How to Create a List in LinkedIn Sales Navigator

If you’re using LinkedIn Sales Navigator and not building lists, you’re leaving money on the table.

Lists are the backbone of organized prospecting. They let you segment your leads, track follow-ups, and run focused outreach campaigns — all without losing track of who you’ve already contacted.

Here’s a stat that should wake you up: 78% of salespeople who use social selling outperform their peers who don’t (LinkedIn, 2023). And the ones who consistently win? They’re not winging it — they’re working off organized, targeted lists.

This guide will show you exactly how to create a list in LinkedIn Sales Navigator, step-by-step. No fluff, no filler — just what you need to get organized and start closing.

How to Create a List in LinkedIn Sales Navigator

What Are Lists in Sales Navigator?

Before we jump in, a quick explainer. Sales Navigator gives you two types of lists:

• Lead Lists — for individual contacts (the people you want to reach)
• Account Lists — for companies (the organizations you’re targeting)

You can create up to 50 lists with up to 1,500 leads per list on most plans. That’s enough to run multiple parallel campaigns at once.

Create a Lead List

Step 1: Go to Lists in the Top Navigation

Log into Sales Navigator. In the top menu, click on “Lists” and then select “Lead Lists.”

Step 2: Click “Create a Lead List”

Hit the “+ Create lead list” button in the top right corner. Give your list a clear, descriptive name — something like “SaaS CTOs — Series B — US” is infinitely better than “List 1.”

Pro tip: Name your lists by ICP segment, campaign, or territory. You’ll thank yourself later when you’re managing 10+ active lists.

Step 3: Save Leads to Your New List

Now go to Lead Search and filter your ideal prospects using criteria like job title, company size, geography, seniority, and industry.

When you find a prospect you want, click the “Save” icon next to their name. A dropdown will appear — select your newly created list. Done.

Step 4: Bulk Save Leads (Save Hours)

Don’t save leads one by one. Select multiple leads by checking the boxes next to their names, then click “Save to list” at the top. This lets you batch-add an entire search page of prospects in seconds.

65+ million decision-makers are on LinkedIn — bulk saving is how you actually get to them at scale (LinkedIn, 2024).

Create an Account List

Account lists work the same way but focus on companies instead of people.

Step 1: Navigate to Account Lists

Under “Lists,” click “Account Lists” and then “+ Create account list.”

Step 2: Name and Build the List

Name it clearly (e.g., “Mid-Market Fintech — Q2 Pipeline”). Then head to Account Search, apply your filters — industry, headcount, revenue, location, and so on — and start saving companies to your list.

Step 3: Use Account Lists to Power Lead Searches

Here’s where it gets powerful. You can use your account list as a filter inside Lead Search. That means once you’ve saved your target companies, you can instantly pull up all the relevant contacts inside those companies — without re-filtering from scratch every time.

Manage and Organize Your Lists

Creating lists is step one. Keeping them organized is what separates top performers from everyone else.

• Add notes to saved leads — jot down where they are in your outreach sequence
• Tag and filter within lists — use the built-in filters to sort by activity, recency, or account
• Set alerts — Sales Navigator notifies you when saved leads change jobs, get promoted, or post on LinkedIn. These are gold for personalized outreach
• Regularly clean your lists — remove leads who’ve gone cold or moved to irrelevant roles

Sales reps who personalize outreach based on trigger events see 3x higher reply rates (Gartner). Alerts make that personalization effortless.

Share Lists with Your Team

If you’re on a Team or Enterprise plan, you can share lists with teammates. This is huge for coordinating account-based outreach without stepping on each other’s toes.

Go to your list, click the three-dot menu, and select “Share list.” Choose your teammates and set their access level.

Teams that align on shared target account lists close deals 20% faster because everyone’s working from the same playbook (Forrester, 2023).

Use Lists to Trigger Outreach Sequences

Lists aren’t just for storage — they’re your launchpad for campaigns. Here’s how to turn a list into active pipeline:

Filter your list by activity: Prioritize leads who’ve recently posted, changed jobs, or are active on LinkedIn. These are warm signals.

Export or sync with your CRM: Most teams sync Sales Navigator lists with Salesforce or HubSpot to trigger email and call sequences alongside LinkedIn outreach.

Run multi-channel outreach: The best results come from combining LinkedIn touches with cold email. Prospects reached across 3+ channels respond at a rate of 25% compared to 1-5% for single-channel cold email alone (Salesloft, 2023).

Conclusion

LinkedIn Sales Navigator lists are one of the most underused features in the platform — and one of the highest-leverage ones.

If you’re not building segmented, organized lists, you’re not prospecting — you’re guessing.

Start with one clean list, add your ideal 50-100 prospects, set your alerts, and run a focused multi-touch campaign. That alone will put you ahead of 80% of people using the tool.

And if you want the full outbound engine — targeting, campaign design, and scaling — without doing it all yourself, book a strategy call with the Salesso team. We’ll show you exactly how we’re generating consistent, qualified meetings for businesses just like yours.