Overview
Modern B2B deals rarely depend on one person. Decisions often involve multiple stakeholders, from executives and managers to end users and influencers.
Sales Navigator gives you powerful tools to understand these internal dynamics, so you can build connections with the full buying committee rather than relying on a single contact.
By using Relationship Explorer and Relationship Map, you can identify relevant decision-makers, track changes in key roles, and ensure your outreach reaches every critical stakeholder in the organization.
Accessing Relationship Tools
Navigate to Accounts at the top of your Sales Navigator menu.
Open a saved account from your Account Hub.
Scroll down to find two main sections:
Relationship Explorer
Relationship Map
Using Relationship Explorer
Relationship Explorer helps you discover leads within the account that align with your defined Personas.
You can switch between Personas or apply filters to refine the results further.
Each suggested lead includes:
Job Title and Function
Recent Activity (e.g., job changes, posts, interactions)
Connection Path (if you or your teammates can get a warm intro)
This lets you find the right people faster, whether they’re decision-makers, influencers, or potential champions.
Tip: Focus first on recently hired or promoted leaders; they’re often change agents open to new ideas.
Building a Relationship Map
Once you’ve identified the right people, use Relationship Map to visualize the buying committee.
To start:
Click Add to Relationship Map below a lead’s profile.
Arrange leads by hierarchy; drag and drop to reflect the company’s internal structure.
Add placeholders for key roles not yet connected on LinkedIn (e.g., “Procurement Head”).
Assign roles (Decision Maker, Influencer, Budget Holder, Champion, etc.).
You can add up to 30 leads per map.
Tip: You can switch between visual and list views for different levels of detail.
Tracking Changes and Gaps
Sales Navigator automatically updates your Relationship Map when:
A lead changes roles or leaves the company.
New relevant leads are discovered based on your Personas.
You’ll see alerts that allow you to replace departed contacts and keep your buyer map current.
Pro Tip: Schedule regular reviews of your Relationship Maps to spot gaps or emerging opportunities in each account.
Collaborating with Your Team
Share your Relationship Maps with colleagues to coordinate multi-threaded outreach.
Assign primary relationship owners to other team members with Sales Navigator Licenses.
Takeaway
Multithreading isn’t just a sales buzzword. It’s how deals get done.
Sales Navigator’s Relationship Explorer and Relationship Map help you understand your buyer circle, track organizational changes, and engage every key stakeholder with precision and clarity.
Happy prospecting!