Setting up Sales Navigator

Sales Navigator

First of all, let's clarify what is Sales Navigator in the first place. Sales Navigator is a product provided by Linkedin (and if you don't know what Linkedin is... what are you doing in B2B sales??) and built on top of the popular social network.

It's basically a big database of all the people on Linkedin, that you can search & filter based on the data they put on their profiles.

You can immediately see the value there: easily find & engage with decision-makers in your target audience.

How to activate Sales Navigator

Sales Navigator is a paid product. You need to sign up & subscribe here to activate that feature on your Linkedin account.

Different plans exist but in general the "Core" version is sufficient as the main value is in that database search.

Setting up Sales Navigator

The first step for an optimal Sales Navigator experience is to configure it the right way. It only takes a few minutes and will GREATLY improve your results - and it's very often (if not always) overlooked.

And you can easily understand why as even the settings button is a very little icon almost hidden but here it is :


Click on it and access your Sales Navigator settings page.

Then scroll a bit and you'll see your email preferences. Email preferences will be the email alerts you will receive in your inbox.

Here are the settings I use :


The reasoning is that our email inboxes are already cluttered. We don't want email alerts that are not directly actionable. Sales Navigator guidance, etc. who cares ??

I only enable profile views as they are usually relevant and there's a notion of timing so I don't want to notice it too late.

Now scroll down again and you'll see your alert preferences. Here I like to keep most things on as they can be fairly relevant. The only thing I tend to disable is lead/account sharing updates.

What those do is alert you when a lead/account posted on Linkedin and usually that's not relevant. And if they're active on Linkedin, that will bring a lot of noise for nothing.


Turn everything on except updates


Suggest to keep this on except that coach. I AM THE COACH.