Contents
In the realm of sales tools, LinkedIn Sales Navigator stands out as a uniquely useful choice.
Designed especially for sales professionals, it’s a platform that effectively facilitates lead generation by leveraging LinkedIn’s expansive network.
| Features | LinkedIn Basic Features | Sales Navigator Features | Plan |
|---|---|---|---|
| Searches | 50 /month | Unlimited | Core |
| Search results | 1000 | 2500 | Core |
| Search Filters | 18 | 45 | Core |
| Boolean Search | Limited | Complete | Core |
| Account Searches | No | Yes | Core |
| ABM | No | Yes | Core |
| Lead Tracking | No | Alerts, Lead lists | Core |
| Saved Searches | No | Yes | Core |
| Direct Messages | 1st Degree Connections | Anyone with Inmail messages | Core |
| Warm Introductions | No | Icebreaker ideas, Teamlink Intros | Advanced |
| Smartlinks | No | Yes | Advanced |
| CSV Upload | No | Yes | Advanced |
| CRM sync | No | Yes | Advanced Plus |
| Contact Update | No | Yes | Advanced Plus |
| Advanced Ad Manager | No | Yes | Advanced Plus |
| CSV Export | No | No | None |
This article will provide in-depth insight into navigating the Core, Advanced, and Advanced Plus features of the LinkedIn Sales Navigator.
Whether you are a seasoned sales rep or a curious newbie exploring sales tools, we trust you’ll find our guide valuable.
Let’s begin exploring:
- 9 Benefits of LinkedIn Sales Navigator Core
- 3 Benefits of LinkedIn Sales Navigator Advanced
- 3 Benefits of LinkedIn Sales Navigator Advanced Plus
This will help you to unlock potential new leads, engage with your target audience, follow up in real time, and ultimately improve your sales outreach.
9 Benefits of LinkedIn Sales Navigator Core
The core features of LinkedIn Sales Navigator are the basic functionalities that help you find and contact your prospects.
LinkedIn Sales Navigator Core’s benefits are:
- Unlimited searches
- Access to 2500 search results
- 45 search filters
- Boolean Search
- Account searches
- Identify decision-makers
- Saved Searches
- Alerts & notifications
- InMail
1. Unlimited searches
One of the most important features of LinkedIn Sales Navigator is the ability to perform unlimited searches on LinkedIn.
Unlike the free version of LinkedIn, which limits your monthly searches based on your usage, LinkedIn Sales Navigator allows you to search as many LinkedIn profiles as you want without any restrictions.
This means you can find more leads and prospects that match your criteria and expand your sales pipeline.
Benefits of unlimited searches
- You can find more leads and prospects that match your criteria and expand your sales pipeline.
- You can avoid hitting the commercial use limit on LinkedIn and losing access to valuable data.
- You can refine your search criteria and experiment with combinations to optimize your results.
2. Access to 2500 search results
Another benefit of using LinkedIn Sales Navigator is accessing more search results per query.
While the free version of LinkedIn only shows 100 results per query, LinkedIn Sales Navigator shows up to 2500 results per query.
This means you can access more potential leads and prospects that fit your target profile and increase your chances of finding the right ones.
Benefits of access to 2500 search results
- You can access more potential leads and prospects that fit your target profile and increase your chances of finding the right ones.
- You can save time and effort by scrolling through fewer pages and seeing more relevant results.
- You can compare and contrast prospects and accounts based on their profiles and activities.
3. 45 search filters
Another key feature of LinkedIn Sales Navigator is the availability of more advanced search filters than the free version of LinkedIn.
While the free version only offers a few basic filters such as location, industry, company size, job title, etc…
LinkedIn Sales Navigator offers more than 20 additional advanced lead filters such as seniority level, function, years in current position, years at current company, groups, interests, etc.
These filters help you narrow your search results and find the most relevant and qualified prospects for your business.
Benefits of additional advanced search filters
- You can narrow your search results and find the most relevant and qualified prospects for your business.
- You can segment your prospects based on various criteria and tailor your outreach accordingly.
- You can discover new opportunities and niches that you might have missed otherwise.
4. Boolean search
Sales Navigator Boolean search allows you to combine keywords with operators such as AND, OR, NOT, etc. to create more complex and precise queries.
For example, if you want to find sales managers who work in software companies in New York, you can use a Boolean search like this:
“sales manager” AND “software” AND “New York“.
However, for this kind of query, you will be limited to the LinkedIn basic search, as LinkedIn won’t let you use complex Boolean expressions.
They want you to buy Sales Navigator for that.
LinkedIn Sales Navigator search supports Boolean queries for lead and account searches, giving you more flexibility and control over your searches.
Benefits of Boolean search
- You can create more complex and precise queries that match your needs and preferences.
- You can exclude irrelevant or unwanted results that might clutter your searches.
- You can combine different keywords and operators to create multiple variations of your queries and test their effectiveness.
5. Account Searches
An account search is a type of search that allows you to find and target specific companies that match your criteria.
For example, if you want to find software companies that have more than 500 employees and are based in the US, you can use an account search like this:
- Industry: Software
- Company size: 501-1000
- Location: United States
LinkedIn Sales Navigator allows you to perform account searches and access detailed information about each company, such as industry, revenue, headcount, growth rate, etc.
Benefits of Account Searches
- You can find and target specific companies that match your criteria and are likely to be interested in your products or services.
- You can access detailed information about each company and use it to craft hyper-personalized LinkedIn messages.
6. Identify Decision Makers
One of the challenges of B2B sales is to find decision-makers on LinkedIn within your target accounts.
These people have the authority, budget, and need for your products or services.
LinkedIn Sales Navigator helps you identify the decision makers within your target accounts by showing you their job titles, roles, responsibilities, seniority levels, etc.
You can also see their profiles, activities, interests, groups, etc., and use them to build rapport and trust.
Benefits of identifying decision-makers
- You can identify and contact the decision-makers within your target accounts, increasing your chances of closing the deal.
- You can avoid wasting time and resources on unqualified or irrelevant contacts who might not have the power or interest to buy from you.
- You can use their profiles, activities, interests, groups, etc. to build rapport and trust and establish yourself as a credible and valuable partner.
7. Saved Searches
Saved searches are a feature that allows you to save your search queries and criteria for future reference.
Every time new potential customers match with your search filters, they will be added to your saved search results.
So, use LinkedIn Sales Navigator saved searches to put your LinkedIn lead generation on autopilot.
You can save up to 15 leads and 15 account searches on LinkedIn Sales Navigator.
This way, you don’t have to repeat the same searches whenever you want to find new prospects or accounts.
You can edit, delete, or rename your saved searches as needed.
Benefits of Saved Searches
- You can save your search queries and criteria for future reference and avoid repeating the same searches whenever you want new leads or accounts.
- You can edit, delete, or rename your saved searches as needed and keep them updated and organized.
- You can get alerts on new leads or accounts that match your saved searches and stay on top of new opportunities.
8. Alerts & notifications
Alerts on lead activities inform you about the changes or updates on your saved leads or accounts.
You will see alerts on your Sales Navigator homepage once you create custom lists of leads or accounts.
For example, if one of your saved leads changes their job title, posts an update, shares an article, mentions your company, etc., you will get an alert on LinkedIn Sales Navigator.
These alerts help you stay informed about your prospects’ behaviors and interests and use them to engage with them at the right time with the right message.
Benefits of alerts & notifications
- You can stay informed about your prospects’ behaviors and interests and use them to engage with them at the right time with the right message.
- You can avoid missing out on important events or opportunities that might affect your prospects’ buying decisions or readiness.
- You can show your prospects that you are paying attention to them and care about their needs and goals.
9. InMail
InMails are direct messages you can send to any LinkedIn member without being connected.
Unlike regular messages requiring a connection request first, InMails allow you to bypass the connection process and reach out to your prospects directly.
LinkedIn Sales Navigator gives you 50 monthly InMail credits based on your plan.
You can use these credits to send personalized and targeted messages to your prospects and start a conversation with them.
Benefits of InMails
- You can bypass the connection process and contact your prospects without waiting for their response.
- You can reach out to your prospects without waiting for their response to your connection request or risking being ignored or rejected.
3 Benefits of LinkedIn Sales Navigator Advanced
LinkedIn Sales Navigator Advanced offers additional functionalities that help you enhance your sales performance and results.
LinkedIn Sales Navigator Advanced features are:
- Get Introductions with TeamLink
- Track interest with Smartlinks
- Import Account lists
1. Get Introductions with TeamLink
LinkedIn TeamLink is a feature that allows you to leverage your team’s network and connections to get warm introductions to your prospects.
It’s a really powerful tool for social selling and LinkedIn sales prospecting.
For example, if one of your team members is connected with a decision-maker in your target account, you can use TeamLink to request an introduction from them.
This way, you can bypass the cold outreach and get a referral from someone who already knows and trusts your prospect.
Benefits of TeamLink
- You can bypass the cold outreach and get a referral from someone who already knows and trusts your prospect.
- Using the power of social proof and reciprocity can increase your chances of getting a positive response and a meeting with your prospects.
- You can strengthen your relationship with your team members by helping each other and sharing leads and opportunities.
2. Track Interest with SmartLinks
SmartLinks are a feature that allows you to share content with your prospects and track their engagement and interest.
For example, if you want to share a case study, a white paper, a video, or any other type of content with your prospect, use SmartLinks to create a unique link that you can send via email or InMail.
You can then see how many times your prospect opened the link, how long they spent on the content, what pages they viewed, etc.
You can also get alerts when your prospect engages with your content.
Benefits of SmartLinks
- You can share content with your prospects and track their engagement and interest.
- You can gauge your prospect’s readiness and willingness to buy based on their behavior and actions.
- You can follow up with your prospect at the right time with the right message based on their level of interest.
3. Import Account Lists
The account list import feature allows you to import a list of accounts that you want to target from an external source, such as a CRM system, a spreadsheet, or a website.
For example, if you have a list of accounts that you want to target from Salesforce, you can use import account lists to upload the list to LinkedIn Sales Navigator.
You can then see the details of each account, such as industry, revenue, headcount, growth rate, etc.
You can also see the list of decision-makers and influencers within each account and their profiles.
Benefits of Import Account Lists
- You can import a list of accounts you want to target from an external source and save time and effort finding them on LinkedIn.
- You can access detailed information about each account and use it to craft personalized and relevant messages.
- You can see the list of decision-makers and influencers within each account and their profiles and connect with them directly.
3 Benefits of LinkedIn Sales Navigator Advanced Plus
The Advanced Plus features of LinkedIn Sales Navigator are the premium functionalities that help you integrate LinkedIn Sales Navigator with other tools and platforms.
LinkedIn Sales Navigator Advanced Plus Features are:
- CRM Sync
- Contact Update
- Advanced Ad Manager
1. CRM Sync
CRM integration is a feature that allows you to sync LinkedIn Sales Navigator with your CRM system, such as Salesforce or Microsoft Dynamics.
For example, if you want to update or create a lead or an account in your CRM system based on the information from LinkedIn Sales Navigator, you can use CRM sync to do so automatically.
You can also see the information from your CRM system on LinkedIn Sales Navigator, such as notes, tasks, opportunities, etc.
This way, you can keep both platforms updated and aligned without switching back and forth between them.
Benefits of CRM Sync
- You can sync LinkedIn Sales Navigator with your CRM system and keep both platforms updated and aligned without switching back and forth between them.
- You can avoid manual data entry and duplication and save time and effort in managing your leads and accounts.
- You can ensure data accuracy and consistency and avoid missing or conflicting information.
2. Contact Update
Contact update is a feature on LinkedIn that lets you be notified when your contacts change their job titles, roles, responsibilities, companies, etc.
For example, if one of your contacts moves to a new company or gets promoted to a higher position, you will get an alert on LinkedIn Sales Navigator.
You can then use this information to congratulate them, reconnect with them, or update your CRM system accordingly.
This data validation feature makes a huge difference in your sales workflows by allowing you to detect buyer intent signals.
Your champion leaving a company is a risk for your current deals.A champion joining new companies is an opportunity to close new accounts.
Benefits of Contact Update
- You are notified when your contacts change their job titles, roles, responsibilities, companies, etc., on LinkedIn. Use this information to congratulate them, reconnect with them, or update your CRM system accordingly.
- You can maintain and nurture your relationships with your contacts and keep them warm and engaged.
- You can discover new opportunities and prospects based on changes and movements in your contacts.
3. Teamlink Extend
Teamlink Extend allows you to see if your prospects are connected to anyone in your company (not just your sales teammates).
That dramatically increases the warm introduction your Sales team can get from people working in their company.
Benefits of Teamlink Extend
- All the salespeople in your company get access to the entire network of all their colleagues.
- The number of warm introductions your sales team can get dramatically increases.
- It makes everyone in the company involved in the sales process.
Conclusion
LinkedIn Sales Navigator is a powerful sales tool that helps you find, connect, and engage with your target audience on the world’s largest professional network.
By using these features effectively, you can boost your sales performance and results and grow your business.
Considering the pricing of the LinkedIn sales solution, the ROI is there. Do not hesitate to switch from a regular LinkedIn account to a Sales Navigator account.
The only thing LinkedIn Sales Navigator doesn’t allow is exporting your leads into a CSV, but you can do that using a third-party automation tool like Evaboot.
FAQ
What are the benefits of using LinkedIn Sales Navigator?
LinkedIn Sales Navigator is a powerful tool that enables sales professionals to build relationships at scale.
When you save leads or contacts, the platform automatically notifies you of important moments and milestones, opportunities for timely outreach, and noteworthy developments at the account.
This helps you stay informed and engage with your prospects in a timely and relevant manner.
Is Sales Navigator on LinkedIn worth it?
Yes, LinkedIn Sales Navigator is worth it for B2B sales professionals, sales teams, or founders.
However, the tool is only as good as the user, so you need to invest in training to ensure you use it correctly. It is a critical tool for finding and generating leads on LinkedIn.
What does LinkedIn Sales Navigator include?
LinkedIn Sales Navigator is a paid tool designed to help sales professionals get more out of LinkedIn.
It includes a powerful set of search capabilities, improved visibility into extended networks, and personalized algorithms to help you reach the right decision-maker. Some of its features include advanced search filters, recommended sales leads, job change alerts, and unlimited profile searches.
What is the difference between LinkedIn Premium and Sales Navigator?
LinkedIn Sales Navigator and LinkedIn Premium are two different subscription plans on LinkedIn.
Sales Navigator is designed specifically for sales professionals and includes advanced search features, lead recommendations, and improved visibility into extended networks.
LinkedIn Premium, on the other hand, offers additional insights into your LinkedIn activity and is more geared towards general users.
While both tools are helpful, Sales Navigator is the better choice for sales professionals who want to improve their LinkedIn search capabilities.
Disclosure
This content was partly written by AI (ChatGPT 4), I added my own perspective, fact-checked it and made sure it is helpful for you.
