How to Monitor LinkedIn Accounts and Posts with SalesNav

TL;DR:

• Sales Navigator helps monitor best-fit accounts on LinkedIn with real-time alerts.
• Customize alerts for account monitoring in Sales Nav settings.
• Letterdrop offers more advanced keyword tracking and engagement insights.
• Use AI to prioritize accounts and messages based on monitoring alerts.
• Combining Sales Nav with Letterdrop can supercharge prospecting efforts for revenue-driving conversations.

You want to be on top of best-fit accounts on LinkedIn, and a great way to do that is through a tool like Sales Navigator.

It'll help you:

• Stay informed about buyer intent signals.
• Engage prospects with timely, personalized outreach.
• Prioritize efforts based on real-time data.

Here's how to make the most of Sales Nav and intent data on LinkedIn for your account monitoring.

You Can Set Up Alerts with Sales Nav

Sales Navigator provides a variety of real-time alerts to help you stay informed about your saved accounts and leads. These notifications alert you to:

• Account News: Mentions of saved accounts in LinkedIn articles.
• Account Shared Update: Posts shared by saved accounts.
• Accounts Growth: Alerts on hiring trends or headcount increases in saved accounts.
• Talent Moving: Alerts about employees joining or leaving companies.
• Layoffs and Slowing Growth: Workforce reductions or a decline in employee growth.
• Lead Activities: Notifications when leads change jobs, share posts, or view your profile.
• Engagement Alerts: Insights on leads engaging with your content or LinkedIn ads.

Some more advanced features include:

• Boolean Search: Enhance lead generation efficiency with precise search operators.
• Account and Lead Filters: Use specific criteria such as industry, company size, and revenue to refine searches.
• Buyer Interest Alerts: Track engagement such as profile views, InMail interactions, and content clicks.
• Saved Searches: Receive updates on accounts or leads matching your Ideal Customer Profile (ICP).

How to Set Up Alerts for Account Monitoring in Sales Nav

Here's how to customize your alerts, once you've created your lead list in Sales Nav:

1. Access Settings: Click your profile photo in Sales Navigator and select "Settings."
2. Email Preferences: Enable the "Receive emails?" option for the categories you wish to track.
3. Adjust Alert Preferences: Navigate to the "Alert Preferences" section and toggle the alerts relevant to your goals.
4. Optimize Notifications: Tailor the settings to your professional needs to reduce noise and improve focus.

Caveat: You're not able to track more specific keyword mentions with Sales Nav, limiting yourself in your monitoring efforts.

Automatically Track Keyword Mentions and Engaged Accounts

Unlike Sales Navigator, Letterdrop helps you deeply customize your keyword monitoring efforts and even helps you track engaged accounts for better LinkedIn ABM overall.

• You can set very specific keywords to track (e.g gong vs chorus)
• You can set filters for your ICP or target accounts (specifying if they are a competitor, influencer, or prospect)
• You get Slack notifications whenever those keywords are mentioned by ICPs or tracked accounts
• You can track historical account engagement and even LinkedIn pipeline attribution

You can also ask the AI questions based on the content of these posts, as well as start scraping the collected accounts for more information.

This info can be synced to your CRM. We have guides for a HubSpot/LinkedIn CRM sync and Salesforce/LinkedIn CRM sync.

How to Use Your Account Monitoring Alerts

Once you're able to track relevant accounts through what they're talking about in their posts, you need to act quickly — and carefully — to make sure you're prioritizing the right accounts with the right messages.

Here's a diagram breaking down how we'd recommend segmenting and prioritizing key sales triggers, which you can read more about in the linked blog post:

Final Thoughts

Sales Navigator provides a powerful suite of alerts to help sales teams monitor important accounts and what they may be saying.

Combining it with a tool like Letterdrop allows you to go further by adding granular keyword tracking, advanced engagement tracking and even pipeline attribution.

For better ABM on LinkedIn, consider reaching out to us to help.