What Sales Navigator is (in plain English)

Sales Navigator is LinkedIn’s prospecting and account-intelligence tool. It helps you spot the right people at the right companies, understand what’s happening in their world, and start warmer conversations that actually move deals. Think of it as a focused, data-rich layer on top of LinkedIn built specifically for B2B selling. (business.linkedin.com)

Why Back Office teams should care

• Enriching CRM data with up-to-date person and company insights, cutting manual data entry and cleanup. (business.linkedin.com)

• Standardizing account research so reps follow the same process and use the same source of truth before outreach.

• Prioritizing work with real-time alerts and buyer-intent signals, so ops can route attention to the accounts that are heating up. (business.linkedin.com)

• Mapping stakeholders in one place, making handoffs, expansions, and renewals smoother across Sales, CS, and RevOps. (business.linkedin.com)

• Tightening security and governance with required two-step verification and admin controls. (linkedin.com)

• A solid Back Office keeps the revenue engine clean, compliant, and predictable. Sales Navigator plugs into that mission by:

What you can actually do with it

• Find the right buyers faster

• Use 50+ filters to zero in on your ideal personas and accounts.

• Get AI-powered lead and account insights to prep for calls in minutes, not hours.

• Save lists, set alerts, and let the tool surface lookalike leads. (business.linkedin.com)

• See buying signals as they happen

• Track job changes, leadership moves, company growth, funding, and content engagement.

• Use Buyer Intent to spot when leads or accounts are actively researching your company or category. (business.linkedin.com)

• Start warmer conversations

• Tap TeamLink to find warm paths through coworkers’ networks.

• Send targeted InMail and use AI Message Assist (beta) to draft outreach that feels personal. (business.linkedin.com)

• Share content that’s trackable

• Package decks and resources as Smart Links and see who engages, so follow-ups are timely and relevant. (business.linkedin.com)

• Collaborate on complex deals

• Build a Relationship Map (dynamic org chart) to visualize buying committees, gaps, and influence paths. (business.linkedin.com)

How it fits your CRM and workflows

• Embedded inside your CRM

• Bring Account IQ summaries, Find Key People, and Relationship Maps directly into Salesforce (and rolling into Dynamics 365 and HubSpot), so reps never need to switch tabs to research, identify decision-makers, or update contacts.

• Note: Embedded Experiences and display integrations now require the Advanced Plus plan. (linkedin.com)

• Sync and hygiene

• Create or update leads/contacts from Sales Navigator, keep CRM fields fresh, and write back activity in a click—great for data quality and pipeline accuracy. (business.linkedin.com)

• Admin and reporting

• Usage reporting and centralized controls help RevOps drive adoption, coach the team, and prove impact. (business.linkedin.com)

The AI that saves research time

• Account IQ gives a quick, AI-generated view of an account’s strategic priorities and challenges, so reps show up prepared.

• Lead IQ highlights key, AI-driven insights about people you’re targeting.

This turns scattered research into a repeatable, back-office-approved step in your sales process. (business.linkedin.com)

Plans at a glance (U.S. starting prices)

• Core: for individual sellers who want advanced search, lists, alerts, and 50 InMails/month. Starts at about $119.99/month or $1,079.88/year per seat.

• Advanced: for sales teams; adds AI features (like Account IQ), collaboration, and admin/reporting. Starts at about $159.99/month or $1,799.88/year per seat.

• Advanced Plus: for organizations that need deeper CRM integrations and Embedded Experiences; pricing is customized.

Prices vary by billing frequency and can change; check your exact quote during purchase. (business.linkedin.com)

What this means for a stronger Back Office

• Cleaner data, fewer swivel-chair tasks: Enrichment and write-back reduce manual updates and improve forecast reliability. (business.linkedin.com)

• Process you can measure: Shared lists, maps, and alerts create a repeatable rhythm you can report on and optimize. (business.linkedin.com)

• Better cross-team coordination: Relationship Maps and buyer signals keep Sales, Marketing, Success, and Ops aligned on who matters and when. (business.linkedin.com)

• Security-first posture: Two-step verification and plan-based feature controls support governance at scale. (linkedin.com)

Quick setup tips for Ops/RevOps

• Define target personas and account tiers so filters, alerts, and Buyer Intent align with your ICP. (business.linkedin.com)

• Connect your CRM (and enable Embedded Experiences if you’re on Advanced Plus) to keep research and updates in one place. (linkedin.com)

• Standardize lists and maps: Publish saved searches, account lists, and Relationship Map templates so every rep follows the same playbook. (linkedin.com)

• Instrument adoption: Track list usage, Smart Links engagement, and alert-driven actions in your admin reports. (business.linkedin.com)

Bottom line

If you want your Back Office to power predictable, efficient revenue, Sales Navigator brings the signals, structure, and CRM-ready workflows to make it happen. It’s not just “more leads”—it’s a cleaner, smarter, and more synchronized way to run B2B sales. (business.linkedin.com)