Managing LinkedIn outreach while keeping CRM data accurate can be time-consuming. The integration between Closely and Salesforce solves this by automating LinkedIn prospecting and syncing activities directly into Salesforce. Here’s what you need to know:
- Streamline LinkedIn prospecting: Automatically log LinkedIn messages, connection requests, and interactions in Salesforce.
- Boost productivity: Sales teams report a 32% increase in productivity and a 30% revenue boost with this integration.
- Real-time updates: Sync LinkedIn replies instantly to avoid missed opportunities or duplicate efforts.
- Multichannel campaigns: Combine LinkedIn and email outreach in one dashboard for seamless follow-ups.
- AI-powered insights: Use data to personalize messages, score leads, and prioritize high-value prospects.
With setup requiring API access and proper data preparation, this integration is ideal for enterprise sales teams managing complex B2B cycles. It simplifies outreach, improves lead tracking, and enhances campaign performance – all while keeping data accurate and compliant.
LinkedIn to Salesforce Integration
Setup Requirements and Prerequisites
Before connecting Closely with Salesforce, it’s important to ensure that both platforms meet the necessary technical criteria and that your data is prepped for smooth synchronization. A little preparation upfront can help you avoid integration headaches and keep everything running efficiently.
System and Subscription Requirements
To integrate Closely with Salesforce, you’ll need specific subscription levels and permissions for both platforms. On the Salesforce side, only certain editions are compatible: Professional, Enterprise, Unlimited, Developer, or Performance [1]. Unfortunately, the Standard and Essentials editions won’t work because they lack the required API access and customization capabilities.
For Salesforce, you should create a dedicated integration user with API access. Following the principle of least privilege, this user should have limited permissions. Salesforce offers a specific "Integration User" license with a "Minimum Access – API Only Integrations" profile, which is perfect for system-to-system communication [7].
The integration also requires Connected Apps and OAuth 2.0 authentication to establish a REST-based API connection between Closely and Salesforce [7]. On the Closely side, subscription needs will depend on your team size and automation requirements. Here’s a breakdown of Closely’s plans:
| Plan | Monthly Cost | LinkedIn Accounts | Key Features |
|---|---|---|---|
| Starter | $49 | 1 account | 1,000 credits/month, unlimited email accounts |
| Growth | $127 | 3 accounts | 3,000 credits/month, team collaboration |
| Essential | $205 | 5 accounts | 5,000 credits/month, advanced analytics |
| Custom | $350 | 10 accounts | Custom credits, white-label options |
For Salesforce integration, the Growth plan or higher is recommended, as these plans include team management tools and API access, which are essential for enterprise-level automation.
Once you’ve confirmed the system permissions, it’s time to prepare your LinkedIn and CRM data for synchronization.
Preparing LinkedIn and CRM Data
After ensuring the technical requirements are met, focus on cleaning and organizing your data. Clean data is the backbone of any successful integration. In fact, well-executed CRM integration can improve marketing ROI by 20–25% and shorten sales cycles by up to 35% [5].
Start by using Salesforce’s duplicate management tools to remove redundant or outdated data. This step helps avoid confusion when LinkedIn data starts syncing and ensures accurate reporting right from the start.
Next, carefully plan your field mapping. For example:
- Map LinkedIn profile names to Salesforce contacts.
- Connect LinkedIn company data to Salesforce account records.
- Align job titles with contact roles.
You may need to reformat LinkedIn data to ensure it complies with Salesforce’s structure and rules [4].
Set up validation rules in Salesforce to classify LinkedIn prospects automatically. For instance, if your sales process requires tagging leads by source or industry, these rules can help categorize incoming data correctly.
Define your integration goals clearly. Decide what data needs to sync, how often updates should occur, and which team members will access the integrated system [5]. It’s also important to schedule synchronization in a way that balances real-time updates with system performance.
When multiple team members are prospecting on LinkedIn, establish clear data ownership guidelines. This includes rules for lead assignment, territory management, and handoffs, all of which help avoid conflicts when LinkedIn prospects are added to Salesforce [5].
To improve efficiency, consider using incremental sync processes. These updates focus only on changed data after the initial integration, reducing system load and speeding up synchronization – especially helpful for teams managing large numbers of LinkedIn connections [2].
"Proper configuration is necessary for smooth and successful integration." – Sowmiya Deepan, TechForce Services [2]
Lastly, test your setup thoroughly in a Salesforce sandbox environment before applying it to your live system. This testing phase allows you to catch any field mapping errors, permission issues, or data quality problems without risking your production data [6].
Step-by-Step Integration Setup
Once your systems are ready and your data is clean, it’s time to connect Closely with Salesforce. This process involves setting up secure authentication, configuring data synchronization, and running tests to ensure everything works as expected.
Connecting Closely to Salesforce
To start, you’ll need to set up API authentication. Make sure you have admin rights in Salesforce and are working with an edition that supports API access. This includes Enterprise, Unlimited, or Developer editions, or the Professional edition with API functionality enabled [8].
Log into your Closely dashboard and head to the integrations section. Look for the CRM connections area, where you can add new integrations. Click "New Connection" and choose "Salesforce" from the list of options.
For a secure connection, use OAuth 2.0 authentication. When prompted, sign in with your Salesforce credentials and grant the necessary permissions. These permissions should cover LinkedIn-specific integration needs, like accessing contact data, creating records, and enabling real-time synchronization.
Once you’ve completed the OAuth 2.0 setup, test the connection by running a sync test. If you run into authentication errors, check that your Salesforce user has the correct API permissions and verify that your organization hasn’t exceeded its API call limits.
With the connection established, the next step is mapping your LinkedIn data to Salesforce.
Mapping LinkedIn Data to Salesforce
Data mapping ensures that LinkedIn information is accurately integrated into Salesforce records, keeping everything consistent across both platforms.
Start by mapping standard fields. For example, link LinkedIn email addresses to Salesforce’s Email field, company names to Account Name, and job titles to the Title field. A typical mapping might look like this:
| LinkedIn Field | Salesforce Field |
|---|---|
| LinkedIn Email | Lead Email |
| Company Name | Lead Account Name |
| Job Title | Contact Title |
| Industry | Lead Industry |
| Location | Lead City/State |
For LinkedIn data that doesn’t fit into Salesforce’s standard fields, create custom fields. Examples include LinkedIn Profile URL, Connection Strength Score, Last LinkedIn Activity Date, and InMail Response Rate. These fields allow you to track engagement metrics directly in Salesforce.
Be selective about the LinkedIn data you import – only include information that’s useful for your sales team. To streamline workflows, consider automating actions, like creating a Salesforce Chatter post whenever a new LinkedIn connection is made or a message is exchanged. Adding data validation rules during the mapping process can also help maintain quality by ensuring required fields are filled out and properly formatted.
Once mapping is complete, it’s important to address any potential issues. Let’s look at common integration challenges and how to resolve them.
Fixing Common Integration Problems
Integration challenges can pop up, but most are manageable with the right approach. Here are some common issues and solutions:
- API Call Limit Errors: Keep an eye on API usage and upgrade your plan if you consistently hit the limit.
- Data Sync Failures: Make sure all necessary Salesforce fields have corresponding LinkedIn data to prevent records from being rejected.
- Duplicate Record Creation: Use duplicate management rules, such as matching email addresses or company domains, to avoid duplicates.
- Permission Errors: Double-check the integration user’s profile and permission settings to ensure they have access to the required objects and fields.
When troubleshooting, pause the integration and audit your configuration. Review error logs to pinpoint failure points and test the data flow by creating sample records in both systems. For long-term success, set up real-time monitoring and alerts to quickly detect and fix issues.
If problems persist, evaluate whether it’s better to adjust the current setup or rebuild the integration entirely, depending on the complexity of the issue and the impact on downtime.
Setting Up LinkedIn Automation Workflows
With your Closely and Salesforce integration up and running, you can start building LinkedIn campaigns that use CRM data to target prospects effectively. By combining Salesforce’s relationship insights with Closely’s AI-driven automation, these workflows allow you to scale your outreach while keeping it personal.
Next, let’s dive into how to craft messages that truly resonate with your audience.
Creating Personalized LinkedIn Outreach Campaigns
Personalization is more than just adding a prospect’s name to a message. With Salesforce data feeding into Closely, you can segment your audience based on factors like industry, company size, job role, or even past interactions. This segmentation lets you design LinkedIn campaigns that address specific challenges or opportunities for each group.
When writing LinkedIn messages, aim for brevity and relevance. Skip the generic pitches and focus on how you can solve a problem or create value for the recipient. Closely’s AI takes it a step further by customizing LinkedIn and email outreach based on LinkedIn profiles and Salesforce records. For instance, it can mention a recent job change, highlight mutual connections, or reference company news to make your message stand out [10].
You can also set up AI-driven behavioral triggers to ensure your messages reach prospects at the right moment – like after they’ve viewed your profile, liked a post, or commented on something [11].
Preparation is key here. Research shows that 82% of top salespeople always research their prospects before reaching out [9]. With the combined insights from LinkedIn and Salesforce, you can better understand your prospects’ pain points and recent developments, making your outreach more effective.
Multichannel Outreach and Unified Inbox
To maximize your reach, combine LinkedIn and email outreach. Closely allows you to automate both, ensuring you connect with prospects on the platform they prefer [10].
Create multichannel sequences where each step builds on the last. For example, you might start with a short, value-driven LinkedIn connection request. If there’s no response, follow up with a LinkedIn message after a few days, and then switch to email if needed, using contact details from your Salesforce records.
Managing replies is easier with Closely’s unified inbox, which consolidates responses from LinkedIn messages, InMail, and email [10]. This centralized system ensures you never miss a reply and keeps your communication consistent across all channels. Plus, it syncs with Salesforce, automatically logging interactions and updating contact details in real-time. This gives your sales team a complete view of each prospect’s history, making it easier to prepare for calls or meetings.
Pay attention to how prospects respond across channels. Some industries or roles may prefer email, while others are more active on LinkedIn. Use these patterns to fine-tune your future campaigns.
From managing multichannel outreach, the next step is refining how you prioritize prospects. That’s where AI-powered lead scoring comes into play.
AI-Powered Personalization and Lead Scoring
Thanks to the seamless integration between Closely and Salesforce, AI can analyze prospect data to score and prioritize leads, helping you focus on those most likely to convert. This means your sales team can spend their time where it matters most – on high-value prospects.
AI-driven intent detection takes this a step further by identifying LinkedIn users who show buying signals in real time, like engaging with content or experiencing a job change [11].
The numbers back this up: companies using lead scoring models report a 77% boost in lead conversion rates compared to those that don’t [11]. On top of that, businesses that integrate AI-powered lead scoring into their CRM pipelines see a 21% increase in sales productivity. B2B companies using AI to personalize LinkedIn outreach have even achieved a 42% higher conversion rate from initial contact to a scheduled meeting [11].
While automation handles much of the heavy lifting, human oversight is still crucial. To keep your outreach authentic, set up workflows that flag high-priority prospects for manual review before sending highly tailored messages. This blend of automation and human input ensures your campaigns are both efficient and engaging, setting the stage for the advanced enterprise features coming up in the next section.
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Advanced Features and Best Practices
Once you’ve integrated Closely with Salesforce, a whole new level of campaign capabilities becomes available.
Advanced Tools for Better Sales Campaigns
When you combine Closely’s advanced features with Salesforce data, you can create more precise and effective LinkedIn campaigns. Closely’s AI analyzes data from both platforms to pinpoint high-potential prospects and recommend the best times to reach out. Its verified contact finder enriches your CRM with accurate contact details, making it easier to transition between channels. By using these personalization tools, users report a 35% boost in response rates [10][12].
Closely also offers web research tools that automatically gather additional details about prospects, such as company updates, recent news, and social media activity. This information is fed back into Salesforce, helping your team prepare for sales calls with a deeper understanding of each lead. Together, these tools make it easier to manage campaigns effectively, even on a large scale.
Managing Team Campaigns at Scale
For enterprise sales teams, the Closely–Salesforce integration simplifies collaboration. Sales managers can monitor LinkedIn outreach across their teams using a single dashboard, ensuring everyone stays on track while maintaining individual accountability [3]. The account delegation feature even lets managers send LinkedIn invitations or messages on behalf of team members without needing direct access to their LinkedIn profiles.
"Closely is a powerful tool for anyone looking to enhance their sales engagement. The platform is user-friendly and easy to navigate, making it accessible even for those who are not tech-savvy." – Antonio D., Digital Strategist & Coach [12]
Permission settings allow managers to control which team members can access specific Salesforce data or campaign types, balancing security with collaboration. On average, users save 10–20 hours per week on manual prospecting tasks by leveraging these tools [10][12].
Maintaining Data Accuracy and Compliance
The quality of your data plays a huge role in the success of your campaigns and your ability to stay compliant with regulations. Poor data costs organizations an average of $12.9 million annually [13], and CRM data issues can lead to a 25% revenue loss [14]. Closely addresses this by integrating automated data validation and enrichment tools, ensuring your Salesforce records stay accurate. This is especially important since up to 30% of B2B contact records become outdated every year [14].
Using standardized data entry processes, such as dropdown menus and templates, helps maintain consistency across both platforms [13][14]. Scheduling regular data checks and cleanups can also catch and correct any discrepancies before they become a problem.
For US companies, compliance is critical. Transparency in data usage builds trust, with 71% of customers more likely to trust companies that clearly communicate how they use data [13]. When sending LinkedIn connection requests, include appropriate disclaimers and maintain clear consent records. For businesses interacting with European prospects, GDPR compliance is non-negotiable – violations have already resulted in over €5.65 billion in fines [14].
Set up alerts to flag unusual activity, such as high bounce rates or potential compliance issues, so you can address them immediately. A solid data governance framework, complete with clear roles and responsibilities, is key to maintaining data quality and compliance across both platforms.
Limitations and Important Considerations
The Closely + Salesforce integration opens up a range of possibilities, but it’s important to acknowledge its limitations and the effort needed to maintain smooth LinkedIn automation.
Integration Limitations
This integration isn’t without its challenges. Issues like data synchronization errors, duplicate records, and security vulnerabilities can arise due to differences in security protocols between systems. For instance, critical sales processes often take place directly on LinkedIn rather than being fully integrated into Salesforce. Additionally, the integration may not support all Salesforce objects, which could limit its functionality [15][16].
Another hurdle is user adoption. If team members don’t fully embrace the integration, it can lead to incomplete data, which in turn results in missed sales opportunities. To address these limitations, a proactive maintenance strategy is essential.
Tips for Ongoing Maintenance
To keep your Closely + Salesforce integration running effectively, you’ll need a hands-on approach to maintenance and monitoring. Start by regularly updating your integration plan to keep pace with changes in data structures and evolving business needs. Setting aside a dedicated budget for this purpose can help avoid unexpected disruptions.
Assigning clear ownership of the integration process within your team is also crucial. This ensures that any issues are identified and resolved quickly. Regular monitoring and testing are key to avoiding disruptions [18][19]. Automated tools can help you track system performance, and it’s a good idea to conduct thorough testing after any updates to LinkedIn or Salesforce platforms.
Error handling is another critical area. Develop a strategy that includes logging issues, retrying failed processes for temporary errors, and testing various scenarios to understand system limitations. As Katy Robinson puts it:
"Maintaining data integrity is imperative in any integration project. Establish clear data governance policies to ensure accurate, consistent, and secure information across integrated systems." – Katy Robinson [18]
US-Specific Cultural and Compliance Considerations
If you’re working in the US, it’s important to align your LinkedIn automation with both local expectations and regulatory requirements. A growing trend in the US is distributed data ownership, where teams like sales, RevOps, and frontline staff are responsible for managing their own data. Real-time data monitoring is particularly important to meet US prospects’ expectations for timely communication [17].
Respectful and personalized outreach is a must. Strengthen your security measures by configuring role-based access, encrypting data, and regularly reviewing audit logs [17][20]. Keeping your Salesforce environment up to date and using tools like Salesforce Health Check can also help minimize risks.
Although the US doesn’t have a federal data privacy law comparable to GDPR, state-level regulations like California’s CCPA grant consumers specific rights over their personal data. To comply, always maintain clear records of consent and make opting out straightforward for users.
Conclusion
The partnership between Closely and Salesforce redefines LinkedIn automation, bringing a new level of efficiency and personalization to sales teams. Companies leveraging Salesforce automation have reported a 34% boost in productivity, a 30% rise in operational efficiency, and a 25% cut in IT expenses [22]. These numbers highlight the integration’s importance in shaping modern LinkedIn sales strategies.
Key Takeaways
The Closely and Salesforce integration offers three primary benefits that empower sales teams to work smarter:
- Streamlined Processes: By eliminating manual data entry, this integration ensures that customer information stays accurate and consistent across both platforms. This reduces errors caused by outdated or conflicting data and helps maintain a smooth workflow.
- AI-Driven Personalization: Advanced personalization tools allow for highly targeted outreach that resonates with individual prospects. As Benjamin Baer, Vice President of Product Marketing at FICO, puts it:
"If you want to truly transcend and differentiate what you do as a business, prove to me that you know and understand and want to build a relationship with me that isn’t simply built on me buying something from you." [21]
With Salesforce’s comprehensive data powering LinkedIn automation, this level of personalization becomes scalable.
- Smarter Lead Prioritization: Intelligent lead scoring and prioritization focus efforts on the most promising opportunities. Clear pipeline visibility and detailed tracking help identify bottlenecks and refine strategies, enabling sales teams to continuously improve their approach.
To fully unlock these advantages, it’s essential to adopt transparent data collection methods and use AI insights to segment customers beyond surface-level demographics [21]. Together, Closely’s automation and Salesforce’s CRM create a robust foundation for scalable, personalized outreach. This integration not only enhances sales efficiency but also builds stronger, more meaningful connections with prospects.
While setting up and maintaining the integration requires attention to detail, the resulting productivity gains and improved sales outcomes make it a smart investment for any organization aiming to excel in LinkedIn prospecting at scale.
FAQs
What are the main advantages of integrating Closely with Salesforce for LinkedIn automation?
Integrating Closely with Salesforce creates a robust LinkedIn automation system that simplifies workflows, saves time, and improves sales outcomes. By linking these platforms, you can automate tasks like lead generation and multichannel outreach while ensuring data stays synchronized effortlessly.
This connection sharpens targeting by delivering deeper insights into prospects and enhancing data accuracy, making LinkedIn campaigns more efficient and easier to scale. Plus, with real-time updates and advanced automation tools, managing sales pipelines and refining outreach strategies becomes much more straightforward. This setup allows sales teams to achieve stronger results with less effort.
How can I maintain accurate data and stay compliant when integrating Closely with Salesforce?
To keep your data accurate and stay compliant while using Closely with Salesforce, it’s essential to put solid data management practices in place. Start by defining clear data validation rules, scheduling regular audits, and training your team on the importance of maintaining data accuracy.
Make sure to standardize how data is entered and implement role-based access controls to minimize mistakes and protect sensitive information. It’s also a good idea to create a routine for ongoing data cleansing – removing duplicates and outdated records will keep your database trustworthy and aligned with compliance requirements.
Taking these steps will not only improve your workflows but also help ensure your data quality remains high while meeting regulatory standards.
How should I prepare my LinkedIn and CRM data before integrating it with Salesforce?
Before bringing your LinkedIn and CRM data into Salesforce, you need to make sure everything is clean, accurate, and current. Begin by standardizing contact details like names, email addresses, and phone numbers to keep things consistent. Eliminate duplicate entries, and double-check that job titles, roles, and company details are correct to ensure the data aligns properly during integration.
It’s also crucial to use a consistent format for all data and put clear data governance policies in place to minimize errors during the sync process. These steps will set the stage for a smoother integration and make your LinkedIn outreach efforts more effective.