How to Get the Most Out of LinkedIn Sales Navigator (2024 Update)

With over 500 million profiles, LinkedIn Sales Navigator is a powerful tool for sales and business development. It’s no surprise this platform has become the standard among sales teams for outbound sales prospecting.

However, since it is a relatively expensive solution, teams need to know how to use LinkedIn Sales Navigator.

LinkedIn says it best in its guide to getting the most out of Sales Navigator:

“At a time where relevant, contextual buying experiences are essential for B2B selling success, the professional data available through LinkedIn holds immense value.”

But how can you tap into that data? How can you use Sales Navigator more effectively? And how can you find email addresses for the prospects you find in Sales Navigator?

In this guide, we’ll provide you with advanced tips on how to get emails for the leads you identify using LinkedIn Sales Navigator to maximize your sales pipeline. From finding accurate contact information to extracting emails in bulk, we’ll cover the best strategies to leverage the platform for successful outreach and generating business opportunities.

Follow these tips to unlock the full potential of LinkedIn Sales Navigator in 2024.

• Using Sales Navigator – a few basic points on getting started
• Is Sales Navigator effective at finding emails?
• How to get email addresses from Sales Navigator
• Exporting emails in bulk using Wiza
• Tips on getting the most out of Sales Navigator
• What if Sales Navigator doesn’t work for you?

How to use LinkedIn Sales Navigator

Before getting into the specific tips on using LinkedIn Sales Navigator, we first want to look at the basics of how to use Sales Navigator effectively.

1. Start with a free trial. LinkedIn offers a free trial for Sales Nav, so take advantage of it for your first month.
2. Configure your Sales Navigator account. After signing up, you can customize your new Sales Nav account by adding LinkedIn connections as leads, defining your vertical and region, and adding companies you’re interested in.
3. Get familiar with Sales Navigator features. The three pages you’ll probably use the most are advanced search, lead lists, and account lists. Below is what a company page looks like on Sales Navigator. You’ll notice that below is the “relationship explorer,” which shows you the top recommended leads based on your prior searches.

These are the basics of using Sales Navigator when you’re starting out. But what about some advanced tips to get the most out of Sales Nav?

How effective is LinkedIn Sales Navigator at finding emails? 

Finding legitimate emails through LinkedIn Sales Navigator can be challenging due to certain limitations. While Sales Navigator provides access to a vast directory of leads, it doesn’t offer a straightforward way to extract or find emails.

Connecting with prospects on LinkedIn is limited to 1st-degree connections or sending InMail messages. But even being a 1st-degree connection doesn’t mean that you’ll be able to find their email address. You can only do this if they’ve decided to list the information in their contact info on their profile. And let’s be real—most people don’t.

This difficulty in obtaining emails from Sales Navigator can hinder effective outreach and your ability to connect with decision-makers.

However, there are solutions available, such as using third-party tools like Wiza to help overcome this challenge. These tools enable you to extract email addresses from Sales Navigator profiles efficiently, allowing you to enhance your outreach efforts and connect with leads outside of the LinkedIn platform. In the following section, we will explore how to use Wiza to find emails and maximize your success with LinkedIn Sales Navigator.

As LinkedIn’s research shows, sales reps using LinkedIn Sales Navigator were almost 5 times more likely to view the profiles of decision-makers and 2.5 times more likely to connect with these decision-makers compared to non-Sales Navigator users.

That’s a great start in our book.

Question: How do I make the most sales on LinkedIn?

Answer: Use LinkedIn Sales Navigator.

But you can get way more out of Sales Navigator than a higher search volume and increase in profile views. 

How can you make sure you actually get the most out of LinkedIn Sales Navigator?

It comes down to using all of the platform’s features and extending the benefits of Sales Navigator beyond the platform itself. 

How to get emails from LinkedIn Sales Navigator

To extract emails from LinkedIn Sales Navigator, you can use a LinkedIn email extractor tool. These third-party tools typically work as Chrome extensions and allow you to extract email addresses from Sales Navigator profiles.

Some tools require only the company domain of the prospects, while others may require you to connect your LinkedIn account. These tools offer a convenient way to collect email addresses from Sales Navigator and enhance your outreach efforts.

Using Wiza to extract verified email addresses easily

If you’re looking for a LinkedIn Sales Navigator scraper, you can consider using Wiza. Wiza is a powerful LinkedIn scraping tool that works as a Chrome extension. It allows you to scrape email addresses and other contact information (up to 30+ data points) from LinkedIn profiles and Sales Navigator searches.

Why choose Wiza? All of Wiza’s data is ethically sourced, highly accurate, and verified in real-time. Using live SMTP verification, each email address is pinged to see whether or not it’s live and active. In other words, you don’t have to worry about sending emails to bad accounts, which could negatively affect your domain reputation.

We’re so confident in our data that you don’t have to use credits if the email addresses are no good.

How to use Wiza to find real-time validated emails

To use Wiza, all you need to do is sign up for a free account and download the Chrome extension. Once signed in, navigate to any LinkedIn profile, and you’ll see the Wiza overlay buttons “Find email & phone,” “Find email,” and “View contact in plugin.”

If you’d like more information as well as the credit cost, click the “View contact in plugin” button. It will open up the sidebar with further details, like in the screenshot below. Once you’ve checked off which information you’d like to pull, click “Reveal contact info.”

After you’ve revealed the email address (or email and phone), you can then add your contact to the list of your choosing. Under “Save to list,” you can either choose to assign your contact to an existing list or create a new one. With Wiza, it’s easy to create and build lists that suit your prospecting style.

Once you’ve built these lists, you can either export them to a CSV or directly to your CRM, as we have a few native integrations available such as Salesforce, Hubspot, and more.

Oh and, if you do want to give Wiza a try, you can sign up for a free account today and we’ll give you 20 credits for free. This way, you can try it out for yourself and see how easy it is to use.

If you have any issues or questions along the way, we’ll be happy to help—just contact hello@wiza.co or use the live chat button on our website.

What about exporting email addresses in bulk from LinkedIn?

To export email addresses in bulk from LinkedIn, you can leverage LinkedIn email extractors that are designed to handle large quantities of data. These tools enable you to extract email addresses from multiple profiles or search results on LinkedIn Sales Navigator, at once. By exporting email addresses in bulk, you can streamline your lead generation process and efficiently manage your prospecting efforts.

Wiza can be used for Sales Navigator searches, as well. If you have a premium Sales Navigator account, simply run a search as you normally would. Then, you can export using the Wiza overlay button “Export leads with Wiza,” as shown below.

7 tips on how to get the most out of LinkedIn Sales Navigator

Bells and whistles don’t always translate into value for sales. 

Sales Navigator has plenty of fancy features designed to keep your sales pipeline within the platform (see: PointDrive). Sticking to these features can often limit your pipeline instead of expand in. 

We’re going to list some of the Sales Navigator tips to help you use this platform as effectively as possible.

#1: Craft Good Searches With Advanced Filters

We’ve written about this before, but the search in Sales Navigator is super powerful.

Once you run an initial search on LinkedIn Sales Navigator, use the advanced filters to narrow down your list of leads. You can use filters keyword, industry, company headcount, role and more to really narrow down on your ICP. You can even create multiple lists of leads around different parameters. 

The keyword filter can be used creatively, so use it.

#2: Combine Inbound With Outbound

Like LinkedIn Premium, Sales Navigator lets you see who has viewed your profile recently. While the platform is primarily for outbound sales, this feature means you can mix in some inbound connections if the mood strikes you. 

Take a look at the page once a week or so and send out connections to those who are already interested in your company (or you). 

#3: Target Warm Leads With Shared Connections

Coming back to advanced filters: you can drill down to leads with just 2 degrees of separation. 

By focusing on leads with common connections, you can create a separate list of warm leads. You can even personalize your outreach more by mentioning that you have some people in common in your professional network. 

#4: Save Searches & Leads 

You don’t have to start from scratch every time you get on Sales Navigator. 

While you’re limited to the number of InMail messages you can send, the platform allows you to save up to 1k leads and save your search parameters. Save time down the road by revisiting your early insights. 

#5: Save Your Customers as Leads

One of the best Sales Navigator tips we could give you hides in Navigator’s ability to save certain people you find through search as leads.

Once saved, you’ll get a notification when these people change jobs. If your lead list is filled with your current customers, you’ll instantly be alerted when they leave the company. Then you’ll have an opportunity to sign onto a completely new company with the same lead. 

You can also use this with prospects who told you ‘no’ — there’s always a new opportunity at a new company!

#6: Email, Don’t InMail 

InMails supposedly have a high response rate; but that doesn’t mean they are an effective sales prospecting approach. Since Sales Navigator limits you to just 20 InMail messages a month, sending these messages can be incredibly limiting. 

To get the most out of Sales Navigator, you have to get your prospects’ professional email address and reach out to them there.

The easiest way to do this is (naturally) with Wiza.

Wiza allows you to export searches, automatically finding the professional email address of everyone in that search. You can download the results as a .csv file, send those prospects directly to your CRM, or use Wiza Connect to create cold email campaigns. With a verification check for every email it finds, using Wiza means you’ll never send to a bounced email address. 

#7: Use Sales Navigator Insights for Personalized Cold Emails

The insights from Sales Navigator are better than any other B2B sales tool out there. Make sure you’re putting it to use!

For example, if you want to warm up a lead, take a look at their ‘Interests’ section. You can even filter leads by interest in the search (there’s that advanced search function again).

With this insight from LinkedIn, you can personalize your cold emails. Variables like {Title} can help you make your cold emails sound even more personalized than simply using someone’s first name. 

What if Sales Navigator doesn’t work for you?

Whether you’re extracting verified emails or not, getting the most out of Sales Navigator always starts with using it the way that gets you the results you’re looking for.

However, maybe LinkedIn Sales Navigator isn’t worth the price. If you find yourself looking for an alternative, Wiza now offers a new feature—Wiza Prospect—for finding leads. For more information, check out Wiza Prospect here.

Whatever direction you take, we hope you get awesome results in your sales prospecting efforts.