Account Lists vs Lead Lists: When to Use Each

Ever wondered whether to use Account Lists or Lead Lists in LinkedIn Sales Navigator?

If you use them incorrectly, you are wasting time.

Use them correctly, and your sales process will run like a machine.

It does sound like a simple choice!

But, trust me, it can make or break your sales results.

So, in this edition, let’s break it down and discover when you should use each.

What Are They?

Account Lists are lists of companies. You have the company name, what they do, how big they are, and people who work there.

Lead Lists are lists of people. You have their name, email, job title, and what they might be interested in.

When to Use Account Lists vs. Lead Lists

? Use Account Lists When:

• You want to target companies in specific industries or sizes
• You are prioritizing high-value accounts.
• You want to organize existing clients vs new prospects.

For example:

Say that you sell software to healthcare companies.?

Instead of random outreach, make an Account List of mid-sized hospitals(targeting specific industries/sizes).?

You want to reach out to the biggest hospitals first, prioritizing the high-value accounts, and put past clients in a separate list from new prospects to keep yourself organized.

? Use Lead Lists When:

• Customizing outreach for decision-makers
• Running targeted campaigns
• Tracking engaged prospects

Continuing the above example, for lead lists -

Now, you need to connect with the hospital administrators and IT managers: the decision-makers.?

For personalized outreach, you add them to a Lead List, send targeted messages, and track who responds to follow up efficiently.?

Think of Account Lists as your blueprint. Start here, then pull key contacts into Lead Lists for precision outreach.

Do’s and Don’ts

?Starting with Lead Lists - Jumping straight to creating lead lists without checking if their company is a fit is a clear waste of time.

? Start with Account Lists Find the right companies first, then dig into the right people.

Pro tip: Sales Navigator lets you convert Account Lists into Lead Lists in seconds—just open an Account List, click a company, and view employees.

Here’s how:

Converting Between List Types

Want to turn an Account List into a Lead List?

?? Open your Account List

?? Click on a company → All Employees

?? Select key contacts & add them to a Lead List

Now, your prospecting is streamlined!

Best Practices to Keep Your Lists Organized

1?? Segment by priority – Keep the most interested leads separate from those who need more time.

2?? Name lists clearly – Name your lists so anyone can tell who they are instead of confusing names like "Q1 Outreach."

3?? Clean & update regularly – Remove old leads who aren't good fits and add new ones to keep them fresh.

4?? Team sharing - Share your lists so your team works off the same data. This keeps outreach aligned and prevents duplicate efforts.

If you are using Sales Navigator for the first time:

• Use the "Save as Lead" button for individual persons.
• Use the "Save as Account" button for companies.
• Use notes to remember essential things about each lead or account.
• Make sure to check out the "Recommended Leads" section, where you can find new people to get in touch with

Keep in mind that Account lists are meant for when you want to have a wider view of the entire company. The Lead lists should hold individual people in focus!

Final Thought: Lists Won’t Save You, Strategy Will

A messy list = wasted time, whereas?

A smart list = faster deals. Mastering Account Lists and Lead Lists and keeping them organized can save you hours of manual work.

Sales Navigator gives you the tools—now it's up to you to use them wisely!

See you in the next edition of Sales Nav Hacks + Gaps!?