LinkedIn for B2B sales is a goldmine, but its standard features leave a lot to be desired when you’re trying to find high-value B2B leads.
For B2B companies serious about LinkedIn lead generation, these basic functionalities are often insufficient. That’s why many B2B companies often choose LinkedIn Sales Navigator, a LinkedIn premium plan designed to supercharge your B2B sales prospecting strategy.
With advanced LinkedIn search filters, personalised recommendations, and deeper insights into prospects, it takes your LinkedIn lead generation to the next level. As a B2B company, knowing how to use LinkedIn Sales Navigator can help you level up your existing LinkedIn outreach strategy.
How to Use LinkedIn Sales Navigator Like a Pro
At first glance, LinkedIn Sales Navigator may appear somewhat complicated. But when you learn the ropes, it’s an incredibly powerful tool for B2B sales prospecting and generating leads.
With LinkedIn Sales Navigator, you can use advanced filters to refine your search based on industry, job titles, company size, and even geography. Once you’ve identified your targets, you can create lead lists that help you track prospects and nurture connections with sales professionals over time.
What’s more, a LinkedIn Sales Navigator subscription allows you to use LinkedIn InMail to contact decision-makers directly for personalised LinkedIn outreach. Tools like email finder, personalised connection requests, Relationship Explorer, and Smart Link can help you connect with target accounts and relevant leads much faster than regular LinkedIn features.
Building a B2B Pipeline with LinkedIn
To build a B2B pipeline with LinkedIn, you must focus on targeting the right people at the right time – and that’s exactly what LinkedIn Sales Navigator is built for. Its advanced search LinkedIn filters allow you to zone in on high-value B2B leads based on job titles, company size, industry, and location.
Plus, LinkedIn targeting tools make it simple to track and nurture relationships. This allows you to optimise your LinkedIn outreach strategy to focus on those decision-makers who have the highest chances of converting.
That’s how you build an effective LinkedIn lead generation strategy that supports your B2B sales pipeline. In fact, LinkedIn’s analysis shows that in 2022, LinkedIn Sales Navigator users made 3.6x more connections with decision-makers than non-users.
LinkedIn Outreach Strategy that Converts
A solid LinkedIn outreach strategy goes beyond generic, cold outreach. In 2025, personalised LinkedIn outreach is your secret weapon. With your LinkedIn Sales Navigator account, you can develop a targeted InMail strategy to connect with potential customers with personalised messages and connection requests.
The more personalised and human your LinkedIn outreach strategy feels, the higher the chances of a response. A solid InMail strategy requires thoughtful messages that take into account each prospect’s unique needs, challenges, and industry context.
For many B2B companies, the sales prospecting strategy on LinkedIn often boils down to simply identifying a potential client or a mutual connection and sending them a cold message. But in reality, successful sales prospecting on LinkedIn goes beyond initial contact and a half-hearted message.
A successful B2B sales prospecting strategy involves effective LinkedIn lead nurturing and follow-up. That’s often where the real sales potential lies. This will almost certainly result in a pipeline filled with high-value B2B leads and a steady stream of opportunities to close deals on LinkedIn.
LinkedIn Sales Tips for Long-Term Success
If you’re looking to make LinkedIn work for you in the long run, let’s talk about some LinkedIn sales tips for long-term success.
For starters, don’t rely too much on automated LinkedIn targeting tools. Yes, it’s tempting, but these automated tools often lack the personal touch that makes people actually react to your LinkedIn outreach strategy efforts.
For many business owners, manual outreach feels way more genuine than automated one (and yes, many people can tell the difference). Sure, reaching out to all of your high-value B2B leads manually takes more time, but personalising your messages can make all the difference between closing the sale and getting ignored.
Truly, the key to a successful LinkedIn lead generation strategy – even with tools like LinkedIn Sales Navigator at your fingertips – comes down to continuous testing and tweaking. What works for one prospect might not work for another, which is why different companies use different approaches to LinkedIn B2B sales prospecting.
Level Up Your Sales Prospecting on LinkedIn
If you’re serious about networking and LinkedIn lead generation, then yes – LinkedIn Sales Navigator can be a goldmine for your B2B sales prospecting efforts.
While the LinkedIn Sales Navigator cost may be a bit high, it’s an investment that will pay off in the long run, allowing you to laser-focus your LinkedIn outreach strategy on high-value B2B leads with advanced LinkedIn targeting tools, InMail strategy, and other LinkedIn sales tools built specifically to support personalised LinkedIn outreach.
So, if you’re ready to put LinkedIn to work for you, LinkedIn Sales Navigator is what will help you make your pipeline grow. And if you need support designing your highly personalised lead generation strategy, our experts at J2 Group can help. Get in touch with us today to learn how we can support your LinkedIn lead generation efforts.
FAQs
Q1: What is LinkedIn Sales Navigator, and how does it help in B2B sales?
LinkedIn Sales Navigator is a premium tool that helps you find high-value leads using advanced filters and personalised recommendations.
Q2: What are the best strategies to generate leads using LinkedIn?
Use advanced search filters, personalise your outreach, and engage with prospects through consistent follow-ups and LinkedIn lead nurturing to generate quality leads.
Q3: How can I connect with decision-makers more effectively on LinkedIn?
Personalise your messages, focus on mutual connections, and use LinkedIn InMail to send tailored, relevant messages to decision-makers.
Q4: What’s the role of InMail in LinkedIn lead generation?
InMail lets you reach decision-makers directly with personalised messages.
Q5: How do social selling techniques improve LinkedIn outreach success?
Social selling techniques, like engaging with posts and building relationships over time, help establish trust and make it easier to convert leads and improve outreach success.
