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Salesloft Leverages LinkedIn Sales Navigator Data Validation to Improve Engagement with Prospects


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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. 

Using LinkedIn Sales Navigator Data Validation feature, sales professionals will be guided through a simple workflow, including:

  1. Maps to a field within Salesforce and updates the record to note the contact is no longer at the company
  2. Upon the record getting updated in Salesforce, LinkedIn Sales Navigator Data Validation will flag the update to the sales representative or account executive 
  3. 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
  4. Sales professionals will be able to quickly follow up and take action

Salesloft will demo the new feature during Dreamforce 2019, taking place in San Francisco, CA from November 19-22, 2019. Meetings with a member of the SaleLoft team can be scheduled here

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