How to connect your HubSpot with Linkedin

As a successful sales manager, your LinkedIn profile is full of valuable contacts.

With the LinkedIn Sales Navigator, you can easily integrate them into your HubSpot CRM, better identify relevant leads, exploit your full potential for social selling and thus optimize sales processes.

Here I show you how to connect LinkedIn with your HubSpot CRM platform.

Overview of the connections between LinkedIn and HubSpot

1. Surfe - fast and perfect in a team
2. Sales Navigator integration in HubSpot - for sophisticated integration with the Sales Navigator
3. LinkMatch - many customization options
4. LinkedHub - LinkedHub is an alternative to LinkMatch
5. Linkdra - also automated sending of inquiries and messages

Surfe for quick LinkedIn HubSpot integration

With the help of the Surfe browser extension, I can transfer data from LinkedIn directly into my HubSpot with one click. In addition, current information from the HubSpot contact is displayed directly in LinkedIn.

This allows me to transfer data from LinkedIn to HubSpot without copy-paste.

And while I'm on LinkedIn and looking at profiles, I can see immediately whether I - or a coworker - have already added and edited this contact.

The ability to sync messages directly from LinkedIn to HubSpot is particularly practical.

Set up the surf integration

1. Add Surfe to your Chrome browser.(Here is the add-in link)
2. Get your HubSpot code API(Here is a guide from HubSpot)
3. Add your API to the LeadJet extension.

The benefits of Surfe for your sales

Once you have added the integration to your browser, you will see a new bar for each new contact:

By clicking on "Add as a Contact", you can now add the person to your CRM system as a contact or even as a potential deal.

Surfe will now feed all the data that this person has stored in their LinkedIn profile into your CRM system. Without any annoying copy&paste!

To synchronize the conversations as well, first open the chat with any contact and write a message. Another button ("Sync with CRM") should then appear. By clicking on it, all messages with this person will now also be added to their contact profile in HubSpot.

This message is recorded as an "activity" in the CRM and is visible to all employees there:

A particularly exciting feature of Surfe is that the larger version (€29 per month) can also find email addresses if they are not stored in LinkedIn. The basic version of Surfe costs €23 per month.

In the business version (€59 per month), you also have the option of automatically updating contacts. This means that your contacts in the HubSpot CRM are automatically updated if something changes in the LinkedIn contact.

I have explained the process in the following video:

Improve sales potential with the integration of the LinkedIn Sales Navigator in HubSpot CRM

Before you get started and connect your LinkedIn Sales Navigator with Hubspot, you should consider the following things:

You must have a HubSpot Sales Hub Professional or Enterprise license to use the LinkedIn Sales Navigator integration.

You also need a LinkedIn Sales Navigator Advanced Plus account. When linking to LinkedIn Sales Navigator, you only link the integration to your user account.

To use the integration, each user should therefore link the LinkedIn Sales Navigator app from the HubSpot Marketplace. It is important that the linking user is logged in to HubSpot with their unique login.

It is also important to know that it is currently not possible to import contacts from LinkedIn via this integration!

Later we will show you other integrations with which this is possible.

In principle, HubSpot and LinkedIn can be integrated in different areas and at different levels. These include, among others:

• Sharing - automatically share blog posts on LinkedIn
• Advertising - Displaying lead gen ads
• Sales activities - integration into the sales process

How to set up the Hubspot LinkedIn integration

1. First, click on the marketplace icon in the main navigation bar of your HubSpot account
2. Then go to the "Manage" section and click on "Linked apps"
3. At the top right it should say: "Visit App Marketplace" Click on it
4. Then use the search bar (top right) to search for the LinkedIn Sales Navigator integration
5. Hover over the integration and then click on Show integration
6. Now you should click on "Connect to LinkedIn Sales Navigator" in the dialog box

Display LinkedIn data in HubSpot

• First go to your contacts or companies in your HubSpot account
• Then click on the name of the desired contact or company
• Then find the "LinkedIn Sales Navigator" section on the right-hand side. It contains LinkedIn information for the contact or company
  • Contacts: View the contact's job title in LinkedIn, their company, their location, their industry and how long the contact has held their current position. HubSpot uses the contact's first name, last name, email address, company and job title to search for their profile
  • Company: View the company's industry, size and location. HubSpot uses the company's name and domain to search for their company profile
• To save the contact information in a list in LinkedIn Sales Navigator, you must click on "Save to Sales Navigator"
• Then click on "Show more" to get a more detailed view
• To send an InMail to the contact in LinkedIn, click on "Send InMail"
• Get to know activity: Shows your shared connections, experiences and interests as well as a link to the contact's current activities
• Ask to be introduced: Here you can ask a mutual acquaintance to introduce you to the contact
• Related leads: Find other leads in the same company and add them to your lead list in Sales Navigator too
• Recommended leads: Network with other leads in the company with whom you share common interests and experiences.
• Connections: View contacts in the company with whom you are already connected
• News: Here you can view news from the company. Under certain circumstances, these can provide you with additional contextual information for sales conversations

The following tabs are displayed for contacts:

The following tabs are displayed for companies:

Copyright photos: https://knowledge.hubspot.com/de/integrations/how-to-connect-hubspot-and-linkedin-sales-navigator

This integration gives you the opportunity to enrich and add to profiles that already exist in HubSpot. LinkedIn can therefore provide you with a lot of valuable additional information that will help your company's sales team to optimize its sales strategy.

Send LinkedIn InMails via HubSpot

You can also create InMails directly in a contact or company record in HubSpot and send them from there. Here is a short guide:

• Go to your contacts or companies in your HubSpot account
• Click on the name of a contact or company
• Search for the LinkedIn Sales Navigator card in the right-hand area
• Now click on "Send InMail"
• Now write your message in the LinkedIn InMail pop-up field and then click on "Send"

You can continue to send InMail messages in HubSpot and display the entire conversation in the LinkedIn InMail pop-up field. But be careful: the conversation will not be saved in the history of the record.

How to send a LinkedIn InMail directly from the HubSpot contact:

LinkMatch - The seamless LinkedIn integration for your CRM

Set up LinkMatch integration

1. Add LinkMatch to your Chrome browser.(Here is the add-in link)

2. Get your HubSpot code API(Here is a guide from HubSpot)

3. Log in to the LinkMatch page and add your API.(A detailed how-to video can be found here)

How to use the integration for your sales

Contacts who have not yet been added to your HubSpot system will have a red "x" next to their name in LinkedIn. Right next to it is the button "Add to HubSpot" with which you can automatically add the profile to your HubSpot.

LinkMatch will show you a green tick next to profiles that you have already imported into HubSpot. This way you save yourself the extra work of always switching between the LinkedIn and HubSpot tabs to check if the contact has already been added.

You can also update your contacts from LinkedIn at any time if certain contact information has changed. All you have to do is click on the green tick next to the profile name and a dialog box will open in which you can view and change all the data you have entered.

What stands out particularly positively with LinkMatch are the customization options. On the LinkMatch website, you can customize exactly how data should be saved and how it should look in HubSpot at the end.

You can also change which LinkMatch fields should correspond to which LinkedIn fields.

This link helps you to make new contacts and thus new leads available directly in HubSpot and to create corresponding profiles without much effort.

Copyright photos: https://chrome.google.com/webstore/detail/linkmatch-for-hubspot/hplabloglpkgkkakldlgbnjkliakpklg

LinkedHub - Synchronize LinkedIn data with HubSpot with one click

LinkedHub is an alternative to LinkMatch

Set up LinkedHub integration

1. Add Linkedhub to your Chrome browser.(Here is the add-in link)
2. Get your HubSpot code API(Here is a guide from HubSpot)
3. Add your API to the LinkedHub extension. Search for the "Integrations" tab in LinkedHub.

How do you use LinkedHub for your sales?

Once you've set up the integration, you're ready to get started.

Let's illustrate this with an example: Let's say Richard Branson is interested in your product or service. He has already requested information material, which is why you already have his email address. However, further data is missing.

To find out more about him, you briefly search for him on LinkedIn and find this profile. LinkedHub will now show you the "Prospect" button, which you can now click on. A dialog box will open where you enter the email address he gave you earlier. LinkedHub will automatically start to fill in other known data about Richard Branson and then transfer it to HubSpot. Cool, right?

Copyright photos: https://www.genroe.com/blog/linkedin-hubspot/11950

What stands out particularly positively with LinkedHub is the function that allows you to transfer all conversations that you have had with a potential customer on LinkedIn directly into HubSpot and assign them to the corresponding contact.

To transfer all information, InMails and other data of a contact to HubSpot, you can simply click on the "Sync" button in the top right-hand corner as soon as the integration has been completed. LinkedHub will do the rest for you!

Copyright photo: https://www.youtube.com/watch?v=GYPLGKegTM8

This means you can not only transfer new prospects and leads to HubSpot, but also save your interactions with a contact directly in HubSpot. This information is then also accessible to your colleagues and is no longer isolated in your LinkedIn profile.

Linkdra- Another tool for LinkedIn CRM integration

I recently became aware of Linkdra. Another tool for integrating LinkedIn contacts with HubSpot. In the case of Linkdra, the LinkedIn contact information is mapped very extensively as a so-called CRM card in the respective contact. And all conversations are automatically synchronized with the contact.

The main difference is that Linkedra is not only a tool for synchronization, but also enables the automated sending of requests and messages. This is more like LinkedIn automation, such as LinkedHelper, Dux-Soup or Expandi. However, all of these tools should be used with caution. The LinkedIn terms and conditions prohibit the use of this type of automation tool and an account suspension is quite possible.

I have not yet been able to do a detailed test, but the prices are quite reasonable: 40 USD/user/month.

Why use LinkedIn profiles with an integration in HubSpot at all?

Many potential customers share information about their wishes, needs and challenges in their professional environment on social media and LinkedIn in particular.

This information offers you suitable starting points for interacting with potential prospects and using them for your sales. In addition, the hurdle for a sales pitch on social networks is significantly lower.

According to the LinkedIn study "Report on trends in sales in Germany", over 62% of all buyers respond to sales employees who contact them to inform them about new insights and industry-relevant topics and opportunities. This forms a solid basis for making the information from LinkedIn usable for your CRM.

A corresponding HubSpot-LinkedIn integration therefore offers you a benefit for your sales processes in order to generate high-quality leads.

In general, the transfer of LinkedIn profiles to HubSpot offers you a number of advantages that help you to target your sales activities and simplify certain processes. With an appropriate integration, you can take your sales to the next level.
Two advantages are apparent at first glance:

• More knowledge about your leads
• Time savings during data entry

Improve your knowledge about customers and leads

It's no secret that customer and lead information is extremely important, especially in the sales sector. If you know more about your lead, you naturally have completely different options for responding to them and their specific needs. In many cases, the topics that concern your contact are already being discussed on LinkedIn anyway.

Adding LinkedIn information is a great way to fill in some gaps and further refine the buyer persona.

Save time on data entry

With an integration between LinkedIn and HubSpot, you not only improve the quantity of your contacts, but you also save valuable time when entering data.

You can use these integrations to import your existing contacts or to find out more information about other contacts. For example, you can use it to retrieve the rest of the company and business details.

Goals of a HubSpot-LinkedIn integration

With the integration between LinkedIn and HubSpot, you can achieve different goals that facilitate and optimize your sales activities in your company and lead to more success in lead generation in the long term:

• Enrichment or supplementation of existing master data in HubSpot
• Target account selling - identifying contacts who belong to the same company
• Save LinkedIn interactions (chat messages) in HubSpot and make them accessible to other colleagues in your company
• Make sales status from HubSpot directly visible in LinkedIn

Export LinkedIn data and add master data to HubSpot

LinkedIn offers you another level of contact with your potential customers. You can talk to interested parties about common topics and professional challenges and don't hit them directly with the "sales club".

Personal contact in social selling creates a common basis. Your lead perceives you as a trustworthy source of good and helpful content.

Your lead shares more and more useful information with you, which you can use for your sales process. It is therefore a logical consequence to integrate this data into HubSpot and use it for further sales activities.

In this way, you get to know your leads better through LinkedIn and can segment them further and further in your CRM. The enrichment of lead profiles therefore only offers you advantages for your sales.

Target Account Selling (TAS)

The integration between HubSpot and LinkedIn is particularly helpful for target account selling (TAS method). Since this sales method requires a lot of research and collecting relevant information about potential customers, LinkedIn proves to be a good source here.

Having access to a lot of data on each account allows your sales team to create sales plans that are tailored to the needs of each individual lead.

You can identify the right contacts that belong to your key customers via LinkedIn. You then have the opportunity to build and develop customer-centric, deep and meaningful relationships with a range of highly qualified leads around your key accounts.

Of course, you should then make the information you collect available in your CRM. The integration of HubSpot and LinkedIn is ideal for using the data for your sales activities with HubSpot.

Share LinkedIn interactions in the sales team

With the HubSpot LinkedIn integration, you can save your LinkedIn interactions, such as chat histories, in HubSpot and make them accessible to your sales colleagues.

This allows your sales team to benefit from your activities and you can jointly manageyour sales strategy. This makes your work easier and you can work together to achieve the goal of closing a successful sale.

Sales status also visible in LinkedIn

Of course, the integration between LinkedIn and HubSpot also has advantages for you from the HubSpot side. With the appropriate connection, you can also display the sales status of your contacts already entered in HubSpot in LinkedIn. This makes social selling much easier for you.

You know exactly where to start with these contacts and at what point they are in your sales cycle. This allows you to play out further sales plans and activities in a suitable and targeted manner via LinkedIn.

My learnings with the integrations

My current favorite is Surfe.

I regularly get to know exciting contacts on LinkedIn, which I transfer to my HubSpot CRM. In addition, contacts from other sources that are already in the CRM link to LinkedIn. An important function for us is the storage of chat histories in HubSpot. I can then also integrate these into other activities. The integration between HubSpot and LinkedIn gives us many advantages and allows us to use the full potential of social selling.

You can find many more ideas for saving time and effort by using sales tech in my hit list of the top ways to reduce time and effort in customer contact with sales tech.

FAQ - Practical questions and answers