Getting emails from Sales Navigator on LinkedIn can be very helpful for sales professionals and recruiters. Sales Navigator provides access to advanced searches and insights into LinkedIn members that can generate high quality sales leads. Being able to get the email addresses of these leads directly in Sales Navigator saves time and enables you to start engaging prospects right away. Here are some tips on how to get emails from LinkedIn Sales Navigator.
Connect with Prospects on LinkedIn
The first step is to identify potential prospects and connect with them on LinkedIn. As a Sales Navigator user, you have access to advanced filters and lead recommendations that make it easy to find your ideal prospects. For example, you can search by company, job title, industry, location and more. Spend time building out your ideal customer profile so the platform can surface targeted recommendations. Send connection requests to prospects that fit your ICP along with a customized note.
Once prospects accept your connection requests, their full LinkedIn profiles will be visible to you as a 1st degree connection. This includes the ability to see their email addresses if they have added them to their profile. Having a direct connection is key to gaining access to prospect contact information.
Export Profile Data from LinkedIn Searches
You can export the profile data from LinkedIn searches to a CSV file using Sales Navigator. This allows you to easily collect lead contact information like email addresses in bulk. To do this:
- Run a search in Sales Navigator using your ideal customer filters
- Click on the Save icon next to the search terms
- Name and save the search
- Navigate to My Searches and open the saved search
- Click on the Export Results link
- Select to export All Fields and the maximum of 250 records
This will export the results to a CSV file containing all available profile fields, including email addresses for profiles that have them listed. You can then import this into your CRM or sales engagement platform.
Export from Lead Recommendations
In addition to search results, you can also export contact information directly from LinkedIn lead recommendations. Sales Navigator uses AI and machine learning to automatically recommend relevant prospects based on your searches, list uploads and profile:
- Review the Lead Recommendations section in Sales Navigator
- Hover over a recommended prospect profile and click the Export icon
- Select to export All Fields for up to 250 records
This provides another quick way to collect prospect contact information in bulk from Sales Navigator.
Save Lead Profiles
Manually saving lead profiles is another method to gather email addresses. As you review profiles from searches, recommendations or other sources, use the Save icon on a profile to add them to your Saved Leads list. You can then export up to 250 Saved Leads at a time.
- Click the Save icon on prospect profiles
- Navigate to My Leads and open Saved Leads
- Select up to 250 profiles and choose Export
- Export All Fields to CSV
While more time intensive than bulk exports, this ensures you are only exporting your best-qualified prospects.
Connect Leads to a CRM or Email Platform
Once you’ve exported prospect contact information from LinkedIn Sales Navigator, the next step is connecting them to your sales engagement platforms. Loading the leads into a CRM like Salesforce automatically will enable you to track and manage prospects for follow up.
You also need to connect the leads to the platform you will use for email outreach like Outreach or SalesLoft. This will allow you to personalize and automate your sales emails to increase response rates.
Most CRMs and sales engagement platforms provide integration options with Sales Navigator to streamline loading leads. You can either use direct integrations or import the exported CSV files. This eliminates manual data entry and saves time getting new prospects into your sales workflow.
Personalize Outreach with Insights
The richness of the profile data in Sales Navigator provides insights you can use to personalize and add context to your outreach. Useful details include work history, education, groups, interests and skills.
Before sending an email or LinkedIn message, review the prospect’s full profile in Sales Navigator. Reference specifics like shared connections, companies, schools or interests in your message to demonstrate you did research on them. This personal touch helps increase engagement and build trust.
You can also leverage Company Pages in Sales Navigator. Research prospects’ current employers including recent news, leadership changes and strategic initiatives. Use these insights to craft targeted messaging that shows your knowledge of their company and industry.
Follow Up with InMail
Your email campaigns will generate some responses, but you need an additional way to follow up with prospects who do not reply to your initial messages. This is where LinkedIn’s InMail feature comes in.
InMail enables you to directly message anyone on LinkedIn, even if you are not connected. As a Sales Navigator customer, you have a set number of InMail credits per month you can use. Identify your highest value prospects who did not respond to email and send them targeted InMails.
Unlike other cold outreach, InMail has some of the highest response rates across sales engagement tactics. Prospects recognize it is more personal than email. Follow up 2-3 weeks after your initial email with an InMail referencing the value you can provide. Adjust your messaging based on continued social selling research.
Optimize Your LinkedIn Profile
A best practice to improve email response rates is having an optimized LinkedIn profile. This establishes your credibility and influence when prospects view your profile after receiving an email or InMail.
Make sure your profile is at All Star level with a professional photo, headline, summary section, work experience, and skills. Go beyond just listing job titles and responsibilities. Emphasize achievements, measurable wins, and the value you delivered.
Also join relevant industry and interest groups and engage with content. An established presence shows your investment in the space. Prospects will take your outreach more seriously knowing you are a thoughtful leader.
Automate Sequences
Manually exporting and emailing leads is very time consuming. You want to spend time on high value activities like researching prospects and engaging new leads. Automated sequences eliminate the drudgery of data entry and follow ups.
Most email tools like Outreach and SalesLoft enable you to build sequences triggered by a new lead being loaded from a CRM or imported list. Set up personalized multi-touch email and InMail sequences to prospects.
Tier your sequences based on lead source and profile attributes to deliver the right message. For example, send different sequences to inbound leads vs. proactively sourced prospects. Use lead insights to tailor content.
Automating the follow up process drives scale and consistency. You focus on net new lead generation while still having active campaigns to surfaced leads.
Integrate Social Selling Content
Sharing relevant content in your outreach improves engagement and demonstrates your industry knowledge. Sales Navigator makes this easy by surfacing content recommendations tailored to your prospects’ interests.
When viewing a prospect’s profile, you will see content suggestions on the right based on their industry, job role and more. Choose relevant articles, videos, ebooks or other collateral to include in your messages.
You can also curate a catalog of valuable content in My Library. Organize by asset type, topic and audience. Then easily share content from My Library directly through email tools.
Thoughtful content that provides value for prospects builds authority and can spark meaningful conversations.
Review Email Analytics
To refine and improve your outreach, examine the email analytics and attribution reporting in your platform. See which types of content, messaging and sequences generate the most replies, connections and pipeline opportunities.
Evaluate metrics like open rates, click through rates, unsubscribes and spam complaints. If any sequence is underperforming, pause it and optimize the messaging. Analyze the demographics and profile attributes of your best leads. Find opportunities to further personalize and target outreach.
Continuously optimizing your outbound campaigns based on data will increase the effectiveness of your efforts and number of quality leads. Sales Navigator integration provides the lead insights for relevant 1:1 communication.
Leverage Trigger-Based Nurture Sequences
In addition to outbound sequences, you can leverage LinkedIn trigger-based events for targeted nurture follow up. These are automated sequences sent when a prospect takes a specific action like viewing your profile or content.
For example, set up a sequence to nurture prospects who visit your profile after you send an InMail. They have demonstrated interest – follow up quickly to schedule a call. Or create sequences that engage prospects who belong to the same groups or who viewed posts you shared.
Trigger-based sequences capitalize on real-time buying signals vs. just one-way communication. Combine them with your outbound sequences for a sophisticated multi-channel nurturing approach. Make sure to coordinate the timing and messaging across programs.
Expand Your Network with TeamLink
Your own direct connections are not the only way to access prospect contact information. Sales Navigator’s TeamLink feature shares your organization’s combined 1st degree network so you can export anyone your teammates are connected to.
TeamLink automatically and securely shares internal connections while maintaining external privacy. This expands your collective reach and available lead data dramatically. It also prevents duplicate outreach by multiple SDRs to the same prospects.
The larger team network will expose more prospect email addresses for a richer lead pipeline. Explore connecting with additional degrees through TeamLink before resorting to speculative email outreach.
Conclusion
Sales Navigator integrates directly with your sales and marketing technology stack to enable targeted, personalized prospect outreach at scale. Tap into the powerful LinkedIn ecosystem for quality lead generation rather than unreliable cold data.
Leverage Sales Navigator profile insights and TeamLink connectivity to export qualified leads. Use an email automation platform to execute multi-channel nurture streams. Continuously optimize based on attribution.
This creates a closed loop sales process from identification to revenue. Follow these best practices for your LinkedIn outreach to build robust pipelines and exceed revenue goals.