What does it do?
This tool lets you automatically nurture key decision makers at target accounts. If your AEs/SDRs work off a named accounts list, this makes sure they are aware of every post they make to learn priorities and engage to put a face to a name.
Why nurture prospects on my list?
It’s pretty darn hard to get your outbound message read as a stranger.
You want to improve your odds by not being a stranger and understanding the person you’re reaching.
Across our customer base, we see 2-3x reply rates when you’re able to warm up a prospect before reaching out to them 1:1.
How do I import my named accounts?
First, sync your target account by following the instructions here
Monitor by company
Go to Leads → Account Monitoring
Select the tab By Account
Turn on the toggle
Set parameters for location, keywords in job title, seniority of the people you’re targeting at your target accounts.
Select as many accounts as you can that have a Sales Nav subscription. We will build the lead list in those accounts over time. We will at most build ~200 companies per day per account. The more SalesNav accounts you select, the faster it will be built.
Monitor by Individual
If you uploaded contacts, you can turn on this toggle. There is a limit of 5,000 contacts tracked at any time.
Monitor by SalesNav search
Alternatively, if you have a SalesNav search, you can click on the By URL tab and enter that. We will do the same for the individuals in that SalesNav search.
Now what?
Account owners will receive daily email and Slack notifications (if connected) if anyone matching the above criteria posts.
They will also receive comment ideas in bulk for all these posts so that your reps can quickly leave a thoughtful comment and nurture the accounts. This sets up the foundation for relationship building and making their name familiar with the prospect. If you outbound after 2-3 organic touch points like this, you will have a 2.8x reply rate.
