Overview
The world of sales has changed, buyers now do extensive research before ever talking to a salesperson.
Sales Navigator helps you see those early signals through Buyer Intent and Category Intent data, so you can identify which companies are showing active interest in your business or industry.
By monitoring these insights in Account Hub, you can focus your attention on the accounts most likely to engage, improving efficiency and win rates.Types of Buyer Intent Signals
Where to Find Buyer Intent
Click Accounts at the top of your Sales Navigator navigation bar.
Open Account Hub to view your saved account lists.
In the top left corner, select which list you’d like to view.
In the table view, you’ll see columns such as:
Buyer Intent
Category Intent
Growth Alerts
Risk Alerts
Recommended Leads
Understanding Buyer Intent
Buyer Intent shows how much interest a company’s employees are demonstrating in your company based on their LinkedIn activities.
These signals may include:
Viewing your company’s LinkedIn Page
Engaging with your content or ads
Searching for your company or related topics
How to use it:
High Intent: These are hot accounts actively researching your company — prioritize them immediately.
Medium Intent: Keep them in your pipeline with nurturing messages or relevant content.
Low Intent: Maintain awareness but don’t focus heavy efforts yet.
Understanding Category Intent
Category Intent expands beyond your company to show interest in your overall market or solution type.
How to use it:
Click the pencil icon at the top of your Account Hub table.
Add up to 10 product categories relevant to your business.
Monitor which accounts show consistent engagement with those categories.
This allows you to identify early-stage opportunities before they start researching specific vendors.
Takeaway
Buyer Intent tells you where to focus first. Stop wasting time on cold outreach, prioritize companies already showing signals of interest and strike while the timing is right.
Happy prospecting!