# Sales Navigator playbook

Offloaded depth for the **Target** phase. All facts dated 2026-06-02.

## Saved-search filter recipes by ICP archetype

Build from the role and the trigger, not from a name dump. Save the search so Sales Nav re-runs it and surfaces new matches.

| ICP archetype | Core filters to set | Why these |
| --- | --- | --- |
| RevOps / Sales Ops leaders at scaling SaaS | Current title = "RevOps", "Sales Operations" (title field, not keyword) · seniority = Manager–VP · headcount 51–500 · `Posted in past 30 days` | Title field avoids matching people who *used to* hold the role; headcount band targets the buy-window. |
| Ecommerce ops / growth leads | Title = "Ecommerce", "Growth", "DTC" · industry = Retail/Consumer · geography = your serviceable region · `Changed jobs in 90 days` | Job change = new mandate and fresh budget. |
| Founders / GTM at funded startups | Seniority = Owner/Partner/CXO · `Company funding events` alert on · headcount 11–200 | Funding is the cleanest timing trigger. |

Rule: always add `Posted on LinkedIn in past 30 days`. Active profiles accept and reply at materially higher rates than dormant ones, and a recent post is your warm-up hook.

## Trigger-alert setup

Sales Nav lead/account alerts you should turn on (Core and Advanced):

- **Changed jobs in last 90 days** — new role means new pain and new budget; reach out in the first weeks.
- **Company funding events** — timing trigger; pair with a relevant, non-salesy congratulations-then-question.
- **Posted recently** — the post is the thing you engage with in phase 2 before sending the request.

Each alert is a *reason to touch*. Never send a request that can't name its trigger.

## InMail credit economics

- Both Core and Advanced ship **50 InMail credits per month**.
- Unused credits **roll over up to 3 months** (max **150** accumulated).
- An InMail that receives a reply **within 90 days** is **credited back** — so a well-targeted InMail can be effectively free.

When InMail beats a connection request:

- The lead is **out of network** and a connection request would sit unseen, or
- You have **one shot** at a senior buyer and want the longer message format, or
- The trigger is hot (funding, job change) and you can't afford the 1–2 day warm-up window.

Otherwise prefer the free path: warm up, then send a connection request. InMail credits are scarce; spend them where free reach can't go.

## Advanced-only levers

- **TeamLink** — surfaces warm paths through your colleagues' networks; turns a cold touch into a referral.
- **Smart Links** — trackable content bundles; you see who opened and how far they read (a buyer-intent signal feeding phase 4).
- **Buyer-intent signals + Account IQ / Lead IQ** — account-level intent and auto-summaries; useful only at team scale.
- **CRM sync** — writes activity to the CRM; relevant once sales-pipeline owns the deal.

## Core vs Advanced buy decision (2025 prices)

| | Free | Core | Advanced |
| --- | --- | --- | --- |
| Price | $0 | $119.99/mo ($1,079.88/yr) | $159.99/mo ($1,799.88/yr) |
| 40+ search filters | – | yes | yes |
| Saved searches + lead/account alerts | – | yes | yes |
| 50 InMail/mo (rollover→150, reply-refund) | – | yes | yes |
| Extended profile view | – | yes | yes |
| TeamLink / Smart Links / buyer-intent / IQ / CRM sync | – | – | yes |

Decision: **Free** if you'll stay disciplined on a tight ICP and don't need alerts. **Core** is the default for a solo working social seller — it pays for itself on saved-search alerts and InMail. **Advanced** only when a team needs TeamLink or a real CRM sync exists; do not buy it for features you won't operate.

*(Sources: business.linkedin.com/sales-solutions/compare-plans; topo.io 2025 price guide; hyperclapper.com Core vs Advanced — accessed 2026-06-02.)*
