Traditional sales intelligence tools don’t empower sales teams.
Sales leaders have been limited to running the same linear, one-size-fits-all approach to selling because they've only had access to stale, inaccurate, and limited identity data provided by other sales intelligence tools.
With only 5% of their customers' purchase time, being ill-equipped results in missed deals.
Sales organizations struggle to identify and prioritize the right people and companies.
With imprecise focus, they’re forced to spin their wheels and golden opportunities are left hidden in the dark.
Now you can save time by quickly acting on the best opportunities with Account Hub’s trifecta of insights - buyer intent , relationship intelligence, and account insights.
What’s Account Hub in Sales Navigator?
Account Hub is a new feature in Sales Navigator.
With Account Hub, once you upload your book of business into Sales Navigator, it’ll effortlessly prioritize your accounts, based on growth potential, buyer intent, or risk alerts. And with relationship intelligence signals, you're able to gather the context you need to build stronger customer relationships. Through that, you're able to network your way in or follow up with the exact person showing interest within those golden opportunities.
In a nutshell – it helps you prioritize your accounts, while also giving you real-time information to stay informed on them.
Note: While Account Hub is available to all users, Buyer Intent and Product Category Intent functionality within it is available for Advanced and Advanced Plus users only. Opportunity data is only available to Advanced Plus with CRM synced enabled.
What are the benefits of Account Hub?
Here are the top three:
| 1. Make data-driven prioritization decisions with all the data you need in a single place: As a seller, you can log into Account Hub daily to keep updated on economic changes happening at your target accounts and plan which accounts to focus on based on our proprietary customer-level buyer intent data. Leverage filters like “growth alerts” or “high and moderate buyer intent” to instantly identify accounts in your book of business that have increased their headcount and are hiring or have expressed interest in your company - signalling they’re an excellent opportunity to pursue. |
| 2. Access insights to create stronger customer relationships: Once you've identified your top accounts, you can use Connection Paths and Recommendations to find new contacts and decision-makers to reach out to. And with company information and relationship intelligence data, like recently changed jobs or newly hired decision maker, you can tailor your outreach to your leads and maximize your window of opportunity. |
| 3. Spend more time on the right opportunities to close more deals: Account Hub will continue to help you prioritize accounts with the highest likelihood of converting, find warm-paths into an account or multithread a deal, and gather key information to help tailor your outreach. All of this data empowers you to expertly plan, time, and implement your outreach for maximum impact. |
So, how do you use this feature? Let’s dive in.
How to use Account Hub to maintain and grow existing accounts
Some of the most common use cases are:
🔸 Identify the accounts most likely to grow. One of the biggest indicators that your existing customer is a good upsell opportunity is if they’re growing quickly. With Account Hub’s recent changes and latest account alerts, see which of your clients is growing the most, to inform your path to quota.
🔸 Conversely, your accounts most likely to churn are often ones shrinking in headcount, either via attrition or layoffs. With Account Hub, you can sort your accounts by risk, which shows which accounts have experienced a reduction in headcount or recently had layoffs. This gives you the opportunity to get ahead of losing the deal and can inform your forecasting.
🔸 Use it to find compelling reasons to reach out while staying on top of your accounts. There’s nothing more worrying than when an existing customer goes dark. With Account Hub and the alerts it highlights – news, intent, growth – you have a compelling reason to reach out, hopefully reigniting the conversation and interest with your key accounts. When you see that one of your accounts goes through a recent round of funding, it may be a great way to reach out to congratulate them and see if there’s an opportunity to expand their offering. Account Hub will also highlight new contacts as well – giving you the opportunity to multithread.
How to use Account Hub to prospect into new accounts
Some of the most common use cases are:
🔸 Prioritize your book of business. With Account Hub, you can prioritize the best accounts by both growth and Buyer and Category Intent, so you focus your time on the accounts most likely to close. Filter Account Hub to only show accounts expressing a moderate to high level of intent in your company and then layer on Product Category Intent to measure individual seller interest in a product.
🔸 Find compelling reasons to reach out. Account Hub, especially working in partnership with Relationship Explorer, shows you both the right accounts and people to reach out to, but also equips you with compelling reasons to reach out. For example, via Account Hub you can see if a customer is growing fast – if you sell HR software, perhaps it’s a good time to see if they’re having trouble onboarding employees so quickly.
🔸 Stay on-top of your book. Lastly, unlike most other Sales Intelligence providers, Account Hub is updated in real-time, based on the real-time updates in LinkedIn. This empowers you to have a dynamic, flexible strategy throughout the year, while also helping you forecast more accurately.
To learn more about Account Hub – and how to get the most out of it – I highly recommend you these Community resources:
- Make sure you RSVP to the next Masterclass on Maximizing Growth and Retention through Smart Account Management (Recording will be available).
- Account Hub FAQ.
- New Sales Navigator Features: Account Hub.
What is the use case you would explore today? - Share in a comment below to discuss the advantages of this new feature. I’m curious to hear from you. |
