Key LinkedIn Features for Account Managers
LinkedIn Sales Navigator is best known as a sales productivity tool, but it has unrivaled capabilities as an account management tool as well. Using Sales Navigator, account managers can:
- See updates for their entire book of clients
- Get a holistic view of accounts
- Communicate with clients
- Cross-sell
- Upsell
- Provide lead recommendations to the sales team
Customer Intelligence in Action
Suppose you manage the account of a large tech customer, who within the last six months hired a new executive to oversee the area of their company that utilizes your solution. Using LinkedIn, you could:
- See who at your company may be connected with the new executive
- Directly connect with the executiveSee who else the executive is connecting with at their company
- See who the executive is connecting with at companies that may be competitors or partners (which may indicate a strategic shift)
- Monitor the executive’s LinkedIn activity for insight and engagement cues
- Monitor who else the company is hiring in roles having to do with your solution
- Syncing contact and account data provides an accurate, real-time view into accounts
- Relationship data can alert account managers when a relationship may be at risk
- Activity monitoring can quickly turn into an upselling or cross-selling opportunity
- Engagement opportunities on the platform give account managers a way to stay top-of-mind among key stakeholders
- Content and messaging opportunities give account managers a way to build credibility among the types of professionals they serve
- The ability to track personnel changes within an account allows account managers to prioritize which relationships they should try to initiate or strengthen
- The technology is compatible – contacts at your key accounts use and communicate with LinkedIn as well
- Data and insights from LinkedIn can help account managers go from servicing accounts to helping them achieve strategic growth
