LinkedIn Sales Navigator is a paid tool made by LinkedIn to help salespeople find and reach the right buyers. It is built on top of LinkedIn’s network and adds advanced search, lead recommendations, InMail credits, and insights that make B2B selling easier and faster. Think of it as LinkedIn with a sales engine: better filters, smarter suggestions, and ways to keep track of prospects. (LinkedIn Business Solutions)
Why salespeople use Sales Navigator
Sales teams use Sales Navigator because it helps them find decision-makers and keeps them updated when prospects change jobs, get promoted, or share important posts. It also connects well with CRMs and other sales tools, so teams can move leads from LinkedIn into their existing workflows without losing context. These features help shorten sales cycles and increase the chance of talking to the right person at the right time. (LinkedIn Business Solutions)
Main features you should know
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Advanced lead and account search — Use many filters (job title, company size, location, seniority, keywords) to create very specific prospect lists. This is much deeper than normal LinkedIn search. (LinkedIn Business Solutions)
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Lead recommendations & smart lists — Sales Navigator suggests people and companies based on your saved leads and search behavior, helping you discover buyers you might miss. (LinkedIn Business Solutions)
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Real-time alerts — Get notified when a lead changes jobs, posts content, or when there are company updates. These alerts give a natural reason to reach out. (LinkedIn Business Solutions)
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InMail messages — Paid credits let you message people who aren’t in your network. This is helpful for cold outreach without needing a connection first. (Skylead)
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CRM integrations & Team features — Sync leads and notes to CRMs (like Salesforce or HubSpot) and share lists across your team in higher plans. This makes Sales Navigator a team tool, not only an individual one. (LinkedIn Business Solutions)
Who should buy it?
Sales Navigator is aimed at B2B sellers: account executives, SDRs (sales development reps), and small to large sales teams that rely on LinkedIn for prospecting. If your sales process is relationship-driven, needs targeted outreach, or depends on knowing organizational changes quickly, Sales Navigator can be a big help. Smaller businesses or sellers who already have strong referral networks might get less value from it. (LinkedIn Business Solutions)
Pricing — what to expect
LinkedIn offers multiple Sales Navigator plans (Core, Advanced, and Advanced Plus). Prices vary by plan and billing option, but typical starting points for individual/teams are around $99–$149 per month for Core and Advanced tiers, with enterprise (Advanced Plus) pricing customized for large teams. LinkedIn often provides a trial so you can test features before committing. Because pricing changes from time to time, check LinkedIn’s official pricing page for the exact, updated numbers. (LinkedIn Business Solutions)
Real benefits — what users report
Companies and users who use Sales Navigator report higher-quality leads and better engagement. Some studies and reports indicate improved win rates and larger deal sizes when sellers use targeted, personalized outreach powered by Sales Navigator data. In short: when used correctly, it helps you reach decision-makers more reliably and personalize outreach that gets responses. (Expandi)
Practical workflow — how to use it day-to-day
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Set ideal-customer filters — Spend time building a precise search: industry, location, company size, and seniority usually matter most. Save that search. (LinkedIn Business Solutions)
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Save leads and accounts — Add promising people and companies to lists. Saved leads get prioritized and generate alerts. (LinkedIn Business Solutions)
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Use alerts as a reason to reach out — When a saved lead changes role or posts about a topic you care about, send a short, relevant message. Timing increases reply chances. (LinkedIn Business Solutions)
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Personalize InMails — Use insights from profiles (shared interests, mutual connections, recent posts) to make outreach short and specific. Generic messages see low reply rates. (LinkedIn Business Solutions)
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Sync with your CRM — Push qualified leads and notes to your CRM so whoever owns the account has context. This reduces duplicate outreach and keeps the team aligned. (LinkedIn Business Solutions)
When it might not be worth the money
If your sales work is mostly local, referral-driven, or consumer-focused, Sales Navigator’s advanced B2B features may be overkill. Also, if your team lacks a consistent outreach process or the discipline to follow-up, you may not capture the value of the subscription. Evaluate the expected outcome (more meetings, higher deal value) against the license cost. (LinkedIn Business Solutions)
Tips to get the most value (quick wins)
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Start with a 30-day plan and test if it helps you book meetings faster. Use this period to build lists and try outreach. (LinkedIn Business Solutions)
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Combine with content — Engage with prospects by liking/commenting on their posts before messaging. This warms the relationship. (LinkedIn Business Solutions)
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Measure outcomes — Track reply rate, meetings booked, and deals closed from Sales Navigator-sourced leads. If ROI is clear, scale seats. (Expandi)
Alternatives & complements
Sales Navigator is strong for LinkedIn-based prospecting, but many tools can complement or replace parts of its workflow (lead enrichment tools, outreach platforms, or other sales intelligence products). Larger teams often use Sales Navigator together with specialized automation and CRM tools to cover the whole pipeline. If you’re comparing options, list the exact features you need (search depth, InMails, CRM sync) and test the top candidates. (LinkedIn Business Solutions)
Final thoughts — is it right for you?
LinkedIn Sales Navigator is powerful for B2B sellers who need to find decision-makers, personalize outreach, and work as a team. It’s not cheap, but when used with the right process, it can shorten sales cycles and increase pipeline quality. If your sales process is relationship-led and you regularly sell to businesses, Sales Navigator is worth a serious trial. If your process is simple, referral-based, or local, evaluate carefully before buying.