Reach the accounts you named, and the people who decide inside them.

Start from accounts, not from a search

Broad lead generation casts a wide net and keeps whoever answers. Account based outreach works the other way round. You decide first which companies are worth winning, and every message after that is aimed at them.

• Fit. The company looks like the customers you already serve well.
• Reason to talk now. A new leader, a new office, hiring for the team you help, or a public plan you can speak to.
• Size of the prize. The deal is large enough to be worth several conversations.
• A way in. People at the company are active on LinkedIn, so a message will be read.

A good account list is short enough that each company gets real attention. Pick the companies that look like your best customers today: the same industry, a similar size, the same problem you solve. Add the ones your sales team already wants and cannot get a meeting with.

Map the people who decide

At a large company, nobody buys alone. The person who signs is rarely the person who feels the problem every day, and both of them listen to the people who will have to use what you sell.

• The person who signs. Owns the budget and the final yes.
• The person who feels the problem. Runs the team that lives with it today.
• The people who will use it. Their view decides whether it sticks.
• The people who can stop it. Procurement, security or IT, depending on what you sell.

For each account, find the people in each of these roles. On LinkedIn you can do it by hand: search the company, filter by function and seniority, and keep the ones whose title matches the decision. Write down who they are and why each one would care.

Reach several people in each account, each with their own reason

Writing to one person at a large company is a coin toss. They may be busy, new in the role, or the wrong person. Writing to several people at the same company, each about what matters to them, gives the account more than one way to say yes.

Keep each message about the reader, not about you. The person who signs hears about the result. The person who feels the problem hears about the problem. Keep the pace steady and spread the messages over days, so the account hears from you without feeling crowded. LinkedIn says an account sending many invitations in a short time, or having many ignored, may be restricted ¹, so plan the volume inside that.

If more than one person on your team sells into the account, each of them can reach out from their own profile. See multiple senders for how that is organised.

Follow every account to a clear answer

Account based outreach is judged account by account. The question each week is not how many messages went out, but which accounts are talking to you, which have gone quiet, and which have said no.

Keep a simple record for each account: who was reached, who replied, and what happens next. When one person replies, use it with the others at the same company. When the account says no, stop, and note why. If your team works in HubSpot, the people and their LinkedIn details can go there too, so sales sees the whole account in one place.

What it looks like with LinkedNav

You start with a strategy call. You tell us which accounts you want, who decides in them, what you offer and how you speak. If you have a list of target companies, send it. If you do not, we build one with you from your best customers.

Our team finds the people inside each account, writes the connection notes, InMail and follow ups, and you approve the wording before anything goes out. Messages go out every working day from your own LinkedIn profile, under your name. We answer the replies, pass you the people who want to talk, and send a report every week on who was reached and what came back. Contacts can be synced to HubSpot.

The price is flat: $597 a month for every 500 prospects reached. See the pricing page for the current numbers.