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Hi everyone,

 

Last month, we shared Sales Navigator’s Q4 2022 product release, including our new Relationship Intelligence Lists, the latest Search enhancements, and the improvements to the Lead Panel to enable users to maximize the value and intelligence from Sales Navigator to be more efficient and effective. These updates were designed to help sellers streamline the research process and reduce the time spent in prospecting. For our Sales Navigator Admins, we also added a new Usage Reporting metric that allows program leads to better measure Sales Navigator’s impact on your sales funnel.

 

Today, I’d like to share the final (and maybe the biggest) update to our Q4 2022 product release. In the current selling environment, there is a growing disconnect between how sellers are selling and how buyers want to buy. LinkedIn Sales Navigator helps you make sense of the chaos and find the right buyers at the right time.

 

For our Advanced and Advanced Plus license holders, the one simple action that allows Sales Navigator to help you move from shallow selling to deep sales is uploading your book of business.

Uploading 

How can upload I my book of business can to Sales Navigator?

  1. First, you can leverage the My Current Accounts List prompt on the homepage to upload your full book of business to Sales Navigator in just a few clicks. You will be prompted to upload a CSV file that includes the required, recommended, and preferred fields to match your accounts to a company on LinkedIn. You can also download a CSV template to ensure our matching algorithm can effectively tie the accounts together. Second, for our Advanced Plus users only, if CRM Sync is enabled, you can utilize the auto-generated ‘My CRM Accounts’ list in your Account tab. The list automatically pulls in all the accounts from your CRM into Sales Navigator. 
  2. Lastly, you can manually save accounts directly to an account list, which can be done from several places on Sales Navigator such as Search and the Homepage. 

 

I haven’t uploaded my book of business before, what does it provide?

It's more important than ever that you are being efficient and effective with your time while also gaining value from your investments. Once your current list of accounts in Sales Navigator, you’ll be able to supercharge Sales Navigator and unlock the powerful insights.

  1. This will tell Sales Navigator which accounts you are targeting, allowing it to provide you with signals that indicate accounts with the highest buyer intent. This also enables Sales Navigator to reveal the next best action to take with accounts that may be ready to buy.
  2. It surfaces critical alerts when you need them. These alerts arm you with real-time data on information, such as:
    1. When a company is growing and showing potential to support a purchase
    2. When a decision maker leaves an organization creating risk to the deal
    3. Recommendations on potential champions at an organization you are targeting
  3. Lastly, it streamlines searching efforts by helping you uncover the highest potential leads as well as the ability to spotlight specific saved searches based on the book of business. 

 

If you’d like more specific details on the improvements above, please visit this site. As always, if you have any questions or comments, please leave them below. 

 

Thank you,

Eva C.

I currently have 4 account lists in Sales Navigator. The first are active accounts that I’m working to get first-time business in place with. The next two are accounts that fall into new market segments that we may decide to pursue in the future. I use these lists to monitor activities and draw any new insights to determine if the time is right to enter the segment. The last is one I call “brand awareness”. These aren’t accounts that we’d do business with, rather they’re industry groups, publications, etc. that are relevant to our industry and potential collaboration or marketing partnerships. We very recently had a need to partner in such a way, and utilized contacts from this list to guide the effort.

I will typically segment my account lists by industry & headcount. Although, it really depends on the end goal.

For many clients, we recommend they segment account lists into Tier 1 accounts & Tier 2 accounts.

 

Tier 1 accounts represent the targets they are actively prospecting internally, while Tier 2 accounts represent any targets that might not have been hand picked. Tier 2 accounts still represent a great fit, but these are new logos that were not identified through the initial market research

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