We recently shared Sales Navigator’s Q2 2023’s product release, which includes updates that will help users identify accounts that are most likely to result in closed deals and meaningful customer relationships. In addition to the brand new Account Hub, Search enhancements and Sales Navigator mobile app updates, we also have updates in Buyer Intent that helps users discover new warm leads and opportunities.
The following updates in Product Category Intent and Buyer Intent are available to only Advanced and Advanced Plus customers.
Product Category Intent
While Product Category Intent was introduced last quarter, this quarter’s update brings it to Account Hub, where users can now select and track the categories most relevant to them. Remember that Product Category Intent allows you to find the buyer who are likely searching for a product like yours. In Account Hub,
- Accounts with high buyer intent and active product category intent can present the specific product line they are more interested in. This combination of dataset is useful if your company has multiple product lines and solutions/services.
- Accounts with low buyer intent and active product category intent show you the accounts that may be searching for a solution your company has but don’t know about your company yet. This combination of dataset is helpful for sellers at growing companies and provides a somewhat warm opportunity.
Buyer Intent Enhancements
- New buyer activities: This quarter, we’ve added two new data points that give sellers additional context for the best first touch target opportunities.
- Website visits — If your company has the LinkedIn Insights Tag installed on your company website, you will be able to see the general profile of visitors to your company website.
- New Connections to Colleagues — You can now see new LinkedIn connections of other Sales Navigator users in your contract and other colleagues in your TeamLink Extend.
- ‘Buyer Intent’ filter* in Lead Search — You can now filter accounts where someone has expressed high or moderate intent in the past 30 days to quickly identify a potentially warm opportunity.
Auto-Generated Account List
Lastly, with the introduction of Account Hub, the auto-generated “Top Accounts Expressing Buyer Interest” account list will be sunsetted and removed from Sales Navigator.
The following updates in “My CRM Accounts” List is available to only Advanced Plus customers with CRM Sync enabled.
“My CRM Accounts” List
This quarter, you now have the ability to manually add accounts to your “My CRM Accounts” list on Sales Navigator. If the rules you have set do not allow you to capture all the accounts, you can now add those missing accounts yourself. This capability provides you the manual oversight to ensure you always have an up-to-date account list from your CRM on Sales Navigator to leverage in key places, such as the new Account Hub.
Lastly, if you’d like more specific details on more of Account Hub, please check out this deck. As always, if you have any questions or comments, please leave them below. If you have feedback related to the above features, I invite you to submit a product idea as well.
Thank you,
Eva C.
