A sales manager wants to extend an existing sales accelerator sequence so that after two unanswered emails, reps are prompted to send a connection request through LinkedIn Sales Navigator before the sequence proceeds to a phone call step. Sales Navigator is already integrated with the environment. What is the correct way to extend the sequence?
Select an answer to reveal the explanation.
Short Explanation
Sequences are built to be extended with new steps, and since the LinkedIn integration is already turned on, the cleanest fix is just to drop a new step of that channel type right where you want it, between the emails and the phone call. That keeps everything the rep does inside one guided, trackable flow. Spinning up a whole separate LinkedIn-only sequence and having someone manually move records into it after two failed emails brings back the manual tracking problem sequences exist to solve. Assuming the platform cannot handle a LinkedIn step and routing around it with a chat reminder is based on a wrong assumption, and it produces a nudge instead of a real, trackable activity. Quietly editing the wording on the phone call step to mention LinkedIn might feel like a shortcut, but it does not create anything the system can track as its own step, so there is no record of whether the rep actually did it. When a channel is already integrated, the direct extension is always to add it as its own step.
Full Explanation
The correct answer is B. Because Sales Navigator is already integrated, the sequence designer can insert a new step whose channel type is LinkedIn, placing it between the email steps and the phone call step so it flows naturally in the same tracked sequence and shows up in the rep's activity feed at the right point. Option A is incorrect because spinning up a separate sequence and manually enrolling records after two failed emails removes the automation and consistency a sequence provides, adding manual work the extension was meant to eliminate. Option C is incorrect because it rests on a false premise: sales accelerator sequences do support LinkedIn Sales Navigator as a channel type when the integration is enabled, so building a workaround through Teams reminders is unnecessary and produces a reminder rather than a trackable, guided step. Option D is incorrect because editing the phone call step's description only adds a note for the rep to read; it does not create a distinct, trackable LinkedIn activity in the sequence, so completion data and timing are lost. A native LinkedIn step is the only option that keeps the extension inside the sequence's guided, trackable structure.