Mastering LinkedIn Sales Navigator: Features You Need to Know

Follow this guide to learn exactly how to social sell with Linkedin Sales Navigator.

Rory Sadler
August 25, 2023
February 24, 2024
Follow this guide to learn exactly how to social sell with Linkedin Sales Navigator.
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If you're in the business of sales, you've probably heard about social selling. In a nutshell, it's all about leveraging social media platforms to create relationships and close deals. One such platform that has proven to be a goldmine for sales reps is LinkedIn, especially when used in conjunction with its powerful tool: LinkedIn Sales Navigator.

In this comprehensive guide, we'll delve deep into the world of social selling, with a focus on how LinkedIn Sales Navigator can help you find, connect, and stay up-to-date with potential buyers.

Ready to become a social selling superstar? Let's dive in!

Why Should You Embrace Social Selling?

Social selling is a game-changer for sales professionals. By harnessing the power of social media, you get to engage directly with your potential buyers, build relationships, and foster trust. You can also gain valuable insights about your prospects, which can help you personalize your approach and make your pitch resonate better with them.

What is LinkedIn Sales Navigator?

LinkedIn Sales Navigator is a subscription-based service designed to supercharge your social selling efforts. It offers advanced search capabilities, increased visibility into extended networks, and personalized algorithms to help you reach the right decision-maker at your target companies.

Here are some of the key benefits of Sales Navigator:

  • Allows you to conduct unlimited profile searches
  • Provides advanced filters to find your target audience
  • Offers job change alerts and specific keyword mentions
  • Tracks updates from your sales leads

Think of it as your secret weapon in the battlefield of social selling. It's like having a supercharged version of LinkedIn designed specifically to help you sell more effectively.

Decoding the Tiers of LinkedIn Sales Navigator

LinkedIn Sales Navigator comes in three flavors: Professional, Team, and Enterprise. Each tier offers a different set of features and has a different price tag. Here's a quick rundown of what you get with each.


This is the entry-level option. It packs a punch with features such as advanced lead and company search, sales lead and account alerts, and custom list creation. It also integrates with popular sales tools, making it a perfect choice for individual sales reps or small teams.


This tier takes everything from the Professional version and adds more collaborative features. It allows content sharing, engagement tracking, robust admin tools, and CRM syncing. If you're part of a sales team, this version can help you work more collaboratively and efficiently.


The Enterprise version is the top-tier option. It offers advanced CRM integrations, data validation tools, content creation tools, and other enterprise-level features. If you're part of a large organization with complex needs, this version is for you.

Not sure if LinkedIn Sales Navigator is a good fit? Fear not! LinkedIn offers a 1-month free trial for those who haven't used any free trials in the past year.

How to Use LinkedIn Sales Navigator: Tips and Tricks

Now that you know what LinkedIn Sales Navigator is and what it offers, let's dive into some tips on how to use it effectively.

For the Professional Tier

Message prospects without using your InMail quota:

LinkedIn allows you to send a certain number of InMail messages per month. However, if you target users with "Open Profiles", their messages won't count towards your quota.

Download the mobile app:

If you're a salesperson who's always on the go, the Sales Navigator mobile app will be your best friend. It allows you to get real-time updates about your leads, save connections, and send messages on the go.

Upgrade your profile:

With Team or Enterprise account, you get a larger profile picture and background photo, which can help you stand out in search results.

Identify similar prospects:

The search functions in Sales Navigator can suggest leads similar to the ones you're currently pursuing. This can save you time and help you focus your efforts on the decision-makers.

Refine your search:

By using the advanced filters and search features in Sales Navigator, you can find potential leads who already follow your company, have posted on LinkedIn recently, were mentioned in the news, have recently changed jobs, or have shared connections with you.

For the Team Tier

Integrate Sales Navigator with your CRM:

LinkedIn has partnered with several CRM providers, including HubSpot, to bring Sales Navigator's features into your CRM. This means you can do everything from sending InMail to viewing shared connections without leaving your CRM.

Use the TeamLink filter:

According to LinkedIn, buyers are more likely to have a favorable impression of you if you're introduced by a mutual connection. The TeamLink filter allows you to find prospects who share a connection with you.

Save your TeamLink search:

Once you've defined your search parameters and applied the TeamLink filter, you can save your search. This way, if one of your colleagues connects with a lead, you'll be notified immediately.

Access the network of everyone at your company:

With TeamLink Extend, everyone in your company can opt-in to the Sales Navigator network, expanding your pool of available contacts.

Create custom lists of your prospects:

Sales Navigator allows you to create custom lists and filter leads based on the criteria you set. This can help you keep track of who's involved in the buying process and identify their unique objectives and priorities.

Find ways to add value with the "Interested In" filter:

This filter allows you to find buyers who need your help, giving you an advantage when reaching out.

Use advanced filters to identify your ideal customers:

With Sales Navigator's advanced filters, you can hone in on specific types of prospects.

Target high-value accounts:

Thanks to an integration between Sales Navigator and Campaign Manager, you can target the leads and accounts your sales reps are pursuing, keeping your messaging and value proposition top-of-mind when engaging with potential customers.

Leverage shared interests:

The "Share experiences with you" filter shows you leads that have shared interests listed on their profile. This can be a great conversation starter.

For the Enterprise Tier

Build rapport with "Shared Experiences and Commonalities":

This feature allows you to find prospects who have something in common with you, which can be a great way to build rapport and get the conversation started.

Unlock out-of-network user profiles:

With the unlock feature, you can view the full profile of a user outside of your network. This can be especially handy when you're trying to gather information about a potential lead.

Refine your lead and account recommendations:

Sales Navigator can make automatic lead and account recommendations based on your Sales Preferences. This can help ensure that the recommendations align as closely as possible with your buyer personas.

Validate your CRM data:

The Data Validation feature in Sales Navigator automatically updates contact data in your CRM in real time. This ensures that you always have up-to-date, accurate information on your leads, prospects, and customers.

Upload your book of business to Sales Navigator:

This feature allows you to upload a CSV list of your contacts into Sales Navigator, making it easier to connect with your leads all in one place.

Generate interest with InMail:

InMail is LinkedIn's version of email or direct messages. It's a great way to stand out from the crowd and generate interest in your products or services.

Create a custom outreach message:

Custom outreach messages can help you stand out from the crowd and make a lasting impression on your potential leads.

Conclusion: Become a Social Selling Pro with LinkedIn Sales Navigator

There you have it: a comprehensive guide to social selling with LinkedIn Sales Navigator. With this powerful tool at your disposal, you'll be well on your way to becoming a social selling superstar, forging meaningful relationships with potential buyers, and closing more deals than ever before.

Remember, social selling is all about building relationships, not just making sales. So, approach your prospects with a genuine desire to help them and add value to their lives. Happy selling! 🚀