Aviary Top 100 Prospect List — Sales Navigator Setup

Overview

The "Top 100" prospect list is Aviary's primary outbound target segment — 91 contacts exported from HubSpot and uploaded into LinkedIn Sales Navigator to enable real-time activity tracking and engagement monitoring. This article documents the setup process, the rationale, and what Sales Navigator enables once the list is live.

The list upload is a prerequisite for launching the broader ^[1].

The List

The HubSpot export was prepared by Mark (Asymmetric) so Aaron does not need to re-export it himself. Mark sends the pre-built file alongside the upload instructions.

Setup Process

Step 1 — Receive the file and instructions from Mark

Mark sends Aaron:
1. A written walkthrough of the Sales Navigator upload process
2. The pre-exported HubSpot CSV file of the Top 100 segment

Step 2 — Upload to Sales Navigator

Aaron logs into his own LinkedIn Sales Navigator account (Asymmetric does not have shared team access) and imports the file. The upload maps HubSpot contacts to LinkedIn profiles and creates a saved list inside Sales Navigator.

Note: This must be done by Aaron directly — Asymmetric cannot perform the upload on his behalf due to account access constraints.

Step 3 — Confirm the list is live

Once uploaded, Aaron should verify that contacts are appearing correctly in Sales Navigator and that the list is accessible for outreach tracking.

What Sales Navigator Enables

Once the list is uploaded, Sales Navigator provides real-time intelligence on prospect activity, including:

• Company news — funding rounds, hiring surges, leadership changes
• Job change alerts — when a contact changes roles or companies
• Engagement signals — posts, comments, and LinkedIn activity from contacts
• Outreach readiness — identifying warm moments to initiate or follow up on contact

This intelligence feeds directly into the outreach playbook sequence, particularly the optional LinkedIn comment step (relevant only for contacts who actively post).

Key Constraints & Notes

• Lurker majority: Aaron has confirmed that many target executives describe themselves as LinkedIn "lurkers" — they scroll and consume but do not post. The LinkedIn comment step in the outreach playbook must therefore remain optional and conditional on observed posting activity.
• HubSpot as source of truth: All prospect history should continue to flow back into HubSpot. Sales Navigator is a monitoring and engagement layer, not a replacement CRM.
• List size: The segment is referred to as "Top 100" for simplicity, but contains 91 contacts as of the export date.

Related

• ^[2]
• ^[3]
• ^[4]

Action Items (from source meeting)

• [ ] Mark — Send Aaron the Sales Navigator upload instructions and the HubSpot Top 100 export file
• [ ] Aaron — Upload the file to Sales Navigator upon receipt; confirm list is live