Sales Navigator is a powerful tool that can help you find and connect with potential customers on LinkedIn. In this blog post, we’ll show you how to use Sales Navigator to its full potential.

I remember when I was first starting out in sales, I didn’t know where to begin. Thankfully, my mentor introduced me to Sales Navigator. It’s been a game-changer ever since! I’m able to quickly identify potential leads and reach out to them directly.

What is LinkedIn Sales Navigator

Sales Navigator is a lead generation and sales intelligence tool from LinkedIn. It allows salespeople to find and connect with potential customers and track their activity on LinkedIn. Sales Navigator also provides access to LinkedIn’s database of over 500 million professionals, which can be searched by keywords and filters.

There are both a free and premium version of Linkedin. The recruiter, job seeker, and pro versions are paid for, while the sales rep version is free to use.

Linkedin’s premium service, “LinkedIn Sales Navigator”, is their version of Salesforce.

LinkedIn Sales Navigator provides users with a number of tools which allow them to more effectively access LinkedIn’s vast professional network. These tools aim to help users land more deals, and better deals.

Benefits of Search Filters on LinkedIn Sales Navigator

The filters located above the lead list on LinkedIn Sales Navigator are extremely powerful for salespeople. These filters allow you to narrow down your search to find the perfect leads for your products or services.

1. Those Active in the Last 30 Days


Sales leaders and sales reps can use a tool like SocialRank to find out who is active on social networks. This way, they can focus their efforts on building relationships with people who are likely to be interested in what they have to offer.

Now you no longer have to.

This is the only LinkedIn tool that allows you to create a lead list of people who’ve been actively using LinkedIn in the last 30 days and sort it accordingly. This is invaluable for sales people, as it helps you focus on those most likely to be interested in your product or service.

If someone was active in the last 30 days, it’s more likely they’ll read and respond to your engagement.

2. Leads That Follow Your Company

If you’re a salesperson working for a large company, or one which has a substantial presence on LinkedIn, then this feature is going to be a game-changer for you.


With Linkedin sales navigator, you can filter out anyone who follows your companies LinkedIn profile.

If a prospect is following your company’s page, they are interested in what you have to offer. They may not be ready to engage with a sales rep yet, but they would be open to learning more about your products or services.

Your sales representatives are wasting too much time looking through your follower list. They need a better way to quickly find the most relevant leads to contact.

The LinkedIn sales navigator lead builder allows you to quickly search for and find new potential clients.

LinkedIn provides you with a list of leads that are interested in your company, the products or services you provide, and your company’s expertise. Use this to your advantage!

You should try to engage with and help develop that relationship.

3. Shared Experiences

This filter allows you to quickly identify potential leads who share common experiences with you, including attending the same school, working for the same past employer, or being in the same LinkedIn group. This is a valuable way to find new leads, as you can immediately start building a relationship based on shared experiences.


Leverage your shared experiences to start a conversation with your prospects. Sales is all about building relationships and finding common ground. LinkedIn Sales Navigator helps you do just that by highlighting shared experiences. Use those shared experiences as a starting point for conversations with your potential customers.

Start conversations with your prospect by asking them about their experience.

If you want to be successful in social selling, it’s important to nurture your customer relationships, build trust, and provide helpful answers to their questions. Only then can you hope to turn these sales leads into sales opportunities.

Pitching a product or service as the perfect solution without taking the time to understand how you can help a buyer is an old-school sales technique.

How to Use LinkedIn Sales Navigator

Here are 7 steps that you can optimize to get the most value out of your Corporate Linkedin sales navigator licenses.

If you want to make the most out of your LinkedIn’s Sales Navigator licenses and see a real ROI, follow these seven steps.

1. Before you do anything else, you need to first set clear goals for your sales team and define your KPIs. Without these, you’re basically shooting in the dark.

2. Then, organize those leads into different lists that allow you to keep track of where they are in the sales funnel.

3. Then perfect your search filter beyond title and location.

4. Align your Sales Navigator with your current salesforce/tools and methodology.

5. Develop your own customized playbook and follow-up plan with your sales teams. This should include templates for reaching out to people on LinkedIn, a list of daily actions, and a way to keep track of all your activities.

6. Make sure to include plenty of resources and links that make it easy for sales representatives to use the tool to engage their buyer.7. Train regularly, measure progress against KPIs set initially, and reinforce best practices via coaching.

How to Prospect with LinkedIn Sales Navigator

Did you know you can use Linkedin to find 2nd degree connections that follow your business on LinkedIn? These individuals are already aware of your brand and offerings, which makes them great prospects for your sales team.

Therefore, building and maintaining relationships with warm leads will be easier than contacting cold leads who may not be as familiar with your organization.

Tips for Sales Navigator Enterprise

1. Build rapport With “Shared Experiences and Commonalities”.

The “share experiences” feature on Salesforce’s sales navigator makes it a lot easier to filter out unqualified contacts.

The LinkedIn “filter” feature allows you to find people who have something in common. This can help you to build stronger relationships with your prospects by finding out about a shared experience or commonality.

Mentioning shared experiences or commonalities in your emails, messages, and voice recordings is a great way to increase the chances that you’ll get a response from your prospect.

2. Unlock out-of-network user profiles.

The Unlock feature in LinkedIn’s sales tool, called “Sales Navigator,” gives reps access to the full profiles of anyone, even users outside their networks. Once a user is “unlocked,” everyone on the rep’s team can view it. This unlocks a wealth of valuable information for sales representatives, who would otherwise not have access to it.

You can gain 25 free unlocks a month by hitting the “unlock” button on the profile of any paid member of this site.

3. Refine your lead and account recommendations.

With Salesforce’s sales tool, you can automatically find new leads to contact and accounts to follow up with.

By ensuring that your lead and account preferences are as accurate as they can be, you can better identify and reach out to potential customers who match your ideal client persona.

These criteria are location, sector, job role, and level of experience.

To modify or change your settings, click the “Profile” button in the top left corner.

Go to the “Sales preferences” section of your settings page and type in your selections. Once you’re done, hit “done” to save.


Saved preferences only affect recommended search results, so a regular search will include results that don’t match your criteria.

If a rep is looking for a recommendation for an executive assistant, they should include specific location information in their search. For example, “Executive Assistant in San Francisco” or “Assistant to the CEO in Los Angeles”.

4. Validate your CRM data.

“Data cleansing” might not sound as cool as “clean data,” but it’s just as important to the success of your sales team.

If sales representatives don’t have the right information on their potential clients, it will be much more difficult for them to build rapport with them, gain their trust, and ultimately close the deal.

This is why the Linkedin’s “Data Validator” feature is so helpful. It will automatically update contact information in your CRM system.

If your main point of contact changes jobs, their job title will update in your CRM system.

5. Upload your book of business to Sales Navigator.

If you have an existing list of contacts with you, you can import it into Linkedin’s sales navigator. This will allow you to centralize your connections in one place.

If you’re struggling to close deals or if there are more decision makers involved, you can use LinkedIn’s sales navigator to prioritize those contact and plan out your next step.

You’ll be kept up to date with company news so you’ll never miss a thing.

6. Generate interest with InMail.

With access to Inmail, you can send messages to people on LinkedIn. In Mail is available only to sales navigator users, so your message is less likely to get lost in the shuffle.

In Inmail, you can stand out from your competition by highlighting common interests or providing a unique point of view.

7. Create a custom outreach message.

A great way to make an impact on your outreach is by personalizing your messages to each of your connections. Start with research on your LinkedIn contacts, such as their industry, location, and company.

Then, send them a connection request.

” Hey {first_name}, I’m always looking for {your_field} experts to connect with. I’d like to invite you to join my professional networking group.

Hello {first_name}, We’re always looking to grow our network of {your_business_type} in {your_location} and we think {your_industry_niche} is a great place to begin. We’d love to learn more about your business, and share our insights with you.


Customize the details to fit your situation, but use the {} filter in Linkedin to quickly create templated messages that you can send out to a number of contacts.

In your initial InMail, don’t focus on selling your product or service. Instead, aim to create a natural, friendly connection with your recipient.


If you’re looking for a powerful tool to help you find and connect with potential customers, Sales Navigator is the way to go. With its easy-to-use interface and custom outreach capabilities, it’s no wonder why so many sales professionals rely on Sales Navigator to close deals.

Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀[/sc

Editors Note:

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Justin McGill
About Author: Justin McGill
This post was generated for LeadFuze and attributed to Justin McGill, the Founder of LeadFuze.