Are you capturing LinkedIn Sales Navigator activities in 6sense?

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Ami Arad
Ami Arad Posts: 79 6senser
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Recently met with a Sales Director who was worried 6sense would miss a lot of his team's prospecting activity since so much of it is done via LinkedIn (connection requests, InMails, etc.). This isn't a 6sense issue so much as it's a LinkedIn + your CRM issue, and the good news is it's relatively easy to solve!

Since 6sense is going to ingest activities from your CRM, the first step toward 6sense knowing about LinkedIn activity is for that LinkedIn activity to make it into your CRM. Fortunately, the main CRM players (Salesforce, HubSpot, Microsoft) all support "writing back" LinkedIn Sales Navigator activity to your CRM. Writeback functionality allows you to save InMails, Messages, Notes, Smart Links, and Calls that your sellers create in Sales Navigator directly within your CRM. Links to the CRM vendors' documentation is below as this is the first step. Once you confirm LISN activity is being captured in your CRM, then you should update your Taxonomy in 6sense to map those activities properly.

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Salesforce + LinkedIn writeback documentation can be found here: https://business.linkedin.com/sales-solutions/sales-navigator-customer-hub/resources/sfdc-sync-activity-write-back

Microsoft Dynamics has long had tight integration with LinkedIn since Microsoft owns LinkedIn! Documentation is here: https://business.linkedin.com/sales-solutions/sales-navigator-customer-hub/resources/ms-dynamics-sync-activity-writeback

And HubSpot just announced their CRM sync with LinkedIn here: https://www.hubspot.com/linkedin-crmsync

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Comments

  • Michael Freeman
    Michael Freeman Posts: 8 ✭✭✭

    This is exactly the issue we're facing in GDPR centric countries, where our Sales Rep is reaching out solely on these platforms and we aren't tracking it. He's been manually inputting it into salesforce, this will help us a lot! Thanks Ami!

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