How to Use LinkedIn Sales Navigator for B2B Sales

08 November 2023

How to Use LinkedIn Sales Navigator for B2B Sales

LinkedIn Sales Navigator is a powerful tool designed to provide insights and lead recommendations to sales professionals. It's an advanced sales tool that allows you to target, understand, and engage with leads and prospects on LinkedIn more effectively. This guide will dive into the intricacies of using LinkedIn Sales Navigator for B2B sales.

Understanding LinkedIn Sales Navigator

LinkedIn Sales Navigator is a subscription-based service offered by LinkedIn that harnesses the power of LinkedIn's extensive network to help sales professionals find and build relationships with prospects and customers. It's particularly useful for B2B sales because it allows you to target the right kind of businesses and decision-makers within those businesses.

It offers several features that make it a valuable tool for B2B sales, including advanced search and filter options, lead and account recommendations, real-time sales updates, and InMail messaging. These features allow you to identify and connect with potential leads, stay informed about changes in their businesses, and communicate with them directly.

Setting Up LinkedIn Sales Navigator

Before you can start using LinkedIn Sales Navigator, you'll need to set it up. This involves creating a LinkedIn account if you don't already have one, subscribing to Sales Navigator, and setting up your Sales Navigator profile.

Once you've subscribed to Sales Navigator, you'll be prompted to set up your Sales Navigator profile. This is separate from your regular LinkedIn profile, and it's where you'll specify the kind of businesses and roles you're targeting. You'll also be able to import your LinkedIn connections and save leads and accounts.

Choosing a Subscription Plan

LinkedIn Sales Navigator offers three subscription plans: Professional, Team, and Enterprise. The Professional plan is designed for individuals, while the Team and Enterprise plans offer additional features for sales teams. The right plan for you will depend on your specific needs and budget.

Each plan comes with a free trial period, so you can try out Sales Navigator and see if it's a good fit for your B2B sales needs before committing to a subscription.

Using LinkedIn Sales Navigator for B2B Sales

Once you've set up LinkedIn Sales Navigator, you can start using it for B2B sales. The process involves finding leads, connecting with them, and engaging them with valuable content.

Finding Leads

One of the main benefits of LinkedIn Sales Navigator is its advanced search and filter options. You can use these to find businesses and decision-makers that match your target criteria. You can filter by location, industry, company size, and more.

Once you've found potential leads, you can save them to your Sales Navigator account. This allows you to easily keep track of them and receive updates about their activity on LinkedIn.

Connecting with Leads

After finding potential leads, the next step is to connect with them. You can do this by sending them a connection request or an InMail message. InMail is a feature that allows you to send messages to any LinkedIn user, regardless of whether you're connected with them.

When connecting with leads, it's important to personalize your message. Explain why you're reaching out and how you can provide value to them. This increases the chances of them accepting your connection request or responding to your message.

Engaging Leads

Once you've connected with leads, you need to engage them with valuable content. This could be sharing relevant articles, commenting on their posts, or sending them personalized messages with insights and advice.

Engaging leads in this way helps to build relationships and trust, which are crucial for successful B2B sales. It also keeps you top of mind, so when they're ready to make a purchase, they're more likely to choose you over your competitors.

Maximizing the Benefits of LinkedIn Sales Navigator

To get the most out of LinkedIn Sales Navigator, it's important to use all of its features effectively. This includes using the advanced search and filter options to find the right leads, personalizing your connection requests and messages, and engaging leads with valuable content.

It's also important to regularly review and update your Sales Navigator strategy. This involves analyzing your results, identifying areas for improvement, and making necessary adjustments. By doing this, you can ensure that you're always getting the most out of Sales Navigator.

Finally, remember that LinkedIn Sales Navigator is just one tool in your sales toolkit. While it's a powerful tool for B2B sales, it should be used in conjunction with other sales strategies and tools to maximize your results.


LinkedIn Sales Navigator is a powerful tool for B2B sales. It allows you to target the right businesses and decision-makers, connect with them directly, and engage them with valuable content. By using it effectively and regularly reviewing and updating your strategy, you can maximize your B2B sales results.

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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