LinkedIn Sales Navigator MASTERCLASS - Tutorial, Tips, Tricks, and Hacks to Find Leads

How can you use Sales Navigator to find the best business leads as a Sales Development Rep, Account Executive, or business owner?
LinkedIn Sales Navigator is one of the most important tools in a B2B sales tech stack; no other lead source has quite as much data on potential sales prospects. However, most sellers lack the training to make the most of the tool!
So in this tutorial, we'll show you how to make the most of the tool and find targeted prospects & companies that are more likely to show interest in your product or service.
Get more in the full guide: bit.ly/41TIscK
Key insights
💬 Personalizing your messaging to potential leads based on shared experiences, such as working at the same company or attending the same university, can be an effective strategy.
💼 Contacting people who are new to their role can lead to success in prospecting, as they may be looking to make changes on their team.
💼 Using a third-party tool to pull contact details from LinkedIn and target leads with messaging can be more effective than relying on LinkedIn's own email system.
🔍 Using LinkedIn Sales Navigator to search for past employees of a closed customer can uncover valuable knowledge and experience with your product that may lead to new business opportunities.
💼 Building account lists on LinkedIn Sales Navigator can help you target specific territories or named accounts, and even add industry filters to your search.
💰 You can filter LinkedIn Sales Navigator searches by company revenue and headcount growth to find potential clients who may be facing challenges that your product or service can solve.
🔍 LinkedIn Sales Navigator offers insights into a company's growth, headcount distribution, and competitors, making it a valuable tool for sales professionals.
💼 By using Sales Navigator, you can search for leads within saved accounts and get alerts for when those people change jobs or when there are major announcements, allowing you to stay on top of all the updates and potentially giving you new reasons to reach out to them.
💡 Sending content as a smart link instead of just a PDF in an email is more organized and provides analytics on who opened the link and what they looked at, making it a useful tool throughout the sales cycle.
Did we miss something? Chat with us in the comments!
CHAPTERS
0:00 Intro
0:49 How to Search for Leads in Sales Navigator
9:53 Using a Sales Navigator Lead List
13:15 How to Search for Accounts in Sales Navigator
15:39 Sales Navigator Account List & Research
17:39 How to Use LinkedIn Smart Links
19:05 Sales Navigator InMails/Inbox
19:40 What is a LinkedIn Social Selling Index? (SSI)
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#linkedinsalesnavigator #linkedinsales #salesnavigator

[@Sales_Feed]

Hey folks, a fair bit has changed since this video, we will be doing an update video soon. If you want a full comprehensive guide on Sales Navigator in 2024 + a ton of hidden gems/hacks then check out our masterclass here - www.salesfeedmedia.com/courses

[@SlideProStudio]

The BEST video I've seen on Sales Navigator. Others just tell you how to Search and Save to lists.... This is a 2 hrs Masterclass Summarized in 20 min. Really ppreciated!

[@justwillaitken]

Appreciate you! Always come back to this one as one I'm proud of. In need of an update soon they keep changing the UI!

[@Sales_Feed]

Glad it was helpful!

[@AnthonyCraig-id3qg]

Appreciate the non-fluff straightforward approach. Was a great review for me. Thank you!

[@do8548]

Brilliant content, thank you 🔥

[@robinstacpoole2667]

For anyone looking for a function-by-function walk-through of Linkedin Sales Nav, I recommend this. Focused on functionality and the tasks you can complete it is also missing the unnecessary chatter that you get with some youtube channels. RECOMMENDED

[@justwillaitken]

Cut the fluff mate!

[@billconnor5967]

Helped me to hit the ground running on LISN - well done Will. I especially enjoyed the "cheeky" tips - diabolical! 😎

[@user-ck9uc7gt1v]

Just Brilliant. Not easy to find content like this about any topic, not just sales

[@justwillaitken]

Appreciate you!

[@diegoridz]

thanks, A lot of lots! This video helps me to easily get trough an intense learning curve and will pay off soon enough to surely find a way to repay you in a proper manner. So in advance to that, I just can thank you again!

[@ganapathysubramaniam5244]

Thanks for sharing Will! The content is on point and helps to get started immediately.

[@Sales_Feed]

Glad to hear this helped!!!

[@jackilynp.9777]

Thank you for this very insightful video. It helps a lot for beginners like me.

[@user-jz7kv5wc6o]

Wow. I have been struggling it to get a tutorial that can pitch to this magnitude. Am grateful

[@satyanikhil8128]

wonderful, waiting for more in-depth videos as mentioned in the video.

[@chris.bussing]

Really helpful video! I've been having a lot of success with the free tier of Linkedin and after seeing this I'm confident that sales navigator will help take things to the next level!

[@Sales_Feed]

Really good investment! 😊 #notasponsorbutshouldbe

[@user-bo3gf7pd8e]

Great content, very clear and supper helpful! Thank you!

[@RecruitKingMike]

Really great content and a smooth delivery! Thank you.

[@justwillaitken]

😎

[@rahuldoes]

Excellent. Based on this and some other videos, I am going to buy the Sales Navigator BUT NOT rely too much on the InMail feature that I thought shall be a game changer.

[@mbazarah]

Great video, thank you.

[@michaelvonhoren8782]

Really good stuff to better understand this LinkedIn / Sales Nav - Djungle. Thank you very much!

[@cadenzvideoacademy]

Super helpful. Many thanks!

[@user-vl3kk8pc5d]

Excellent video. Thank you.

[@jidofisterfilly1635]

Awesome! Thank you!

[@drink2l87]

Good stuff to be honest, thanks for sharing!

[@paulolaniyi7875]

Your content is spot on! Wish I could like this video more than once :) Thanks a lot for sharing

[@Sales_Feed]

Thank you so much! :)

[@deidrawesley2038]

So helpful. Thanks!

[@donnalomax]

Really useful, thanks!

[@Ender-lm9ns]

This was really useful, thanks so much!

[@loyalheartsstaffing2018]

Really superb job with the summary of this navigator. Wonderful.

[@Sales_Feed]

Glad you liked it!

[@jamesbrowne7261]

Really useful thanks.

[@carlaserra3438]

Great video, super helpful and actionable tips!

[@julianreeve7234]

Epic! Thanks so much 👊

[@jkadah]

Very well done. Thanks!

[@matissbaskevics4065]

Awesome video! Lot's of value!

[@Sales_Feed]

What else would help you? 😊

[@user-kg3ij7zu6d]

Awesome video! Thank you:)

[@gerikleeman7416]

Thanks - good stuff - always interested in more deep dives in sales nav! (I don't have teams though)

[@iown8324]

Very insightful, thank you!

[@midlandcountyfair-midlandt3968]

Great info! Would love to see a breakdown of the different plans.

[@Sales_Feed]

Will do soon!

[@414bigtone]

Great content, thank you!

[@knomb]

Good and quick overview

[@awschultz_Industry5.0]

Great Information: I'd like to learn more.

[@trystantrest]

Great video here, thanks for the details, it helps a lot

[@tenifayoolutade9675]

This was great!!!!❤

[@AnikMondal-mh2sy]

Excellent video.

[@user-cq5it5ex5u]

Excellent class. Loaded with suggestions. I'd love to see a boolean logic example to use in search etc.

[@saleemaachumbi7140]

Today, I learned about what is sales navigator? Difference b/w lead & account, then I learned a lot about the filters.

[@JohnWarburton1]

That was really useful. Thanks.

[@Sales_Feed]

Glad to help John!!!

[@jenniferwheeler6552]

Very helpful thank you.

[@Molifestyle147]

very helpful!!!!!

[@coreyweekes6092]

That was great, thanks.

[@RobertTearle-dy8jd]

great overview

[@AssetMule]

Great content!

[@toddstecker]

Amazing content thank you. However one thing I was looking for which I did not see was the best use of the Home Tab and how your lead/account lists may auto-populate into this section with best practices. Again, this was so well done.

[@onkelvitalik]

Thanks a lot 🎉

[@eavanmages9961]

This was A++

[@vickyilluded]

good one, thanks

[@paulinekeith9013]

Great video, thank you, will definitely watch any new videos you produce.

[@Sales_Feed]

what topics are most interesting to you? :)

[@paulinekeith9013]

@@Sales_Feed my main issue with Sales Navigator is that I find it a bit messy. I have many saved searches but I'm not sure if they are effective and I would like to find a cleaner, more efficient way of searching. Thank you for asking 🙂

[@robfirer]

On point thank you, yes to Boolean

[@Sales_Feed]

Tuesday will be your lucky day! Sorry it took nearly a year.

[@tamarketing.digital]

A great tutorial. thank you! 🙏

[@Alejandro-xk6ft]

great video!

[@Sales_Feed]

Thank you!! :)

[@user-tj7uv7xx9x]

Thanks for the video, really helpful, perfect, and effective explanation! Just one question, what if I send a message/inmail from Sales Navigator to someone who doesn´t have it? Is that person receive it as a normal message?

[@m4tth3v]

Awesome Star Wars accessories 😎 . Honestly - extremely good content!

[@Sales_Feed]

🖖

[@gaithal]

Very helpful inputs to those who want to start with Sales Navigator. A quick question: Is there a method to save the list (can be even 25 at a time) to an XLS file or even into a TXT file? Thanks.

[@baronbaron1321]

Great video but I cannot see the spotlights or keywords case in leads?

[@girheakinna]

Thank you for explaining CX lol, I thought it was Chief Experience Officer LOL

[@justwillaitken]

It took me wayyy too long to figure it out

[@SocialMediaExecutiveLtd]

This was really useful thanks - just to let you know you can get your SSI score if you're on the free version of LinkedIn, it's not just available in sales navigator.

[@lindaoffice3448]

Great help, thanks. Just started building my first Leads list. I now need to export this somehow to a spreadsheet so I can build an multichannel/email campaign. Any way of doing this?

[@Sales_Feed]

I’d typically use third party tool like LeadIQ/Seamless/ZoomInfo/Apollo to generate the list

[@chihiro543]

Great video! You mentioned that you export your lists and don't use InMail but unless I missed it, you don't cover how to export into a CRM and obtain email addresses. Guidance on this would be great!!

[@Sales_Feed]

Using a 3rd party tool like Apollo, ZoomInfo, LeadIQ, Seamless.ai, etc! They help you obtain contact details and begin targeting people. Something I need to do a video on.

[@taco50]

Great video very informative. Does anyone know if you can export a list so you can manipulate that data in excel or load into a CRM?

[@Sales_Feed]

Using a tool like magical you could probably automate that but I think LinkedIn is pretty protective of native exports

[@julietfunt6384]

Love to see the Bullion string deep dive

[@Sales_Feed]

It’s up!

[@julietfunt6384]

THX!! Do you do consulting?@@Sales_Feed

[@OnHoldMKTG]

Great overview! Is there anyway to search for companies with 10 plus offices?

[@justwillaitken]

I'm afraid not... typically a company size + industry might help you narrow it down. So software companies tend to only have one office until they're about 500 employees. But landscaping companies will have multiple branches as they grow over 100. Might take a little more guesswork! You can also look at open jobs on each account and see when they're hiring in multiple locations but that will be a lot more manual.

[@user-gm3ej1is6d]

There's no Spot light on Sales navigator currently... What Gives

[@karamwise1]

Great content. Thanks. How do we find funded Startups? 😊

[@karamwise1]

Or Investors?

[@Gem20ish]

Great info! What third party CRM will you advise for the leads generated from LinkedIn? I would love to put my leads into an email sequence. Thanks!

[@Sales_Feed]

Apollo.io!

[@stasazunic508]

Really good stuff, brilliant content. Thank you very much! Do you have some fresh tips and tricks availiable in video?

[@Sales_Feed]

Yes, Linked in the description

[@dgoullet1]

Great video, I have an accounting firm what CRM do you suggest for uploading the leads and working with them?

[@justwillaitken]

Not sure there will be many options for a native integration, but you could export to a csv using most data platforms then import to your CRM.

[@spencerantoinette4932]

can you reccommend a third party platform in the UK that you cam provide your sales navigator liatt to instead of using InMail?

[@justwillaitken]

A few of the ones I mentioned. I think Cognism is pretty big over there!

[@lauramartucci4654]

Hi, quick question: I left the company I used to work and I still have SN licence connected to my account. Probably they will cancel my access and pass it to someone else - will this new person have access to all the information that was connected to my SN user account?

[@philiphertzog4947]

Which software have you found to be the best for transfer of emails from sales navigator searches to a CRM or email software?

[@adeelhaq83]

Yes pls make a video with boleyan method ..

[@Sales_Feed]

NEw vid in the description

[@mohammadarham2889]

recently i bought navigator, but there's a problem im facing that i can't save all the profile which is showing on the results page, and when im trying to access the profile, there's a pop saying that profile is locked, how can i solve this problem

[@YourbossHhhhhh]

is it advanced or advenced plus, you are using in the video?

[@hansikahettiarachchi576]

if we activate sales navigator ,is there any option that we can have different users but with different privileges?

[@user-rv8hk5fj7c]

Hey, what if I have a newly created company page on LinkedIn with only 2 connections.... Is it worth taking Sales Navigator Core? will this plan work for my new company page? will they provide lead suggestions?

[@Kolin794]

Great Video thank you!! What would you recommend me to target to find companies that are hiring, i am hiring for companies, mostly startups.

[@Sales_Feed]

Use the filter in account searches! There's one for hiring on LinkedIn. You could take it a step further and go on thier profile which will show you exactly which depts the open roles are in.

[@bobdwulet8719]

Is there an effective way for me, as a Realtor, to use Linkedin Sales Navigator?

[@rogernichols2407]

Great advice on building lists but does it allow you to message from those lists within LinkedIn?

[@Sales_Feed]

Yes you can use InMails but they’re not very effective. I find it better export those lists using a third party data tool

[@MojoyinAdigun-nt2gy]

Hello - Is it possible to combine my team members lead list with mine?

[@marcirwin5067]

Question on extracting lists to contact using whatever outbound platform. Is this action in breach of GDPR? You have opted in to be contacted in the LinkedIn platform but not from , say Hubspot.

[@Sales_Feed]

Despite the British accent we’re based in Canada and aren’t super familiar with GDPR laws. Our understanding is the wording is foggy, so some of the sellers we know in Europe can get the data if it’s for a “legitimate business purpose” a.k.a. Business outreach. It’s something we can’t speak to and recommend talking to a professional on the matter.

[@sumahomes8177]

Can we use different languages to get the leads?

[@shantkhayalian4263]

Hello, Thanks for the wonderful info, actually I am looking for investors for my agriculture innovation, can i use Linkedin Sales navigator to find any? Thanks

[@Sales_Feed]

Definately

[@shehwar-dev]

Can we send an email through sales navigator? just like apollo?

[@priyaltrivedi1261]

Hi, just wanted to know; in lead filters, we have "Keywords used in Articles," and in your video, it shows "Keywords used in Post" How do I get that? I mean, that makes a huge difference!

[@Sales_Feed]

There has probably been an update. Tough for these videos to stay accurate forever :-(

[@leighcoulter253]

This is a terrific video. What, though, is a CRM?

[@Sales_Feed]

CRM is where you store sales data. Like Salesforce or Hubspot

[@nadeemqaiser2597]

Hi mate, If someone responds back to your InMail on LinkedIn, is that mean he is a connection now? or does his response converts him into a connection automatically?

[@justwillaitken]

No but it does allow you to message them again. It also returns your InMail credit!

[@Hydr0genCz]

Yay for Boolean search!

[@Sales_Feed]

Keep an eye out this week!

[@DanSmith-du5kg]

Hi Will, I have used your tip of just sending a connection request rather than inmailing and after 24 hours, not having sent a crazy amount of requests, LinkedIn has stopped me sending any more saying try again later. I have less than 1000 connections and I've probably sent 50-100 requests in the last 24 hours. Its got me a lot more interaction but should I expect this from LinkedIn? Is there a way round it?

[@itslavenderduh]

They limit you to 100 a week

[@getstuffdone_gordon]

Company Headcount filter is based on Linkedin profiles only?

[@Sales_Feed]

Based on the company profile yes

[@thomasrobbins3773]

Do you set up programs on the said. For people starting out!!

[@Sales_Feed]

Setup programs?

[@chrisallison5633]

Really helpful - the tip on connecting to competitors is dastardly.. (twists mustache grinning)

[@justwillaitken]

MUWAHAHA

[@timellis7431]

Hi - thanks for this - is it possible to trigger automated likes when a Lead contact posts on Linkedin? - thanks!

[@Sales_Feed]

Not using core LinkedIn Functionality, I'm certain there's a plugin but those can get you in trouble with LinkedIn

[@TheRabiaFactor]

Let’s say I have a SN account and now I want to add a member to manage that SN account or someone who could use their own SN account but we both can se each other’s in-mails and lists under one dashboard. Is this possible? Because paying for advanced SN subscription and then a paying separately for seats under seat management for SN is unclear to me. And the agent I talked to on LinkedIn in wasn’t really helpful.

[@Sales_Feed]

Not possible, you'd need to have two accounts under a team plan or share the log in (which is against their terms of use and may get you banned)

[@TheRabiaFactor]

@@Sales_Feed hmm okay. Thanks for the info!