Target Account Mapping with LinkedIn Sales Navigator
Systematic Account-Based Selling process using Sales Navigator to identify and prioritize strategic accounts.
Create a replicable account mapping process using LinkedIn Sales Navigator's advanced filters, including prioritization and engagement plan for each account.
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Prompt objective
Create a replicable account mapping process using LinkedIn Sales Navigator's advanced filters, including prioritization and engagement plan for each account.
Real use case
Integra ERP, which sells ERP software to mid-market manufacturers (100-500 employees), purchased 5 Sales Navigator licenses but the team only uses it to send generic InMails. They need a structured process to map their 50 target accounts for the quarter.
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Prompt
Develop an Account-Based Selling process using LinkedIn Sales Navigator for [COMPANY NAME], which sells [PRODUCT/SERVICE] to [INDUSTRY SEGMENT] companies of [SIZE: revenue or employee count]. **1) Sales Navigator Filter Configuration:** - Company filters (Account Filters): - Industry segment, company size, region, technologies used - Recent growth indicators (hiring, funding) - Shared connections (warm path) - Lead filters (Lead Filters): - Target job titles (list of 10 titles) - Hierarchical level - Recent job changes (last 90 days) - LinkedIn activity (posts, comments) - Recommended saved searches (3 searches with names and filters) **2) Account Prioritization Matrix (Tier 1/2/3):** - Tier 1 criteria (high potential, 10 accounts): [DEFINE] - Tier 2 criteria (medium potential, 20 accounts): [DEFINE] - Tier 3 criteria (exploratory, 20 accounts): [DEFINE] - Spreadsheet template with essential columns **3) Buying Committee Mapping per Account:** - Roles to identify: Champion, Economic Buyer, Technical Buyer, Coach, Blocker - How to find each role via Sales Navigator - Account map template (simplified org chart) **4) Engagement Plan by Tier:** - Tier 1: Personalized cadence + dedicated content + events - Tier 2: Semi-personalized cadence + segmented content - Tier 3: Automated cadence + generic content **5) Account-Based Selling Metrics:** - Engaged accounts (engagement definition) - Pipeline generated by tier - Advancement velocity by tier - Buying committee coverage (%) Note: In Brazil, LinkedIn Sales Navigator has lower penetration among SMBs—include alternative strategies when the decision-maker isn't active on the platform.
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- 1Replace the key placeholders first: COMPANY NAME, PRODUCT/SERVICE, INDUSTRY SEGMENT, SIZE: revenue or employee count.
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