With the introduction of the Next Generation CRM Data Validation, you can now see badges within Sales Navigator, and it is displayed when contacts are out of date. This badge is displayed wherever Sales Navigator leads are shown. Also, Sales Navigator now validates more than just the account on the contact record; flagging when job title, account details and account location are out of date or missing is also available. Sellers can take action from within Sales Navigator to update a contact record in CRM with the correct information with just a few clicks.
Important to know
• Originally, data validation in Sales Navigator lived within the CRM and provided you with the Not at Company flag. This was the only flag that was available for Sales Navigator users.
• Sales Navigator Advanced Plus customers using HubSpot or Oracle Sales use the Next Generation CRM Data Validation feature. Salesforce and Microsoft Dynamics 365 users use the original Data Validation feature.
• Sales Navigator Advanced Plus customers using HubSpot or Oracle Sales use the Next Generation CRM Data Validation feature. Salesforce and Microsoft Dynamics 365 users use the original Data Validation feature.
To learn more about the next generation of CRM Data Validation in Sales Navigator, please review the frequently asked questions below.
General questions
Sellers cannot do their jobs effectively without access to accurate data that spans all of their day-to-day tech tools. CRM continues to be a key source of information for sales teams, and we have invested in new features that make it easier to validate and update prospect and account data in CRM. With enhanced CRM badges and improved data validation flags, sellers can easily see when CRM information is inconsistent with the member’s profile and make updates directly to their CRM from within Sales Navigator.
Important to know
This feature set is available to Sales Navigator Advanced Plus customers that have activated CRM sync.
Your Sales Navigator admin will need to toggle on the Update contacts and Update leads feature in Admin Settings. The badges and improved data validation flags are automatically enabled for all customers that have established their CRM Sync connection.
This feature set will provide a visual cue to notify users when contacts or leads saved in their CRM have information that doesn’t match the information provided on their LinkedIn member profile. The CRM badge flags that the contact’s information is outdated or missing and users can click the drop-down button on the badge to see what information doesn’t match their LinkedIn profile. Then, using the Update CRM Record option, users can make updates directly to the information in their CRM with pre-filled fields of the correct information from the member’s LinkedIn profile.
This feature set is visible within Sales Navigator on contacts in Search, Lead Pages, and Lead Lists.
Sales Navigator Advanced Plus customers using HubSpot or Oracle Sales use the Next Generation CRM Data Validation feature. Salesforce and Microsoft Dynamics 365 users use the original Data Validation feature.
With this new set of features, we are helping sales professionals ensure they have the most up-to-date data in their CRM by validating more information in Sales Navigator. Clear visual cues when a contact’s title, account, and location are outdated in CRM enable sellers to act quickly and reduce time spent researching the wrong contacts. Previously, data validation lived within CRM and provided users with a Not at Company Flag that only validated accounts.
Yes. The feature is available in all markets that are supported with Sales Navigator Advanced Plus.
No. This feature set is currently available on desktop only.
The feature improves confidence that sellers have the right information for their key contacts and prospects. It also empowers sales reps to quickly update information in their CRM directly in Sales Navigator with just a few clicks, reducing the need to toggle between platforms.
It minimizes the time spent on manually updating data, providing sellers with more time to focus on building relationships, while also leveraging an accurate data source to provide confidence that the information they have in CRM is correct.
The original Data Validation lived within CRM and provided users with the Not at Company Flag.
The Next Generation of CRM Data Validation has three key changes:
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Sellers can now see badges within Sales Navigator and be shown when contacts are out of date wherever Sales Navigator leads are shown.
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We now validate more than just the account on the contact record; now we are flagging whether job title and account location are out of date as well.
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Sellers will be able to take action from within Sales Navigator to update the contact record in CRM with the correct information with just a few clicks.
Troubleshooting and technical questions
No, you do not. The original Data Validation and the Next Generation of Data Validation are separate features. The current Data Validation will still live in your CRM.
Data Validation leverages your CRM Sync integration to validate information in your CRM against information that is available on LinkedIn. By comparing the two datasets, Data Validation can highlight discrepancies and flag those accounts for action. The in-product validation will validate a contact or lead's account, title, and location.
Sales Navigator validates all contacts that are saved in your organization's CRM.
Updating contacts
Users need to have the ability to read and write contacts in CRM in order to process the update. In some instances, a user may be able to view a contact in Sales Navigator as out of date but not be able to update it as a result of CRM permissions that do not grant the user write access to the contact (this often has to do with contact/account ownership settings established in CRM).
Your Sales Navigator Admin can toggle the ability to update contact records off in Admin Settings.
We recommend completing two actions:
- Turn off the ability to update CRM records from Sales Navigator. This will still enable you to see when a contact is out of date but will prohibit users from updating the information to CRM.
- Manually match the new CRM record to the LinkedIn member profile. Failure to match the new record will result in the contact continuing to show as out of date in Sales Navigator.
In order to update a contact, a user must have Read and Write permissions granted on the contact. If a user only has Read permissions they will be able to view the out-of-date badge, and the fields that need to be validated, but will not be able to update the record from Sales Navigator to CRM.
Data Validation flags
The contact will be flagged as out of date if the information in CRM does not match the contact’s information on LinkedIn. Our matching algorithm determines when information is out of date even if it is not an exact text match. For example, Linked-in will still match with LinkedIn.
We match based on the data in CRM and LinkedIn. We flag it as out of date when the matched profile in CRM has a different organization than what is present on their LinkedIn profile.
We flag the job title as out of date with a visual cue when the contact has a change in seniority, for example, associate to manager. Even if there is not a visual cue, when going to update the CRM record we will auto-fill the Title row with the information we have on LinkedIn.
You can click the button that says Don’t show me this data discrepancy again.