Should I use Sales Navigator or regular LinkedIn for prospecting?

Sales Navigator gives you significantly more granular filters for building precise prospect lists — and precise industry targeting on LinkedIn can reduce cost per lead by 40% or more compared to untargeted approaches (Leadriver). If you're doing consistent outbound, the upgrade is usually worth it.

What's the best time to send LinkedIn InMails?

SalesSo data points to Tuesday and Thursday as having the highest reply rates, with the best windows being 8–10 AM and 5–6 PM. That said, Amra & Elma note that InMail response rates are relatively consistent regardless of time of day — so timing matters less than message quality and targeting.

How long should my InMails be?

Keep them short. Messages under 400 characters get a 22% boost in response rates, while messages over 1,200 characters see an 11% decline — both figures from SalesSo. Focus on one specific, relevant hook and a clear ask, not a full sales pitch.

How to Find Sales Leads on LinkedIn

Q: How to find sales leads on LinkedIn

If you're doing manual B2B outreach and cold email is letting you down, LinkedIn is worth a serious look. InMail response rates range from 10–25% for most senders (high performers hit 18–25%), while cold email typically lands between 1–5%. This checklist covers exactly how to find qualified prospect

Target the right audience — Use LinkedIn's industry and role filters to narrow down prospects. According to LinkedIn Marketing Solutions, 89% of B2B marketers use LinkedIn for lead generation, and 62% confirm it produces quality leads. This ensures you're reaching decision-makers in your ideal market, not just anyone with a profile.
Send personalized InMails — Generic bulk messages won't cut it. According to SalesSo, personalized InMails achieve 15–20% higher response rates, and personalized subject lines boost response rates by 30.5%. Take the time to research each prospect before reaching out — referencing something specific about their company or role makes a real difference.
Take multiple actions — Don't just fire off a message and wait. Campaigns that combine a direct message with additional actions like profile visits achieve significantly higher reply rates — up to 11.87% — compared to single-action campaigns. (Note: this data comes from Belkins, a LinkedIn outreach agency, in partnership with Expandi, a LinkedIn automation platform — factor in that context when benchmarking.) This multi-touch approach signals genuine interest rather than spray-and-pray volume.
Understand your InMail benchmarks — and be honest about where you'll start — LinkedIn InMail response rates range from 10% to 25% on average. Most senders land in the 10–15% range using basic personalization and solid targeting. High performers consistently hit 18–25% by combining precise targeting, strong personalization, and Sales Navigator. There's also an elite tier that breaks 30–40% through social selling and warm introductions. One source (Amra & Elma) reports 18–25% as the overall average, while SalesSo places that range specifically in the high-performer tier — the honest answer is your results will depend heavily on how much work you put into personalization and targeting. Either way, compare that to cold email: one source cites a 3% average response rate, while another puts the range at 1–5%. InMail is meaningfully more effective — the exact multiplier just depends on which baseline you use.
Focus on lead quality over volume — LinkedIn delivers both high-quality leads and competitive cost efficiency for B2B. According to Cirrus Insight, multiple sources argue LinkedIn can offer the lowest cost per lead among B2B channels — though they rightly note that context matters: your targeting, industry, and funnel stage all affect whether that holds true for you. Prioritize quality over quantity for better conversion.
Leverage industry targeting to protect your budget — Precise industry targeting on LinkedIn can reduce cost per lead by 40% or more compared to untargeted approaches, according to Leadriver. Before you scale outreach, nail your Ideal Customer Profile and map the specific LinkedIn industry codes where your best customers actually sit.

How to Find Sales Leads on LinkedIn

Sources

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