LinkedIn Prospecting Meets HubSpot

In today's digital world, using the power of social networks like LinkedIn is crucial for any business looking to enhance their sales and marketing efforts. LinkedIn, with its vast professional network, offers an unparalleled platform for prospecting potential clients and nurturing leads.

Take, for example, John, a marketing manager at a growing software company. John knows that LinkedIn is a goldmine for finding and connecting with potential clients in his industry. However, he struggles with efficiently managing the wealth of information gathered from LinkedIn while simultaneously leveraging the capabilities of his company's CRM, HubSpot.

HubSpot is a leading CRM software designed to streamline and optimize your marketing, sales, and customer service processes. But, what if you could combine the strengths of these two platforms to create a more effective sales and marketing strategy?

In this article, we will explore the possibilities of integrating LinkedIn prospecting with HubSpot CRM, as well as the role of third-party tools in enhancing this synergy. Discover how these solutions can help John and professionals like him to streamline their sales and marketing efforts, ultimately driving business growth and success.

Here is a brief overview of what we are going to discuss:

1. LinkedIn Sales Navigator

2. Importing LinkedIn contacts to HubSpot with 3rd party tools

- Apollo

- ZoomInfo

3. Exploring AI-Powered Data Enrichment with Contact Insights

4. Examples of use cases

5. Conclusion

LinkedIn Sales Navigator integration

When we enter the query "How to bring LinkedIn prospecting data into HubSpot" into the search bar, the first thing we see is LinkedIn Sales Navigator. And many people mistakenly believe that it will help them import LinkedIn contacts to the Hubspot. 

The purpose of the HubSpot's LinkedIn Sales Navigator integration is to help you discover related leads, mutual connections, common interests, and more within your HubSpot CRM. 

Integrating this feature, your workflow is significantly enhanced as valuable LinkedIn insights are made readily available within HubSpot.

Benefits of LinkedIn Sales Navigator integration:

1. Discover Prospects: hunt for leads based on various factors such as job title, company size, industry, and more.

2. Build Connections: gain valuable insights into your prospect's profile like mutual connections, shared interests, and recent activity.

3. Collaborate as a Team: team members can share their networks, widening the pool of potential prospects and simplifying collaboration among colleagues to generate and nurture leads.

4. Stay Up-to-Date: receive real-time notifications whenever a prospect interacts with their content or shares pertinent updates. 

Limitations of LinkedIn Sales Navigator integration:

1. Limited Data Enrichment: it does not offer a comprehensive data enrichment solution. Businesses looking for more extensive information about their prospects may need to consider additional tools, such as AIssistify's Contact Insights.

2. Contact Import Limitation: it's crucial to be aware that importing contacts directly from LinkedIn isn't supported by this connector. Users must employ alternative methods, such as third-party tools.

Import contacts from LinkedIn to Hubspot

Alternative ways

In this section, we will explore two popular tools, Apollo and ZoomInfo, that provide efficient ways to move LinkedIn contacts directly into your HubSpot CRM.

Apollo

To move a LinkedIn URL to HubSpot using Apollo, you'll first need to prospect on LinkedIn using the Apollo Chrome extension, and then sync the contact to your HubSpot CRM. Here's a step-by-step guide on how to accomplish this:

Step 1: Set up Apollo and connect it to HubSpot

1. Sign up for an Apollo account at https://www.apollo.io/
2. Install the Apollo Chrome extension from the Google Chrome Web Store.
3. Log in to your Apollo account, go to Settings > Integrations, and click "Connect" next to HubSpot.
4. Follow the prompts to authorize the connection between Apollo and HubSpot.

Find detailed instructions in the integration guide. 

Step 2: Prospect on LinkedIn using the Apollo Chrome extension

1. Open Google Chrome and visit a LinkedIn profile page you want to prospect.
2. The Apollo Chrome extension should automatically activate and display a sidebar with the prospect's information extracted from the LinkedIn profile.
3. Review and edit the contact information as needed, and click on "Add to Apollo" to save the prospect to your Apollo account.

Watch the video on how to request contacts and add them to Apollo from LinkedIn. 

Step 3: Sync the contacts.

The platform offers a strong search functionality that allows you to discover new leads effectively. However, you have to purchase a paid subscription to get complete access to all of its features.

ZoomInfo

To move LinkedIn URLs to HubSpot using ZoomInfo, you need to follow a general process that involves identifying the desired contacts on LinkedIn, finding their corresponding profiles in ZoomInfo, and then syncing those profiles with HubSpot. Here's an outline of the steps:

Step 1: Set up ZoomInfo and connect it to HubSpot

1. Sign up for a ZoomInfo account at https://login.zoominfo.com/
2. Log in to your ZoomInfo account, click on your name on the right and click on the “Settings” option from the drop-down menu.
3. Navigate to the “Integrations” tab at the left. Next, select the “Connect” button below the HubSpot tile.
4. Sign in to your HubSpot account.
5. After entering your credentials, you will receive a notification implying the successful connection of HubSpot and ZoomInfo. 

Step 2: Identify desired contacts on LinkedIn

1. Browse LinkedIn and identify the profiles or URLs of the contacts you want to move to HubSpot.
2. Take note of the individuals' names, job titles, and company names, as you will need this information to search for them in ZoomInfo.

Step 3: Find corresponding profiles in ZoomInfo

1. Log in to your ZoomInfo account and use the search functionality to find the desired contacts using the information gathered from LinkedIn (names, job titles, and company names).
2. Once you've found the corresponding profiles, review and verify the contact information.

For detailed instructions follow the LinkedIn integration guide. 

Step 4: Sync the contact information with HubSpot

1. In ZoomInfo, select the contacts you want to export to HubSpot.
2. Click the export or sync button to send the contact information to your HubSpot CRM.
3. The contacts will now be available in your HubSpot CRM, with any additional information provided by ZoomInfo.

Following these steps, you can move LinkedIn URLs to HubSpot using the ZoomInfo platform. Keep in mind that ZoomInfo is a paid service, therefore the features and data accessible to you may vary depending on a subscription plan.

What's next? 

Exploring AI-Powered Data Enrichment with Contact Insights

To achieve optimal results with LinkedIn prospecting and HubSpot CRM integration, it's crucial to harness the power of AI-driven data enrichment for more precise targeting and efficient sales processes.

AIssistify's Contact Insights is an innovative feature integrated within HubSpot. It can significantly enhance your LinkedIn prospecting data with current information, enabling you to create personalized outreach strategies and effectively segment your audience.

With Contact Insights, you can:

1. Enhance Contact Profiles: Dive deeper into your leads by broadening your contact information with details on demographics, work history, personal interests, and company insights.
2. Improve Lead Scoring and Segmentation: With more comprehensive data at your disposal, identify high-value leads, segment them effectively, and prioritize your sales and marketing efforts for maximum impact.
3. Simplify RevOps: Keep your data up-to-date and enriched, optimizing the sales process and ensuring that your sales manager is well-prepared for meetings and outreach.
4. Seamlessly Integrate with HubSpot: Manage all essential components within HubSpot, eliminating the need to juggle different tools.

Contact Insights will need a LinkedIn URL only to cover a wide range of information, from a prospect’s behavior to their interests. This feature ensures that your CRM is always up-to-date with the latest information.

Find out how leveraging AI-driven insights can help you better understand your prospects, enabling you to create personalized and effective outreach strategies.

Use cases

These examples demonstrate the potential impact of integrating LinkedIn prospecting with HubSpot CRM and leveraging third-party tools like Apollo, ZoomInfo, and AIssistify's Contact Insights. 

Example 1: Boosting Conversion Rates with Personalized Outreach and Enhanced Segmentation

A B2B software company was struggling with low conversion rates on their sales outreach efforts. By integrating LinkedIn Sales Navigator with HubSpot and implementing AIssistify's Contact Insights, their sales team was able to identify key decision-makers in their target industries and leverage insights about their prospects' interests, recent activity, and mutual connections to craft personalized messages.

Through this approach, they could create customized messages and segment their target audience. As a result, the company saw an increase in their email open rates and conversion rates within three months of implementing this strategy.

Example 2: Preparing Sales Managers for Meetings and Reducing Outreach Time

A digital marketing agency wanted to help its sales managers prepare for meetings efficiently and reduce the time spent on writing emails and messages. With AIssistify's Contact Insights and real-time Company Profiles integrated into their HubSpot CRM, the sales team could quickly access enriched data about their prospects and their current business activities. This allowed them to tailor their approach for each potential client, saving time and improving the effectiveness of their outreach.

Example 3: Streamlining RevOps with Updated and Enriched Data

An established SaaS company aimed to optimize its revenue operations by maintaining up-to-date and enriched data. By utilizing AIssistify's Contact and Company Insights, the company was able to surpass the data quality offered by Apollo and ZoomInfo. AIssistify scans your customers' websites in real-time, providing an accurate overview of their current business activities.

With access to the latest information on their prospects and companies, the sales team could focus on high-value leads, making their outreach more effective.

Example 4: Expanding the Sales Pipeline with Apollo and ZoomInfo

A marketing agency was looking to expand its client base and reach new industries. The agency used Apollo to find and import LinkedIn contacts of marketing managers and directors in the target industries. With ZoomInfo, they were able to further enrich the imported contacts with accurate email addresses and phone numbers.

By combining the power of LinkedIn, Apollo, and ZoomInfo, the agency was able to expand its sales pipeline within just six months, leading to a significant increase in new business.

Example 5: Improving Lead Scoring and Prioritization with AIssistify's Contact Insights

A fast-growing SaaS company wanted to optimize its lead scoring and prioritization process to focus on high-value prospects. They implemented AIssistify's Contact Insights, an AI-powered data enrichment feature within HubSpot, to gain deeper insights into their prospects' demographics, work history, and interests.

Using the enriched data, the company was able to fine-tune its lead scoring model and prioritize high-potential leads. This resulted in an increase in sales qualified leads (SQLs) and overall revenue within the first year of using Contact Insights.

Conclusion

To sum it up, merging LinkedIn prospecting with HubSpot CRM integration a powerful solution for businesses looking to boost their sales and marketing strategies.

Third-party tools like Apollo and ZoomInfo can be valuable in this process, as they simplify the search for LinkedIn contacts and seamlessly importing them into HubSpot. Nonetheless, if you're not keen on using these tools, there's always the option to manually locate and input LinkedIn URLs directly into your HubSpot CRM.

With AIssistify's Contact and Company Insights, you can easily access enriched and up-to-date contact and company information right inside HubSpot. This streamlined process not only boosts efficiency but also empowers businesses to craft personalized, segmented, and impactful outreach strategies.