What Is Sales Navigator

What Is LinkedIn Sales Navigator?

LinkedIn has totally revolutionised the way we do business and LinkedIn Sales Navigator can help you to be a prospecting superstar. 

The basic version of LinkedIn allows you to undertake some pretty granular searches, but LinkedIn Sales Navigator simplifies the process of finding new contacts, contacting them, and staying up-to-date with prospects, referrals, and customers 

In short LinkedIn Sales Navigator offers so much more in terms of filters and tools that will allow you really narrow your search and find your ideal customer. 

If you are a B2B business or you are a B2B salesperson then LinkedIn Sales Navigator. There are individual, team and enterprise subscriptions available, depending on your needs and the size of your team 

LinkedIn Sales Navigator Advantages

Advanced Search 

This is by far THE MOST effective reason to use Sales Navigator. There are many different filters you can apply that are not available with standard LinkedIn. 

Search results for both people and companies that match search parameters are automatically separated, this is handy to drill down into individuals within companies. 

You also have unlimited search results with Sales Navigator, there is a limit on the number of searches you can conduct using a Basic account. 

Save Leads 

You can save your searches which is a fantastic option so you can go back and continue with your prospecting. What is more LinkedIn automatically updates this list with new prospects that match your search criteria. 

You can also conduct new searches but exclude any people in your current saved lists. In addition, you can exclude any viewed leads from the search results as well as contacted leads. 

CRM Integration 

 Sales Navigator integrates with many popular CRM systems: 

  • HubSpot 
  • Infor 
  • Microsoft Dynamics 
  • Oracle Sales Cloud (updated) 
  • Pega 
  • SalesForce 
  • SAP 
  • SugarCRM 
  • Zoho 

Depending on your CRM system you can sync contacts between the two systems and see all your contacts LinkedIn details from within your CRM. Many systems also allow you to send LinkedIn InMail directly from your CRM. 

LinkedIn InMail 

InMail allows you to directly message another LinkedIn member that you’re not connected to. InMail messages can have up to 200 characters in the subject line and up to 1900 characters in the body. 

You receive 15 InMail credits per month if you have a LinkedIn Premium account (you do not receive any credits with a free account) the Sales Navigator Pro account gives you 20 per month whilst Recruiter Lite gives you 30 per month. 

No Commercial Use Limits 

One of the major disadvantages of the free version of LinkedIn is the commercial use limit. For any individual or company who is taking LinkedIn lead generation seriously the commercial use limit can really hamper your lead generation. 

The last thing you need is to lose access to your search results halfway through the month! 

Ability to Send Unlimited Number of Connection Requests 

LinkedIn free users are allowed a certain number of connection requests per day. To be on the safe side a maximum of 100 invitations is a safe to stay on the right side of the law! If you exceed this, you will be prompted to enter a Captcha or have your account locked until the following month.  

You do not have this problem with LinkedIn premium or Sales Navigator. 


LinkedIn Sales Navigator is a must have if you are really looking to push your LinkedIn Lead Generation to the next level. If you are serious about using LinkedIn as lead generation and sales tool, then the free version will not cut it with its commercial use limit.  

There is always the premium version of LinkedIn which removes the commercial use limit (within reason!) and allows you to see who has been looking at your profile in more detail. However, the advanced search tools of LinkedIn Premium really does give it that edge. 

At the time of writing LinkedIn Premium Business costs £49,99 ($62.02USD) per month whilst LinkedIn Sales Navigator Pro will set you back £69.98 ($86.82 USD) per month. Finally, Sales Navigator Recruiter Lite costs £99.99. 

Getting More Leads Through LinkedIn FREE Course 

If you need to create more leads through LinkedIn I have created a FREE course. 

This FREE short LinkedIn course is designed to give you the basics of LinkedIn that will help you to build more leads and ultimately gain more sales. 

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