How to Use LinkedIn Sales Navigator to Generate Leads

LinkedIn Sales Navigator is LinkedIn's paid prospecting tool. It adds advanced search filters, lead and account lists, alerts and more InMail. Used well, it's one of the best B2B lead generation tools there is. Used badly, it's an expensive address book.

1. Set your sales preferences

Tell Navigator your geography, industries, company sizes and roles. Recommendations get better immediately.

2. Build an account search first

Filter companies by industry, headcount, location and growth (headcount growth is a strong buying signal). Save the search so new matches appear automatically.

3. Then build lead searches

• Function and seniority (e.g. Marketing, Director+)
• Current job title keywords
• "Changed jobs in past 90 days" (new leaders buy)
• "Posted on LinkedIn in past 30 days" (they'll see your message)
• Company headcount and geography

4. Save leads to lists

Create lists by campaign or segment. Navigator alerts you when saved leads post, change jobs or are mentioned in the news: natural reasons to reach out.

5. Warm up before messaging

View the profile, like or comment on a recent post, then send a connection request with a short note referencing something specific.

6. Message templates that work

"Hi Maria, saw your post on scaling the clinic's front desk. We help multi-location clinics cut missed calls with a booking-first website. Worth a quick look at an example?" Short, specific, one easy question.

7. Track and follow up

Export or log leads into your CRM with status and next step. Follow up twice over two weeks.

Related: LinkedIn groups for lead generation, done-for-you LinkedIn lead generation.