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How to Use LinkedIn Sales Navigator to find High-Value Leads in 2022

November 15, 2022

2300 leads in 6 months.



Is it possible? Yup. And that’s just one example of a case study where a startup leveraged Linkedin’s Sales Navigator to expand their business strategically. And the best part is you can do it too.



LinkedIn is one platform that provides more opportunities for sales teams facing B2B buyers who are closing the door on cold calls and relying on social media to influence buying decisions. But, more than that, LinkedIn is a great way to connect with potential customers and business partners and an incredibly powerful tool for lead generation. 



According to Hubspot, 80% of B2B leads come from LinkedIn.



So, let’s explore one of the most powerful features of LinkedIn for businesses: Sales Navigator.



What is LinkedIn Sales Navigator


Sales Navigator is a LinkedIn premium feature that gives users access to advanced search and filtering capabilities to help them find and connect with the right leads. It’s designed specifically for sales professionals that combines LinkedIn’s powerful tools, including:


  • Network Data 
  • Relevant News Sources
  • Your Accounts
  • Leads
  • Preferences


Through this system, you can better connect and build relationships with buyers you have to engage.



Currently, LinkedIn Sales Navigator is a paid subscription service that offers 3 plans:


  • Core: $79.99 per user per month
  • Advanced: $125 per user per month
  • Advanced Plus: Available upon email


It’s not the cheapest subscription, but it’s well worth the investment if you’re serious about using LinkedIn for lead generation. But that’s enough dictionary. Now that you know the what, you’ve gotta learn the how as well.



Here are 5 ways you can use LinkedIn Sales Navigator to find high-value leads:



1. Use advanced search filters


One of the most powerful features of Sales Navigator is the ability to use over 30 advanced search filters to find leads that are the best match for your products and services. The number of available search filters will depend on your subscription plan, but all plans come with various filters you can use to target your company’s ideal customer. These include:


  • Company size
  • Industry type
  • Geography
  • Seniority Level
  • Function
  • Workflow
  • Posted Content


By using these filters, you can create good icebreakers for your messages. Because let’s face it, the typical cold outreach message of “hey let’s connect” sure won’t cut it these days.



Simply start by talking about:


  • Their recently published content
  • Common experiences or backgrounds
  • Recent job change


Having access to these data allows you to personalize your sales messages to your prospect, so you’re just another person they can ignore.



2. Connect with the right leads


Once you’ve used the search filters to find leads that match your ideal customer avatar, it’s time to connect with them. You can make this easier by creating a lead list. 



Here’s how you can create a lead list:


  1.           Select leads with checkboxes
  2.           Click “Save to a list”
  3.           Click the “+” button
  4.           Name your list


Another thing to find high-quality leads is to use the Lead Recommendations feature, where you can automatically receive leads based on your presets and saved prospects.



With the Lead Recommendations feature, you can also:


  • Receive pre-vetted leads.
  • See similar decision-makers and influencers at recommended companies.
  • Get notified of new leads that are automatically sent to your email and accessible on all internet-connected devices.
  • Check recommended decision-makers and influencers within your target accounts that the LinkedIn Sales Navigator automatically sends, and identify new leads.



3. Organize your leads with tags and notes


B2B sales are becoming more complex by the day, with 5 to 6 people involved in purchase decisions. For sales reps, it can be challenging to identify all the decision-makers and influencers and create a more customized sales approach.



With LinkedIn Sales Navigator, you can keep tabs on your leads and better understand them through tags and notes.



As you discover new insights and make more connections, you can use tags to categorize your leads, such as:


  • Key contacts
  • Budget
  • Purchasing timeline


Plus, you can add notes to keep track of important information about each lead, like the following:


  • Their pain points
  • What they’re looking for
  • Relevant case studies
  • Customized sales pitches


This is an incredibly valuable way to stay organized and ensure that you’re always following up with the right people at the right time.



4. Use TeamLink to identify connections


When working with multiple sales reps in a team, it’s inevitable to find the same leads ー and when that happens, it’s a great way to identify warm leads and work together to shorten the path to a sale. LinkedIn Sales Navigator can help avoid this by ensuring everyone is on the same page with TeamLink.



TeamLink allows you to:


  • View all members of your team
  • Filter by location, function, or industry
  • See which leads each member of your team is working on


If you currently don’t have any connections, save your TeamLink search and then get notified when a team member connects with one of your leads.



Another benefit of the TeamLink feature is that it can help by tapping the credibility of another person’s connection. When you have a prospect with connections with your peer or team member, you can leverage their relationship to make an introduction.



5. InMail your prospects


Once you’ve connected with a prospect on LinkedIn, it’s time to start building a relationship. One of the best ways to do this is by sending an InMail.



LinkedIn InMails are premium LinkedIn messages you can send to anyone on LinkedIn, even if you’re not connected to them. You can use InMails to:


  • Send a personalized message
  • Request a meeting or call
  • Share helpful resources
  • Offer support or advice


When writing your InMail, keep it short and sweet ー no one wants to read a novel from a stranger. So, be clear about what you want and why they should care. Remember, shorter InMails (0-400 characters) get a better response rate of 22% higher than the average response rate for all InMails. And, If you have a mutual connection, be sure to mention it.



With LinkedIn Sales Navigator, you can send up to 50 InMails per month, so it’s best to use them wisely. You can send a connection first and only use InMail messages if they don’t accept your connection request.



Maximize LinkedIn Sales Navigator for Better Leads


LinkedIn Sales Navigator is a powerful tool that can help you find and connect with high-value leads. With the features we’ve covered in this post, you can better target your prospects, stay organized, collaborate with your team, and build relationships ー everything you need to close more deals and reach your sales goals.



Of course, getting leads and prospects is not as valuable if you can’t craft a perfect and clear message to send in your InMails that actually gets a response. Luckily, there are experts out there to help you nail your messaging and seal the deal. At ScalesUpSales, we help sales teams and CEOs maximize deal flow and generate more revenue with Outbound Lead Generation.



Need help in getting more leads and closing more deals? Contact us to see what we can do for you.