Aviary LinkedIn Sales Navigator Account Setup
A structured 45-minute hands-on walkthrough with Aaron (Aviary) to activate LinkedIn Sales Navigator for ABM outreach. Aaron already has a Sales Navigator subscription; the goal is to configure it properly and begin working the target account list.
Overview
Sales Navigator connects to Aaron's existing LinkedIn profile and provides a separate interface for managing accounts, tracking leads, and engaging prospects at scale. The primary use case for Aviary is uploading their top target accounts, monitoring buyer signals, and building rapport through LinkedIn activity — all in support of the broader ABM motion.
See also: [1] | [2]
Walkthrough Agenda (45 min)
1. Account List Upload (~15 min)
- Prepare a CSV of Aviary's top 50–100 target accounts
- Upload via Sales Navigator → Accounts → Upload CSV
- Sales Navigator will match companies to LinkedIn entities and surface:
- Number of connection paths into each account
- Buyer intent signals
- Lead recommendations (relevant contacts at each company)
Pre-work (Sebastian): Build and clean the CSV before the call. Columns should include company name, domain, and any known contact names.
2. Account Monitoring Setup (~10 min)
- Review the Accounts tab for each uploaded company
- Enable alerts for:
- Executive moves (new hires, role changes at target accounts)
- Buyer intent signals (LinkedIn activity indicating active research)
- Save accounts to a named Account List for ongoing tracking
3. Lead Management (~10 min)
- From each account, identify and save key contacts to a Lead List
- Review Recommended Leads surfaced by Sales Navigator's algorithm
- Check Recently Accepted Connections and New Executives feeds for warm entry points
4. Engagement and Smart Links (~10 min)
- Show Aaron how to monitor prospect posts and engage (comments, reactions) to build rapport before direct outreach
- Demonstrate Smart Links: create a trackable link (e.g., to a one-pager or ROI calculator) that can be embedded in InMail or email — Sales Navigator tracks who views it
- Review the Messaging hub for managing InMail at scale
Key Use Cases for Aviary
| Use Case | Sales Navigator Feature |
|---|---|
| Upload target account list | Accounts → Upload CSV |
| Monitor for buying signals | Buyer Intent dashboard |
| Track exec changes at targets | Account alerts (role changes) |
| Identify warm contacts | Lead recommendations |
| Engage before cold outreach | Post monitoring + comments |
| Send trackable content | Smart Links |
| Manage InMail conversations | Messaging hub |
Approach
Aaron has expressed a preference for learning how to use the tool himself rather than having the team operate it on his behalf. The walkthrough should be hands-on — Aaron drives, team guides. This builds his capability for ongoing independent use.
"I feel like we should walk him through it because he's mentioned wanting to just learn." — Sebastian
Schedule as a separate focused call (not bundled into a broader status meeting) so there's no context-switching.
Action Items
- [ ] Sebastian — Schedule 45-min Sales Navigator walkthrough call with Aaron
- [ ] Sebastian — Prepare CSV of top 50–100 target accounts for upload during the call
- [ ] Sebastian — Confirm Aaron has active Sales Navigator access before the call
- [ ] Aaron — Be available with Sales Navigator open and ready to share screen
Related
- [2] — Full outreach stack (SendGrid, Apollo, HubSpot, Sales Navigator)
- [3] — ROI calculator for use in ABM sales calls
- [1]