How to Use LinkedIn Sales Navigator to Book More Sales Meetings
If you're in B2B sales, LinkedIn Sales Navigator is one of the most powerful tools to find and engage with prospects However, most SDRs and AEs don’t use it to it’s full potential—leading to wasted time and missed opportunities.
In this guide, we’ll cover exactly how to use Sales Navigator to build targeted lead lists, personalize outreach, and engage prospects at the right time.
Before we get started, in this article we are focusing on LinkedIn Sales Navigator ($99.99/month), which is different than LinkedIn Premium. If you work in sales, we highly recommend LinkedIn Sales Navigator. Now let’s get into it!
Step 1: Build Targeted Lead Lists
The biggest advantage of Sales Navigator is its advanced search filters, allowing you to find decision-makers who fit your exact ideal customer profile (ICP).
Use Advanced Search Filters
Instead of manually scrolling through LinkedIn, use these key filters to narrow down your list:
✅ Job title & seniority – Target decision-makers who actually have buying power.
✅ Industry & company size – Prioritize companies that match your ICP.
✅ Recent job changes – New executives are more likely to evaluate new solutions.
✅ Past interactions – Find people who have engaged with your company’s content.
🔹 Pro Tip: Save your search so you get automatic alerts when new leads match your criteria.
Step 2: Gather insights to reach out to your prospects
Many sales reps send generic LinkedIn messages that get ignored. Sales Navigator helps you stand out by providing key insights into each prospect.
Mutual Connections
Mutual connections build instant credibility. Mentioning a shared contact can increase your response rate.
Groups & interests can give you common ground. If a prospect is in the same sales group, mention it in your outreach.
Recent Activity
If a prospect recently commented on a post, see if it’s relevant to your offering and incorporate it into your message
If they share company news, mention it!
If they engaged with a competitor’s post, they may be evaluating solutions like yours.
Pro tip: Don’t just focus on comments, take a look at your prospects ‘likes’
Step 3: Use Smart Alerts to Engage at the Right Time
Sales Navigator provides real-time alerts so you can reach out when prospects are most likely to respond.
Set Up Alerts for Key Triggers
✅ Job changes – New execs are significantly more likely to make buying decisions.
✅ Company growth – If a company is hiring rapidly, they may need new solutions.
Use these types of triggers to send a targeted message in your outreach. Need inspiration? Check out our collection of cold email examples.
Step 4: Use Filtered Views for Maximum Efficiency
Below are some powerful filtered searches that help you prioritize high-intent leads:
Target Past Customers
In Lead Filters, find the “past company” field, and list as many of your current customers as possible. Put the rest of your ICP's information in. You now have a list of prospects that previously used your service and are now at a new company
Use the “Following Your Company” Filter
In Lead Filters, find the “Buyer Intent” section and toggle the “Following Your Company” filter to on. Fill out the rest of your ICPs information. You now have a list of people who are aware of your brand. Now go through and find the ones that are not current customers and reach out to them.
Use the “Changed Jobs” Filter
Use the Changed Job filter on LinkedIn Sales Navigator to find prospects who recently started a new role, as they are more open to new solutions and making changes, increasing your chances of booking a meeting.
Final Takeaway
Sales Navigator is more than just a search tool—it’s a strategic sales advantage when used correctly. Instead of cold blasting prospects, use it to:
✔ Find high-quality leads with advanced search filters.
✔ Personalize your outreach based on mutual connections & activity.
✔ Engage prospects at the right time using smart alerts.
By applying these tactics, you’ll book more meetings, build better relationships, and close more deals.
If you’re looking for ways to book more meetings, subscribe to The SDR Newsletter! Once a week we share actionable tactics and examples in a simple email.