From Leads to Wins: The Ultimate Guide to Harness LinkedIn's Sales Navigator Account Hub for Record-Breaking Sales

We are past the days when one-size-fits-all marketing worked like magic. Selling today means diving into data, studying the market, and getting specific about who might be interested in what you're offering.?

Read on to learn how LinkedIn’s Sales Navigator Account Hub can help.

Meet Account Hub, a Brand New Addition to Sales Navigator

On May 16th, 2023, LinkedIn's Sales Navigator added a new feature to its toolkit. The Account Hub was designed to transform how businesses approach their sales strategies, offering a holistic solution to prioritize accounts, understand buyer intent, and navigate the intricacies of customer relationships.

Account Hub simplifies the often complex task of managing your book of business within Sales Navigator. Once you upload your business contacts, the tool takes the reins, effortlessly prioritizing accounts based on criteria such as growth potential, buyer intent, or risk alerts.

While Account Hub is accessible to all Sales Navigator users, only Advanced and Advanced Plus users have access to the full spectrum of its capabilities. The Buyer Intent and Product Category Intent functionalities within Account Hub are exclusive to these advanced tiers, and Opportunity data is only available to Advanced Plus CRM Sync customers.

What Is Product Category Intent Functionality?

The Product Category Intent provides lead generation professionals, such as those at Xocial Gong, with unparalleled insights into a potential buyer's preferences. By leveraging this feature, lead generation professionals can gain a comprehensive understanding of which products have piqued the interest of a prospect based on their LinkedIn activity.?

The Product Category Intent functionality goes beyond conventional profiling, offering a dynamic and real-time snapshot of a potential buyer's engagement with specific product categories. This level of granularity equips lead generation professionals with the knowledge needed to tailor their pitches, engage in more targeted conversations, and ultimately increase the chances of a successful conversion by aligning their offerings precisely with the buyer's demonstrated interests.

What Is Buyer Intent Functionality?

The Buyer Intent functionality signals whether a prospective customer is ready to engage and make a purchase. Quality buyer intent data proves instrumental in guiding your sellers at every stage of the funnel, allowing them to reach potential clients early in the awareness phase while also identifying highly motivated buyers at the bottom of the funnel.?

With reliable data, your lead generation professionals can prioritize warm opportunities, avoiding the pitfalls of investing time in prospects unlikely to convert.?

By streamlining the prospecting process, the Buyer Intent functionality enables your sellers to focus on genuine leads, providing insights that eliminate guesswork and offer a clear understanding of the level and relevance of interest in your company and solutions.

Benefits of Using Account Hub

Let’s take a look at how Account Hub can strengthen your business and its growth:

Identifying Growth Opportunities

One of the most substantial indicators that a customer is ripe for an upsell opportunity is their rate of growth. Account Hub identifies accounts most likely to experience significant expansion. By leveraging Account Hub, your lead generation team can now effortlessly pinpoint clients that are on an upward trajectory, which lays the groundwork for strategic and timely engagement.

Reaching Out to Previous and Potential Clients

Account Hub offers a thorough view of your accounts, allowing you to stay informed about your previous and potential clients’ updates. When one of your existing customers goes dark, the alerts generated by Account Hub become your guiding light. Whether it's news about the company, signs of buyer intent, or indications of substantial growth, these alerts present compelling reasons to reach out, reigniting the conversation with your key accounts. Imagine that one of your accounts secured a recent round of funding. This great news, brought to your lead generation team by Account Hub, becomes an opportune moment to extend congratulations and explore potential avenues for expanding their offerings.

Account Hub goes beyond tracking existing contacts; it also highlights new ones. This opens up the possibility of multithreading. Multithreading is a strategic approach to networking within an organization. By identifying and connecting with new contacts, your lead generation professionals can diversify their engagement, ensuring that their outreach is well-distributed and comprehensive, ultimately strengthening their relationships with key accounts.

How to Master Account Hub

Begin by uploading your book of business into Sales Navigator. This ensures that Account Hub has a comprehensive understanding of your clients, which helps it prioritize key accounts effectively.?

If you are an Advanced Plus CRM-synced customer, don’t forget to sync your CRM with Sales Navigator. This integration is necessary to receive opportunity data in Account Hub that offers deeper insights into each account's potential.

Regularly review and update your lists by unsaving accounts that are no longer relevant or of interest as well. This ensures that Account Hub remains a dynamic and accurate reflection of your current priorities.

Bonus Tips for Optimization

Let’s take a look at how to turn Account Hub into a strategic ally that not only keeps you on top of your game but also maximizes your outreach efforts for optimal results:

Leverage Filters and Sorting Options

Take advantage of filters to instantly focus on the most promising opportunities. Whether it's sorting by growth potential, buyer intent, or other criteria, customization is the key to efficiency.

Utilize Product and Buyer Intent (Advanced/Advanced Plus)

For Advanced and Advanced Plus customers, the combination of Product Category Intent and Buyer Intent provides a nuanced understanding of a company's interest in your products or services. This dynamic duo enhances your ability to tailor your approach.

Explore New Paths-In with Connection Paths

Discover new entry points into an account by clicking on the top number in “Connection paths”. This feature takes you to a search highlighting your first-degree, second-degree, and TeamLink connections at that account, opening doors for strategic networking.

Optimize with Starred Accounts

Save time and streamline your focus by starring your top accounts. The "Starred" filter allows you to exclusively view high-priority accounts, making it easier to concentrate your efforts on the most promising leads.

Account Hub is a strategic companion in navigating the dynamic landscape of B2B relationships. If you do not have time to master Account Hub, Xocial Gong can help you with lead generation on LinkedIn. Contact us at 323-405-3872 or book a 15-minute discovery call for more information.