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Understand Leads and Accounts Certificate Course

Complete this certificate course to develop the skills to understand individual decision-makers, adapt to account changes, and align solutions to customer challenges—so you can spot readiness signals and identify buying intent across leads and accounts.

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Complete all resources to receive your certificate!

This certificate course helps you understand individuals, navigate account changes, and align solutions to key customer challenges. Build the skills you need to identify readiness signals and identify the buying needs of current and prospective accounts and leads. 

Focus on Top Accounts
Leverage Sales Navigator's dynamic data to prioritize Accounts with the best opportunities.
Starten
3 min
Verkoopprofessionals Video < 5 min sco _ maximize team productivity jtbd _ stay on track of my sales process and needs Mijn team coachen en motiveren Leads en accounts begrijpen Relaties opbouwen en communiceren jtbd _ drive prospective/current accounts/leads to new sales jtbd _ understand the buying needs of my current/prospective accounts/leads jtbd _ build and maintain relationships jtbd _ find leads and accounts that match my target profile bp _ focus on top accounts sco _ build brand trust and credibility sco _ renew exisiting customers sco _ expand exisiting customers sco _ acquire new customers English Sales Navigator Auto-registration content lake Actioned Learner al_find al_elevate lang_English content-type_Video prod-lss_Sales Navigator channel_Content Lake
Understanding LinkedIn-Powered Buyer Intent
Learn how Buyer Intent in Sales Navigator surfaces warm accounts and active buyers. See how these insights help you save time, personalize outreach, and connect with prospects who are ready to engage.
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2 min
Verkoopprofessionals Video < 5 min Leads en accounts begrijpen jtbd _ understand the buying needs of my current/prospective accounts/leads bp _ find warm paths in bp _ find the right buyers bp _ focus on top accounts sco _ expand exisiting customers bp _ discover customer insights English Sales Navigator Auto-registration content lake lang_English content-type_Video prod-lss_Sales Navigator channel_Content Lake
Using Buyer Intent in Sales Navigator
Learn how to find and use Buyer Intent in Sales Navigator. See where to locate Buyer Intent signals—from Homepage highlights and Account Hub to search filters and alerts—and how to use them to prioritize outreach and connect with ready-to-buy accounts.
Starten
2 min
Verkoopprofessionals Video < 5 min Leads en accounts begrijpen jtbd _ understand the buying needs of my current/prospective accounts/leads bp _ find warm paths in bp _ find the right buyers bp _ focus on top accounts sco _ expand exisiting customers sco _ acquire new customers bp _ discover customer insights English Sales Navigator Auto-registration content lake lang_English content-type_Video prod-lss_Sales Navigator channel_Content Lake
Product Category Intent: Discover Hidden Opportunities
See how Product Category Intent reveals buyers researching your type of solution. Learn to use these insights to uncover warm opportunities and engage early.
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2 min
Verkoopprofessionals Video < 5 min Leads en accounts begrijpen jtbd _ understand the buying needs of my current/prospective accounts/leads bp _ find warm paths in bp _ find the right buyers bp _ focus on top accounts sco _ expand exisiting customers sco _ acquire new customers bp _ discover customer insights English Sales Navigator Auto-registration content lake lang_English content-type_Video prod-lss_Sales Navigator channel_Content Lake
Combining Buyer Intent and Product Category Intent
Learn how to combine Buyer Intent and Product Category Intent in Sales Navigator to understand opportunity context and prioritize outreach. See how to interpret different intent combinations, find signals across Search and Account Hub, and identify warm opportunities ready for engagement.
Starten
2 min
Verkoopprofessionals Video < 5 min Leads en accounts begrijpen jtbd _ understand the buying needs of my current/prospective accounts/leads bp _ find warm paths in bp _ find the right buyers bp _ focus on top accounts sco _ expand exisiting customers sco _ acquire new customers bp _ discover customer insights English Sales Navigator Auto-registration lang_English content-type_Video prod-lss_Sales Navigator
Prioritize Your Efforts with Account Hub
Learn how Account Hub brings together all the information you need to target accounts and discover new leads all in one place.
Starten
4:30 min
Verkoopprofessionals Video < 5 min sco _ maximize team productivity jtbd _ stay on track of my sales process and needs jtbd _ enable sales productivity to help team reach their target quota Mijn team coachen en motiveren jtbd _ product efficacy Leads en accounts begrijpen jtbd _ drive prospective/current accounts/leads to new sales jtbd _ understand the buying needs of my current/prospective accounts/leads jtbd _ build and maintain relationships jtbd _ find leads and accounts that match my target profile bp _ sell when buyers are ready bp _ focus on top accounts sco _ renew exisiting customers sco _ expand exisiting customers sco _ acquire new customers Leer over productupdates jtbd _ drive sales growth for my team English Sales Navigator Auto-registration content lake Actioned Learner al_find al_elevate lang_English content-type_Video prod-lss_Sales Navigator channel_Content Lake
Streamline Your Research with Account IQ
Learn how you can reduce the time it takes to research your accounts and leverage a smart summary with Generative AI and LinkedIn data with just a click of a button.
Starten
3 min
Verkoopprofessionals Video < 5 min jtbd _ stay on track of my sales process and needs jtbd _ feel fulfilled in my role Leads en accounts begrijpen jtbd _ drive prospective/current accounts/leads to new sales jtbd _ build and maintain relationships jtbd _ find leads and accounts that match my target profile bp _ personalize outreach sco _ build brand trust and credibility sco _ renew exisiting customers sco _ expand exisiting customers sco _ acquire new customers bp _ stay up-to-date Learn about AI features Leer over productupdates English Sales Navigator Auto-registration content lake Actioned Learner al_ai lang_English content-type_Video prod-lss_Sales Navigator channel_Content Lake
Find Hidden Allies with Relationship Explorer
Find out how Sales Navigator's Relationship Explorer can save you time prospecting by uncovering hidden allies and supporters, finding warm paths in, and multi-threading to build relationships with multiple buyers.
Starten
3 min
Verkoopprofessionals Video < 5 min Mijn team coachen en motiveren Leads en accounts begrijpen Relaties opbouwen en communiceren jtbd _ drive prospective/current accounts/leads to new sales jtbd _ find leads and accounts that match my target profile bp _ multi-thread bp _ find warm paths in sco _ renew exisiting customers sco _ expand exisiting customers sco _ acquire new customers Leads en accounts vinden jtbd _ drive sales growth for my team English Sales Navigator Auto-registration content lake lang_English content-type_Video prod-lss_Sales Navigator channel_Content Lake
Organize Decision Makers and Visualize Connections with Relationship Map
Learn how Relationship Map can help you organize and track your account’s buyer committee by mapping with accuracy and collaborate with managers and teammates more efficiently.
Starten
4:30 min
Verkoopprofessionals Video < 5 min jtbd _ stay on track of my sales process and needs jtbd _ product efficacy jtbd _ drive prospective/current accounts/leads to new sales jtbd _ understand the buying needs of my current/prospective accounts/leads jtbd _ build and maintain relationships jtbd _ find leads and accounts that match my target profile bp _ multi-thread bp _ find warm paths in bp _ find the right buyers sco _ build brand trust and credibility sco _ renew exisiting customers sco _ expand exisiting customers sco _ acquire new customers jtbd _ drive sales growth for my team English Sales Navigator Auto-registration content lake Actioned Learner al_elevate lang_English content-type_Video prod-lss_Sales Navigator channel_Content Lake
Discover Customer Insights
Leverage Insights on Sales Navigator Account and Lead pages to prepare for meetings and engage in high quality conversations with customers.
Starten
3 min
Verkoopprofessionals Video < 5 min sco _ maximize team productivity jtbd _ stay on track of my sales process and needs Teamleider Mijn team coachen en motiveren Leads en accounts begrijpen Relaties opbouwen en communiceren jtbd _ drive prospective/current accounts/leads to new sales jtbd _ understand the buying needs of my current/prospective accounts/leads jtbd _ build and maintain relationships sco _ build brand trust and credibility sco _ renew exisiting customers sco _ expand exisiting customers bp _ discover customer insights English Sales Navigator Auto-registration content lake Actioned Learner al_elevate lang_English content-type_Video prod-lss_Sales Navigator channel_Content Lake
Elevate Your Outreach with AI-Driven Lead IQ
Discover how Lead IQ, powered by Generative AI, makes it easy to get quick insights on anyone with just one click. Perfect for crafting that first message or prepping for a meeting, Lead IQ helps you stand out and capture your buyer's attention effortlessly.
Starten
3 min
Verkoopprofessionals Video < 5 min sco _ maximize team productivity jtbd _ feel fulfilled in my role Relaties opbouwen en communiceren jtbd _ understand the buying needs of my current/prospective accounts/leads jtbd _ build and maintain relationships bp _ personalize outreach bp _ find warm paths in bp _ find the right buyers sco _ build brand trust and credibility sco _ renew exisiting customers sco _ acquire new customers bp _ stay up-to-date Learn about AI features Leer over productupdates English Sales Navigator Auto-registration content lake Actioned Learner al_ai lang_English content-type_Video prod-lss_Sales Navigator channel_Content Lake
Quickly Identify and Prioritize Leads with Personas
Learn how to use Personas to easily identify and quickly prioritize Leads that match your unique target customer profiles.
Starten
4 min
Verkoopprofessionals Video < 5 min sco _ maximize team productivity jtbd _ enable sales productivity to help team reach their target quota Mijn team coachen en motiveren Leads en accounts begrijpen jtbd _ find leads and accounts that match my target profile bp _ multi-thread bp _ find warm paths in bp _ find the right buyers sco _ expand exisiting customers sco _ acquire new customers Leads en accounts vinden English Sales Navigator Auto-registration content lake Actioned Learner al_find lang_English content-type_Video prod-lss_Sales Navigator channel_Content Lake
Stay Up-to-Date with Sales Navigator Alerts and Notifications
Top sellers stay on top of what’s happening with their leads and accounts. The Sales Navigator alerts feed and notification panel helps you prioritize the most important updates and insights so you can focus your energy on the accounts and leads that matter most to you.
Starten
3 min
Verkoopprofessionals Video < 5 min jtbd _ stay on track of my sales process and needs jtbd _ feel fulfilled in my role Leads en accounts begrijpen jtbd _ drive prospective/current accounts/leads to new sales jtbd _ understand the buying needs of my current/prospective accounts/leads jtbd _ build and maintain relationships jtbd _ find leads and accounts that match my target profile sco _ build brand trust and credibility sco _ renew exisiting customers sco _ expand exisiting customers bp _ stay up-to-date English Sales Navigator Auto-registration content lake Actioned Learner al_elevate lang_English content-type_Video prod-lss_Sales Navigator channel_Content Lake
Understand Leads and Accounts Completion Certificate
Complete this short survey to receive your completion certificate. Your certificate will be emailed to you upon completion. It can also be found in the "My Profile" page accessed via the person icon at the top right of this page.
Starten
3 min
Assessments content-type_Assessment prod-lss_Sales Navigator
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