In 2023, LinkedIn commissioned Forrester Consulting to conduct a Total Economic Impact study to determine the return on investment of LinkedIn Sales Navigator. Using a combination of customer interviews and analysis, the firm found that it yielded a 312% ROI over three years, paid for itself in less than six months.

The purpose of this study is to provide readers with a framework to evaluate the potential financial impact of LinkedIn Sales Navigator Advanced Plus (Sales Navigator) on their organizations.To better understand the benefits, costs, and risks associated with this investment, Forrester interviewed nine representatives with experience using Sales Navigator. Then, the interviewees’ experiences were aggregated and the result was combined into a single composite organization that

• is a software-as-a-service (SaaS) vendor
• with 250 Sales Navigator users and
• $250 million in annual revenue.

I’d like to highlight some of the main takeaways from the study below:

• Revenue growth – Features like the Account Hub and Alerts help to identify and reach out to qualified prospects in less time. With increased outreach quality comes improved sales outcomes, and interviewees reported net gains in operating profit and the impact of Sales Navigator on their sales pipeline.
• Research efficiency – AEs and BDRs can access the world's most comprehensive and accurate professional database and save 15% of their time by leveraging Sales Navigator to sort and organize data.

• Sales productivity – Features like Uploading your Book of Business, Spotlight Filters, and CRM Sync allow revenue-driving professionals to make incremental time savings that add up to meaningful volumes of time that are returned to the organization. All-in, these saved the composite organization US$2.3 million in productivity gains over three years.

“We were working in a very manual environment with no CRM integration and with outdated data living in multiple data sources. We needed to fix that.” – Head of B2B digital marketing, telecommunications

• Data accuracy – Sales Navigator organizes and presents its data to sales professionals to enable them to find, target, and engage with the right buyers at the right time. As data is at the foundation of modern decision-making, and sales teams require access to the most up-to-date and trustworthy information possible to make the most out of their prospecting efforts, it is a game changer.
• Finding hidden allies – Sales Navigator was designed with personal connections in mind; it helps map your and your team’s contacts and enables sales professionals to find their warm path into prospective accounts with warm introductions.
• Buyer intent – Finding your ideal customer is only half the battle. Sales professionals also need to know the optimum moment to reach out. Sales Navigator provides that foresight. Building a habit of saving accounts and leads allows the platform to learn when to notify users when they show interest in your company. 
• Flexibility – Using Sales Navigator empowers sales professionals to carry out their tasks as top performers. It not only brings better results but also increases employee experience.

“Sales Navigator has improved the overall employee experience. It gives everyone the ability to do their tasks more easily and stay in touch with prospects on a professional and social level.”