In this video, learn how to use account pages to gain insight into the companies that matter to you, so that you can present yourself as an informed partner.
- We know that buyers are looking for sales reps who understand the business. So it's important you have the most relevant information about that company, when you're going to make a sales pitch for me to prospect. That's where account pages come in. Let's go to a page now and take a look at all of the goodness that it offers. So here is our account page. First and foremost, I want to make sure that you are saving your accounts. This is how you can ensure that you are receiving the most up to date information, in the alerts as well as in the newsfeed to keep you in the know. We've got the "See all." This is essentially the 'about us.' It's going to tell me what the company wants me to know about them, and provides me with some basic intelligence. I can see their industry, their location, how many employees they've got, website headquarters, how many employees they have on LinkedIn, as well as the decision makers. Decision makers pertains to people who are on LinkedIn, who are at a Director, VP, or C-Suite level as far as seniority. Next I've got tags. Tags I can use for organizational purposes. Maybe this is going to be a Q1 focus for me, and I'm going to hit apply. If I wanted to, I could add my own tags so create a custom tag much like I created a custom list. Tags really are there for organization. When it comes to search, I can search for tags in the filters, and it's just helpful for me to be able to segment. Tags you want to think of either by quarter area of focus, again if you're working a partnership, so maybe where the SDAE relationship. Being able to provide or add tags to accounts will help you organize who you're partnering with. Next we've got our "Notes." "Notes" is going to be the place where you can add free form texts, information that's going to help you make sure that you're keeping all the information on your target account in one place. So anything that you think is going to be important, that you do want to make sure you remember, you can save to this account. "Notes" are visible only to you, just to note. (laughs) Note to note. Ah, but it's a way for you to make sure that you're keeping all this information in one place. Following that we've got our "Recommended leads." As we can see these are based on the sales preferences. So back to why sales preferences are so important, this is taking essentially the function in the location that I am looking for, and it's provided me with lead recommendations. So here I can see I've got one recommendation, there is one team link intro. Some of the other options that I would see here if it was a larger company or if there were larger results, I would also see people who were new enroll. So people who are looking to act as change agents. People who were mentioned in the news, great way for me to build rapport. People who've posted on LinkedIn, they're active, great way for me to be able to engage with them. Sharing experiences with me, so perhaps we went to the same school, maybe there was a work overlap, or even if we follow the same companies. So different ways that sales navigator is pointing people out to me and helping me to drive conversations. Below that we're going to have connections into your target company. So starting here with my first degree connections, so we have first 3 connections on LinkedIn. Then my team link connections. Somebody that I work with at my organization who has a sales navigator license, has been highlighted to be able to provide me with an introduction to Rochelle. That's great. Again, if the results were bigger, some of the other options I would see would be second degree connections, so who is a friend of a friend that would be able to leverage again selling as a team sport, and then also leveraging school alum. So if you have gone to or you've listed more than one school on your LinkedIn profile, it's going to pull up all of those. So schools is going to be very important, it's a great way to be able to leverage alumni relationships. This is everything that we see here on this initial people tab. Good way to understand how you can start to build relationships into the company, but just as important as going to be the actual insights. So I'm going to select the "News and Insights" tab. If the company had posted content if they were sharing status updates, I would see those here. Same thing with employee accounts, so this is going to be based on the sales preferences. The functions that I had listed, so the departments that I've said were super important for me to know. This is where sales navigators will highlight if there's been growth through attrition. It's good to be informed, especially if you are selling something that's going to help one of those particular departments. You want to make sure that you are fully aware of what growth trends look like in their organization. To make sure you're having the right conversation. Following that, if we scroll to the bottom, you'd be able to see "People also viewed." Here is where you can increase the number of your logos by looking at other company pages that have also been viewed. Below this, if it applied, I would also be able to see people who have changed jobs. So if there was senior leadership in the company who was having some job changes, this would be highlighted in this particular area on the page as well. So essentially when we think of the account page, not only is it giving me insight into the types of people I should be engaging with, via recommended leads, but has also given me tangible information on the company as far as news and insights. Consider the account page your source of truth, on current or even perspective companies that you want to do business with. This page provides you with the information you need, to present yourself as a credible resource about their business and as a valued partner, to the organization.
- Setting up Sales Navigator
- Using account pages
- Finding prospects
- Viewing profiles
- Leveraging warm introductions
- Sending InMail
- Using the mobile app
- Syncing with your CRM
- Using PointDrive for insights
- Incorporating Sales Navigator into your daily workflow