Sales Navigator: Tips From Top Sales Teams

LinkedIn Sales Navigator

When it’s about generating nurturing B2B leads, no other platform comes close to LinkedIn, but you should know how to use it. The versatility and effectiveness of LinkedIn is unrivaled, and you have multiple ways of finding the right leads, such as:

LinkedIn AdsWhich can be too costly.

LinkedIn Content and Personal Branding – Delivers amazing results, but a bit time-consuming.

LinkedIn Outreach – Perfect for scraping specific user profiles via LinkedIn Sales Navigator. And provides the ideal blend of results, time, and money.

In this read, we will talk about How to use LinkedIn Sales Navigator like a pro.

Do you know LinkedIn sales navigator case studies state that around 94% of B2B marketers use this tool to boost their sales? 

Unlike other popular social media networks, you have countless professional profiles on LinkedIn that you can use to boost your sales.

And as LinkedIn knows this, they charge a handsome sum of money for ads and the feature of viewing other user profiles and details.

But there is a way to deal with that!

Below we will show you how you can get the most out of it, plus some advanced search and growth hacks.

Ready to use LinkedIn Sales Navigator with modern search tactics? Here is how to do it:

How to Use LinkedIn Sales Navigator in 2021

In recent times, this is the most asked question about LinkedIn: How to use LinkedIn sales navigator and worth it in 2021?  

The short and sweet answer is Yes, BUT only if you are actively using other LinkedIn growth hacks to generate business leads.

By using LinkedIn Sales Navigator, you can easily:

Filter out your target customers as per your set criteria.

Recommend business leads, track updates, and engage with particular customers.

Keep in mind that many people who are using the Sales Navigator don’t even know how to use it properly and how they can get the maximum benefit of the tool.

Most people perform a general industry-based search. For example, work industry, area, title and use any automation tool to reach out to those prospects with the old and dull template.

LinkedIn doesn’t want anyone to use the platform for spamming, and they can flag your LinkedIn account in no time if you’re sending spammy templates to others.

Finding a qualified lead is simple but demands your efforts and time. You need to make and publish better content and establish a common ground. Then you can work out things in your favor.

And guess what?

You can easily do this via LinkedIn Sales Navigator, as it comes with plenty of options for this. And here, we will show you how to use advanced search tactics to generate specific and high-quality business leads.

Job/Title Change Alerts

By using LinkedIn Sales Navigator, you can also filter out job change alerts, and it comes in handy on many occasions.

For example, if you see that a user has changed job position or title, you can start a conversion with them. In other words, it will work as an ice breaker for you.

Attract new Inbound Leads

If you don’t use the “, who’s viewed your LinkedIn profile” option – who is stopping you from doing so?

Pay attention to this feature, and here is how to do it:

Go to your LinkedIn profile page.

Tap on the Who’s Viewed Your Profile option in your dashboard.

Now, you can send a personalized connection request to all these users.

Then, it would be best if you follow up with something useful, such as a post you recently wrote on LinkedIn.

This warms your connection up and enables you to showcase yourself as an authority – instead of standard sales personnel.

On the other hand, if any other person visits your user profile, this means that they are interested in your content or offerings. And you can take benefit from it!

You can use a template like the following to reach out to those prospects:

“Hi {first_name},

Saw you visited my LinkedIn profile; great, are you looking for anything specific? How Can I help you?

Nice to see that you work in the same {industry}, recently I have written a post on this topic. I will love to share some articles and case studies with you if you are interested.

Let me know!


LinkedIn Groups

By using the LinkedIn advanced search, you can quickly filter LinkedIn groups to find other professionals that have similar interests like yours.

For example – you can filter out the groups related to digital marketing, LinkedIn sales growing hacks, ecommerce, and many more.

Via this feature, you can also track what groups your target audience is located. To do it, you will have to use the LinkedIn search bar and enter relevant keywords.

After that, click on the ‘Groups’ option to filter the search results.

Then, go to LinkedIn Sales Navigator, and use an advanced search filter to get more specific communities and groups:

After finding the desired prospects, you can send them a personal connection request. Here is a template that you can use:

“Hey {first_name}.

Saw you are an active user of the Marketing and Advertising Strategies group too.

It would be amazing and nice to connect with someone with the same interest. Is there’s any room for that?

What do you think?


Find Prospects Similar to Your Existing Customers

Another powerful function of LinkedIn Sales Navigator is that it recommends to you all the profiles similar to the ones you already have. And doing so is really simple!

To find related and likeminded prospects through Sales Navigator, follow this process:

  • First, go to the Search Bar in your Sales Navigator.
  • Now, look for your existing customers.
  • Then, choose any client from the results.
  • And click on the Show Similar button.

After clicking on the button, you will get numerous leads similar to your current clients.

Isn’t it simple?

And as those leads will be similar to the ones you are already connected with, you can reach out to them in the same way! You can send the same case studies or content, and it will work.

Use “Posted on LinkedIn” Search Filter

This search filter allows you to track content posted by your prospects and potential buyers.

So, suppose your buyers are owners who are working within business development.

You can utilize these filters with the LinkedIn Sales Navigator advance search.

The hack here is the Posted Content Keywords search filter:

This advanced search filter can provide you details of people that are also interested in growth hacking.

Finally, contact them using a template like this:

“Hey {first_name},

Your recent statement about {post-content-keyword} is superb and struck a chord.

I have also covered some useful content about growth hacking that you will find beneficial and can use it to boost your outreach marketing strategy. If you are interested, I will be happy to share it with you.

Just let me know if it appeals to you?


Set alerts by type:

While saving leads and accounts is vital for you, but you can further improve it by setting alerts that trigger a follow-up. 

The best way to do it set an alert by job type, and you will get an alert by Sales Navigator if any of your leads get a new job. And then, you can reach out to them and start a conversation.

Use Sales Spotlight Feature to curtail search results:

You will find the Sales Spotlights feature at the top of the page after you perform a search, and it will highlight all the prospects who have similar interests like yours. 

For example, you might see 70 users that have switched jobs in the last 60 days, or you see that 50 users follow your brand on LinkedIn. Just click on the spotlight boxes, and you can see a list of those leads on your screen. These will be the easiest leads for your sales and marketing teams.

Use a ‘bluebird search.’

A ‘bluebird search’ helps you identify all the leads that were your happy customers once, but now they are part of a new organization. This feature allows you to get back in touch with those customers. You can use the “past not current” filter to get all those leads in this feature.

Use TeamLink filter

According to LinkedIn, your chances of getting a meeting call are five times higher if you go in with a personalized and warm introduction rather than the traditional cold one. 

By using the Sales Navigator’s TeamLink connections filter, you can view all warm leads – those that you have a connection with. To do it, you need to turn on the search filter settings at the top of the page.  

In our opinion, it is not suitable to reach out directly to those business leads. Instead, you should use a common connection when reaching out to them.

Saved Searches

Once you have completed a search, don’t forget to save it. By doing so, you can use the search when needed.

Just start an advanced search through the search bar, use your desired filters, and save them once you get the results.

Now you will see a popup window that allows you to set alerts for this particular search along with other details. You can also change the search’s name if you want.

You can set different alerts and their frequency like daily, weekly, or monthly to know if there are new leads. After setting up the alerts, LinkedIn Sales Navigator will alert you on your email when anything new shows up.

This is an excellent feature for all as it ensures that you get new business leads consistently, and you can add those in prospecting lists and sales funnels.

Some Consideration about LinkedIn Sales Navigator:

Now, at this point, chances are you have decided your marketing strategy, and you are all set to reach out to your target audience.

But there are some considerations to look out for. The biggest downside of using LinkedIn Sales Navigator is that it is manual. I mean, you have to do all the stuff manually and one by one for all of your business leads. And it is pretty much time-consuming.

You have to copy and paste your messages and template, edit them with precision, and you should remain super specific when sending your messages.

Looking for a tip? We are there for you!

Instead of spending your precious time crafting outreach connection requests, you can automate the whole process!

Automation solutions work like a charm for LinkedIn lead generation. And the possibilities are countless.

For example, it allows you to scrape LinkedIn Sales Navigator advance searches, group filters, and you can use various growth hacks to make your prospecting better than ever before.

But remember that:

Be cautious when using LinkedIn automation tools as many are not safe or efficient to use. Here is the list of our recommend tools that you can use for LinkedIn automation.

Final Thoughts

And here we are at the end!

Countless sales navigator case studies have proven that you Sales Navigator is the ideal tool to get specific business leads and users you want to reach out via advanced search filters. And this guide shows you how to do that.

LinkedIn’s Sales navigator is a great tool that helps you to find new potential buyers. All you need to do is, use it properly and to your advantage.

Lastly, implement what we have mentioned above, and surely you will get instant and desired results.

Co-founder and CEO at Closely – Lead Intelligence and Sales Automation Platform.