Map buyer circles for better multithreading - Sales Navigator Tutorial

- [Instructor] Identifying the right connections in your accounts is the key to bigger opportunities and renewals, but mapping out buyer circles in your target account can be difficult, especially if you are relying on inaccurate information, or when key people change. Let's take a look at how you can use account pages to multithread more effectively. Below Account IQ, you'll find Relationship explorer, which helps to save you time by surfacing leads in this account based on the personas that you have created. Now, you can switch between personas using the dropdown here, or you can edit filters easily using the option to the right. You'll notice that Relationship explorer is surfacing up to eight matching leads at a time, and below each lead, there are timely updates, such as recent job changes, activities, and past customers, to help you personalize your outreach, making your lead more likely to respond. From here, you can save the leads you want by clicking Save, and when you do so, you have the option to save the lead to a new or existing list. Later, we'll build more lead lists. So for now, let's see what happens when we save these leads in our next section below. In this section, we have Relationship map. Now, this helps you to visualize key players or your buyer circle in your target accounts. You can build your map in multiple ways. You can simply drag and drop those saved leads to bring them into the right hierarchy on the map, or you can add leads with a click. You can also search directly in the map for leads to add or indeed use recommendations below your saved leads. You'll notice that you also have a Placeholder card. These are ideal for leads who don't have a LinkedIn profile or perhaps don't have a specific account listed as their company in their profile. By bringing these into your map, you can add text here with any necessary details that you want to capture. Each map can have up to 30 leads, and these leads are also loaded with those insights, like recent job changes, providing the perfect context for reaching out at the right time. Once added, you can drag and drop these leads into the appropriate tier. You can also assign a role to each of these leads. You'll notice that placeholder cards cannot have a role assigned to them. Now, over time, your understanding of the buyer's circle may change and you can simply rearrange these. But most importantly, relationship map will highlight if any of these leads leave the organization allowing you to quickly identify gaps and replace leads using the ellipsis to the right. For more complex companies, you might create multiple relationship maps, which is helpful as you interact with this account and reveal the different players involved in buying decisions. Simply click on the dropdown in the top left here and add a new map. If you prefer a straightforward view, relationship map also has a list view, which provides extra data points like relationship strength, so you can focus your relationship building efforts where they matter most. You can also assign the primary relationship owner to teammates who also share Sales Navigator licenses. Indeed, the entire relationship map can be shared using the option in the top right, making it simple to collaborate with your team or manager. And if you have CRM synced, the option to the right here allows you to update multiple lead records in your CRM at once. With buyer circles and committees growing larger than ever, relationship maps are your ultimate ally, making multithreading a cinch.