Introduction
Account-based selling is key to effective LinkedIn prospecting. By targeting the right accounts, sales teams can focus their efforts on high-value prospects, boosting efficiency and results. LinkedIn Sales Navigator account lists make this approach even easier. In this blog, we’ll show you how to upload an account list, explain its benefits, and use lead filters for more precise prospecting.
What Is an Account List in Sales Navigator?
An account list in Sales Navigator is a curated selection of companies that align with your sales goals. These are the organizations you’ve identified as high-priority targets for your outreach efforts. Instead of casting a wide net, an account list helps you focus on the right opportunities, saving time and increasing the likelihood of success.
Focusing on specific accounts helps you streamline prospecting, personalize outreach, and build stronger relationships with decision-makers.
Step-by-Step Guide to Uploading an Account List
To upload an account list into Sales Navigator, you’ll need the advanced version. Once upgraded, you can effortlessly upload account lists and layer your targets with additional filters.
Step 1: Prepare Your Account List
Create a Google Sheet or Excel file with the company names and LinkedIn URLs. Ensure your data is clean and accurate—Sales Navigator relies on this information to map your accounts correctly. Once you are done building your Google Sheet, you’ll have to export it is a CSV file.
Step 2: Locate the “Account Lists” Feature
Log in to Sales Navigator and navigate to the “Books of Business” section, typically found on the right hand side of the screen.
Step 3: Upload Your File
Upload your CSV list. NOTE: if there are duplicates, the list will not upload.
Step 4: Map and Verify Your Data
Once uploaded, check that all the data is mapped correctly.
Step 5: Save the List
After confirming everything is accurate, click “finish”. Your list will begin to upload and you’ll soon be able to use it.
Benefits of Uploading an Account List
1. Efficiency
Uploading an account list allows you to focus on pre-selected, high-value accounts, saving time and resources by ensuring you’re not wasting your efforts on targets outside of your accounts.
2. Personalization
With detailed account insights, you can craft outreach messages that resonate with specific companies. Personalization is key to standing out in a crowded inbox.
Using Your Account List with Lead Filters
Once your account list is uploaded, you can leverage Sales Navigator’s lead filters to identify decision-makers within your target companies.
Here’s how:
Key Filters to Use:
- Job Title: Pinpoint individuals with titles relevant to your objectives.
- Geography: Narrow down leads based on location.
- Industry: Focus on specific sectors for targeted messaging.
- Seniority Level: Ensure you’re connecting with decision-makers.
Example:
Suppose you’re targeting mid-sized tech companies in the U.S. Use lead filters to find VPs of Engineering within these companies. This refined approach increases the precision of your outreach, making it more impactful.
Here’s an example image of how you would add an account list with a lead filter:
Tips for Success
- Regularly Update Your Account List: Keep your list accurate and relevant by periodically revisiting and refining it.
- Experiment with Filters: Test different combinations of filters to identify what works best for your target audience.
Conclusion
Uploading an account list in Sales Navigator is a powerful way to streamline your prospecting. By targeting the right accounts, personalizing outreach, and using lead filters, you can boost efficiency and achieve better results.