A LinkedIn shortcut badge within the sales notes editor that enables Account Executives (AEs) to reference their prospect’s LinkedIn profile. Hovering over the badge will fetch the LinkedIn profile URL, and clicking on it take the user to the profile page in a new tab.
Team of 6 – I was the design lead for this project, in partnership with 1 product manager, 1 engineering manager, and 3 engineers.
As part of our user research initiative, we spoke to numerous users and throughout the process, we learned a lot about how Account Executives (AEs) prep for sales calls. Many user pains emerged, including how many back to back calls they had, how they get handed the baton from their BDRs with little to no context and end up repeating discovery work on their sales calls, and how much of this was driven by the need to hit near impossible quotas in this economic landscape.
Through scanning a prospect’s LinkedIn profile, an AE will gain ideas on conversation starters to build rapport from the prospect’s location, mutual contacts, past companies or recent posts and interests. They will also be able to gauge the level of influence of the prospect, based on their role and tenure, which determines the potential of turning this prospect into their champion for this deal.
We focused on mid-size to enterprise-level B2B SaaS AEs with longer deal histories and complex contact relationship management.