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Sales Navigator essentials
15 / 22 Day 7 ~10 min read
In one sentence
A per-seat search-and-outreach tool for salespeople. Three tiers; InMail credits; intent signals; CRM sync only on Advanced Plus.
3tiers: Core · Advanced · Advanced Plus50InMail credits a month150credits you can bank90days for a reply to refund a credit0–100SSI score
You sell both halves of this loop. Ads without Navigator leaves engaged accounts untouched; Navigator without ads is cold outreach.
The other product in your bag. Per-seat subscription: Core (1+ seats) · Advanced (team features: TeamLink, Smart Links, usage reporting, buyer intent) · Advanced Plus (10+ seats, CRM sync and embedded experiences, custom price).
| Feature | What it does | Sales talk-track |
|---|---|---|
| Advanced search | 40–50+ lead and account filters (seniority, function, geography, headcount growth, technologies, posted content…) | "Find the buying committee at every target account in minutes." |
| Lead & account lists, saved searches | Persistent lists with alerts | Job changes, funding, hiring spikes = timing triggers |
| InMail | Message any member without connecting; 50 credits/month, bank up to 150, credit refunded if reply within 90 days | Response rates several × cold email |
| Smart Links | Trackable content packages; see who opened what, for how long | Intent signal per contact |
| TeamLink | Warm intro paths through colleagues' networks | Enterprise Advanced+ differentiator |
| Account IQ / Lead IQ | AI summaries of accounts and people: priorities, news, background | Cuts research time before calls |
| Buyer Intent (180+ signals), Product Category Intent | Account-level intent from LinkedIn activity (profile views, ad engagement, InMail acceptance…) | Prioritise the accounts already leaning in |
| Relationship Map / Explorer | Visual buying committee; suggested unsaved leads by persona | Multi-thread every deal |
| Account Hub | Dashboard of saved accounts with intent score, alerts, connection paths | Daily workflow home |
| CRM sync (Advanced Plus) | Bidirectional sync with Salesforce, Dynamics, HubSpot; embedded profiles in CRM; data validation (who left) | Data hygiene ROI |
| SSI (Social Selling Index) | 0–100 score: establish professional brand · find the right people · engage with insights · build relationships | Free benchmark; SSI leaders create 45% more opportunities (LinkedIn claim) |
Cross-sell logic: ads warm the accounts (Companies tab shows who engaged) → Sales Navigator finds and reaches the people at those accounts → CAPI sends the CRM outcome back to ads. You sell both halves of that loop.
Remember
- Core for individuals, Advanced for teams (TeamLink, Smart Links, intent), Advanced Plus for CRM sync.
- SSI has four pillars: brand, right people, insights, relationships.
- Cross-sell: ads warm accounts → Companies tab → Navigator reaches the people → CAPI sends the outcome back.