Sales Navigator’s Account IQ is a relatively new feature in Sales Navigator. It’s only available in Sales Navigator Advanced and Advanced Plus, but not in Core.
For those of you who have Account AI, it’s a real time saver and can help you research accounts faster and smarter. The big question: Are you using it to its full potential?
Let’s get started by finding out what it is, why to use it and then look into how to use it.
What is Account IQ?
Account IQ is an AI-powered feature in Sales Navigator Advanced and Advanced Plus that provides a detailed, up-to-date summary of any company, accessible by simply visiting the account page.
It pulls together company insights from across the web and LinkedIn, so you don’t have to spend hours searching multiple sources.
Why Use Account IQ?
Account IQ lets you access key information instantly, including: how a company makes money, relevant news, and all in one place.
Account IQ is designed to save you hours of manual research when preparing for meetings. You’ll be able to show up to every meeting informed and ready to discuss what matters most to your buyer.
Meetings is not all it can be used for. It can also be used to qualify accounts and prioritise your outreach. Instead of guessing or missing opportunities, it gives you insights to start meaningful conversations, so you know who to focus on.
How to Use Account IQ
1. Access an Account Page
Log in to Sales Navigator and go to the account you want to research. In this example, I will use Adobe.
2. Look for the Account IQ Section
On the account page, you’ll find Account IQ near the top, just below the About section and above Relationship Explorer.
3. Click “View more” to Reveal All Insights
Once in the Account IQ section, scroll down to the bottom of the section to open up all Account IQ sections of the company. This then reveals all 9 sections:
1. How your product can help Adobe: Enables you to add your product to support outreach efforts.
2. How Adobe makes money: How the company makes money and its revenue estimates.
3. Strategic priorities: What the company is focused on.
4. Business challenges: The main issues they face.
5. Competitive landscape: Main competitors and industry context.
6. Headcount insights: Headcount changes and trends.
7. Key people: Top executives and decision-makers.
8. Executive voices: Recent LinkedIn posts from company leaders.
9. Related news: Latest news about the company.
4. Which Accounts Have Account IQ Insights
Account IQ is only available for most companies with 50+ employees, but not for government agencies, educational institutions, or self-employed individuals.
For US public companies, you’ll also get specific financial data.
5. Top Tips for Using Account IQ
1. Check the Sources: Account IQ cites its sources, allowing you to verify information or explore further.
2. Use the Thumbs Up/Down Feature: Let Sales Navigator know if the insights are relevant for future improvements.
In Summary
Account IQ is a valuable tool for saving time on research. It provides a wealth of information at your fingertips that would take you a considerable time to compile yourself.
I’m not a huge fan of all 9 sections, namely ‘Key people’ and ‘Executive voices’. Rather than using them, I prefer to trust my own judgement and advanced search skills.
However, for those of you focused on winning new business on LinkedIn, it enables you to concentrate on the meetings themselves rather than searching for data.
If you have Account AI and aren’t using it yet, now’s the time to start.
If you’re on Core, it’s yet another reason to consider upgrading.
How to Research Accounts Super Quick: Account IQ
How to Research Accounts Super Quick: Account IQ
Sales Navigator’s Account IQ is a relatively new feature in Sales Navigator. It’s only available in Sales Navigator Advanced and Advanced Plus, but not in Core.
For those of you who have Account AI, it’s a real time saver and can help you research accounts faster and smarter. The big question: Are you using it to its full potential?
Let’s get started by finding out what it is, why to use it and then look into how to use it.
What is Account IQ?
Account IQ is an AI-powered feature in Sales Navigator Advanced and Advanced Plus that provides a detailed, up-to-date summary of any company, accessible by simply visiting the account page.
It pulls together company insights from across the web and LinkedIn, so you don’t have to spend hours searching multiple sources.
Why Use Account IQ?
Account IQ lets you access key information instantly, including: how a company makes money, relevant news, and all in one place.
Account IQ is designed to save you hours of manual research when preparing for meetings. You’ll be able to show up to every meeting informed and ready to discuss what matters most to your buyer.
Meetings is not all it can be used for. It can also be used to qualify accounts and prioritise your outreach. Instead of guessing or missing opportunities, it gives you insights to start meaningful conversations, so you know who to focus on.
How to Use Account IQ
1. Access an Account Page
Log in to Sales Navigator and go to the account you want to research. In this example, I will use Adobe.
2. Look for the Account IQ Section
On the account page, you’ll find Account IQ near the top, just below the About section and above Relationship Explorer.
3. Click “View more” to Reveal All Insights
Once in the Account IQ section, scroll down to the bottom of the section to open up all Account IQ sections of the company. This then reveals all 9 sections:
1. How your product can help Adobe: Enables you to add your product to support outreach efforts.
2. How Adobe makes money: How the company makes money and its revenue estimates.
3. Strategic priorities: What the company is focused on.
4. Business challenges: The main issues they face.
5. Competitive landscape: Main competitors and industry context.
6. Headcount insights: Headcount changes and trends.
7. Key people: Top executives and decision-makers.
8. Executive voices: Recent LinkedIn posts from company leaders.
9. Related news: Latest news about the company.
4. Which Accounts Have Account IQ Insights
Account IQ is only available for most companies with 50+ employees, but not for government agencies, educational institutions, or self-employed individuals.
For US public companies, you’ll also get specific financial data.
5. Top Tips for Using Account IQ
1. Check the Sources: Account IQ cites its sources, allowing you to verify information or explore further.
2. Use the Thumbs Up/Down Feature: Let Sales Navigator know if the insights are relevant for future improvements.
In Summary
Account IQ is a valuable tool for saving time on research. It provides a wealth of information at your fingertips that would take you a considerable time to compile yourself.
I’m not a huge fan of all 9 sections, namely ‘Key people’ and ‘Executive voices’. Rather than using them, I prefer to trust my own judgement and advanced search skills.
However, for those of you focused on winning new business on LinkedIn, it enables you to concentrate on the meetings themselves rather than searching for data.
If you have Account AI and aren’t using it yet, now’s the time to start.
If you’re on Core, it’s yet another reason to consider upgrading.
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