How to Use LinkedIn Sales Navigator for Prospecting

Quick summary

LinkedIn Sales Navigator is a powerful prospecting tool that lets sales teams search for leads and accounts using advanced filters, save searches, and send InMail messages to prospects without a prior connection. This demo walks through the core workflows — from browsing saved accounts to building an ideal customer persona — so you can start generating pipeline faster.

Steps

1. Go to the Accounts tab to view all the accounts you have saved.
2. Use filters and keyword search in the search bar to find new accounts.
3. Navigate to the Leads tab to access all the lead lists you have created.
4. Use filters and keyword search on the Leads tab to discover new leads.
5. Go to the Messaging tab to send InMail messages to prospects without being connected on LinkedIn.
6. Click Start a search to begin setting up a saved search for frequent use.
7. Apply all the filters you regularly use for your prospect search.
8. Enable the save search toggle to save your current search for future use.
9. Go to the Persona option to set up your ideal customer profile.
10. Click Create a new persona to begin defining your ICP criteria.
11. Enter your ICP details and click Save to store the persona.
12. Click the Save button on a lead profile to save that lead to your list.
13. Return to your Home page to receive activity notifications about any saved lead or account.