My method

For Account List : We used the sync with our CRM to have a list of all our current customer and we list all our target accounts.

Those lists are open for everyone or for several employees. We add Notes or use the mobile app to register calls so we all know the last time we did an action on this account. This is on the sales side but marketing could also actions which is plan for 2022.

We use the selection of growth of employees and industry as well as revenue when we want to tailor a good list for prospection. Those filters help a lot.

For lead list : We synced as well with our CRM to keep inform when one of our prospect move position or post something on LinkedIn. Here again we share lists with a few colleagues and we add our last action (call or mails)

We Build our competition landscape : When a SDR get information about the solution a prospect use we add him into the specific category (Lead or account - lenght of contract). Then we know when it's a good time to call back

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@Lionel L​ you always find a way to surprise us with your fantastic tips and best practices, isn't it? 😊

You are mentioning and leveraging so many account lists capabilities. For example, the ability to have your CRM synced and get a list of all your current target accounts is key. That, plus the fact that you are sharing it internally so that everyone within the sales team can be informed is super important, as it allows for better collaboration. Not to mention that your use of Notes is also very smart and also helps teams to fully understand what is happening at targeted accounts.

On lead lists, I agree that the alert on when a lead moves to another role or company can be effective in helping you decide if you need to find another point of contact on that account, or if you can hopefully start a new conversation with that lead about their new role (which can lead to a potential new opportunity.)

Lastly, I have to highlight the positive collaboration you have going on between the Account Executive and Sales Development Representative. It's so important for sales teams to be working together, and I'm thrilled to see you doing that.

Thank you so much for sharing this fantastic example with us, Lionel!

This is key to our ABM and Client Success programs. I have my sales and customer success teams upload Account Lists via a .CSV file. Next they build a list of targets based on criteria such as function, seniority and job title and add the account list in the Custom Lists field. Now they have a list of key targets in the accounts they are focused on.

It's all about collaboration, right @Paul L​? This is such a great example on how different teams can work together on Sales Navigator and share important information on accounts and leads that they are both targeting.

Hearing incredible stories like this one is exactly how you can help your Sales Navigator peers understand how their teams can do more with a platform like this one. Thank you so much for sharing this with us, Paul. You always find a way to impress us! 👏

I am part of an international team focused on both farming and hunting.

I use SN to keep up to date with the happenings and posts on my major accounts. These are people that I am not necessarily connected with or follow directly on Linkedin but for which I have a commercial interest and so are in my SN feed.

I share and like posts and sometimes even bring ideas from one part of my client companies to another. I share with my account team in the 30 countries we operate and encourage them to also follow their companies from their main linkedin.

For the prospects, this is a way for me to be part of the community of a future client and learn before engaging and then build my contact reach.

@Matthew G​ thank you so much for sharing this incredible example on how to leverage the alerts you are receiving from lists you created to understand when is the best time to engage with a lead and/or account. Great use case! 👏

I also really like how you are sharing those incredible insights with your account teams - one of the many benefits if sharing lead or account lists is that they also receive the same alerts, so you can all be informed on what is happening.

I think you are following an incredible approach that shows how teams can collaborate and learn how to help potential customers. Well done!

 Winner Announcement

Hi Community members,

First, thank you so much for taking the time to complete another bi-monthly mission and share how you are using Lead and Account Lists. We are incredibly grateful and humbled for you to be part of our Community.

Just like we've announced below, we have run a random draw to select the winner (please see this video with the random winner selection.) This said, I'm delighted to announce that @Lionel L (StarLeaf)​ is the lucky winner of our Community Bi-Weekly Mission! Congratulations! 👏 🎉

(We'll be reaching out in order to send you the incredible award package.)

Lastly, to everyone who participated, we will be running many Community bi-weekly missions in the future, so stay tuned and get ready as the next one will be announced soon!

Thank you for being outstanding members,

Nádia 

Congratulations @Lionel L​