Helping sellers drive more profitable growth with new AI capabilities in Sales Navigator

Categories: Company News, Sales Navigator Enterprise, Product News
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LinkedIn Corporate Communications

Did you know that sales professionals only spend, on average, 10 hours each week actually selling? According to our LinkedIn Sales Leader Compass, administrative tasks are taking away crucial time that should be spent investing in customer relationships - something top sellers prioritize to drive more profitable growth.

We also know* that artificial intelligence (AI) can help free up an additional 11.5 hours a week so you can spend more time engaging with customers and closing deals. That’s why today we’re introducing a suite of new AI capabilities to help every team member perform at the level of your top sellers and drive more profitable growth. With today’s introduction of Lead Finder, Lead IQ, Message Assist and new enhancements to Account IQ, we’re continuing to expand on our AI vision with a reimagined Sales Navigator experience.  

Using AI to help you build top performing seller behaviors

The best performing sales organizations are investing in AI solutions that give them more time to interact directly with their buyers to move deals forward and drive business growth. Top performers know that having a deep understanding of who their customer is and the challenges they are facing is critical in B2B selling, so they prioritize high potential accounts, find hidden allies, and spend more time researching their customers than their peers. To help you elevate your prep for customer conversations and drive top performing behaviors, we’re expanding Account IQ, after initial success over the last year:

Quote from Karloff

This quarter, we’re beginning to test enhancements to Account IQ, including more detailed, personalized insights that show why your solution is a perfect fit for a target account and it will coach you on how to best map your solution to your buyers' business needs. We’re also beginning to introduce Lead Finder, Lead IQ and Message Assist to help you advance your customer engagements across the entire buying group. Here’s what you can expect with each of these new features: 


Lead Finder: B2B sales decisions are consensus driven with upward of 15 people across the organization weighing in on a purchase, and identifying everyone you need to reach can be time consuming. Lead Finder is built to help you prospect less and sell more. It uses your custom-built Sales Navigator personas and information about your target buyers on LinkedIn, to identify who you should reach out to at your accounts alongside your connections for a warm intro.

Image of Leadfinder Screen

  • Lead IQ: While Account IQ summarizes everything you need to know about an account, Lead IQ summarizes everything you need to know about a person. Lead IQ aggregates information shared on LinkedIn, combined with Account IQ data, to highlight shared experiences and opportunities for connection, like celebrating a new job or mutual topics of interest.

  • Message Assist: Seventy eight percent of buyers agree that introductions should be personalized to increase purchase likelihood, and we know that when this is done on LinkedIn, sellers see a 250% higher InMail response rate. Our new Message Assist feature harnesses the power of Lead IQ and Account IQ, pulling insights from LinkedIn, web results, and details you choose to share on your product or services, to give you a head start in creating a personalized message. Message Assist, currently in beta, provides a draft InMail that you can customize to reach prospective buyers you have yet to engage.

Image of Message Assist

Getting future ready with artificial intelligence

AI has the potential to revolutionize sales by automating administrative tasks, increasing productivity and efficiency, while freeing up valuable time for selling and relationship building. Of course, just having the right technologies—and a team that knows how to use them—isn’t enough. You have to find the right AI partners to realize a meaningful impact on revenue. Today’s news represents one of a number of exciting initiatives we’re working on to support our larger AI vision, and we look forward to sharing more with you in the months ahead. 

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*Source: LinkedIn Sales Leader Compass, October 2024

LinkedIn Sales Leader Compass, October 2024 Methodology Ipsos recruited a sample of 1,000 sales professionals utilizing a mix of expert network and B2B panel samples. Survey development drew from Ipsos and LinkedIn expertise as well as finding from other Ipsos and LinkedIn data.