Level Up Your Sales Navigator Game
I’ve pulled together quick, practical tips to help you find better leads, start smarter conversations, and build real relationships that drive bigger, faster deals.
Whether you're prospecting, nurturing, or closing, these tips are designed to help you sell more effectively with Sales Navigator.
Check out the videos or scan the written tips—pick what works for your workflow and start seeing results.
Three filters in lead search that will help you connect with the right person at the right time
1️⃣ New senior leaders in targeted companies - why?
👍 New leaders are 62% more likely to accept your InMails, giving you an opportunity to start a business conversation.
👍 New leaders are 5 times more likely to be open to discussing a new product. They bring fresh energy and a spirit of change.
2️⃣ New hires in the company - if the company is increasing its headcount, it might be a good indicator that you have an opportunity to close your next big deal.
3️⃣ A champion who has left a company you work with (past customer) - this means you may have an advocate for your product in a new company. Reach out to the person, congratulate them on their new role, and schedule a catch-up meeting to explore potential collaboration.
Lastly, make sure you save the searches and check the notifications of those searches. That’s how you make Sales Navigator work for you, helping you save time and stay focused on prospecting.
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Written Tips
Three filters in lead search that will help you connect with the right person at the right time:
1️⃣ New senior leaders in targeted companies - why?
👍 New leaders are 62% more likely to accept your InMails, giving you an opportunity to start a business conversation.
👍 New leaders are 5 times more likely to be open to discussing a new product. They bring fresh energy and a spirit of change.
2️⃣ New hires in the company - if the company is increasing its headcount, it might be a good indicator that you have an opportunity to close your next big deal.
3️⃣ A champion who has left a company you work with (past customer) - this means you may have an advocate for your product in a new company. Reach out to the person, congratulate them on their new role, and schedule a catch-up meeting to explore potential collaboration.
Lastly, make sure you save the searches and check the notifications of those searches. That’s how you make Sales Navigator work for you, helping you save time and stay focused on prospecting.
How to Use Sales Navigator as a Data Platform (Not Just a Prospecting Tool)?
Most sales professionals use Sales Navigator simply to identify key decision-makers. But once they find their targets, they often move on to other platforms, missing out on the wealth of real-time insights Sales Navigator provides.
Here’s how you can use it as a powerful data platform to stay informed and better prepare for meetings:
1️⃣ Save Leads and Accounts - Save the people and companies you’re targeting to get real-time updates about your prospects. These insights keep you in the loop on important changes and opportunities.
2️⃣ Account IQ - This feature delivers a snapshot of your target company, including objectives, challenges, headcount trends, and more. Use this data to prepare for discovery calls with a deep understanding of your prospect’s world.
3️⃣ New AI feature: “See How Your Product Can Help <Company>” - This feature in Account IQ provides tailored insights on how your product can address your prospect’s challenges. Leverage it to focus on solving their problems—not just pitching your product.
How Can AI in Sales Navigator Help Sellers Perform Like Top Performers?
As AI becomes a part of nearly every conversation today, the obvious question is: How can AI make sales reps more hashtag#efficient and effective?
Here are three ways new AI-powered features in Sales Navigator can help sellers perform like top performers by connecting with the right people, at the right time, with the right message:
1️⃣ Lead Finder – Automates the manual steps of prospecting, enabling sellers to find the most relevant leads quickly and focus on selling, just like top performers who prioritize efficiency.
2️⃣ Message Assist – Helps sellers craft personalized, contextually relevant outreach messages. This saves time and improves engagement, mirroring how top sellers always make their communication feel personal and targeted.
3️⃣ Enhanced Account IQ – Provides instant account summaries with the ability to further personalize insights, empowering sellers to tailor their approach with the precision that top performers use when researching accounts.
Have you tried the AI features of Sales Navigator in your day-to-day as a seller? What did you find most effective?
How to Leverage AI to Send Personalized Messages?
Let’s face it: generic messages are a thing of the past. Think about how you feel when you get a message that’s clearly been copy-pasted 100+ times. No one wants to be "just another name" on a list.
With the new AI features in Sales Navigator, you can create personalized messages while saving time. Here’s how:
1️⃣ Select Your Prospect – Choose the decision-maker you want to contact with in Sales Navigator and click on “Message.”
2️⃣ Write with AI – At the bottom of theInMail, click “Write with AI” to generate tailored message suggestions.
3️⃣ Pick & Polish – Choose the option that fits best and tweak it to match your voice.
4️⃣ End with a Clear Call2Action – I always wrap up my InMails with something actionable:
“Would [day], [date], [time] work for a quick 15-minute call?”
3 Filters That Will Make Your Search Process Much More Efficient
Prospecting can be daunting and tedious; however, with the right infrastructure, it becomes much easier.
Here are three main filters that I use for prospecting, which have made my life significantly easier:
✨ Accounts List: If you know your book of business (e.g., account manager and/or receive a target list of accounts from sales operations), you can easily upload it as a CSV file to Sales Navigator. This allows you to search within your accounts, saving you from the hassle of multiple clicks every time.
✨ Persona: You can build the specific function you usually target, making your search much more focused.
✨ Warm Path In: My favorite! 😊 As the famous saying goes, “It’s not what you know, but who you know.” When you receive a warm introduction, you dramatically increase your chances of receiving a response. By leveraging features that highlight who in your network can introduce you to the relevant prospect, you ensure you work smarter, not harder.
How to Leverage AI to Send Personalized Messages?
Let’s face it: generic messages are a thing of the past. Think about how you feel when you get a message that’s clearly been copy-pasted 100+ times. No one wants to be "just another name" on a list.
With the new AI features in Sales Navigator, you can create personalized messages while saving time. Here’s how:
1️⃣ Select Your Prospect – Choose the decision-maker you want to contact with in Sales Navigator and click on “Message.”
2️⃣ Write with AI – At the bottom of theInMail, click “Write with AI” to generate tailored message suggestions.
3️⃣ Pick & Polish – Choose the option that fits best and tweak it to match your voice.
4️⃣ End with a Clear Call2Action – I always wrap up my InMails with something actionable:
“Would [day], [date], [time] work for a quick 15-minute call?”
How to Leverage the “Persona” Feature for More Effective Prospecting?
Prospecting and multithreading can be exhausting processes. However, if you set up your infrastructure properly, you save time, become more focused, and receive valuable insights to contact the relevant people at the best time.
When targeting a specific ICP, we focus on specific functions. By creating a Persona in Sales Navigator, we can make the prospecting process much easier and more focused. Here are the three occasions I’ve found the Persona feature most effective:
1️⃣ Workflow – Once I have the Persona I’m targeting saved, whenever I want to look for new leaders within my targeted accounts, I can easily choose to focus on my saved accounts and look only for the Persona I’m targeting. This means less noise and better results.
2️⃣ Growth Insights – If the potential of selling a product is impacted by the growth of headcount in a specific department, the Persona growth insights are extremely efficient. For example, the product I’m selling is relevant for salespeople. So, when I see a company with a growing headcount of sales reps, that is a strong indicator for a new deal for me.
3️⃣ Quick Access – You can access the potential Personas to contact directly from your homepage, leading to faster access, fewer clicks, and more focus.
How to leverage the Buyer Intent feature for your prospecting?
Prospecting is an art, and doing it properly can help us identify the right buyers at the right time. Simply put: if a customer has high buyer intent, it indicates that they are interested in your products and company.
The 3 main prospecting ways I leverage buyer intent are:
🌟 Account Hub – Once you’ve saved the accounts you want to focus on, you can prioritize them, so you’ll focus on those with high buyer intent first.
🌟 Lead Search – You can use the filter that presents leads who work at accounts that have expressed high or moderate interest in your company in the past 30 days.
🌟 Discover New Accounts – When you focus on new business engagements, you can ensure your prospecting is targeted at the accounts that have shown the highest buyer intent in your company and products.
InMails – How to Make Your Prospecting Process More Efficient?
The most common question I receive about InMails is: “Why does each user receive just 50 InMails per month and not more?”
The answer is simple: If you write personalized messages that lead the recipient to accept your InMail, you’ll have an unlimited number of InMails.
Wait… WHAT?
✨ Quality over quantity – When you send generic, automated messages, you decrease your chances of getting a response.
While crafting a personalized message may take more time, wouldn’t you prefer avoiding potential spam and receiving more replies?
✨ An internal reward system – When your prospect accepts or declines your InMail, you get the credit back. Why? Because it means your message was engaging enough to prompt a reaction.
If you keep sending InMails that get no response, you’ll hit your monthly cap of 50 InMails and have to wait until the next month for a new “batch.”
✨ Integrate InMails into your prospecting flow – Instead of sending connection requests (which are often declined or ignored), start your outreach with an InMail. This allows you to provide more context (since InMails have more space than a connection request).
Keep in mind: your first meeting with a prospect should be a quick 15-minute intro or validation call, not a heavy demo. InMails are the perfect tool to help get your “foot in the door.”
How to Leverage Your Network for More hEfficient Prospecting?
As the famous saying goes: "It’s not what you know, but who you know." This is especially true when it comes to opening doors in the business world.
Specifically, receiving a warm introduction to a potential decision-maker (DM) significantly increases your chances of getting a response and securing a meeting.
❓ How can you leverage your LinkedIn network for warm introductions with Sales Navigator?
1️⃣ Mutual Connections – When defining your target persona, go one step further by focusing on individuals with whom you share a mutual connection. Leveraging your network for warm introductions increases the likelihood that your potential prospect will reply.
2️⃣ Specific Super-Connectors – You know those people who seem to know everyone? Make sure to have a few of them in your network. You can search for the personas you're targeting that are connected to these super-connectors and ask for an intro.
3️⃣ Executive TeamLink Connections – When your company’s executives activate their TeamLink (for more information on TeamLink, check the first comment), you can identify DMs who are connected to the decision-makers you’re targeting.
For example, if my CFO activates their TeamLink user, even if we’re not connected on LinkedIn, I can see which prospects are connected to them and request an intro. It’s a win-win: I get a warm introduction from a senior leader to a potential prospect, while the company leverages its leadership to build relationships and multithread with potential customers.
How can you leverage “The Rule of 7” in your prospecting efforts?
Let’s be honest, no one likes to be ignored. I certainly don’t!
While I never take it personally, it can be frustrating when a potential prospect doesn’t respond. After three years at LinkedIn Sales Solutions, I’ve learned that the more touchpoints you create with decision-makers (DMs), the more likely they’ll respond.
Sounds simple, right?
Here’s where Sales Navigator comes in.
Once you save key decision-makers, you’ll start receiving notifications about them. whether they’ve changed roles, earned a promotion, or published a post.
That’s where the "Rule of 7" comes into play: it suggests that a prospect needs to see or interact with your brand at least seven times before taking action. By consistently engaging with your prospect’s content, you build that familiarity and trust over time.
❗ Think about it: we all check who likes or comments on our posts. ❗
By consistently liking and commenting on your prospect’s content, your name (and face) will start to become familiar to them. Here's how this strategy can help your prospecting:
1️⃣ Stay informed: You’ll be in the loop about what’s top of mind for your prospects, giving you insights into their interests and challenges.
2️⃣ Familiarity breeds trust: When your face pops up in their notifications, you’re no longer just another stranger reaching out: your name is already on their radar.
3️⃣ Easy icebreakers: Your engagement gives you a natural opener when you reach out. For example:
“Hi [Prospect], I saw your recent post about [Topic], and it got me thinking! I’d love to hear more about your perspective—do you have 15 minutes for a quick chat?”
❓ How can Boolean search make your prospecting more accurate?
In today’s world, professionals specialize in unique skills and industries. Effective prospecting is key to building a strong pipeline and saving time, and that’s where Boolean search becomes a game-changer.
By using specific keywords, you can narrow down your search to focus only on the right people.
Here are 3 ways Boolean search can make your prospecting smarter:
1️⃣ Targeting Specific Technologies - Looking for leads with experience in a specific technology? Use quotation marks around the technology name, like “JavaScript”, to flag leads whose profiles mention it in their skills, experience, or summary.
2️⃣ Filtering Specific Roles - Searching for roles while avoiding others? Combine terms with NOT to exclude irrelevant leads. For example, “Developer NOT Manager” flags developers while excluding managerial roles.
3️⃣ Refining Titles with AND/OR - Need leads with multiple qualifications? Use AND or OR to combine terms. For example, “Accountant AND CPA AND Finance” ensures all flagged profiles meet your exact criteria.
❓ How can the Category Interest feature supercharge your prospecting efforts?
Prospecting can feel daunting. Sometimes like searching for a needle in a haystack. But with LinkedIn Sales Navigator’s Category Interest feature, you can focus your outreach on leads already signaling interest in your product or service area.
⁉️ What is Category Interest?
It highlights leads who show potential interest in a specific product category based on group memberships, profile activity, and other key signals.
💎 Here’s how to use it effectively in 3 simple steps:
1️⃣ Target prospects based on their interests - Find the right people and ensure they’re the right people at the right time. Leads showing interest in your technology or product area are naturally warmer and more likely to engage.
2️⃣ Craft personalized outreach - The more you know, the more tailored you can be. Use Category Interest to reference a relevant topic or technology, and build hyper-personalized messages that spark real conversations.
Example: “I noticed you’re following trends in AI! Exciting to see how it’s evolving! I’d love to share how we’re helping teams like yours stay ahead.”
3️⃣ Prioritize leads who are ready to engage - Time is precious. Focus on leads already showing interest in your product category, and increase your chances of meaningful replies and conversions.
❓ How to Use Teamlink to Boost Your Prospecting Success?
Cold outreach is a key part of sales, but warm introductions can make all the difference in getting a response. With Teamlink on Sales Navigator, you can easily leverage your network to personalize your outreach.
‼️ Here’s how:
1️⃣ Upload Your Book of Business (BoB): Start with a clear list of target accounts.
2️⃣ Click on the Persona Button: Choose the persona you want to focus on (which you’ve defined in advance).
3️⃣ Use the "Teamlink Connections of” Feature: Identify well-connected managers in your organization who can provide warm introductions to your prospects.
For example, if I’m prospecting in the Spanish market, I’d check which of my colleagues is connected to key players and could assist with a warm intro: because as we know, warm intros are the key to receiving a response!
❓ How to Prioritize Your Accounts?
Focusing on the right accounts at the right time is key to maximizing your pipeline. Instead of spreading your efforts too thin, use Sales Navigator to prioritize companies that are most likely to engage and convert. How?
✅ Target companies with growing headcount – Growth often signals budget availability for new solutions. Prioritizing these companies increases your chances of finding buyers ready to invest.
✅ Focus on #department-specific growth – If your solution benefits a particular department, track companies where that team is expanding. Example: I sell Sales Navigator to sales teams, so I prioritize companies with a growing sales force.
✅ Leverage buyer intent signals – High or moderate buyer intent means a company is engaging with your business (e.g., following your company page, connecting with colleagues, or interacting with ads). These are the warmest accounts to focus on!
❓ How does Sales Navigator support AI-powered CRM integration?
AI-powered CRMs promise efficiency but they’re only as good as the data and workflows behind them.
🌟 That’s where Sales Navigator steps in 🌟
‼️ Here’s how Sales Navigator boosts CRM + AI performance:
1️⃣ Real-time insights - It syncs with your CRM to enrich records with live LinkedIn data: like job changes, new roles, and company updates.
2️⃣ Smarter lead prioritization - With tools like Buyer Intent and Account IQ, you can focus on the leads and accounts most likely to convert.
3️⃣ Embedded workflows - Take action directly from your CRM: view profiles, send InMails, and save leads without switching tools.
4️⃣ Personalized outreach - Use Sales Navigator insights to feed AI-driven personalization and boost engagement with your messaging.
5️⃣ Activity tracking - Every action you take in Sales Navigator can sync back to your CRM, giving AI more data to help you win deals faster.
❓ How can AI help you book more meetings and close deals faster?
✨ Meet Sales Assistant - woo hoo! ✨
Sales Assistant he new AI feature in Sales Navigator that helps you prospect smarter, not harder.
Here’s how it works:
1️⃣ Delivers the best leads, daily - Finds high-potential leads based on your criteria, going beyond titles to uncover prospects most sellers miss.
2️⃣ Shows the best path in - Identifies the optimal way to engage a prospect, whether through a direct message or a warm introduction via a mutual connection.
3️⃣ Drafts personalized outreach - Crafts messages aligned with your prospect’s priorities, using LinkedIn insights like job changes or recent posts.
Video Tips
❓ How to Leverage the Changed Jobs Filter for Prospecting?
The start of the year is a prime time for sales leaders and decision-makers to transition into new roles or companies. This creates a golden opportunity to reconnect and build relationships with your prospects.
‼️ Here’s how to stay ahead:
1️⃣ Open Lead Search in Sales Navigator.
2️⃣ Select Saved Accounts to focus on your key accounts.
3️⃣ Filter by the Persona you’re targeting.
4️⃣ Apply the Changed Jobs filter to identify prospects in new roles.
5️⃣ Reach out with a personalized message to congratulate them and suggest a brief 15-minute call to reconnect and learn about their new goals.
✨ Pro Tip: A thoughtful, tailored message shows genuine interest and sets the stage for meaningful conversations.
Overcoming Fear + My Workflow 101
Sharing video content on LinkedIn is one of the most effective ways to engage with your network.
Why?
People naturally seek human interaction and respond best to clear, concise messages.
This week, I want to give you a glimpse into my own Sales Navigator workflow. If you have a Sales Navigator license, here’s what I recommend:
🎯 Upload your book of business BoB and save the accounts you're focused on.
🎯 Save leads - these are the people you want to engage with.
🎯 Use the advanced filters to gather insights for crafting personalized messages.