LinkedIn Sales Navigator: Complete Guide & Best Practices [2023]

What is LinkedIn Sales Navigator?

LinkedIn Sales Navigator is a so-called social selling application that allows LinkedIn business users to develop their sales activities. It is essentially a lead generation tool, with advanced features to target the right people and track your interactions.

Sales Navigator is based on the power of the LinkedIn platform: almost a billion professional users in 200 countries and territories around the world, including 8 million in France. It’s a real goldmine for finding qualified leads!

The social network is constantly evolving and adapting to users’ needs, with new features recently added such as InMails (private messages sent to LinkedIn users), ultra-precise filters, the possibility of building lead lists or using LinkedIn boolean search.

How To Use LinkedIn Boolean Search?

We've crafted a very detailed guide in which you'll find all the information and tips about using LinkedIn Boolean Search to boost your lead generation efforts.

Learn how to use LinkedIn Boolean Search!

Why use LinkedIn Sales Navigator?

If you’re a salesperson in the B2B sector or you run your growth hacking business on LinkedIn, you already know that prospecting on LinkedIn is one of the best ways to generate qualified leads. Using Sales Navigator means benefiting from the most advanced features to gain efficiency in your prospecting on the social platform. Among them:

• Advanced search: Target prospects according to precise criteria (location, company size, industry, etc.) and never miss out on qualified leads.
• Lead lists: Build thematic lists of prospects and organize your prospecting according to your business objectives.
• InMail messages: Send private messages directly to your prospects even if you don’t share any common connections.
• Interaction tracking: Stay informed of your prospect’s activity and their interactions with your company (profile viewing, website visit, etc.)

In short, LinkedIn Sales Navigator is an indispensable tool for anyone who wants to get the most out of the professional platform. If you are looking for new clients and want to optimize your prospecting, this is the tool you need!

And for the more advanced users, you can use Sales Nav’ for the LinkedIn ABM strategy. We won’t get into it in this article, but make sure you check the post we linked if you want to know more!

Sales Navigator also works very well with LaGrowthMachine! Indeed, there is a familiar workflow for our customers that allows them to generate highly qualified B2B leads automatically.

1. You build your lead lists with the targeting power of Sales Navigator.

2. You import your leads into LaGrowthMachine, in order to message and follow up with them later.. The tool will automatically enrich the data to find important information for prospecting – including the email address of your lead.

3. With this information, you can now create multi-channel prospecting sequences until your lead responds.

4. All you have to do is close it, and it’s done!

Little bonus: if you wish, you can even synchronize LaGrowthMachine with your CRM. As soon as a lead responds to you, it will go back into your CRM with the right qualification according to the type of action it has taken.

But there is more! LinkedIn Sales Navigator serves as a potent toolkit for growth hackers, offering a suite of features designed to elevate your outreach efforts and drive exponential growth.

Let’s delve into its key components.

Advanced Search: Precision Targeting at Scale

LinkedIn Sales Navigator opens up a world of opportunity with its advanced search capabilities. Think of it like having a finely tuned search engine that helps you find the exact type of people you’re looking for in the business landscape.

This feature allows you to filter your search based on specific criteria, such as industry, job titles, and company size. For instance, if you’re searching for potential clients in the technology sector who hold executive positions, Sales Navigator helps you quickly identify and connect with those individuals.

• Refined Filters: Utilize specialized search criteria such as industry, job titles, and company size.
• Custom Criteria: Tailor your searches to find prospects based on precise attributes, enhancing relevance.
• Practical Example: Suppose you’re marketing an innovative SaaS solution. By searching for CTOs in tech companies with 100-500 employees, you streamline your outreach to a receptive audience.

Smart Recommendations: AI-Driven Insights for Prospecting

Imagine having a virtual assistant that studies your preferences and recommends connections that match your goals. LinkedIn Sales Navigator acts as this virtual assistant, leveraging artificial intelligence and machine learning to suggest leads based on your previous searches and activities.

This functionality helps you stay ahead of the curve by presenting potential leads you might not have discovered otherwise. It’s like having a knowledgeable colleague who consistently points you in the direction of promising prospects.

• Intelligent Insights: Leverage AI algorithms to receive lead suggestions based on your search history.
• Saves Time: Discover new leads aligned with your targets, minimizing research time.
• Application in Action: If you’re promoting a financial consultancy, Sales Navigator might recommend CFOs in finance firms, amplifying your potential client base.

InMail Engagement: Personalized Outreach Made Easy

Picture having a personalized way to initiate conversations with people who could be key contacts in your growth journey. LinkedIn Sales Navigator provides this capability through InMail, allowing you to reach out to individuals even if you’re not yet connected on the platform.

This is particularly advantageous for sparking dialogues with potential clients or partners in a targeted manner, leading to meaningful interactions that can drive business opportunities.

• Direct Messaging: Engage with prospects directly through InMail, even if not connected on LinkedIn.
• Tailored Conversations: Customize messages to resonate with each lead’s profile and preferences.
• Real-World Use: Imagine you’re introducing an innovative AI product. InMailing AI directors with tailored content showcase your expertise and their relevance.

Insights for Strategic Outreach: Real-Time Information Advantage

Keeping a finger on the pulse of your connections is crucial for successful networking. LinkedIn Sales Navigator offers insights into updates and changes within your leads’ professional journeys, such as job changes or company updates.

You can tailor your outreach strategies and interactions based on timely information. This enhances your ability to build genuine connections and offer relevant solutions.

• Timely Updates: Receive alerts on lead changes, such as job transitions or company developments.
• Strategic Approach: Leverage updates to create relevant touchpoints and build authentic connections.
• Applied Scenario: While promoting HR solutions, learning of an HR manager’s move presents a unique chance to discuss solutions at their new organization.

CRM Integration: Seamless Collaboration and Data Management

Imagine a harmonious collaboration between your LinkedIn network and your customer relationship management (CRM) platform. LinkedIn Sales Navigator makes this a reality by integrating with popular CRMs like Salesforce, HubSpot, and Microsoft Dynamics.

This integration streamlines your workflow by facilitating the exchange of information between platforms, enabling you to efficiently manage your leads and prospects. Additionally, you can categorize and track interactions with accounts, ensuring a holistic approach to nurturing relationships.

• Platform Synchronization: Integrate LinkedIn Sales Navigator with CRMs like Salesforce, HubSpot, and Microsoft Dynamics.
• Efficient Workflow: Facilitate smooth data transfer between platforms, centralizing lead management.
• Use in Practice: If you’re reaching out to a diversified set of leads, CRM integration ensures a cohesive strategy across your team’s interactions.

What is the price of LinkedIn Sales Navigator?

The real question is this: Is Sales Nav ROI? Sales Navigator is 79,99$ per month for its core (basic) version and 134,99$ per month for its advanced version. There are also yearly packages, with a 17% discount if you pay upfront.

These prices seem

a bit high, but they will be more than paid for by the results you can expect: when used properly, it will ensure a better generation of qualified leads and more efficient prospecting thanks to the software’s advanced features.

Below, you’ll find the current pricing for Sales Navigator:

If you are looking for the best ROI, don’t hesitate to take advantage of the promotional offers regularly proposed by LinkedIn, especially for new users. It is also possible to subscribe to more advantageous packages through certain LinkedIn-approved resellers.

The network offers you the possibility to benefit from a free one-month trial period to test all the features of the tool.

What is the difference between LinkedIn Premium and Sales Navigator?

LinkedIn Business, Premium, the Social Selling Index… Many formulas are similar and confusing. However, the subscriptions are not the same!

For LinkedIn prospecting, consider that the premium version of LinkedIn is not as complete as Sales Nav, which is really the brick of LinkedIn for this issue.

If you are already subscribed to LinkedIn Premium, you have access to some interesting features such as access to advanced statistics of your profile or the possibility to send InMails.

However, fan optimal use of Sales Navigator, it is necessary to subscribe to a specific subscription. Indeed, only Sales Navigator gives you access to all the advanced features you need to boost your prospecting on LinkedIn: advanced search, lead lists, InMails, interaction tracking, etc.

If you are still hesitating between the two offers, you should know that LinkedIn regularly offers combined Premium + Sales Navigator offers at attractive rates. These offers are an excellent opportunity to take full advantage of the features of the professional platform!

How to use LinkedIn Sales Navigator for prospecting?

As you can see, LinkedIn Sales Navigator is a powerful tool that can help you find new leads and better understand the needs of your target market. However, there are a few key steps to follow in its management to get the best possible result.

Step 1: Optimize your profile

First, you need to create a comprehensive and attractive profile on LinkedIn. Your profile should highlight your professional experience and accomplishments while being well-written and updated regularly. In addition, you need to make sure that your profile is optimized for search engines so that potential prospects can easily find you.

Step 2: Look for prospects

Once your profile is live, you can start using LinkedIn Sales Navigator for prospecting.

Start by searching for prospects based on criteria such as location, industry, or job title. You can also use LinkedIn Sales Navigator’s advanced search features to refine your search and find even more relevant prospects

You can then search for accounts (search by brand) or prospects (search by job title, for example, all restaurant managers in Bordeaux). The approach is a bit different, but both follow the same objective: acquiring new customers.

Once you have a list of potential prospects, it’s time to move on to the next step: engagement.

Step 3: Engage with your prospects

There are many ways to engage prospects on LinkedIn. The first is to send a message directly through the tool. You can also use the lead tracking feature of LinkedIn Sales Navigator to track your prospects’ activities and respond to new posts.

Finally, you can also use the tool to find groups on LinkedIn relevant to your target market and join the discussion. Groups are a great way to engage prospects, build long-term relationships and improve customer conversion.

Step 4: Track your performance

Once you’ve started engaging prospects, it’s important to track the performance of your campaign. Another benefit of LinkedIn Sales Navigator is that it offers a wealth of statistics and data that you can use to track lead engagement, conversion rates, and ROI.

By following these steps, you’ll be able to use LinkedIn Sales Navigator to its full potential to generate new leads and find new prospects.

Bonus steps: search on LinkedIn

There are different ways to use LinkedIn Search for prospecting purposes, and that’s what we’re going to explain a bit down below.

Classic Linkedin Search

With the classic search method, you just need to put some keyword in LinkedIn Search bar, and proceed to the request.

Then, whether you’re working with classic LinkedIn or Sales Navigator, you’ll have the ability to modify some filters (disclaimer: you get way more filters in LinkedIn Sales Navigator).

But if you want to get a very detailed answer, you’ll probably get to use LinkedIn boolean search.

Boolean advanced search

LinkedIn Sales Navigator is not just a tool but a treasure chest of search techniques that can refine your outreach to pinpoint accuracy. There are many operators that you can use to tailor a very accurate request… and therefore, a very accurate answer!

How To Use LinkedIn Boolean Search?

We've crafted a very detailed guide in which you'll find all the information and tips about using LinkedIn Boolean Search to boost your lead generation efforts.

Learn how to use LinkedIn Boolean Search!

Focused Search with Main Keywords

1. Primary Keyword Entry: Start by entering your main keyword in the search bar, for instance, “SEO consultant.”
2. Precision Results: This simple search narrows down results to individuals working exclusively in the specified profession.

Exclusive Search with NOT Operator

1. Keyword with NOT: Extend your search prowess by using the Boolean operator NOT. For example, “SEO consultant NOT.”
2. Refined Exclusivity: This technique targets a specific subgroup, like consultants in the SEO field rather than broader SEO professionals.

Strategic Choices with OR Operator

1. Multiple Keyword Choices: Optimize your search further by entering multiple keywords separated by OR, like “SEO OR SEA OR SMO.”
2. Sector Selection: This approach helps you choose between different sectors, such as various online marketing domains.

Laser-Sharp Targeting with Additional Keywords (AND)

1. Keyword Addition: Similar to the choice search, utilize the AND operator with multiple keywords, like “SEO AND SEA AND SMO.”
2. Precision Enhancement: This advanced method allows you to zero in on prospects who meet multiple criteria, ensuring a finely tuned targeting strategy.

Using LinkedIn Sales Navigator and LaGrowthMachine

LaGrowthMachine is a LinkedIn prospecting software that helps generate qualified leads on LinkedIn by automating the research, engagement, and follow-up of prospects.

With LaGrowthMachine, you can

• Automate prospecting on LinkedIn
• Generate qualified leads by automatically engaging prospects via LinkedIn
• Track lead engagement and conversion rates in real time via a reporting feature.

Using LaGrowthMachine and Sales Nav for b2b prospecting is a great combo: by plugging the two tools together, you can :

1. Search for your prospects using Sales Nav filters and lead lists
2. Import your lead lists directly into LaGrowthMachine
3. LaGrowthMachine will automatically scrape data from multiple sources and enrich the data around your leads
4. Once your lead lists are enriched, you can set up your multi-channel prospecting campaigns (Email + LinkedIn + Twitter)
5. Press the button… and wait for the leads to fall in!
6. If you really want to push the machine to the max, we can only recommend the use of a CRM to track the entire journey and not miss any leads!

By tracking the engagement and performance of your campaigns with the built-in reporting features, you will be able to optimize your LinkedIn prospecting for even better results.

Conclusion

So, should you untie the purse for LinkedIn Sales Navigator? The answer depends largely on your business, your budget, and how much you are looking to grow

If you want to upgrade your LinkedIn lead generation process and take your sales up a notch, then this is definitely an option to look into

However, if you’re still a little reluctant, know that there are many ways to use LinkedIn for prospecting without spending a dime.

Thanks for reading our article! Do you have any questions about using LinkedIn Sales Navigator? Feel free to let us know in the comments below.