How to Analyze Lead Data in LinkedIn Sales Navigator

08 November 2023

How to Analyze Lead Data in LinkedIn Sales Navigator

LinkedIn Sales Navigator is a powerful tool that provides invaluable insights into lead data. It offers a comprehensive view of your prospects, allowing you to make informed decisions and tailor your approach to suit each lead. This article will guide you through the process of analyzing lead data in LinkedIn Sales Navigator.

Understanding LinkedIn Sales Navigator

Before delving into the specifics of analyzing lead data, it's important to understand what LinkedIn Sales Navigator is and what it offers. It is a premium tool designed for sales professionals, providing advanced search and filter options, real-time insights, and direct InMail capabilities.

LinkedIn Sales Navigator allows you to identify and engage with prospects effectively. It provides detailed information about your leads, including their professional background, interests, and activity on LinkedIn. This information can be instrumental in shaping your sales strategy.

Accessing Lead Data

To begin analyzing lead data, you first need to access it. LinkedIn Sales Navigator provides a 'Lead Lists' feature where you can find all your leads. You can access this list by clicking on 'Lists' in the top navigation bar and selecting 'Lead Lists'.

Once you're in the 'Lead Lists' section, you can see all your saved leads. Click on a lead to view their detailed profile. Here, you'll find information about their current role, past experience, education, and more.

Using Advanced Search and Filters

LinkedIn Sales Navigator offers advanced search and filter options to help you find the right leads. You can filter leads by location, industry, company size, and more. This can help you narrow down your search and focus on leads that are most relevant to your business.

Additionally, you can use the 'Spotlight' feature to find leads who have recently interacted with your company's LinkedIn page or content. This can be a great way to identify leads who are already interested in your business.

Analyzing Lead Data

Once you have accessed the lead data, the next step is to analyze it. This involves examining the information provided about each lead and using it to shape your sales strategy.

Start by looking at the lead's current role and company. This can give you an idea of their needs and how your product or service can help them. Also, consider their past experience and education. This can provide insights into their career trajectory and potential interests.

Interpreting Lead Activity

LinkedIn Sales Navigator provides information about a lead's activity on LinkedIn. This includes their recent posts, comments, and likes. Analyzing this activity can give you a sense of what the lead is interested in and what they value.

For example, if a lead frequently comments on posts about digital marketing, this could indicate that they are interested in this area. You could tailor your approach to highlight how your product or service can help them with digital marketing.

Using Real-Time Insights

LinkedIn Sales Navigator also provides real-time insights about your leads. These insights can include job changes, recent company news, and shared connections. These insights can be incredibly valuable in understanding your leads and shaping your approach.

For instance, if a lead has recently changed jobs, this could be a great opportunity to reach out and offer your product or service. Or, if there's recent news about the lead's company, you could use this information to start a conversation.

Engaging with Leads

After analyzing the lead data, the next step is to engage with your leads. LinkedIn Sales Navigator offers several ways to do this, including InMail, connection requests, and comments on posts.

InMail allows you to send direct messages to your leads, even if you're not connected. This can be a great way to introduce yourself and your product or service. Be sure to personalize your message based on the insights you've gained from analyzing the lead data.

Following Up

Following up is a crucial part of the sales process. LinkedIn Sales Navigator makes it easy to keep track of your interactions with leads and follow up at the right time. You can set reminders to follow up with leads after a certain period of time, or when a specific event occurs, such as a job change.

Remember, the goal is to build a relationship with your leads. So, be patient, persistent, and always provide value in your interactions.


LinkedIn Sales Navigator is a powerful tool for analyzing lead data. By understanding your leads and tailoring your approach based on this understanding, you can increase your chances of making a sale. Remember to use the advanced search and filter options, interpret lead activity, use real-time insights, and engage with your leads effectively.

With practice and patience, you'll become adept at analyzing lead data and using this information to drive your sales strategy. Happy selling!

About the author
Arnaud Belinga
Arnaud Belinga
Arnaud Belinga is the Co-Founder & CEO at Breakcold. He talks about Sales CRM use, marketing & sales. He loves Surfing 🏄‍♂️ & Skateboarding 🛹️.
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