Meet Account IQ: Our One-Stop Shop For Account Research

One of the most painful moments in sales: you are having a conversation with a buyer, only for it to become glaringly apparent that you know nothing about that person or their organization.

The buyer feels annoyed; hungry to get off the phone. You feel humiliated, eager to find the closest place to hide.

It’s terrible for everyone and no path toward hitting quota. Except, let’s be honest – sometimes there just isn’t enough time in the day to prepare for every call like you should.

If only there was a better way!

Enter Account IQ, our new feature in Sales Navigator. It’s our first feature leveraging Generative AI and, thanks to the power of LinkedIn’s real-time data, you can use it to show up to every call with a strong understanding of the customer — in a fraction of the time it used to take you. 

For sales teams, it means every rep showing up to each meeting with the information they need to have the deep, meaningful conversations today’s buyers expect.

What is Account IQ: An AI-generated, updated summary of accounts.

Account IQ empowers sellers to show up as trusted advisors for their customers, by providing powerful foresights that help them deeply understand accounts, with just a single click.

So, rather than spending hours hunting the internet for relevant information, sellers can get an easy-to-read synthesis right in Sales Navigator that is layered with LinkedIn’s proprietary data. This helps uplevel buyer conversations by sellers clearly understanding their priorities, pain points, and what’s top of mind for their company leaders.

What information does it give you, specifically? Account IQ shows you the account’s:

• Financial Report: An overview of how the organization makes money, with revenue estimates.
• Strategic Priorities: What the organization is focused on and where they have placed their energy. 
• Business Challenges: An overview of the most important strategic issues facing the organization. 

• Key People: An overview of key executives at the organization. 
• Executive Voices: An overview of what key executives are talking about on LinkedIn, to get a sense of what’s top-of-mind for them. 

• Competitive Landscape: An overview of the industry the account operates in and the key competitors. 
• Workforce Planning: An overview of what parts of the organization are experiencing the most headcount growth or decline.
• Related News: Key account news and articles.

What are the core benefits of Account IQ?

This feature is designed to help sellers and sales teams in three core ways:

• Streamline account research with powerful insights from a single click. 

Researching accounts can often involve hours of work to search the internet and learn about a key topic such as business objectives, challenges, and financials. 

Account IQ simplifies that process by doing the work for you and acting as a curator to easily synthesize and summarize the most relevant parts of business layered with key account and relationship intelligence you can only find on LinkedIn. And you get all that with the trust and care of LinkedIn which ensures we have relevant, timely, and visible sources so that you can easily verify their veracity or dig in further.

• Uplevel buyer conversations.

Rather than spending time finding the information, you can now easily review the summaries to help you show up as a trusted advisor with the people that matter by clearly understanding and articulating their business goals. Selling is about relationships, and Account IQ frees you up from the intricacies of research to instead serve the information on the platter to help you further build these trusted relationships with customers.

•  Quickly prepare high-level account plans. 

The information from Account IQ can be used to understand the most important elements of an account and begin the process of account planning and prioritization. 

When paired with the Relationship Map also available on the account’s page in Sales Navigator, you can build your buying circle on the same surface and use it as a one-stop-shop to understand both the account and relationship intelligence needed to open doors and conversations with the people that matter most at your most important accounts.

Additionally, like Relationship Map, Account IQ serves a single source of truth, which ensures everyone working that account is aware of what’s happening within it.

How do I use Account IQ?

Using Account IQ is easy. Simply go to an Account Page, click “Generate Overview” in the Account IQ section, and the aforementioned summary will pop up. 

Account IQ is available to all Advanced and Advanced Plus customers. It will begin rolling out on Nov. 14, and will be available to all eligible customers on Dec. 6. It’s currently English-only and Account IQ will be available for most companies in your book with more than 500 employees.

Don’t want to use Account IQ? No problem – there’s an opt-out in the admin settings.

What are people saying about Account IQ?

We gave a sneak peek of Account IQ to our Sales [In]siders. What was their reaction?

“Account IQ changes everything,” Revenue Funnel Founder Hannah Ajikawo said. “It doesn't just surface data, it leverages it to create insights and help reps to establish a hypothesis based on what's happening inside a business. Now reps can take Sales Navigator from initial Account identification, to persona building and relationship mapping right through to targeted outreach - without even leaving the platform. This is the productivity hack we've all been waiting for."

“Account IQ has been nothing short of a revelation for me,” LeadMagic Founder Jesse Ouellette said. “It's like having a slingshot that's precision-engineered for success. By leveraging the powerful features of LinkedIn Sales Navigator and the personalized insights from Account IQ, I've been able to navigate challenges with greater confidence and build connections that once seemed out of reach.”

“In today’s market cold blind outreach is damaging, the highest sales performers take a personalized and researched approach which Account IQ will enable sellers to do in minutes,” Sales Redefined CEO Abbie White said. “Account IQ will save sales professionals hours in research, significantly increase their productivity and best of all increase their outreach success. Understanding prospects’ strategic priorities and business challenges without spending hours to get this insight will be a game changer!”

“This is going to be a game changer for prospecting,” Selr.io Founder Hamish Stephenson said. “Absolute game changer. Take the guesswork out and find the information you need without hours of research."

Learn more about Sales Navigator here. Or, check out the posts below to learn how to get more out of some of its core features:

• Introducing Embedded Experiences: Bring the Power of Sales Navigator Right Into Your CRM
• Sales Navigator Alerts: What They Are and How to Best Use Them
• Introducing Account Hub: What It Is And How To Best Use It
• Buyer Intent for Sales: What It Is and How It Can Help You Close Deals
• Searching in Sales Navigator? These Filters Can Help You Find the People Who Matter Most.
• What is Relationship Explorer – And Why LinkedIn's Sellers Are Excited About It