How to Connect with Prospects on LinkedIn Sales Navigator

08 November 2023

How to Connect with Prospects on LinkedIn Sales Navigator

LinkedIn Sales Navigator is a powerful tool for sales professionals, offering a wealth of features designed to help you connect with prospects and build meaningful relationships. In this guide, we'll delve into the specifics of how to use this platform to its full potential.

Understanding LinkedIn Sales Navigator

Before we delve into the specifics of connecting with prospects, it's important to understand what LinkedIn Sales Navigator is and how it works. This is a premium feature offered by LinkedIn, specifically designed for sales professionals. It offers advanced search and filter options, real-time insights, and a host of other features that can help you find and connect with the right prospects.

One of the key benefits of LinkedIn Sales Navigator is the ability to access extended networks. This means you can reach out to prospects who are not in your immediate LinkedIn network, giving you a wider pool of potential leads. Additionally, the platform provides valuable insights about these leads, helping you to tailor your approach and increase your chances of success.

Setting Up Your LinkedIn Sales Navigator Account

Before you can start connecting with prospects, you'll need to set up your LinkedIn Sales Navigator account. This involves choosing the right subscription plan, setting up your profile, and configuring your preferences.

There are three subscription plans available: Professional, Team, and Enterprise. The right one for you will depend on your specific needs and budget. Once you've chosen a plan, you'll need to set up your profile. This should be professional and compelling, as it's one of the first things prospects will see when you reach out to them.

Finally, you'll need to configure your preferences. This includes setting up your sales preferences, which will help LinkedIn Sales Navigator to suggest relevant leads, and configuring your InMail settings, which will determine how you can reach out to prospects.

Finding Prospects

Once your account is set up, you can start finding prospects. LinkedIn Sales Navigator offers a variety of tools to help with this, including advanced search and filter options.

The advanced search feature allows you to search for prospects based on a variety of criteria, including industry, location, company size, and more. This can help you to find prospects who are most likely to be interested in your product or service.

The filter options allow you to further refine your search results. For example, you can filter by job function, seniority level, or years of experience. This can help you to target your outreach efforts more effectively.

Connecting with Prospects

Once you've found potential prospects, the next step is to connect with them. There are several ways to do this on LinkedIn Sales Navigator.

One of the most effective ways is through InMail. This is a feature that allows you to send direct messages to prospects, even if they're not in your immediate network. When crafting your InMail message, it's important to be personal and relevant. Use the insights provided by LinkedIn Sales Navigator to tailor your message to the prospect's needs and interests.

Another way to connect with prospects is through shared connections. If you have a connection in common with a prospect, you can ask that connection for an introduction. This can be a highly effective way to build trust and rapport with a prospect.

Building Relationships

Connecting with prospects is just the first step. The real goal is to build meaningful relationships that lead to sales. LinkedIn Sales Navigator offers several features to help with this.

One of these is the ability to save leads. This allows you to keep track of prospects you're interested in, so you can follow up with them later. You can also set up alerts to be notified when there are changes to a lead's profile, such as a job change or a mention in the news.

Another useful feature is the ability to see who's viewed your profile. This can give you valuable insights into who's interested in you, and can provide a great opportunity for outreach.


LinkedIn Sales Navigator is a powerful tool for sales professionals, offering a wealth of features designed to help you connect with prospects and build meaningful relationships. By understanding how to use these features effectively, you can greatly increase your chances of sales success.

Remember, the key to success with LinkedIn Sales Navigator is to be proactive and strategic. Use the advanced search and filter options to find the right prospects, craft personalized messages to connect with them, and use the platform's features to build and maintain relationships. With the right approach, you can turn LinkedIn Sales Navigator into a powerful sales tool.

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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