Sales Navigator: 5 advanced features that almost nobody uses
· LinkedIn · 6 min
Sales Navigator is the most powerful LinkedIn Premium tool for B2B prospecting — but the vast majority of users only leverage 20% of its features. Advanced search and InMail messages are the basics. Here are 5 lesser-known features that can completely transform your prospecting efficiency.
1. Job change alerts
Enable alerts for your saved prospects: Sales Navigator notifies you as soon as a contact changes roles or companies. This is an extremely powerful buying signal. A decision-maker who has just taken a new position is looking to establish themselves quickly, is open to new solutions, and their budget hasn’t been allocated yet. Response rates for this type of contact are 2 to 3× higher than the average.
2. Account Lists
Instead of targeting individuals, start by targeting companies that match your ICP (size, industry, growth, technologies used), then identify the decision-makers within those companies. The Account List lets you track activity from these target companies: new hires, news, funding. Your prospecting becomes signal-driven, not based on chance.
3. TeamLink
TeamLink (available on advanced plans) shows you whether someone on your team is connected to your prospect. An introduction via a colleague massively increases both acceptance rates and the quality of the initial conversation. Before sending a cold message, systematically check whether you have an internal entry point.
4. Saved searches with automatic alerts
Save your prospect searches and enable weekly alerts. Sales Navigator will automatically send you new profiles that match your criteria. Result: you don’t need to redo the same search every week — your pipeline fills up automatically with new qualified prospects.
5. The filter "Active on LinkedIn in the last 30 days"
This filter is underused but extremely valuable. A prospect who has been active on LinkedIn within the last 30 days is far more likely to respond than a dormant account. Add this filter to your searches systematically to focus on contacts that are truly reachable through this channel.
Sales Navigator is an investment of about €100 per month. Used well — with alerts, Account Lists, and saved searches — it’s the tool that delivers the best ROI in outbound B2B prospecting. The issue isn’t the tool: it’s the time spent learning its advanced features. This guide is your starting point.