How to Create a List in Sales Navigator

Trying to create a list in Sales Navigator and getting lost in the options?

Between the tabs, filters, and features, it can feel like too much. But here’s the good news — once you know what to click, it’s fast. Clean. Efficient.

This guide? It gives you just that.

✅ Build targeted lead and account lists

✅ Streamline your sales process

✅ Boost your outreach without wasting time

Let’s make your Sales Navigator work for you.

How to create a list in Sales Navigator?

Smart sales start with clean lists.
Sales Navigator lets you group leads or accounts so you can track, filter, and act faster.

Here’s how to create a new account list or lead list:

1️⃣ Log into your LinkedIn Sales Navigator account
2️⃣ Click Leads or Accounts in the top navigation bar (depending on who you're targeting)
3️⃣ Hit Create lead list or choose Create account list from the dropdown
4️⃣ Name your list and add a quick description (like campaign, region, or ICP)
5️⃣ Use the advanced search to find leads or companies
6️⃣ Add them to your list and click Save

Now your list is ready. You can filter it, sort it, and use it for hyper-targeted outreach — perfect for finding those ideal customer profiles you've been after.

Why does it matter? With a targeted leads list, you're not just guessing. You're messaging the right people, at the right time, with context that converts.

Pro Tip: Use different lists for different use cases — by industry or company size, deal stage, or buyer Persona. 

What is LinkedIn Sales Navigator?

Sales Navigator is LinkedIn — but built for closing deals.

Unlike a basic account, it’s made for sales teams who want smarter prospecting and better lead generation.

Here’s what it adds:

🔍 Advanced Search Filters for precise lead and account targeting

🎯 Lead Recommendations based on your sales preferences

🔗 CRM integration for seamless lead management

⚡️ Real-time company news and updates

You also get more InMail messages, better visibility, and a tighter sales workflow with Sales Navigator Premium.

Pro Tip: Use advanced filters on high-quality leads — then save them to a custom list. From there, you can track their activity, engage at the right time, and unlock smarter lead recommendations based on your list. It's targeted prospecting on autopilot.

Check out this guide on how to use Sales Navigator — and master the tool like a pro.

Basic LinkedIn Account vs Sales Navigator:

Bottom line? If you’re serious about pipeline, you need the right filters. Sales Navigator gives you the keys.

What are custom lists in Sales Navigator?

Custom lists = organized leads and accounts into smart targeting.

With the custom list feature, you can:

✅ Create custom lists tailored to specific campaigns

✅ Organize custom lists based on deal stages or regions

✅ Enhance your lead management process

Why does it help? You stop scrolling. You start working from real opportunities. Use one custom list per campaign to keep things focused.

Pro Tip: Share your custom lists with team members for collaborative sales efforts. Learn more about how to share lead list Sales Navigator.

You can add notes to your custom lists to keep track of interactions and follow-ups.

How to find potential clients using Sales Navigator?

This is where Sales Navigator becomes your best friend. To find high-quality leads:

1️⃣ Go to the search bar
2️⃣ Choose Leads filters or Accounts filters
3️⃣ Apply filters like job title, company size, region, or industry — use Include or Exclude to fine-tune your search
4️⃣ Save your search to keep tracking new results over time 

Why does it work? You’re not cold-emailing random contacts. You’re targeting decision-makers who match your ICP.

Pro Tip: Experiment with different filters and use Boolean search techniques in the search bar to discover new potential clients.

How to use advanced search in Sales Navigator?

Need precision? Advanced search gives you x-ray vision to spot the right leads and accounts in seconds.

Here’s how to use it well:

1️⃣ Choose Leads filters or Accounts filters
2️⃣ Apply search filters — like company size, job title, and industry

3️⃣ Include or Exclude Leads lists or Accounts lists for tighter results
4️⃣ Save your filter set to repeat the process anytime

Generic searches waste time. This helps you focus on accounts and leads that are most relevant to your sales objectives.

Pro Tip: Regularly update your search filters to adapt to changing market conditions.

How to upload a CSV file in Sales Navigator?

Already have a list of accounts? Save time by importing your CSV file directly into Sales Navigator.

Here’s how:

1️⃣ Go to Lists and select Accounts (⚠️ This only works for account lists with Advanced and Advanced Plus plans)
2️⃣ Click Upload CSV in the top right
3️⃣ Select your file and match each column with the correct field
4️⃣ Click Upload — you’re good to go

Pro Tip: Use LinkedIn's list template to format your CSV correctly from the start.

Once uploaded, your accounts show up in Sales Navigator, ready to be filtered or worked into your strategy.

Why does it matter? No need to rebuild lists manually. Start from your CRM, import, and work smarter.

Pro Tip: Keep your CSV files up-to-date to ensure your account lists are accurate and effective.

How to export leads from Sales Navigator?

You can’t export directly to CSV… but you can sync all your leads and accounts data with your CRM.

If you have an Advanced or Advanced Plus plan:

🔹 Integrate Sales Navigator with your CRM (HubSpot, Salesforce, etc.)
🔹 Enable Embedded Profiles to see info directly inside your CRM
🔹 Use CRM Sync and Activity Writeback to keep data flowing both ways

Why does it matter? Because less copy-pasting means more selling — with a smoother workflow and stronger lead management.

Pro Tip: For bulk exports, third-party tools exist to export leads from Sales Navigator — just be sure they’re LinkedIn-compliant. 

Need to clean up your lead lists? Here's how to delete leads in Sales Navigator.

Conclusion

Consider using Pronto to scrape LinkedIn Sales Navigator data ethically for deeper analytics.

You’ve got the filters. The structure. The strategy. Now it’s all about execution.

Build your lists. Keep them clean. Reach out with context. That’s how you stop chasing the crowd and start closing with precision.