3 Key Reasons You Should Add Your Book Into Sales Navigator Today

Were you ever served ice cream at a party, but there were no toppings? Sure, it’s amazing. It’s ice cream! But it would be a lot sweeter with some toppings.

That’s effectively the same when you have LinkedIn Sales Navigator, but haven’t added your book of business into it.

Yes, it’s great on its own. But it reaches a whole new level of capability when you can manage your entire book of business in Sales Navigator – insights surfaced via features like Buyer Intent and Relationship Explorer are more actionable, searching becomes more powerful, and it’s that much easier to stay on top of what’s happening at your most important accounts. 

As Avenue Talent Partners CEO Amy Volas said, “I’d be foolish if I didn't use that feature.”

The three key reasons you should add your book of business into Sales Navigator today.

So why should you add your book into Sales Navigator? Three big reasons:

1. For Advanced and Advanced Plus users, adding your book will show which of your accounts have the most buyer intent, and reveal the next best action to take with accounts that are more ready to buy.
2. It surfaces critical alerts about your accounts in real-time, making your outreach more relevant and personalized. Examples include a previous champion joining a new organization, one of your key contacts posting on LinkedIn, hiring trends, and so much more.
3. Adding your book streamlines your search by spotlighting specific saved searches.
   

Okay, so how do I add my book of business into Sales Navigator?

You can add your book of business to Sales Navigator in one of three ways, each outlined in this video:

• You can leverage the newly released My Current Accounts List prompt on the homepage, which makes it easy to upload your full book of business to Sales Navigator in just a few clicks.

• If you are CRM synced, you can use the auto-generated list, ‘My CRM Accounts’ from the Account list page. The list automatically pulls in all the accounts from your CRM into Sales Navigator. You can further customize with preset rules to only pull in certain accounts from CRM, and manually delete out irrelevant accounts with our improved CRM Auto-Save capabilities.
• You can manually save accounts directly to an account list, which can be done from several places on Sales Navigator, such as search and the homepage.

Summary and Takeaways

Sales Navigator is much more powerful if you upload and manage your book of business in the tool. The constant stream of sales intelligence sourced directly from LinkedIn activity coming from your customers and target accounts allows you to leave shallow selling behind and join the deep sales revolution.

Remember:

1. Uploading your book of business gives you insight into buyer intent, hiring trends, customer and prospect LinkedIn posts, and a wealth of information that allows you to meaningfully connect with your buyer.
2. Adding your book of business can be done in three ways, each as easy as a few clicks. 
3. LinkedIn is constantly innovating and creating new features that help unlock your ability to reach new customers. Upload your book of business so that you can be prepared for what’s next.

To learn more about Sales Navigator and how to get the most out of its features, check out these posts:

• Meet Account IQ: Our One-Stop Shop For Account Research
• Introducing Account Hub: What It Is And How To Best Use It
• Buyer Intent for Sales: What It Is and How It Can Help You Close Deals
• What is Relationship Explorer – And Why LinkedIn's Sellers Are Excited About It

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