Tips From LinkedIn Experts

 Tamika Brunetti, managing director at Ascent Social Capital and former leader of a Fortune 500 company's global Sales Navigator program, doesn't prospect by volume. She built a repeatable system that layers account filters, spotlights, keyword logic, and engagement signals to shrink big lead pools into a focused list she can work in 15-minute daily sessions, before ever sending an InMail. Sales Navigator doesn't generate revenue on its own. That's the core idea ​@tamika.brunetti shared during our latest "How I sell with Sales Navigator" session, and it reframes how a lot of sellers think about the tool. Tamika has used Sales Navigator since around 2015, ran a Fortune 500 company's global Sales Navigator program, and now runs Ascent Social Capital, where she teaches corporate teams and individuals how to extract relationship intelligence from the platform. Her message during the session was simple: the tool only works if you build a real system around it. Why does more activity not fix

Often seasoned users overlook one of its best-kept secrets in Sales Navigator: Boolean search. Mastering Boolean search can transform how you prospect. Whether you’re trying to reach a VP in a specific industry or filter out the noise in your search results, Boolean logic lets you do it faster and smarter. Here’s how to use Boolean like a pro: 💡 What Is Boolean Search?Boolean search uses a combination of keywords and operators like AND, OR, NOT, and quotes ("") to include, combine, or exclude search terms. When used properly in Sales Navigator, it helps you find the right people, faster. Think of it as logic-based filtering that sharpens your results without endlessly adjusting drop-down filters. 🛠️ Key Boolean Operators: NOT searches: Type the word NOT (capital letters) immediately before a search term to exclude it from your search results. This typically limits your search results. For example, "sales NOT manager". OR searches: Type the word OR (capital letters) to see results t

One thing you've told us and again: the best signal is the one you don't have to go looking for. That's the whole idea behind Sales Navigator for Microsoft Teams, launched in the September 2026 Product Release. The integration brings high-priority buying signals right into the chats where your deals already live, so you can act in the moment without switching tabs. And it works. In beta, Teams alerts were 3x more likely to lead to action than traditional alerts. Here's what that looks like in a real day:1. A new decision-maker lands at a key account You're mid-conversation with your pod in Teams when an alert pops up: a new VP just joined a target account. You loop in your champion right there and line up a warm intro before anyone else does.2. A promotion reopens a cold deal That deal that stalled last quarter? Your buyer just got promoted, with more purchasing power. The alert hits your chat, and you've got a proof-driven reason to restart the conversation, right when it matters.3. A

 Before you open Sales Navigator, get clear on who you're targeting and why. During the event The Human Side of Selling in the AI Era, ​@stan explained how the real work happens off the platform. When you know your ideal buyer, Sales Navigator stops being a search box and becomes a way to find the right people, at the right time, with a message that actually lands.This is a simple truth, but it is often overlooked: the tool is only as good as the strategy behind it. It's tempting to jump straight into filters and lead lists, but without a clear picture of who we want to reach, even the most powerful search returns noise.▶️ Watch Stan’s quote from the The Human Side of Selling in the AI Era."A lot of the work that goes into making Sales Navigator a great tool takes place off of Sales Navigator." Why strategy comes before search Your challenge with Sales Navigator isn't finding enough prospects - it's narrowing 10,000 search results down to the 200 we can realistically follow up with. Th

Missed the event? Enjoy our recap of all Mike O’Neil’s tips below.You can connect with Mike here, and schedule time with him too. Our latest Club Navigator Roundtable brought in Mike O'Neil, a Forbes-recognized top influencer, and an 11-year Sales Navigator veteran who joined the platform back in 2004. He was likely one of the world's first LinkedIn coaches.As Mike put it, the topics discussed during the event are advanced, but you don't need to be an advanced user to use them. They're simply techniques that sit a little off the beaten path. Here's everything he covered. The multiple current jobs challenge Here's a nuance that can become a challenge even for seasoned users. Searches would be simple if everyone had just one job, but often they don't. Mike, for example, lists roughly eight roles on his own profile (speaker, trainer, service provider, and more) partly for SEO and partly because he genuinely wears a lot of hats.Let’s say you’re searching for "President" at companies with 2

Today I want to bring you a fascinating LinkedIn success story and share some insights I had after Roberto "Pico" Lopes, defender for the Cape Verde national team, visited our LinkedIn Dublin office in Ireland this week. Photos 1 and 2: Personal collection - Pico Lopes' visit to the LinkedIn Dublin office | Photo 3: Playback/LinkedIn - Roberto Lopes' official profilePico's story went viral after the world heard how he was called up to play for the Cape Verde national team: through LinkedIn! That is right! And, of course, because of the brilliant journey he and the entire Cape Verdean team have had in this 2026 World Cup. Even if you are not a soccer fan, this story relates DEEPLY to our daily sales reality, and I'm going to tell you why.If you work in sales, business development, or leadership, you have probably asked yourself (or heard from a client) this exact question: "Does LinkedIn actually work, or is it just another social network filled with corporate posts?" Well, let me answe

During our latest How I Sell with Sales Navigator session, Brand strategist ​@Liam Darmody showed us how he uses LinkedIn and Sales Navigator to engineer presence, showing up consistently in front of the right people until a business conversation feels natural, not transactional.His system is built on compounding behaviors: filtering his feed by targeted lead lists, commenting strategically to maximize visibility, responding to profile views with unexpected warmth and humor, and organizing leads by engagement stage rather than pipeline status.What stood out during this session was the philosophy and strategy around his use of LinkedIn and Sales Navigator. The mindset behind the method: LinkedIn as a digital conference Liam's entire approach to LinkedIn starts with a single reframe: he treats the platform like a digital networking event.Every post is a panel talk. Every comment is a hallway conversation. Every profile view is someone noticing you across the room. 👉 In this framing, the

Most sales reps treat LinkedIn as two separate apps. On one side, they see a social feed for "personal branding." On the other, they see Sales Navigator for "real work."In 2026, this disconnect is exactly why most outreach fails. Let’s see how we can move from visibility to Revenue. The Signal in the Noise Every time you post, you aren't just sharing an update. You are deploying a buyer-intent sensor. Your post analytics are a goldmine for prospecting. While many ignore them, these metrics tell you who is leaning in:Impressions: Your market share of voice Members Reached: Your unique audienceThe real value, however, is seeing who viewed your profile or followed you after seeing your post. These aren't just "stats"; they are hand-raisers from your buying audience. Market Share of Voice: Reaching 73,396 unique members (Mar '25 - Mar '26) In the last 365 days, my posts on LinkedIn reached 73,396 members and drove 1,662 profile views. That is roughly 139 people per month, a percentage of w

During yesterday’s event, we explored a feature that can completely transform post-call follow-ups. Sending standard email attachments leaves you entirely in the dark. You never know if a prospect opened your deck or shared it with their procurement team. Smart Links fix this problem by providing real-time analytics on buyer behaviour.A Sales Navigator smart link allows you to bundle up to 15 files and track exactly who views your content and for how long. You can use them to map buying committees, spot dormant leads re-engaging, and deliver personalized follow-ups without losing visibility.Let's explore some valuable best practices shared by top sellers on how to turn these links into your most strategic sales asset. Need help setting up a Smart Link from scratch? Check this Help Center article for a step-by-step guide. How do Smart Links help you track buyer intent? A Smart Link gives you granular visibility into your prospect's behaviour. You can see precisely which pages they linge

Tired of manually entering lead data into your system? When you’re focused on hitting your quota, administrative tasks can slow you down.By connecting LinkedIn Sales Navigator to your CRM, you can turn a tedious process into a smooth workflow. This integration lets you find leads faster, track activities automatically, and spend more time building meaningful relationships with buyers.Let’s explore who can use this feature, how to set it up, and how to turn your data into a sales advantage. Who Can Use CRM Sync and How to Set It Up Sales Navigator’s CRM integration is available for Advanced Plus users and it integrates with Salesforce, HubSpot, Microsoft Dynamics, Oracle, and more. You can connect one Salesforce instance per contract. Ready to link your tools? Follow these steps: Before you can sync data, you need to link Sales Navigator with your CRM. This requires Admin permissions on both LinkedIn Sales Navigator and your CRM.Step 1: Install the CRM Integration. Before touching Sales

During our recent Networking with Navigators event, ​Sales Beacon @Sinchu Raju , who brings over 15 years of marketing and business growth experience, joined us to discuss the common myths surrounding the Ideal Customer Profile (ICP) and why it is the foundation of a good sales strategy.As Sinchu put it, once you identify the gaps in your foundation, "it will be easy to crack Sales Navigator". A strong ICP is the filter that determines whether you win or lose in a tightening market.Learn what the common mistakes are, what you should focus on, and how you can take action this week to refine your ICP. What an ICP Is (and Isn't) An Ideal Customer Profile (ICP) defines the type of company that is the perfect fit for your product or service. Your ICP is a crucial foundation for sales professionals.ICPs typically include: Industries, company headcount, geographies, revenue Challenges faced, growth and maturity stage, technology used Hiring signals, leadership changes, funding, expansion, con

Sales Navigator is packed with powerful features, but knowing which ones to use (and how) can make all the difference. Here are 5 standout tips that go beyond the basics, helping you uncover warmer leads, trigger timely outreach, and turn your searches into a steady stream of qualified prospects. 1. “TeamLink connections” generates a list of people your colleagues can refer you to.What this filter is: To access, click “Connections” and then click “TeamLink Connections” in the drop-down menu that then appears. It shows people who are connected to your team members, which can lead to a referral. Learn more about TeamLink here.Why use it: “Capture the low-hanging opportunities! Data shows that buyers are four-times more likely to make a purchase if they are introduced to a sales rep by a common connection.” -LinkedIn Strategic Account Manager Sean Murray 2. “Following your company” shows you people who are much more likely to respond to your outreach.What this filter is: People who are fo

Burnt Out? Your buyers are probably feeling it too.  It’s been a heavy first half of 2025. Between ongoing global conflicts, economic uncertainty, and the general sense that reality is a bit off-kilter, people are carrying more than what shows up on a Teams call. And that includes your buyers. A recent study from the European Central Bank found that consumer confidence is dipping, even in regions where spending power is technically stable. This makes more sense when we look at the findings of ISM University’s study, that suggest that during periods of geopolitical stress, consumers tend to delay decisions. And this isn’t because they’re unable to act, but because choosing not to can feel like a way to stay in control when everything else feels uncertain.  So, if you’re seeing a slowdown, it might not be your pitch. It might just be the world we’re living in. And that’s where empathy comes in. Empathy in sales doesn’t mean lowering your targets or avoiding tough conversations. It means

LinkedIn Live Events give sales professionals a powerful way to build trust and visibility with potential buyers. By scheduling events in advance, you can attract the right audience, generate buzz, and engage viewers in real time with valuable insights and live Q&A. It’s a chance to connect more personally than a post, message or email ever could. What makes LinkedIn Live stand out is its ability to create lasting engagement. You can promote content before, during, and after the event keeping your message in front of prospects and driving continued interest. It’s a simple, scalable way to start meaningful conversations and move deals forward.  💡 Build Trust Through Real-Time InteractionBuyers are more likely to trust sales professionals they can see and hear live rather than just receiving cold messages. For example, a sales leader hosting regular LinkedIn Live Q&A sessions shares valuable insights and answers questions, positioning themselves as a trusted advisor instead of j