If you're in B2B sales and are not using LinkedIn Sales Navigator, you're leaving money on the table. It’s the #1 platform for relationship-based selling—built for identifying decision-makers, starting conversations, and moving deals through the pipeline.
Forget the limitations of the free LinkedIn account. Sales Navigator is a purpose-built toolkit designed for modern B2B prospecting, pipeline management, and closing high-value deals. Let’s break down how to make the most of this powerhouse platform and implement strategies that actually convert.
What is LinkedIn Sales Navigator?
LinkedIn Sales Navigator is LinkedIn’s premium sales solution. Think of it as your prospecting command center. It lets you:
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Access real-time insights about accounts and leads
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Use advanced filters to pinpoint ideal customers
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Build custom lead lists
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Reach decision-makers with InMail
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Sync with CRMs for pipeline visibility
The free version no longer cuts it, and there is no segmentation, tracking, or direct messaging outside your network. With Sales Navigator, sales reps can target better, personalise outreach, and shorten the sales cycle.
“Sales Navigator features a powerful set of search capabilities, improved visibility into extended networks, and personalised algorithms to help you reach the right decision-maker.”- LinkedIn.
The Three Tiers of LinkedIn Sales Navigator
There are three levels of Sales Navigator subscriptions.
The Professional plan:
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- 20 InMail messages per month
- 1,500 saved leads
- Advanced lead and company search
- Custom lists, tags and notes
The Professional tier is perfect for individual reps. It lets you find and message leads outside your immediate network, vital for new business development. With saved leads and alerts, you won’t miss a signal.
The Team plan:
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- 30 InMails/Month
- 5,000 saved leads
- CRM integrations
- TeamLink
- 25 monthly out-of-network unlocks
With TeamLink, your sales team can leverage shared connections for warm intros, a game-changer for account-based selling. Plus, CRM sync keeps everything tight between your outreach and reporting.
The Enterprise plan
The Enterprise sales navigator plan combines the best features from both the Professional and Team plans plus:
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- 50 InMails/Month
- 10,000 saved leads
- TeamLink Extend for broader network access
- Designed for large-scale sales orgs (10+ reps)
TeamLink Extend lets you tap into colleagues' networks without needing every team member on a full Sales Navigator license. Smart, scalable, and built for serious sales teams.
5 Winning Strategies for Using LinkedIn Sales Navigator in B2B Sales
Let’s merge LinkedIn's power features with proven tactics. These five strategies will sharpen your LinkedIn sales approach and help your team hit targets faster.
1. Optimise your LinkedIn profile like a closer
Before you connect with or InMail anyone, make sure your profile speaks to your buyer:
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Use a sharp headshot
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Write a headline that sells your value, not your job title
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Highlight client wins and quantifiable results
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Add recommendations for social proof
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Claim your custom LinkedIn URL
Your LinkedIn profile is your digital storefront. Make sure it converts.
2. Use advanced filters to zero in on dream accounts
Sales Navigator’s Advanced Search is where the magic happens. Use over 20 filters to build hyper-targeted lead lists, including company headcount, job titles, geography, industry, and more.
Use Boolean search to combine keywords for even sharper segmentation. Save your filters and build repeatable workflows.
Pro Tip: Set Sales Preferences (in settings) to guide your lead recommendations and reduce manual work.
3. Send personalised InMails that actually get responses
InMail is a Sales Navigator superpower, but don’t waste it. Personalisation is key:
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Reference a recent post, event, or company news
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Focus on their challenges, not your pitch
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Use a clear CTA like “Let’s book 15 mins to explore this?”
Keep it short. Add value. Ask for time, not the sale.
4. Leverage TeamLink for Warm Intros
B2B sales is a team sport. With TeamLink, reps can see if colleagues are already connected to a lead. That opens the door for warm referrals and a much higher close rate.
It’s the ultimate account-based sales assist.
5. Engage with Content to Stay Top of Mind
Sales Navigator helps you track what your leads are posting. Use that to:
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Comment on relevant posts
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Share their content on your feed
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Message them with context ("Saw your post on X—great take!")
Position yourself as an expert. Be helpful before the pitch. This builds trust and drives reply rates.
Bonus: Use LinkedIn Groups and content to expand your reach
Join the groups your target buyers are in. Comment. Contribute. Share insights. This builds brand equity and earns you access before you connect directly.
Post content regularly, whether it’s company wins, industry trends, or repurposed blog content. Consistency builds authority.
Final thoughts: Why LinkedIn Sales Navigator belongs in every B2B tech stack
Sales Navigator is more than just a tool—it’s a competitive advantage for sales teams that need to prospect smarter and close faster. When paired with a clear ideal customer profile (ICP) and a content-fueled outreach strategy, it becomes a full-blown revenue engine.
Reminder: It integrates with leading CRMs and platforms like HubSpot so you can align your outbound efforts with your sales pipeline.
It’s also essential for teams focused on:
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Account-based selling
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Enterprise deal cycles
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Social selling and brand-building
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SDR personal branding
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Complex stakeholder mapping
The best sales reps don’t just use LinkedIn. They live in Sales Navigator. And they consistently hit quota because of it.
Next Step: Start a free trial or audit your current use. Not using LinkedIn Sales Navigator? You’re already behind.
Ready to master LinkedIn Sales Navigator?
Unlock More Pipeline. Close More Deals.
Book a free 15-minute LinkedIn Sales Navigator audit, and we’ll show you:
- How to find high-intent leads in your niche
- Where your team is leaving revenue on the table
- How to integrate Sales Navigator into your CRM + outbound playbook
Whether you're running ABM plays or just want better meetings on the calendar. Sales Navigator is your untapped edge. Book your audit now.
