How to Get the Most Out of LinkedIn Sales Navigator

LinkedIn Sales Navigator is a great tool for prospecting: it’s fast, social, and you can tap into your networks via the LinkedIn API. But the tool is not without its caveats. To get the most out of LinkedIn Sales Navigator, you need to keep in mind a few common pitfalls: Keeping in mind the formula that drives the success of LinkedIn Sales Navigator, and using the right funnel to gather the information you need to make the best use of the feature.

LinkedIn Sales Navigator is an analytics tool that is part of the LinkedIn Premium suite of products. The free Analytics account is limited to the date range of the year before the account was created. The premium account has additional analytics features, such as customizing segments to find your most valuable prospects or see your sales pipeline.

LinkedIn Sales Navigator is used by B2B marketers to track the performance of LinkedIn campaigns, and it offers powerful tools to help make more efficient use of your time and lead generation opportunities. If you are new to the tool, you may not know exactly what it can do, and that’s why we’ve prepared this quick guide to help you get the most out of it.. Read more about how to get sales navigator on linkedin and let us know what you think.

LinkedIn has only been around for a few years, yet it has already altered the way we sell.

Sales representatives may now do research on potential clients, interact with prospects, and develop connections via social media. This new sales technique is known as social selling, and the statistics indicate that it is effective when used correctly.

Salespeople who utilize social media in their sales prospecting are 51 percent more likely to meet their quota and outsell non-social sellers by 78 percent, according to LinkedIn statistics. For sales representatives, social selling is rapidly becoming a favored prospecting route, and LinkedIn is their preferred social networking site.

LEARN MORE: Is your LinkedIn strategy being harmed by social selling? Consider the opposite side of the argument and make your own conclusion.

This guide will help you find the right plan for you, walk you through the basics of setting up your Sales Navigator account, and allow you to read real reviews from current Sales Navigator users if you’re just getting started with LinkedIn Sales Navigator or trying to decide if you’re ready to pay for a subscription.

What is LinkedIn Sales Navigator, and how does it work?

LinkedIn Sales Navigator is a sales intelligence platform that enables salespeople to connect with prospects on LinkedIn, the world’s biggest professional network with over 722 million active members.

LinkedIn Sales Navigator assists sales representatives in locating the appropriate connections at the appropriate businesses, saving them time and effort that would otherwise be spent looking for contact information. This powerful technology also creates and delivers automatic notifications, ensuring that they never miss a chance to engage with a warm lead or a potential customer.

LinkedIn Sales Navigator may be an extremely effective tool for anybody seeking to learn the art of social selling, especially with so many companies staying remote far beyond 2024. Salespeople may interact with prospects from anywhere in the globe, even if they don’t have their contact information, and begin building the relationships that lead to transactions being closed.

WERE YOU AWAREN’T YOU AWAREN’T YOU AWAREN’ LinkedIn provides a one-month free trial of Sales Navigator so you can learn how to utilize it before investing your own money in it.

What is the price of LinkedIn Sales Navigator?

LinkedIn Sales Navigator provides three subscription choices at various rates, allowing you to choose the plan that best suits your needs. Users may choose to pay yearly or month-to-month for any of these subscription options, and they can cancel at any time.

Here’s how much each subscription costs, as well as the perks that come with it:

Professional Strategy

Individual sales representatives that want to boost their sales outreach, improve pipeline, and complete more transactions should use the Professional Plan. It costs $64.99 each month or $779.88 for the whole year.

The Professional Plan includes the following features:

  • Every month, you’ll get 20 InMail communications.
  • 1500 leads were preserved.
  • See who has looked at your profile.
  • Access to the LinkedIn network was extended.
  • Search for advanced leads and companies.
  • Account and lead recommendations
  • Customized lists and preferences for certain regions
  • Alerts for leads and accounts
  • Web-based Outlook integration
  • Tags and notes
  • Learning Center for Sales Navigator
  • Premium Career and LinkedIn Learning
  • Mobile app for Sales Navigator

Team Plan

The Team Plan is for sales teams that wish to develop client connections by using the strength of their common network. It costs $103.33 per month or $1,240 per year for a single license.

All of the features from the Professional Plan are available in the Team Plan, as well as:

  • Countless Smart Links
  • Every month, you’ll get an extra ten InMail communications (30 total)
  • 3,500 more leads were preserved (5,000 total)
  • TeamLink provides warm introductions to the team network.
  • CRM interfaces and organic marketing notifications
  • Custom Lists Can Be Shared
  • Management of basic licenses and reporting on use
  • Volume and multi-year savings are available.
  • Invoicing
  • A relationship manager who is committed

a business strategy

The Enterprise Plan is for big sales companies who wish to develop client connections using LinkedIn and their extended business network. This plan’s pricing isn’t included on the LinkedIn Sales Navigator page, so you’ll have to contact a LinkedIn representative for additional information.

All of the features from the Team Plan are available in the Enterprise Plan, as well as:

  • Every month, you’ll get an extra 20 InMail communications (50 total)
  • 5,000 extra leads saved (10,000 total)
  • Warm introductions to the company network with TeamLink Extend
  • Customer relationship management (CRM) contact generation and data validation
  • Alerts for Sponsored Marketing
  • Integrations with single sign-on
  • Licensing at the enterprise level
  • Integration of Analytics for Usage Data
  • Elevate Alerts on LinkedIn

Note: Some of the features Listed in each plan require customers to have access to additional tools and software. Head over the to the LinkedIn Sales Navigator pricing page for the full details.

Sales Navigator vs. LinkedIn Premium

You may be wondering how Sales Navigator differs from LinkedIn Premium if you’re acquainted with LinkedIn’s seller solutions. Despite the fact that both choices are premium versions of LinkedIn, they cater to distinct work roles.

  • Recruiters, HR departments, and job seekers use LinkedIn Premium to connect with each other about available opportunities and roles. LinkedIn Premium offers a LinkedIn learning subscription as well as additional resources to assist job searchers in finding their next position.
  • LinkedIn Sales Navigator is a tool created especially for salespeople who want to connect with potential customers. Sales representatives may use Sales Navigator to contact contacts at their target businesses directly and send InMail messages to them without needing to be connected.

While each of these platforms provide strong capabilities, each has its own time and place. Before choosing which to buy, thoroughly evaluate each of these options (as well as your company’s requirements).

LEARN MORE: Do you want to have a great online presence? To create a great LinkedIn profile approach, follow these seven guidelines.

What is LinkedIn Sales Insights, and how does it work?

LinkedIn Sales Insights is a new product from LinkedIn that works in tandem with Sales Navigator to assist sales operations managers and sales executives in developing their go-to-market strategy. Your sales operations team may access millions of real-time data points on clients and prospects with Sales Insights. These insights assist revenue companies in making better, more educated choices about their go-to-market sales strategy, sales forecasting, and other topics.

Sales companies may use LinkedIn Sales Insights to:

  • Connect their CRM and other marketing software to LinkedIn Sales Insights directly.
  • Create bespoke reports that answer your company’s critical sales planning questions.
  • View and compare target user and buyer growth and sales activity data.

LinkedIn Sales Insights provides a better view of which accounts are expanding quickly and which ones require a little more attention, as well as access to unique user data that helps sales executives predict sales objectives and revenue goals more efficiently.

How to Make the Most of LinkedIn’s Sales Navigator

Because of the massive data that LinkedIn has on hand, LinkedIn Sales Navigator is one of the most effective sales intelligence products on the market today. While this information is essential for sales representatives who want to meet their revenue goals, it may be daunting at first.

We’ll go through the recommended practices for utilizing LinkedIn Sales Navigator in this section:

In your LinkedIn Sales Navigator account, how do you identify your audience?

To begin, log into your account and configure your sales settings. Within your Sales Navigator account, you may define particular lead criteria in this area.

  • Hover over the ‘Edits’ tab and choose ‘Edit your sales settings’ from the dropdown menu.
  • After that, scroll down to the Sales Preferences area and start filling out the boxes depending on your target demographic. This is the area where you may filter leads by location, industry, job function, seniority level, and other factors.

After you’ve finished that, you’re ready to use the platform. LinkedIn Sales Navigator offers a plethora of tools and features to assist you in speeding up your sales cycle. But, once again, none of this counts unless you’re aiming for the proper audience. Take your time with this stage and make sure you have a clear idea of who your target audience is.

TIP: Get the Sales Navigator App and never miss another important account alert.

How to Use LinkedIn Sales Navigator’s Advanced Search Filters

Sales Navigator’s Advanced Search is a significant selling feature, and it’s likely where you’ll spend the most of your time researching leads and prospects. Sales representatives may utilize Advanced Search’s over 20 filters to find people and companies that meet their requirements.

The following are some of the most popular Sales Navigator search filters:

  • Terms: This filter allows you to search for relevant keywords in your prospects’ profiles that relate to their business, job function, and other topics.
  • Geographic location: this filter allows you to target prospects depending on where they live.
  • Job title: Using this filter, you may find prospects based on their job title and/or position in the firm, making it simpler to contact decision-makers.
  • This filter allows you to target businesses depending on their size, whether they’re small, medium, or enterprise.
  • Exclusions: This filter allows you to quickly exclude leads based on characteristics you know will make them a poor match for your product.

Using Boolean searches is a little-known technique to get the most out of Advanced Search. A Boolean search is a kind of search query that lets you combine keywords with modifiers like AND, NOT, OR, and quote marks to get a more precise result. A Boolean search enables you to refine your search to a finer degree, focusing solely on accounts that meet your requirements.

How to Use LinkedIn Sales Navigator’s Lists

Another tool in Sales Navigator is Custom Lead Lists, which enables you to organize and monitor all of your interactions in one location. Custom lists are a fantastic way to keep track of lead activity data, organize your workflow with contacts and team members, and manage all of your sales outreach from a single dashboard.

Here are some of the most popular Custom List activities, as well as how to traverse them:

In Sales Navigator, here’s how to see a List:

  • Register for a Sales Navigator account.
  • From the navigation bar, choose ‘Lists.’
  • Select the List you want to see from the dropdown menu that appears:
    • All of your first-degree relationships are included in my network.
    • All saved people are included in the lead lists.
    • Account Lists: This section contains a list of all the businesses you’ve saved.
  • Selecting ‘My Network’ from the dropdown menu and utilizing the other criteria will help you narrow your search.

In Sales Navigator, here’s how to create a new List:

  • Start by going to the Sales Navigator site and clicking on ‘Lists,’ then choosing Lead Lists or Account Lists from the dropdown menu.
  • Depending on the kind of List you’re attempting to build, choose either “Create Lead” or “Create Account List.”
  • A box will appear where you can enter your lead information.
  • Finish by clicking the ‘Create’ button after all of the information has been input.

In Sales Navigator, here’s how to update a custom List:

  • Select the Lead Lists or Account Lists tab from the Sales Navigator homepage by clicking ‘Lists.’
  • Choose the List you’d want to change.
  • Edit the List by selecting the pencil icon next to the List name.

In Sales Navigator, here’s how to sort a custom List:

  • Log in to your Sales Navigator account first.
  • From the navigation bar, choose ‘Lists.’
  • Select the List page you want to see from the dropdown menu that appears: Lead Lists or Account Lists.
  • Choose the column heading you’d want to sort the List by on the Lists page you’ve chosen (i.e. name, geographic location, account, etc.).
  • To sort the whole Lead List or Account List, click the column header.

In Sales Navigator, here’s how to remove a custom List:

  • Select Lead Lists or Account Lists from the dropdown menu that appears after clicking Lists on the Sales Navigator site.
  • Click the ‘…’ symbol from the Lead Lists or Account Lists page.
  • Choose ‘Delete’ from the dropdown menu that displays.
  • Select one of the following options in the pop-up box:
    • Delete the list but retain the leads/accounts you’ve saved.
    • Unsave the leads/accounts and delete the list
  • To make a final choice, choose ‘Delete List.’

In Sales Navigator, here’s how to share a custom List:

  • Select Lead Lists or Account Lists from the dropdown menu on the Lists tab at the top of the Sales Navigator site.
  • Click Share to the right of the list you’d want to share on the Lead or Account Lists page.
  • You can also share a lead/account list page by clicking the Share icon in the upper right corner.
  • When a user is notified that a list has been shared with them, they may read it and interact with others using the Remarks box, where you can choose whether the notes are private or public.

On your dashboard, you can only share lists with other users. This functionality is likewise only available if you have a Team or Enterprise account. Custom lists cannot be shared in any way with Sales Navigator Professional accounts.

Additional LinkedIn Sales Navigator training materials

We couldn’t cover everything in this post since LinkedIn Sales Navigator is such a comprehensive product. Fortunately, there are a plethora of excellent tools available online to assist you in making the most of LinkedIn Sales Navigator. Here are some of our personal favorites:

If your company has bought the Team or Enterprise subscription, you will get access to hundreds of LinkedIn Learning Courses for free. Topics covered include the fundamentals of LinkedIn Sales Navigator, as well as how to create successful LinkedIn InMail messages and much more.

TIP: Is LinkedIn InMail really effective? Learn how to utilize InMail to generate leads.

Reviews of LinkedIn Sales Navigator

LinkedIn Sales Navigator is a fantastic tool for any sales team, but it comes at a significant cost. Whether you’re on the fence about buying anything, reading evaluations from actual Sales Navigator users may help you figure out if your team is ready to spend.

We’ve gathered a few reviews to help you get the whole picture, showcasing some of the greatest features and largest issues customers have experienced with LinkedIn Sales Navigator. All of these evaluations were sourced from G2, a third-party review website, and were written by LinkedIn Sales Navigator members who have been validated.

Some reviews have been modified for clarity, spelling, and punctuation.

What users enjoy

“It’s extremely simple to locate particular individuals before speaking with them on the phone. Their training staff has been very helpful and has shown us some excellent methods to improve our use of the product in order to generate more leads.

SalesNav is one of the tools that assists salespeople with research and pipeline development, which are two of the most difficult tasks a salesman has on a daily basis. It would be nice to be able to search by business and then by person with less clicks and time invested. It can also offer recommendations based on your previous searches.”

– Robert S.’s LinkedIn Sales Navigator Review

“Finding additional information about prospects that isn’t accessible on their normal LinkedIn profile is a breeze. It’s also interesting to check who at my business knows who at their firm, whether there are any common groups or connections, and who at their company follows mine, for example. There are many methods for obtaining hotter leads.

Additionally, they make it simple to organize prospects into lists (that I can then send to my SDR). Finally, there’s a feed that enables me to keep track of all of my saved leads, which is useful for outreach.”

— Jessica M.’s LinkedIn Sales Navigator Review

“Sales Navigator allows you to create lists of prospective prospects based on a variety of criteria. You may narrow down your search by industry, business size, organizational level, titles, and even custom keyword searches.

It not only generates a list of prospective prospects based on those criteria, but it also stores the search and updates it with additional individuals who meet the criteria over time. It’s like having a prospecting pipeline built in simply by conducting some preliminary research.

The LinkedIn Sales Navigator support staff has also been fantastic. I received a 30-minute personal training session on how to utilize it effectively for my company. Excellent service!”

– Marc M.’s LinkedIn Sales Navigator Review


What customers despise

“I wish there was a method to export an excel file with a list of contacts. I dislike that Sales Navigator does not communicate with [the normal] LinkedIn platform, since it may be confusing when speaking with a prospect and having two separate discussions going on at the same time.

I’m not sure whether they’ll ever combine the two, but maybe something along those lines will emerge soon. It may be a nuisance traveling back and forth to double-check information since it isn’t always up to date, but it’s best to do it once and be done.”

— Trevor D.’s LinkedIn Sales Navigator Review

“The number of InMails that may be sent (called credits) is limited. However, you receive a credit for every prospect who says they will take your message, so that’s a positive and encourages you as a salesman to make sure the prospect is a good match and that your messaging and call to action are strong.”

– Zach K.’s LinkedIn Sales Navigator Review

“Finding the correct lead or filtering the appropriate lead may sometimes be a time-consuming search results navigation activity. Furthermore, on a per-lead-conversion basis, this technology is costly. You should be aware of when, where, and for whom you should utilize this instrument. Another problem is that the majority of leads do not have their work email connected to their LinkedIn profile. In such situations, having attractive subject lines to capture their attention to the email requires extra effort.”

– Raj L.’s LinkedIn Sales Navigator Review


Here’s the thing about LinkedIn Sales Navigator: the data it provides is valuable, but it’s not that useful. Let’s back up a minute. Sales Navigator works by analyzing your LinkedIn networks to help you identify prospects based on their mutual connections. Once you’ve identified them, Sales Navigator will provide information about their companies and you can set up LinkedIn outreach campaigns accordingly. Sales Navigator also provides a report that summarizes the results of your outreach attempts, and it includes information about how many contacts you’ve received and how many invitations you’ve sent.. Read more about linkedin sales navigator guide and let us know what you think.

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To maximize sales navigator on LinkedIn, you need to make sure that your profile is filled out with all of the relevant information. This includes a clear and concise summary of your skillset, as well as any certifications or achievements that you have received. You should also include a link to your website if you have one.”}},{“@type”:”Question”,”name”:”How do you get the most out of sales on LinkedIn?”,”acceptedAnswer”:{“@type”:”Answer”,”text”:”
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LinkedIn sales Navigator is a tool that allows you to find and connect with people who are in your industry. You can use this tool to reach out to them and see if they are interested in what you have to offer.”}}]}

Frequently Asked Questions

How do I maximize sales navigator on LinkedIn?

To maximize sales navigator on LinkedIn, you need to make sure that your profile is filled out with all of the relevant information. This includes a clear and concise summary of your skillset, as well as any certifications or achievements that you have received. You should also include a link to your website if you have one.

How do you get the most out of sales on LinkedIn?

The best way to get the most out of sales on LinkedIn is to use a LinkedIn ad. This will allow you to show your skills and expertise in front of specific people who are looking for them.

Whats the most effective way you use LinkedIn sales Navigator for prospecting?

LinkedIn sales Navigator is a tool that allows you to find and connect with people who are in your industry. You can use this tool to reach out to them and see if they are interested in what you have to offer.

Related Tags

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