Specifying your target accounts boosts Sales Navigator’s effectiveness. This method extracts value through relevant insights such as real-time alerts, intent signals, improved search results, and more. People who save at least 25 accounts to Sales Navigator engage with five times more alerts and connect with ten times more recommended leads, compared to those who do not.
Important to know
The Book of business section on the Sales Navigator homepage is where you designate an account list as your key account list.
The following table lists the different ways in which you can save your book of business in Sales Navigator.
| Ways to save | Tip |
|---|---|
| CRM Auto-Save - You can pick your imported CRM accounts by selecting My CRM Accounts in the book of business section on the homepage. This is the easiest and most effective way to maintain your book of business with automatic updates based on any changes in your CRM. You can customize which CRM accounts are populated by toggling to the list in the Account hub and then clicking Customize on the account list page. Additionally, you can manually delete irrelevant accounts or add accounts that may not have been captured by the customized rules. | CRM Auto-Save is only available for Sales Navigator Advanced Plus customers and is the recommended approach to managing your book of business. |
| Upload a CSV file - Uploading a CSV file is a quick way to upload your entire book of business with just a few clicks. You can add your account list using a CSV file by selecting the drop-down within the book of business section on the homepage and selecting Upload account list or clicking the Add accounts option in the Account hub. | You or your Sales Navigator admin may be able to export your account list from your CRM system to quickly populate a CSV template provided on the platform. You can download this template CSV file and update it with information on your accounts and then upload it into Sales Navigator. This template file includes all mandatory and some optional headers that might make it easier for you to upload account information. |
| Manually create an account list - If you have a short account list or prefer to manually add accounts of interest then search for the account, click Save and then +Create new list or use an existing one. Once the list is created, from the homepage select this list as your book of business. | We recommend only doing a manually created book of business for those with 15 or fewer accounts. To find other accounts of interest, leverage the Account and Lead Searches and save to your account list as you go. |
Best practices for managing your book of business
- Keep it updated - Regularly review and update your book of business to reflect changes in your pipeline or CRM and turn on CRM updates to stay current.
- Organize with custom lists - Categorize accounts and leads by high-priority accounts, industry, region, or deal stage for easier tracking.
- Tag and note key details - Add relevant tags and notes to contacts for quick reference and more effective follow-ups.
- Stay informed with alerts - Set notifications to track job changes, company updates, and other key events.
Related tasks
Learn more