--- title: "Lead IQ in Your CRM: Sales Navigator's Lead Summary Without Leaving the CRM" description: "Lead IQ in CRM Embedded Experiences: what the AI summarizes, which CRMs it supports, why it needs Advanced Plus and why it hides if LinkedIn isn't in English." url: "https://rafalszymanski.pl/en/blog/lead-iq-crm/" lang: "en" author: "Rafal Szymanski" date: "2026-09-26" lastmod: "2026-10-21" --- # Lead IQ in Your CRM: Sales Navigator's Lead Summary Without Leaving the CRM > Lead IQ in CRM Embedded Experiences: what the AI summarizes, which CRMs it supports, why it needs Advanced Plus and why it hides if LinkedIn isn't in English. ## Lead IQ in short - Lead IQ has existed inside Sales Navigator itself since 2025. What's new is the place: a salesperson opens a contact or opportunity record in the CRM and sees Lead IQ next to the CRM data, without switching to Navigator. - Lead IQ in the CRM supports four systems connected to Sales Navigator through CRM Sync: Salesforce, HubSpot, Microsoft Dynamics and Oracle (Oracle is new on that list). - Lead IQ in the CRM does not work on Core or Advanced, and LinkedIn publishes no price for **Advanced Plus**, because that license is quoted individually. - A salesperson whose LinkedIn is set to Polish, German or any other language won't see Lead IQ in the CRM, even with Advanced Plus and CRM Sync, because what counts is the LinkedIn.com account language, not the language of the CRM or of the lead's profile. - Lead IQ builds its summary from the lead's public profile, their LinkedIn activity and Account IQ, so an empty profile may get no summary at all. LinkedIn itself warns that the AI can make mistakes: don't paste a summary into a message without reading it. - If you meet all three conditions and still see nothing, ask your Sales Navigator admin: Lead IQ is on by default, but it can be turned off in the settings for AI-assisted features. Everyone knows how salespeople prepare for a first call: three tabs open (the CRM, Navigator, the LinkedIn profile), and outdated data in the CRM. Probably some Excel sheet too, where the company description reads "Famar, formerly Radwar, company in liquidation, don't call Andrzej". Seriously, that's a real entry from my client's CRM. The result: the salesperson works from what they know and remember, not from current data. ## What Lead IQ is and what's new about it Lead IQ is a lead summary prepared by Sales Navigator's AI: who the person is, what they do, what they've been up to on LinkedIn lately and what you have in common. Inside Sales Navigator itself it has been around since 2025, I wrote about it in the post on [LinkedIn's new features planned for 2025](https://rafalszymanski.pl/en/blog/linkedin-new-features-2025/), and I use it very often. If there's enough information available, you'll see a message that the option is ready. [Image: Get insights about Aleksandra panel in Sales Navigator with a BETA label and a Generate Lead IQ button] *Lead IQ waiting for a click: the Generate Lead IQ button on a lead's profile. Screenshot from my account, September 2026.* Once you confirm, the system starts generating the information from current data, and you get a summary that does a pretty good job of preparing you for the first conversation. [Image: Generated Lead IQ summary: six bullet points on the lead's experience, values, mutual connections and recent posts, with footnotes linking to sources on linkedin.com] *A finished Lead IQ summary with source footnotes. Screenshot from my account, September 2026.* So what's new? The place. Since September 2026 the same summary appears in the Sales Navigator view embedded in your CRM, known as CRM Embedded Experiences. A salesperson opens a contact or opportunity record in the CRM and sees Lead IQ next to the CRM data, without switching to Navigator. LinkedIn says this shows who really matters on an open opportunity, which is marketing gibberish. In my view it simply cuts the time I need to assess a lead and prepare for the call. [Image: Sales Navigator view embedded in a CRM with a Lead IQ panel labeled BETA: four bullet points about the lead's background, interests and a mutual connection] *Lead IQ in the Sales Navigator view embedded in a CRM. Graphic: LinkedIn, September 2026 Sales Navigator release announcement.* ## What the AI summarizes in Lead IQ The documentation lists four kinds of information: - the lead's interests; - their recent activity on LinkedIn; - shared connections or shared experiences, for example the same university or a former employer; - the priorities and challenges of the company the lead works for, in other words a slice of what Account IQ shows. Where does it all come from? Data about the person comes from the lead's public profile and LinkedIn activity, and data about the company from Account IQ, the company summary Sales Navigator generates separately. If the lead has an empty profile and posts nothing, there may be no summary at all. LinkedIn admits this in its documentation: Lead IQ isn't available for every lead. [Image: Lead IQ panel with the message Not enough information available about Karolina to generate useful insights] *This is what Lead IQ looks like when a lead's profile is nearly empty. Screenshot from my account, September 2026.* What does LinkedIn suggest using it for? Reviewing the lead's background before a call, finding shared connections, understanding their company's situation and preparing topics for the first message. As I wrote above, the feature works and it's useful, but only when the AI has something to build the summary from. Otherwise you get nothing, or generic filler like "Aleksandra values strong communication and teamwork, actively fostering connections across teams to drive collaboration and progress", which is the Tinder equivalent of "I like music and hiking in the mountains". ## Why you won't see Lead IQ if LinkedIn isn't in English Because it only works in English. The line from the documentation: Lead IQ is currently only available if your LinkedIn.com language is set to English. This is about the language setting of your LinkedIn account, not the language your CRM runs in. What does that mean for a team in a non-English market? A salesperson whose LinkedIn is set to Polish, German or any other language won't see Lead IQ in the CRM, even if the company pays for Advanced Plus and has CRM Sync connected. To make the feature appear, you have to switch the account language to English. What doesn't matter, on the other hand, is the language of the lead's profile or the language they use LinkedIn in. Language settings and options in general are among the basic mistakes I find at clients and fix during Sales Navigator training. ## Who can use it Three conditions at once: 1. a Sales Navigator Advanced Plus license, which means you work at a corporation or a genuinely wealthy company; 2. a CRM connected to Sales Navigator through CRM Sync, with Salesforce, HubSpot, Microsoft Dynamics and Oracle supported (Oracle is new, it wasn't on this list before); 3. LinkedIn.com set to English. [Image: Three conditions for seeing Lead IQ in your CRM: a Sales Navigator Advanced Plus license, a CRM connected through CRM Sync and LinkedIn.com set to English] What about the admin? Lead IQ is on by default, but a Sales Navigator admin can turn it off in the settings for AI-assisted features. So if a salesperson meets all three conditions and still sees nothing, the first question goes to the admin. How much does Advanced Plus cost? LinkedIn doesn't publish a price, the license is quoted individually, as I describe in my [Sales Navigator pricing guide](https://rafalszymanski.pl/en/blog/linkedin-sales-navigator-pricing/). ## What to watch out for with AI summaries Can you paste a Lead IQ summary straight into a message? Not without reading it first. LinkedIn itself says AI-generated content can contain mistakes and has to be checked before use, and in the graphic from the announcement the Lead IQ panel carries a BETA label and the warning "This feature is powered by AI and mistakes are possible". The summary is built from the public profile, so it's only as current as the lead's profile, and I'd treat it as a hint and a direction, not as the truth. The summaries have improved, but a year ago, when the feature was rolling out, I could get a recommendation to talk about a mindfulness course, because the lead happened to have posted about it. Can you already picture the screenshot of that salesperson's message doing the rounds online? > I saw you're into mindfulness, so maybe you'd be interested in my LinkedIn lead generation software. 3 meetings a week guaranteed, and you can devote yourself to mindfully observing reality. [Image: Warning: do not paste a Lead IQ summary into a message without reading it, because it is built from the public profile and is only as current as that profile] A full overview of the September release, including a table of availability by license, is in my [post on Sales Navigator's new features in 2026](https://rafalszymanski.pl/en/blog/sales-navigator-2026-features/). In my [Sales Navigator training](https://rafalszymanski.pl/en/services/linkedin-sales-navigator-training/) I show how to prepare a first message to a lead so that the AI is a starting point, not a ready-made script. **The whole series on the September Sales Navigator release** - [Sales Navigator alerts in Microsoft Teams](https://rafalszymanski.pl/en/blog/sales-navigator-microsoft-teams/) - [Sales Navigator alerts in LinkedIn notifications](https://rafalszymanski.pl/en/blog/sales-navigator-alerts-linkedin-notifications/) - [Personalized onboarding](https://rafalszymanski.pl/en/blog/sales-navigator-personalized-onboarding/) - [Alerts after the update and the new weekly email](https://rafalszymanski.pl/en/blog/sales-navigator-alerts/) - [The new Sales Navigator search](https://rafalszymanski.pl/en/blog/sales-navigator-search-2026/) - [Warm introductions: who can introduce you](https://rafalszymanski.pl/en/blog/sales-navigator-warm-introductions/) - [Notes and calls logging to the CRM](https://rafalszymanski.pl/en/blog/sales-navigator-activity-logging-controls/) ## Sources - [LinkedIn Sales Navigator release notes, July to September 2026](https://www.linkedin.com/help/sales-navigator/answer/a16010005) - [Lead IQ in CRM Embedded Experiences](https://www.linkedin.com/help/sales-navigator/answer/a16538006) ## Frequently asked questions about Lead IQ in your CRM ### Which CRMs does Lead IQ work in? The four LinkedIn lists as supported by CRM Sync: Salesforce, HubSpot, Microsoft Dynamics and Oracle. Your CRM has to be connected to Sales Navigator through CRM Sync, which your IT team switches on first, and then you or the license admin on your account. ### Does Lead IQ in the CRM work on Core or Advanced? No. According to LinkedIn's documentation, Lead IQ in CRM Embedded Experiences is available to Sales Navigator Advanced Plus users, the license with CRM integration. ### Why can't I see Lead IQ even though I have Advanced Plus? The most common reason outside English-speaking markets: Lead IQ only works when your LinkedIn.com language is set to English. The second possible reason: an admin switched the feature off, because it is on by default but can be turned off. Seriously, I once met an organization's CRM admin who claimed that fresh customer data from LinkedIn was ruining his data quality, and he preferred old, outdated records as long as they were arranged the way he liked. ### Where does Lead IQ get its information about a lead? From the lead's public profile and LinkedIn activity, and the company information comes from Account IQ. A summary won't be generated for every lead, because it depends on how much public data is available. Translated from LinkedIn-speak: if the lead has an empty profile, there is nothing to build the summary from. If the company is too small and has an empty page too, it's the same story, and you'll get a message saying there wasn't enough information. ### Can you trust what Lead IQ says? Based on my own experience with Lead IQ on LinkedIn, yes, but with limited trust. LinkedIn itself warns that AI-generated content can contain mistakes and asks you to check it before use. In the graphic from the announcement the feature is labeled BETA.