Introducing the new Lead IQ & Enhanced Account IQ features for Sales Navigator

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<div class="article-meta t-14 article-meta__hairline"> <div class="article-meta__byline-container"> <div class="author-profile__author-container">  <div class="author-profile__author-text-container"> <a href="https://www.linkedin.com/in/monicamlewis" target="_blank" class="t-14 t-bold"><span class="screen-reader">Authored by</span>Monica Lewis</a>  <p class="t-14 t-black--light" data-published-date="2024-11-20"> November 20, 2024 </p> </div> </div>  </div> <div class="social-share"> <ul class="social-share__list share-list" title="Share via" data-share-list> <li class="share-list__item share-item"> <a href="#" class="share-item__link medium-round-muted-tertiary-button" role="button" data-tracking-control-name="_linkedin_share" data-share-type="linkedin" aria-label="Share on LinkedIn, New window will open"> <li-icon class="share-item__icon" type="linkedin-icon"></li-icon> </a> </li> <li class="share-list__item share-item"> <a href="#" class="share-item__link 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data-delayed-url="https://media.licdn.com/dms/image/v2/D4D08AQHW5mff4neLDA/croft-frontend-shrinkToFit1024/croft-frontend-shrinkToFit1024/0/1732110438729?e=2147483647&v=beta&t=YZY_VTtgDeIBy2C1sFCGmjc14Q5ggZNZeFrvAwCKl8w" alt="man typing on laptop">  </figure> </div> </div> <div id class="component component-richText" data-component-type="richText"> <div class="rich-text global-paragraph-style--reader"> <h2>Finding your ‘in’ to Complex Buying Committees </h2><p>“People buy from people.” It’s a phrase every sales professional is familiar with. In a world where shifting market conditions and advanced technologies are transforming business practices, it’s more important than ever to remember this undeniable truth: trusted relationships are at the heart of every buyer-seller interaction.</p><p>Finding the right buyers is just the start of earning trust and closing a deal—a task harder than ever, with <a rel="" href="https://www.gartner.com/en/articles/why-multithreaded-engagements-are-the-secret-to-accelerating-revenue-growth" target="_self">research</a> showing an average of 11 decision-makers per B2B sale. That’s a lot of relationships to nurture!</p><p>With over <a rel="" href="https://www.jolteffect.com/blog/whatiscustomerindecision" target="_self">40% of deals</a> lost due to indecision within buying committees, sales professionals face a steep challenge in persuading these large, diverse groups. Often, this happens because sellers lack the right insights to connect to their business priorities, or because accessing them takes too much time.</p><p>So what’s a sales professional to do? Well you could spend hours Googling industry trends that <em>might</em> resonate with these buyers, infiltrate their office (if they still go to one) and eavesdrop on their conversations about the problems they’re solving for, or even attend every possible conference or trade show in the hope of making an introduction.</p><p>Or ... you could employ the latest and greatest AI-powered sales tech to get real-time insights about them and their business using trusted data from LinkedIn—the world’s largest professional network. </p><p>That’s just what Lead IQ and Account IQ from Sales Navigator deliver—in just a single click.<br> </p><h2>Understand your Buyers with new Lead IQ</h2><p>Lead IQ summarizes LinkedIn data into a concise summary of a lead's experience, achievements, interests, commonalities, and activities. Whether you’re crafting that perfect outreach or preparing for customer meetings, Lead IQ gives users a competitive advantage in the battle for buyers attention.</p><p>With Lead IQ you can:</p><ol><li><strong>Elevate your outreach:</strong> The best sales outreach demonstrates clear understanding of the recipients role and priorities. In seconds, Lead IQ delivers impactful LinkedIn-sourced insights on any lead, like their passions, interests, or industry experience, empowering sellers to showcase a deep understanding from the start.<br> </li><li><strong>Reduce your Research time: </strong>Research for personalized outreach and meeting prep can take hours. In a matter of seconds, Lead IQ condenses hours of research into a succinct summary of high level must-know details.<strong><br> </strong></li><li><strong>Never be caught unprepared: </strong>Picture this: you’ve just dialed into a sales meeting and you don’t recognize all of the faces. Time to fake it? Not with Lead IQ. Acting as a lightning-fast research assistant, it can call up the details you need to understand an unknown individual’s role and motivations in those unexpected moments.</li></ol> </div> </div> <div id class="component component-standaloneImage" data-component-type="standaloneImage"> <div class="standalone-image-component standalone-image-component--article-width"> <figure> <img class="standalone-image-component__image" sizes="(max-width: 480px) 480px, (max-width: 767px) 767px, (max-width: 1024px) 1024px, 1920px" data-delayed-url="https://media.licdn.com/dms/image/v2/D4D08AQG_-tyzu3Ldfg/croft-frontend-shrinkToFit1024/croft-frontend-shrinkToFit1024/0/1732043468776?e=2147483647&v=beta&t=woI0mEd07Zvn5LQlefTjzUA_Is7o1AY7b0fk7L78heE" alt="LinkedIn Sales Navigator Lead IQ demo">  </figure> </div> </div> <div id class="component component-richText" data-component-type="richText"> <div class="rich-text global-paragraph-style--reader"> <h2>Understand their Business with enhanced Account IQ</h2><p>Last year we announced <a rel="" href="https://www.linkedin.com/business/sales/blog/product-updates/introducing-account-iq-what-it-is-and-how-to-best-use-it" target="_self">Account IQ</a>, it’s used by sales teams the world over to help them deeply understand accounts—and now it’s even more powerful. </p><p>Account IQ has been enhanced with more detailed, personalized insights that highlight why <em>your solution</em> is the perfect fit for a target account and coaches you on how to best map your solution to their business needs. These enhancements will enable users to have more informed conversations, and accelerate research and account planning.<br> </p> </div> </div> <div id class="component component-standaloneImage" data-component-type="standaloneImage"> <div class="standalone-image-component standalone-image-component--original-width"> <figure> <img class="standalone-image-component__image" sizes="(max-width: 480px) 480px, (max-width: 767px) 767px, (max-width: 1024px) 1024px, 1920px" data-delayed-url="https://media.licdn.com/dms/image/v2/D4D08AQGRoNJr5LBMUg/croft-frontend-shrinkToFit1024/croft-frontend-shrinkToFit1024/0/1732042951114?e=2147483647&v=beta&t=g8fxowEn_EWV0Nt4aUx2xWvlLoGAE9aZ2QkP3PhS9bU" alt="Sales Navigator Account IQ sample">  </figure> </div> </div> <div id class="component component-richText" data-component-type="richText"> <div class="rich-text global-paragraph-style--reader"> <p>As LinkedIn [In]Sider <a rel="" href="https://www.linkedin.com/in/brynnetillman/" target="_self">Brynne Tillman</a> puts it <em>“Account IQ means less time spent hunting for information and more time spent building rapport through meaningful conversations with buyers. With its AI-generated summaries, Account IQ equips sales professionals to show up as trusted advisors, ultimately leading to more effective selling and stronger customer relationships.”</em></p><h2>Lead IQ and Account IQ: A Dynamic Duo</h2><p>With Lead IQ and Account IQ working together, all of your teams—from business development to leadership—will have the power to elevate every conversation with key insights on accounts and buyers. The<strong> </strong>Sales Navigator <a rel="" href="https://business.linkedin.com/sales-solutions/deep-sales" target="_self">AI Suite</a> will significantly boost the productivity of every user, making it the ultimate AI partner in B2B sales.</p><p>We recently set out our <a rel="" href="https://www.linkedin.com/business/sales/blog/product-updates/drive-more-profitable-growth-through-ai-how-sales-navigator-is-revolutionizing-sales" target="_self">vision</a> for a reimagined Sales Navigator, powered by AI. Lead IQ and Account IQ are our first steps in realizing this vision and they’re available now for your reps*. </p><p>Not ready to use AI features yet? No problem—there’s an opt-out in the admin settings.</p><em>*Lead IQ and Account IQ are available to Advanced and Advanced Plus Sales Navigator users. 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href="https://www.linkedin.com/business/sales/blog/product-updates"> Product and feature updates </a> </p> <div class="list-post__content-container__title"> <a class="list-post__link t-20 t-black" href="https://www.linkedin.com/business/sales/blog/product-updates/drive-more-profitable-growth-through-ai-how-sales-navigator-is-revolutionizing-sales"> Drive More Profitable Growth Through AI: How Sales Navigator i... </a> </div> <div class="list-post__content-container__byline"> <p class="list-post__content-container__author t-14 t-bold t-black"> Bill Burnett </p> <p class="list-post__content-container__date t-14 t-black--light"> Oct 1, 2024 </p> </div> </div> <div class="list-post__image-container"> <figure class="post__image-figure"> <img class="post__image" alt="Discover how Sales Navigator empowers teams to achieve more with less effort by transforming how they find, engage, and elevate relationships with buyers." 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class="list-post__content-container__byline"> <p class="list-post__content-container__author t-14 t-bold t-black"> Gail Moody-Byrd </p> <p class="list-post__content-container__date t-14 t-black--light"> Apr 24, 2024 </p> </div> </div> <div class="list-post__image-container"> <figure class="post__image-figure"> <img class="post__image" alt="We are announcing the general availability of the integration between the HubSpot’s Smart CRM and LinkedIn Sales Navigator through CRM Sync. 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lang="ms_MY"> Bahasa Malaysia (Malay) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Nederlands (Dutch)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-nl_NL" data-locale="nl_NL" role="menuitem" lang="nl_NL"> Nederlands (Dutch) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Norsk (Norwegian)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-no_NO" data-locale="no_NO" role="menuitem" lang="no_NO"> Norsk (Norwegian) </button> </li> <li 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(Portuguese)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-pt_BR" data-locale="pt_BR" role="menuitem" lang="pt_BR"> Português (Portuguese) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Română (Romanian)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-ro_RO" data-locale="ro_RO" role="menuitem" lang="ro_RO"> Română (Romanian) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Русский (Russian)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-ru_RU" data-locale="ru_RU" role="menuitem" lang="ru_RU"> Русский (Russian) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="Svenska (Swedish)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark focus:bg-color-action focus:text-color-text-on-dark language-selector__link !font-regular" data-tracking-control-name="language-selector-sv_SE" data-locale="sv_SE" role="menuitem" lang="sv_SE"> Svenska (Swedish) </button> </li> <li class="language-selector__item" role="presentation">  <button aria-label="తెలుగు (Telugu)" class="font-sans text-xs link block py-[5px] px-2 w-full hover:cursor-pointer hover:bg-color-action hover:text-color-text-on-dark 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