is it pretty much the same what HubSpot offers with ABM features? I really do not want our team to perform any double work here.
Many thanks!
Edyta
@coskunfirat
Hi @Edyta7510
Welcome to the Community!
I’ll tag a few experts that might be able to share their thoughts.
Hey @Jonno_Price @NicoleSengers @KTownsend what would you advise in this case?
Thanks
Sharon
Hello @Edyta7510 ,
Great that you are combining LI Sales Nav and Sales Hub! I think they work brilliantly together and happy to share some additional thoughts.
I like to think of the opportunity in 2 parts:
1.) The first is LinkedIn from a marketing (advertising) perspective as when used in combination with sales outreach can be a powerful combination. E.g. feeding relevant LinkedIn ads to target contacts (could be case studies, whitepapers, Webinars etc.) whilst at the same time your sales team are making inroads on an account level. You can use Hubspot to build your LinkedIn ads audiences to accomplish the above and also use Workflows to automate audience inclusion/exclusion.
2.) The second is more in line with your original post and that is the LinkedIn Sales Nav + Sales Hub combo.
Unfortunately you cannot automate flagging of outdated details. LinkedIn have not made this accessible from an API perspective and so for now it remains a manual task. PS. I find an active “Contacts to be Refreshed” list can be helpful here - based off of create date >6 months ago and a custom “Last Refreshed” date property. An intern or outsourced data admin can be responsible for manually checking and updating this list to keep your data fresh.
With regards to account mapping personally I would prefer to have the sales team update the buyer role in Hubspot (e.g. as part of ABM tools) based off of the research they conduct on LinkedIn. i.e. still prioritise account mapping in HS. Especially if you are using Hubspot to manage wider ABM campaigns. LinkedIn is great but it is a component of a wider strategy which imo is best housed in Hubspot.
If your team are using Sales Sequences in Hubspot (e.g. to send sequenced outreach emails) then the Sales Nav integration allows you to add LinkedIn related steps directly in the sequence.
Finally - (and I don’t mean for this to be a blatant plug) but I have written a blog about Hubspot and LinkedIn that might be of use.