LinkedIn\u2019s Sales Navigator can be a powerful tool for today\u2019s BDRs and AEs if you know how to wield it. If you want to easily discover new leads, keep them organized, and monitor buying triggers, this platform can automate tasks to free your time for more high-value ones.\nIn this article, we\u2019ll show the different ways you can use Sales Navigator to find leads, build lists, save searches, make alerts, and a whole bunch of other hidden gems within the platform. Once you master the basics, you\u2019ll find and convert leads quicker than ever.\nNavigating Sales Navigator: 7 Tips for Success.\nWe\u2019ve rounded up the top seven tips for quickly mastering LinkedIn Sales Navigator. If you\u2019d like to see these tips in action, watch the video below from the Sales Feed team.\n1. How to Search for Leads in Sales Navigator.\nYou can perform two types of searches in Sales Navigator. A lead search (where you\u2019re looking for individual prospects). Or an account search (where you\u2019re looking for companies to sell to). Most of the time, you\u2019ll want to do a lead search, but there are a couple of reasons why you might want to do an account search (which we\u2019ll cover later on).\nWhen you\u2019re searching for leads, you can use various filters to narrow down your search and find the right people to sell to.\nThere are six categories of filters:\nCompany Filters.\nCompany filters let you search for leads based on their current company, past company, company headcount (i.e., how many employees the company has), company type (i.e., whether it\u2019s public or private), or company\u2019s headquarters (i.e., where it\u2019s located.)\nRole Filters.\nRole filters allow you to search for a prospect\u2019s job function (i.e., what department they sit under, like marketing or finance). Their job title (i.e., VP of Sales, Director of Marketing, HR Manager). Their seniority level (i.e., individual contributor, manager, C-suite). And years in the current company or years in the current position.\nSpotlights.\nSpotlight highlights events that are often strong potential buying triggers and can give you great ideas for how to personalize outreach. These include if the lead changed jobs in the last 90 days\u2014meaning they may be open to making software changes in their new role at their new company if they were mentioned in the news in the last 30 days or if they posted on LinkedIn in the last 30 days. They can also include if they follow your company\u2014meaning they\u2019re likely to be a warmer lead since they\u2019re already aware of your company, or if you have shared experiences with the lead (e.g. you went to the same university and can start a conversation about that).\nPosted Content.\nPosted content is a newer filter type that lets you search for prospects based on keywords they\u2019ve posted on LinkedIn. Let\u2019s say you want to find folks who often speak about \u201csales and marketing alignment\u201d or \u201cemployee turnover,\u201d you can search for those specific keywords and get a list of folks who are talking about those topics.\nPersonal Filters.\nPersonal filters allow you to search for prospects who are connected to you or another person you specify. You can even search for a customer\u2019s connections and reach out to that person, mentioning you have a mutual connection and you\u2019re wondering if you could help them too. You can even ask that customer to make introductions to potential leads. But the cheekiest way to use this feature, by far, is to search for sales reps who work at your competition and find potential prospects they\u2019re connected with. If you know that your competitor is lacking in a certain area\u2014maybe a feature or they\u2019ve been in the news for bad press recently\u2014you can reach out and emphasize specifically how your product is better. You can also search their geography, industry, what groups they\u2019re part of, what school they went to, and how many years of experience they have.\nWorkflow Filters.\nLet you search by lists you\u2019ve already made in other software. For example, you can search for an account list from your CRM if you want to connect with your account-based marketing (ABM) targets en masse. Or you can use this filter to exclude current customers and prospects from your searches so you don\u2019t target them with redundant or unwelcome messages.\nThese filters are a powerful way to search LinkedIn\u2019s millions of users and find the handful who are ideal prospects for your business. Keep in mind that the more filters you use simultaneously, the more manageable your search results will be. A general search may yield thousands of leads, but you usually want a reasonably sized pool of highly qualified leads. For example, you may search for senior sales leaders at companies headquartered in the United States with a headcount of 51-500. You can also exclude certain folks from your search. Perhaps you want to exclude VPs of Sales Ops since their job function isn\u2019t as relevant to your tool. You can also save your searches so you don\u2019t have to tinker with the filters again the next time you want to resume your search.\n2. How to Use a Sales Navigator Lead List.\nAs you find qualified leads throughout your search, you can add them to a lead list. Most sales teams use third-party contact database tools like LeadID, ZoomInfo, or Seamless.AI to transfer people\u2019s contact details from their LinkedIn list to their CRM tools like Salesforce or HubSpot. You can also put new contacts into a sales engagement platform like Outreach or Salesloft to begin targeting them with outreach. (And, of course, sending outreach with personalized video is a proven way to get a higher response rate.) Adding prospects as LinkedIn connections and engaging with their posts is also a good idea.\nOne clever way to find qualified leads is to pull up a list from your CRM of the companies your team has closed in the past five years and search for past employees of that company. This can be a powerful tool for finding warm leads since these folks already know your solution.\nAnother valuable tip is to make a list of past and current customers and prospects and monitor buying triggers like recent job changes through Sales Navigator. Congratulate them first to avoid overwhelming them with a pitch too soon. Message them after about 30 days to discuss whether your tool could be a solution for their new company.\nThis view is also a great place to keep tabs on who\u2019s posted on LinkedIn in the past 30 days so you can understand what they care about and continuously engage with their content.\n3. How to Search for Accounts in Sales Navigator.\nYou may want to build account lists in addition to lead lists for a couple of reasons. Either you were assigned a list of named accounts to go after as part of an ABM tactic, or you want to take advantage of the \u201cindustry filter\u201d for companies (since this filter isn\u2019t available for individuals).\nWhen you\u2019re searching for accounts, you can take advantage of three types of filters:\nCompany attributes: Like annual revenue, company headcount, company headcount growth, department headcount, department headcount growth (since growth often leads to growing pains), number of followers, technology used (this can be key because your company\u2019s product might not integrate well with Salesforce but it may integrate beautifully with Hubspot).\nSpotlights: Like senior leadership changes in the past three months or funding events in the past 12 months. Both of these are likely buying triggers.\nWorkflow: Filters that allow you to include or exclude contacts from various lists from your CRM.\nFor example, you might search for companies with over 500 employees, have an accounting department with more than 10 employees, based in Canada, that are in the marketing and advertising industry. You can select all companies that turn up as a result and continually monitor any big events or buying triggers that unfold at the company over time.\n4. Sales Navigator Account List and Research.\nNow that you\u2019ve got a list of accounts you\u2019ve deemed worth engaging with, you can do several things. You can monitor when one of these target accounts has a change in senior leadership or if they make a post. You can click into the company to get a robust picture of their business. For example, if it\u2019s been growing, which departments have the most headcount, how much they\u2019ve been hiring, as well as similar accounts\u2014which might help you uncover new accounts to add to the list.\nLinkedIn will also automatically build you an account map based on the persona you sell to. The tool will recommend people who are similar to folks who have targeted you in the past. Generally, Tier One will include your decision makers; Tier Two will consist of your champions; then Tier Three will likely be influencers. As you uncover more relevant decision-makers, you can add them to your map and adjust what tier they belong to.\n5. How to Use LinkedIn Smart Links.\nSmart Links allow you to upload content in various formats to LinkedIn and get links that track who opens them and when. (Note that smart links are only available to people on the team version of Sales Navigator. Those on the individual plan won\u2019t have access.) These links present bundles of content to prospects in a very organized and visually appealing way, so they\u2019re a great way to collect a handy list of resources for a specific prospect.\nSmart links will then give you analytics on who opened the link and when. And if you click into the detailed view of the analytics, you can even see how many seconds someone spent on each page of a PDF. This can give you valuable clues as to what topics your prospects care about most.\n6. Sales Navigator InMails and Inbox.\nSales Navigator also has a separate inbox for InMail versus standard LinkedIn messages. It can get confusing because the messages you send on Sales Navigator don\u2019t sync with those you can send on the core LinkedIn platform. If your company provides you with the Sales Navigator license, make sure you only use it for work messages and not any related to recruiting or evaluating new positions.\n7. What Is a LinkedIn Social Selling Index? (SSI).\nThe Sales Navigator platform also includes what\u2019s called a \u201csocial selling index.\u201d This score is based on several factors that indicate a highly successful sales rep. Factors that affect this score include posting content frequently, connecting with people, messaging them, and engaging with other people\u2019s content, among others. The SSI will tell you how you rank within your industry and also within your network. (If you\u2019re looking to boost your SSI, check out our detailed guide on leveraging social selling.)\nBonus Tip: How to Activate Your Sales Navigator Lead List.\nIf you\u2019re looking for prospecting automation tools to help you connect with the leads you\u2019ve uncovered in Sales Navigator, consider adding the Pro version of Vidyard Prospector to your sales toolkit. With Vidyard Prospector, you can upload bulk upload your lead list and create automated email sequences with the help of AI.\nGet out there, Navigate, and Find Some Leads!.\nNow, you\u2019ve got the tools to find leads, make lists, monitor them, and do outreach. All that\u2019s left is for you to give it a try yourself. If you\u2019d like to take a deeper dive into how to do some really advanced maneuvers on the platform, be sure to check out the video below. The Sales Feed team covers everything from LinkedIn boolean search to discovering who your competitors\u2019 customers are.\nThis post was originally published on May 1, 2023. It was updated on October 2, 2023.