A Complete Guide to Using The Linkedin Sales Navigator

Are you tired of blindly prospecting and struggling to connect with the right leads? In this article, we’ll dive into the world of LinkedIn Sales Navigator and show you how to harness its power to supercharge your sales efforts.

Whether you’re a seasoned sales professional or just starting out, LinkedIn Sales Navigator can be your secret weapon for finding and engaging with potential clients.

We’ll walk you through the ins and outs of this incredible tool, sharing practical tips and strategies to help you make meaningful connections and close more deals.

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Say goodbye to cold calling and hello to targeted outreach that actually works. Let’s unlock the full potential of LinkedIn Sales Navigator together!


Introduction to LinkedIn Sales Navigator

Understanding LinkedIn Sales Navigator

LinkedIn Sales Navigator is a paid subscription service that amplifies the conventional LinkedIn experience for sales professionals.

With over 690 million users, LinkedIn provides a rich platform for businesses to identify and reach out to potential customers, and LinkedIn Sales Navigator takes this a step further.

The tool helps you focus on the right companies and decision makers, transforming LinkedIn from a business social network into a robust sales platform.

With advanced search filters and personalized algorithms, LinkedIn Sales Navigator tailors the vast LinkedIn database to match your specific sales preferences, providing an extensive network for sales leads and target accounts.

Why Use LinkedIn Sales Navigator?

Sales Navigator is not just a premium business tool; it’s a gateway to potential leads and a platform to build relationships with target companies.

It gives you unlimited searches, advanced lead and company search features, inmail messages, and access to LinkedIn group discussions, all of which you can leverage for lead generation.

LinkedIn Sales Navigator is especially useful for sales teams dealing with a high volume of leads or target accounts, as it enables them to save leads and use advanced filters to narrow down the search results.

In addition to providing a platform for lead generation, the Sales Navigator also helps you keep track of job changes, company updates, and provides account recommendations based on your sales preferences.

LinkedIn Sales Navigator Mobile App

Sales professionals on the move will appreciate the Sales Navigator mobile app. It keeps you connected to your LinkedIn sales efforts and allows you to carry out all the important functions like saving leads and using advanced search filters right from your mobile device.

How to Use LinkedIn Sales Navigator Effectively

Setting Up Your LinkedIn Sales Navigator

The first step in learning how to use LinkedIn Sales Navigator is to set up your LinkedIn account for sales success.

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Consider your LinkedIn profile as your digital business card. It’s one of the first things potential leads will see when they receive a connection request or message from you, so it’s crucial to optimize your LinkedIn profile for sales.

Once you sign up for LinkedIn Sales Navigator, you’ll be asked to set up your sales preferences. This includes defining the industries, job roles, and geographic locations of your target audience.

These preferences will guide LinkedIn’s personalized algorithms in providing you with the right decision maker at target companies.

Building Your Lead and Account Lists

Once your sales preferences are set, LinkedIn Sales Navigator will generate a list of leads and accounts that match your criteria.

This advanced lead and account list feature is a time saver, especially when it comes to searching for potential customers on a platform as expansive as LinkedIn.

From the search results, you can save leads new prospects, and accounts to your lists. LinkedIn Sales Navigator allows you to create custom lists for easy access and categorization. You can have a list for “hot leads,” “new prospects,” “decision makers,” and so on.

Every time you log in to LinkedIn Sales Navigator, it presents account recommendations and lead recommendations based on your activity, preferences, and search history.

Utilizing LinkedIn’s Advanced Search Filters

LinkedIn Sales Navigator offers advanced search filters that are not available on the standard LinkedIn platform.

You can filter your search results by seniority level, company size, years of experience, and even specific keywords related to your industry or product.

This helps to narrow down your target audience, making your sales efforts more focused and efficient.

Remember, it’s not just about finding leads; it’s about finding the right leads. So, make use of these advanced search filters to reach the right decision maker at your target companies.

Before we move on, here’s a quick reminder to check out Mailarrow, our cold email outreach software designed to streamline and enhance your outreach efforts.

Maximizing LinkedIn Sales Navigator with CRM Integration

LinkedIn Sales Navigator and CRM

One significant advantage of using LinkedIn Sales Navigator is its ability to integrate with various Customer Relationship Management (CRM) tools like Microsoft Dynamics.

This integration facilitates a more seamless sales process, reducing the need for sales reps to jump between different platforms to manage their sales and generate leads together.

Through this integration, sales professionals can save LinkedIn profiles to their CRM directly, aligning sales and marketing efforts, thus enabling a more personalized and targeted outreach.

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Enriching CRM Data with LinkedIn Sales Navigator

Having your CRM integrated with LinkedIn Sales Navigator offers more than just convenience. It brings the power of LinkedIn’s data validation to your CRM.

As a sales professional, you know how important up-to-date information is for effective outreach.

LinkedIn Sales Navigator ensures that the contact information and job roles of your leads in your CRM are always up-to-date. This is crucial, especially considering the rate at which job changes and company updates happen.

The tool also provides insights about your saved leads directly in your CRM, including company updates and job changes.

This is crucial data that can be used to tailor your sales messages to each lead, enhancing the likelihood of a positive response.

Microsoft Dynamics and LinkedIn Sales Navigator

Microsoft Dynamics is one of the most widely used CRM tools, and its integration with LinkedIn Sales Navigator is indeed a game-changer.

With this integration, sales professionals can view LinkedIn information about their leads directly in Microsoft Dynamics.

The integration also allows you to send InMail messages and connection requests without leaving the CRM, and it automatically logs your activity on Sales Navigator in Microsoft Dynamics.

This gives a comprehensive view of your interactions with a lead, allowing you to build rapport and tailor your follow-ups more effectively.

Outlook Web Integration

Outlook web integration is another useful feature that LinkedIn Sales Navigator offers. With this feature, you can view LinkedIn information about your email contacts directly in Outlook.

This helps you get a quick understanding of who you’re dealing with and tailor your email correspondingly.

Before we proceed, we encourage you to try out Mailarrow, our cold email outreach software. It’s designed to help you track, schedule, and optimize your email outreach for best results.

Leveraging Team Capabilities in LinkedIn Sales Navigator

Sales Navigator for Teams

Sales Navigator isn’t just for individual sales reps. It offers a special “team” version that comes packed with additional features designed to boost your sales team’s productivity and effectiveness.

The team account allows sales professionals to collaborate on accounts and leads, fostering unity and cohesion in achieving the company’s sales goals.

Understanding the Team Account

The team account in LinkedIn Sales Navigator is a premium business offering that allows sales teams to pool their resources and efforts for more effective results.

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When a sales rep identifies accounts that align with the company’s target, they can save the accounts and share them with the sales team.

This allows the entire team to focus on the target companies and helps in coordinating their efforts.

Team members can also see who in the team is connected to the leads at these target accounts, providing a more structured approach to building relationships with identify accounts.

Shared Custom Lists

One of the key features of the team account in LinkedIn Sales Navigator is the ability to create and share custom lists of leads and accounts.

This not only ensures everyone on the sales team is on the same page but also helps in avoiding duplicated efforts.

For instance, when a lead responds positively to a sales rep’s connection request or InMail message, they can add that lead to a shared list.

This lets the rest of the team know the specific keyword lead is being pursued, preventing multiple reps from reaching out to the same person.

Collaboration and Learning

The team account also offers valuable opportunities for collaboration and learning. By sharing saved searches, sales reps can learn from the search strategies of their colleagues.

This can be particularly useful for new sales reps who are still figuring out how to use LinkedIn Sales Navigator to its full potential.

Using LinkedIn Sales Navigator for Lead Generation

Creating Effective Sales Messages

Your ability to draft effective sales messages is key to generating new leads and moving potential customers through the sales funnel.

LinkedIn Sales Navigator allows you to send personalized InMail messages to your leads even if they aren’t your LinkedIn connections.

This opens up a whole new avenue for outreach, allowing you to connect with decision makers who may be difficult to reach otherwise.

Lead Recommendations and Generating New Leads

LinkedIn Sales Navigator uses sophisticated algorithms to provide you with lead recommendations.

These buyers are potential leads who match your sales preferences, making them ideal candidates for your sales outreach.

The algorithm analyzes various factors, including mutual connections, similar leads you’ve interacted with, and your sales preferences to generate these recommendations.

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This feature plays a critical role in uncovering new leads that you might not have discovered on your own.

Decision Makers and LinkedIn Connections

Identifying the right decision makers within target companies can be a daunting task. However, with Sales Navigator’s advanced filters, you can zero in on these individuals based on their job title, seniority level, and more.

Once you identify these decision makers, you can leverage your existing LinkedIn connections for a warm introduction or send them a personalized connection request directly.

Building and Nurturing Relationships

LinkedIn Sales Navigator isn’t just about finding new leads; it’s also about nurturing these leads and building long-term relationships.

The platform provides insights into your leads, including their recent activity, job changes, and company updates.

This information can be used to create personalized messages, helping you to further build relationships and rapport and establish trust with your leads.

But before we proceed, be sure to try out Mailarrow, our cold email outreach software. It’s designed to complement your LinkedIn Sales Navigator strategy and help you maximize your sales outreach.

Measuring and Optimizing Your LinkedIn Sales Navigator Performance

Understanding Your Sales Navigator Usage

To make the most of LinkedIn Sales Navigator, it’s crucial to regularly monitor and analyze your usage data.

The tool offers several performance metrics that give you insight into how effectively you’re using it and where improvements can be made.

These metrics include the number of searches performed, the number of leads saved, and the number of InMail messages sent and received.

You can also see which features you use the most and which ones you may be underutilizing. This information is key to understanding your strengths and areas for improvement.

Optimizing Your Sales Navigator Experience

A crucial aspect of optimizing your LinkedIn Sales Navigator experience is to continually refine your sales preferences. Sales Navigator uses these preferences to provide tailored lead and account recommendations.

You can specify your target industries, job functions, company sizes, and more. Regularly updating these preferences ensures that the recommendations you receive align with your current sales strategy and target audience.

Leveraging Learning Resources

LinkedIn Sales Navigator offers a wealth of learning resources to help sales professionals maximize their use of the tool.

These include detailed how-to guides, tips, and best practices. LinkedIn also offers regular webinars that provide valuable insights and strategies for using Sales Navigator effectively.

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Making use of these resources can be particularly helpful if you’re new to Sales Navigator or if you’re looking to brush up on advanced features.

Keeping Up with LinkedIn Sales Navigator Updates

LinkedIn regularly updates Sales Navigator with new features and enhancements. Keeping up with these updates ensures you’re making the most of what the tool has to offer.

The updates often come with detailed release notes and guides, making it easy to understand and apply the new features in your sales process.

Remember to enhance your sales outreach efforts with Mailarrow, our intuitive and powerful cold email outreach software.

Final Thoughts and Key Takeaways

The Power of LinkedIn Sales Navigator

Sales professionals today have access to numerous digital tools designed to streamline and enhance the sales process.

Among these, LinkedIn Sales Navigator stands out for its comprehensive features, vast network of professionals, and integration capabilities with popular CRM tools.

By understanding and leveraging the full potential of LinkedIn Sales Navigator, you can significantly improve your lead generation, relationship building, and overall sales performance.

Key Features and Benefits

From advanced search filters to personalized lead recommendations, the Sales Navigator offers an array of powerful features designed to boost your sales outreach.

The ability to save leads and accounts, send InMail messages, and get real-time updates about your prospects puts valuable data and opportunities at your fingertips.

When integrated with your CRM, Sales Navigator becomes an even more powerful tool, providing enriched data validation and aligning your sales and marketing efforts.

Continuous Learning and Optimization

The journey of mastering LinkedIn Sales Navigator is one of continuous learning and optimization.

Regularly review your usage data, tweak your sales preferences, and leverage LinkedIn’s learning resources to maximize the tool’s value.

Additionally, always stay updated with the latest LinkedIn Sales Navigator features and enhancements to ensure you’re getting the most out of your paid subscription service.

Complementing Sales Navigator with Mailarrow

While LinkedIn Sales Navigator is a powerful tool for sales professionals, it becomes even more potent when used in conjunction with a robust cold email outreach software like Mailarrow.

Mailarrow’s features like tracking, automation, and personalization complement your Sales Navigator strategy, making your sales outreach more efficient and effective.

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Congratulations! You’re now equipped with the knowledge and insights to harness the power of LinkedIn Sales Navigator.

Start exploring this incredible tool and supercharge your sales performance today!


What is the best way to use Sales Navigator on LinkedIn?

The best way to use Sales Navigator on LinkedIn is to start by defining your sales preferences, such as the target industries, job functions, and company sizes you are interested in.

From there, use the advanced search filters to locate potential leads, and then save these leads for easy future reference.

Also, leverage the lead and account recommendations that are based on your preferences and behavior. Lastly, send personalized InMail messages to establish a connection with your potential leads.

How does Sales Navigator work on LinkedIn?

Sales Navigator works by providing advanced search capabilities and personalized lead recommendations to help you identify and connect with potential customers.

It utilizes your defined sales preferences and LinkedIn’s vast network of professionals to deliver a list of prospects that match your target audience.

It also offers integration with popular CRM tools for seamless data exchange and process alignment.

When should I use LinkedIn Sales Navigator?

LinkedIn Sales Navigator is best used when you need to locate and connect with new leads, monitor updates from existing connections, or understand the decision-making structure within a target company.

If your role involves prospecting, lead generation, or account management, then Sales Navigator is a valuable tool for you.

What are LinkedIn Sales Solutions?

LinkedIn Sales Solutions refer to LinkedIn’s suite of tools designed to aid sales professionals in their work.

The flagship tool in this suite is LinkedIn Sales Navigator, a premium subscription service designed to help sales professionals find, understand, and engage with leads and accounts more effectively.

How do you use LinkedIn effectively for sales?

Using LinkedIn effectively for sales involves leveraging its networking capabilities, content sharing, and advanced tools like Sales Navigator.

Establish a professional and comprehensive LinkedIn profile, engage with relevant content, and build connections with industry peers and potential leads.

Use Sales Navigator for advanced lead search, personalized outreach, and insights into lead behavior and updates.

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What is LinkedIn Sales Navigator tool?

LinkedIn Sales Navigator is a premium subscription tool on LinkedIn, designed to assist sales professionals in finding, understanding, and engaging with leads and accounts.

It offers advanced search capabilities, lead recommendations based on personalized algorithms, InMail messaging, and integration with various CRM platforms, among other features.

Serge Shlykov is the founder of Mailarrow. Rotterdam Business School graduate and a long-time software engineer he has been running his own agency and SaaS business before realizing how many people are struggling with cold email outreach. This made him create Mailarrow, the cold email outreach software that helps you build great relationships at scale. Find him on Twitter and LinkedIn

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