In this modern era, CRM (Customer Relationship Management) software integrated with LinkedIn can assist you in better understanding your audience data, making better decisions, and ultimately increasing Sales. LinkedIn Sales Navigator is the simplest way to connect LinkedIn to your CRM platform like HubSpot.
LinkedIn Sales Navigator assists you in identifying the relevant buyers and enterprises, as well as understanding what they value and engaging them with personalized outreach. However, HubSpot is a prominent Customer Relationship Management (CRM) platform that helps you boost your Marketing and Sales Campaigns and provide an outstanding experience for your customers. The integration of these two can significantly help businesses identify and manage their Leads.
This article will guide you through the process of setting up LinkedIn Sales Navigator HubSpot integration in 3 simple steps. It will provide you with a brief overview of LinkedIn Sales Navigator and HubSpot. You will also explore the benefits of setting up LinkedIn Sales Navigator HubSpot integration and its use case scenarios in further sections. Let’s get started.
Prerequisites
Before you get started with the LinkedIn Sales Navigator HubSpot integration, make sure you have the following prerequisites in place:
- An active LinkedIn account.
- An active HubSpot account.
- On the Hubspot site, you must have a Professional, or Enterprise seat assigned to you on the “Sales Hub“, the Starter seat won’t cut ice here.
- On the LinkedIn site, since Sales Navigator is a paid service, you must have either the Sales Navigator Team or the Enterprise account, the Professional account will not work here.
Introduction to LinkedIn Sales Navigator
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LinkedIn Sales Navigator is a paid service by LinkedIn, which allows you to identify Leads, request to get introduced to them via common connection(s), create notes/tags for Leads, send InMails and use advanced Lead and company search.
You can easily target, understand, engage and track your Leads easily with this tool. LinkedIn Sales Navigator can be a useful tool for reaching out to elusive B2B buyers who don’t answer the phone or respond to emails.
To know more about LinkedIn Sales Navigator, visit this link.
Introduction to Hubspot
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Hubspot is a Marketing, Sales, and Service software that allows you to store all your business development data like Leads, Contacts, Deals, Activities, etc. on the cloud and run analytics on it. You can utilize its tools to host websites and landing pages, develop product-related blogs, and manage relationships with your Leads and customers.
HubSpot offers a variety of tools and features to make buyers feel unique at every stage of the purchasing process. The products are grouped into “Hubs” that may be purchased separately, but when purchased together, they provide a complete set of tools for your Marketing, Sales, and Support teams.
To know more about HubSpot, visit this link.
Benefits of Setting Up LinkedIn Sales Navigator HubSpot Integration
LinkedIn Sales Navigator HubSpot Integration can significantly help businesses to identify and manage the Leads in an optimal way. Some of the benefits of setting up LinkedIn Sales Navigator HubSpot Integration include:
- You can have a holistic view of all your prospective Leads, Contacts, Company data, and send and track InMails directly from your HubSpot instance.
- Your Linkedin Marketing and Sales efforts plus your other Marketing and Sales channels can be managed on a single Hubspot instance.
- Hubspot would provide reports and analytics that incorporate all your business development channels.
- LinkedIn analytics are also available on your HubSpot contact and company records.
These are some of the benefits associated with LinkedIn Sales Navigator HubSpot integration.
Steps to Set Up LinkedIn Sales Navigator HubSpot Integration
It’s simple to set up a LinkedIn Sales Navigator HubSpot Integration. Now, since you have a basic grasp of LinkedIn Sales Navigator and HubSpot, you will look into how you can easily set up a LinkedIn Sales Navigator HubSpot Integration to analyze your business data. Here is a 3 step process:
Step 1: Log in to your HubSpot Account and Navigate to Marketplace
Click Marketplace in the main navigation bar of your HubSpot account.
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Step 2: Use the Search Bar to look for LinkedIn Sales Navigator
Search for the LinkedIn Sales Navigator integration app, and connect it.
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Step 3: Install the App and then Provide the Required Credentials
You need to follow the below-mentioned procedure in this step to complete the setup of LinkedIn Sales Navigator HubSpot integration.
- Click Install app and then provide your LinkedIn credentials as shown below.
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- Provide the credentials.
- Now, your LinkedIn Sales Navigator HubSpot integration is ready to work.
With this, you have successfully set up your Linkedin Sales Navigator HubSpot integration.
Use Case Scenarios for LinkedIn Sales Navigator HubSpot Integration
Some of the use case scenarios for LinkedIn Sales Navigator HubSpot integration include:
Scenario 1: View LinkedIn Data about your Contacts/Companies
You can follow the below steps to view LinkedIn Data about your Contacts/Companies:
- Navigate to your Contacts/Companies on HubSpot.
- If you click on the name of the contact, you will see the LinkedIn Sales Navigator section on the right panel.
For individual contacts, you’ll see the following tabs:
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You will see some Tabs like below:-
- InMail: Send InMail directly from Hubspot to the contact.
- Icebreakers: This tab will help you break the ice, i.e. it contains shared connections, experiences, and interests, plus a link to the contact’s recent activity stream.
- Get Introduced: You can ask for a shared connection to introduce you to this contact.
- Related Leads: Helps you find other contacts of this contact, which could act as Leads for you, and then you can add them to your Sales Navigator Leads list.
For companies, you see a different screen, which is quite helpful in segregating and taking appropriate action as shown below.
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- Recommended Leads: Create connections with other Leads at the company with whom you have similar interests and experiences.
- Connections: Your existing connections in the company.
- News: News about the company and its activities helps you fine-tune and add appropriate context to your sales pitch.
The company record will show a bit differently than a person’s record, it shows information about the company’s location, size, and industry. Below is a glimpse of the HubSpot company shown in the LinkedIn Sales Navigator.
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Scenario 2: Send InMails Directly from Hubspot
You can follow the below steps to send InMails directly from HubSpot.
- Click the name of your Contact/Company.
- Click “Send InMail” from the LinkedIn Sales Navigator card for this Contact/Company.
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- Compose your mail and click Send.
If you send multiple messages, the entire conversation will be visible in this panel.
Scenario 3: Use the Hubspot Mobile App and Manage LinkedIn Sales Navigator Tasks on your Mobile
You can follow the below steps to manage the LinkedIn Sales Navigator Tasks on your mobile:
- Go to Tasks on the Hubspot mobile app.
- Click the Send InMail task as shown below.
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You will be redirected to the LinkedIn app to complete your task.
Similarly, you can also send a Connection Request using the Hubspot Mobile App.
Scenario 4: Set a Reminder to Send an InMail or a Connection Request
Yet another cool feature at your disposal is if you set up LinkedIn Sales Navigator HubSpot integration, you can set a remainder to send InMail or Connection Request.
- In your HubSpot account, go to Automation >> Sequences >> Click Create Sequence.
Click the pencil icon and give your sequence a name.
- Next, to add a step like send an InMail/Connection request, click the + plus icon.
- In the right panel, select an action. You can establish task reminders or send automatic emails.
- You can add Email templates or define a new one as shown below.
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Also, you can specify when to send it as shown below.
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To create a task reminder, click Email >> Call >> To-do.
Give it a name and set its priority as shown below.
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You can add more details for the task, and add it to the queue.
Then specify when this task should execute as shown below.
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A sequence will halt until the task is completed by default.
But, the “Continue without completing task” checkbox, if checked, makes sure that the sequence will continue even if this task is not complete yet.
Conclusion
To conclude we have seen how LinkedIn Sales Navigator integrates with Company and Contact activity data in HubSpot. Also, how LinkedIn Sales Navigator data, like Connections and InMail, will integrate with and flow into your existing Hubspot connections, to give you a broader canvas to work on. Thus, this article gave you a comprehensive guide to set up LinkedIn Sales Navigator HubSpot integration and you can utilize this integration to analyze and manage the Leads in an optimal manner.
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Share your experience of setting up LinkedIn Sales Navigator HubSpot Integration in the comments section below!
Pratik Dwivedi is a seasoned expert in data analytics, machine learning, AI, big data, and business intelligence. With over 18 years of experience in system analysis, design, and implementation, including 8 years in a Techno-Managerial role, he has successfully managed international clients and led teams on various projects. Pratik is passionate about creating engaging content that educates and inspires, leveraging his extensive technical and managerial expertise.
