How to Use LinkedIn Sales Navigator for Better Prospecting

Your sales representatives have a lot on their plate.

Often, the performance of B2B marketers and sales reps slows down because they spend most of their time on repetitive, boring tasks on LinkedIn such as searching, visiting, collecting data, sending connection requests and messages. While doing all these activities, they are left with no time to focus on the core lead generation activities. The result — poor outcomes. However, advanced LinkedIn automation tools have made things a lot easier and quicker.

With the best LinkedIn automation tools, B2B marketers and sales reps can automate certain tasks and get outcomes much faster. When it comes to prospecting, LinkedIn Sales Navigator is the best tool for that.

What is LinkedIn Sales Navigator?

LinkedIn Sales Navigator is one of the most popular LinkedIn automation tools introduced by LinkedIn itself. Since its launch in 2014, it has become one of the most effective tools for sales reps.

It’s because it has highly advanced filters that can take users from blind prospecting to highly precise prospecting.

This LinkedIn automation tool offers filters based on demographics, company size, working experience, job type, industry type, seniority level, and much more.

If you’re a B2B marketer who wants to find ideal prospects, Sales Navigator should be part of your targeted prospecting strategy.

How to Use LinkedIn Sales Navigator to Build a List of Prospects?

To use this LinkedIn automation tool, you first need to subscribe to its plan. It’s 99$ per seat and if you want to use it as a team, the rate might vary.

1. Set Up Your Account

Once you have subscribed to Sales Navigator, the next step is to set your preferences. It gives great results when you set up all the filters, regions, and industries that you want to target.

When it comes to finding the best prospects, this LinkedIn automation tool offers the best features to do so.

You can fill in data about what type of leads you’re looking for. To do so, you can add information about industry interests, sales regions, and job types that you’re targeting.

2. Find Your Ideal Prospects

Once you have set up your account preferences for this advanced LinkedIn automation tool, it’s time you start searching your prospects and build a strong list of the most useful leads. For that, you can use Lead Builder.

What is the lead builder? Lead builder is a feature within Sales Navigator that has advanced filters. You can use specific filters, use specific search options, and even Boolean operators to refine your searches.

Sales Navigator will give you 2500 prospects in your first go. Using this LinkedIn automation tool, you can get much more advanced results as compared to LinkedIn basic filters.

Once you have got the prospects lists, you would see the option, “Save as Lead option” to save the list of the relevant prospects. You can even use the

If you want to run a LinkedIn automation campaign for these prospects, use the latest LinkedIn automation tool that comes with a CSV file feature to extract lists.

You can then run a highly personalized LinkedIn automation campaign. Many businesses and B2B marketers have run successful campaigns using Sales Navigator’s results.

Note: Make sure the LinkedIn automation tool that you use has Sales Navigator Support.

3. Be Creative with the Keywords

Another great way to get the most out of Sales Navigator is to play with different keyword combinations to get relevant results.

Play with different combinations of keywords and phrases to narrow down a particular section of prospects. This helps to find people with relevant keywords and characteristics that indicate potential interest in what you have to offer.

4. Use Sales Spotlight

‘Sales Spotlight’ is a very unique and useful feature of Sales Navigator. Marketers and sales reps are using them to narrow down their searches.

When you run a search, ‘Sales Spotlight’ shows up at the top of the page. This feature highlights prospects who are more likely to show interest in your product and who are more likely to convert into your potential clients.

5. Take Advantage of Insights from Sales Navigator

Another great benefit of Sales Navigator is that it not only helps to find leads but also recommends leads based on profile data and information.

Also, if you’re interested in LinkedIn inbound marketing, Sales Navigator can even assist you in expanding your visibility. You can also check who viewed your profile to get an idea of who’s interested in you and your products.


A successful targeted prospecting strategy revolves around hitting the most qualified profiles out of 76- million+ prospects — a goal that is quite hard to achieve.

However, with the introduction of the best LinkedIn automation tools such as Sales Navigator, it’s gotten a lot easier, quicker and rewarding.

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