LinkedIn Sales Navigator Economic Impact Study: North America Spotlight
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Is LinkedIn Sales Navigator worth the investment?

In 2023, LinkedIn commissioned Forrester Consulting to conduct a global Total Economic Impact™ study to determine the return on investment (ROI) of LinkedIn Sales Navigator. In this sub-set of the global TEI study, focused on the use of Sales Navigator in the North American region, Sales Navigator was found to have attributed to 30% in revenue growth, and a 15% increase in efficiencies gained across sales teams.

Discover the main benefits identified by Forrester below, and read the full global study for the full details, including methodology and customer testimonials.

Revenue growth Research efficiency Data accuracy Finding hidden allies Buyer intent Employee collaboration

Gain in net operating profit due to the increase in sales opportunities

By leveraging more accurate data, higher-quality leads, and improved messaging, the North American sales organizations experienced an increase in qualified sales opportunities, leading to more closed/won deals and ultimately generating additional revenue.

8% average yearly increase in revenue
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Efficiencies gained in sales research efforts

By leveraging accurate and detailed professional data, automated capabilities, and seamless CRM integration, the organizations’ sales teams more efficiently identified qualified leads ready to buy and engaged prospects with more effective messaging, resulting in increased opportunities and a positive impact on the bottom line.

15% Sales time saved each week
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Data accuracy and enrichment

Since Sales Navigator is built on the established LinkedIn professional platform, the organizations’ sales teams benefited from access to real-time, first-party professional data, as it ensured data accuracy and empowered the sales teams to approach the available information with confidence.

Global network with 950 million members
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Hidden allies resulting in warm leads

Sales Navigator revealed colleague relationships at a prospect’s company. Current and former coworkers could provide insights, reach out to their connections, and make warm introductions, which were generally more effective than the cold-call approach.

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Identification of high-value leads with intent to buy

Sales Navigator incorporates a feature that identifies and reports buyer intent, enabling the organization’s sales team to track a prospect’s journey, prioritizing those most likely to engage based on intent signals such as responding to an InMail, visiting the organization’s LinkedIn page, and interacting with its posts. This functionality empowers the sales team to prioritize their efforts efficiently and concentrate on high-value prospects who are more likely to make a purchase.

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Ability to work together seamlessly

Sales Navigator promoted sales team collaboration by allowing the interviewees’ team members to share accounts, leads, lists, and best practices to unlock efficiencies.

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*LinkedIn commissioned Forrester to undertake this TEI study. Forrester does not endorse a company or its solution, and clients cannot purchase favorable opinions or results. Forrester maintains editorial control over any content created. For more information visit

**This information derives from LinkedIn proprietary data and is supplemental to Forrester's TEI Study findings.