LinkedIn and Sales Navigator glossary
The terms you meet when you do outreach on LinkedIn, explained in plain words, with links to the guides that go deeper.
2
- The 2,500-result limit
- Sales Navigator shows at most 2,500 results for any search (100 pages of 25). Getting more means splitting the search. Get past 2,500
A
- Acceptance rate
- The share of your connection requests that people accept. Above 30% is healthy; well-targeted invites with a good note reach 40% to 60%. A low rate can lower how many invites LinkedIn lets you send. Weekly invitation limit
- Account list
- A saved list of companies in Sales Navigator. Lead searches can be filtered to an account list to find people at those companies. Account-based prospecting
- Account search
- A Sales Navigator search for companies instead of people, filtered by headcount, industry, revenue, growth and more. GrabProspect scrapes account searches with company fields.
- Advanced Plus
- Sales Navigator's top plan, sold by quote, adding CRM sync with Salesforce, HubSpot or Dynamics for saved leads and accounts. Sales Navigator plans
B
- Boolean search
- Combining search terms with AND, OR and NOT (in capitals), quotation marks for exact phrases and parentheses for grouping. Works in Sales Navigator's keywords, current job title and company fields. Boolean search guide
C
- Cold outreach
- Contacting people who don't know you yet, with a relevant reason. On LinkedIn: a connection request with a note, then a short message and a few follow-ups. Cold outreach playbook
- Company Page
- A business's page on LinkedIn. Admins can invite their connections to follow it using monthly invite credits. Company Page invites
- Connection degree
- How you're connected to someone: 1st (connected), 2nd (you share a connection), 3rd (two steps away). 2nd-degree people accept invites far more often than 3rd.
- Connection note
- The optional message on a connection request: up to 300 characters on Premium and Sales Navigator, 200 on free accounts, which can add notes to only a few invites a month. Connection note checker
- Connection request
- An invitation to connect on LinkedIn. Counts toward the weekly invitation limit whether it has a note or not.
- Coverage
- In query splitting, how much of the original search the smaller pieces reach together. 100% means nobody is left out.
- Credits (InMail)
- Monthly allowance of InMail messages on Premium and Sales Navigator. Sales Navigator plans include 50 a month.
F
- Follow-up sequence
- A planned series of messages after a first message, sent days apart, that stops when the person replies. Follow-up templates
- Function
- A Sales Navigator filter for the department someone works in (Marketing, Sales, Engineering...), useful when job titles vary a lot.
H
- Headcount
- The number of employees a company has on LinkedIn. Company headcount is one of the best filters for targeting and for splitting large searches.
- Human pacing
- Running automated actions the way a person would: in working hours, with irregular gaps, breaks and a different start time each day. Automation safety
I
- InMail
- A message to someone you're not connected to, sent with Premium or Sales Navigator credits. The credit comes back if they respond within 90 days. InMail guide
L
- Lead
- In Sales Navigator, a person you might sell to. Lead searches find people; saved leads go into lead lists.
- Lead list
- A saved list of people in Sales Navigator, for tracking and outreach. Lists workflow
- Legitimate interest
- The legal basis most B2B outreach relies on under GDPR: a genuine business reason, relevant to the person's role, with an easy way to say no. Outreach and GDPR
- LinkedIn automation
- Software that performs LinkedIn actions for you, such as invites, messages and profile views. LinkedIn's User Agreement prohibits it, so careful pacing and limits matter. Best automation tools
O
- Open Profile
- A Premium setting that lets anyone message the member free, without spending InMail credits. Sales Navigator marks Open Profiles in search results. InMail and Open Profile
P
- Pending invitations
- Connection requests you've sent that haven't been accepted or declined. Withdraw ones older than 2 to 3 weeks; a large pile can count against you.
Q
- Query splitter
- A tool that divides a Sales Navigator search over 2,500 results into smaller searches that each fit, checking each piece's live count. Query splitter
R
- Restricted account
- A LinkedIn account temporarily or permanently limited by LinkedIn, often after unusual activity. Usually lifted after identity verification. What to do
S
- Saved search
- A Sales Navigator search you've saved, with alerts when new people match it. Saved searches workflow
- Scraping
- Reading data from web pages into a file, for example saving Sales Navigator search results to a CSV. LinkedIn's terms prohibit it. Export to CSV
- Seniority level
- A Sales Navigator filter for someone's level (Entry, Senior, Manager, Director, VP, CXO, Owner/Partner). One of the best filters for splitting a search.
- Spotlights
- Sales Navigator filters for timing: changed jobs in the past 90 days, posted on LinkedIn in the past 30 days, mentioned in the news and others. Filters explained
T
- TeamLink
- A Sales Navigator feature that shows people connected to your colleagues, so you can ask for an introduction.
U
- Unified inbox
- One inbox that collects replies from several LinkedIn accounts, so a team never misses a reply. Unified inbox
W
- Weekly invitation limit
- LinkedIn's cap on connection requests per rolling 7 days, about 100 for most accounts. LinkedIn doesn't publish an exact number. How it works
- Withdraw an invitation
- Cancel a pending connection request (My Network, Manage, Sent). LinkedIn may stop you re-inviting that person for up to three weeks. When to withdraw
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