How to Use Boolean Search in LinkedIn Sales Navigator to Find Qualified Leads

If you’re tired of wasting time on junk leads in LinkedIn, you’re not alone. Most sales pros know that the real challenge isn’t having too few leads—it’s weeding out the wrong ones. This guide is for anyone who wants to get sharper, faster, and way less frustrated with LinkedIn Sales Navigator searches. If you want to find better leads without buying into hype, you’re in the right spot.

Why Boolean Search Matters (and Where It Actually Works)

Let’s get one thing out of the way: Boolean search isn’t magic. It won’t fix a bad list, and it won’t auto-pilot your lead gen. But if you know how to use Boolean operators (like AND, OR, NOT, and quotation marks) in the right LinkedIn Sales Navigator fields, you can cut out a ton of noise and zero in on people who actually fit your criteria.

If you’re brand new to LinkedIn Sales Navigator, here’s the basic deal: it’s LinkedIn’s paid tool for finding and tracking leads. It’s powerful, but only if you can use its search features well. Boolean search is your best friend for that.

Step 1: Know Where Boolean Search Actually Works in Sales Navigator

Before you start, understand that Boolean search isn’t available in every field. Here’s where it does work:

  • Keywords
  • Title
  • Company
  • School

And here’s where it doesn’t work (so don’t waste your time):

  • Location
  • Industry
  • Company headcount
  • Seniority level
  • Years of experience

If you try Boolean logic in these fields, nothing happens. Stick to the supported fields for best results.

Pro Tip: Most people see the best results using Boolean search in the “Title” field. That’s where you can filter out the riff-raff and focus on job roles that actually matter to you.

Step 2: Get Comfortable with the Operators

Boolean search isn’t complicated, but you do need to follow a few rules:

  • AND: Returns results with all terms. (You don’t need to type “AND”—just using a space works the same.)
    • Example: marketing manager
  • OR: Returns results with any of the terms.
    • Example: "VP Sales" OR "Head of Sales"
  • NOT: Excludes terms.
    • Example: engineer NOT intern
  • Quotation Marks (“ ”): Search for an exact phrase.
    • Example: "business development"
  • Parentheses (): Group terms and control logic.
    • Example: ("marketing manager" OR "growth manager") AND SaaS

Don’t overdo it. If your Boolean string starts looking like code, you’re probably making it too complicated and will end up missing good leads.

Step 3: Map Out Who You’re Actually Looking For

It sounds obvious, but most people skip this. Before you touch Sales Navigator, jot down:

  • The exact job titles your ideal lead might have
  • Common variations or synonyms
  • Roles you don’t want (to use with NOT)

Example:
If you’re selling to product leaders, your list might look like:

  • Product Manager
  • Product Lead
  • Head of Product
  • Director of Product
  • VP Product

And maybe you don’t want Product Designers or Product Marketing folks.

Step 4: Build Your Boolean String

Now, plug your research into a Boolean search string. Here’s how you’d do it for the example above:

plaintext ("product manager" OR "product lead" OR "head of product" OR "director of product" OR "vp product") NOT designer NOT marketing

Paste that into the Title field in Sales Navigator. This tells LinkedIn: “Show me anyone with those exact job titles, but skip anyone who’s a designer or in product marketing.”

Common Pitfalls: - Don’t use commas—in Boolean search, they don’t mean anything. - Don’t try to use Boolean in drop-down or number fields (like company size). - Don’t forget the quotation marks for multi-word titles.

Step 5: Layer on Other (Non-Boolean) Filters

Boolean search is powerful, but it’s not the only filter. Use Sales Navigator’s built-in options to get even more specific:

  • Location: Filter by country, region, or city.
  • Company headcount: Target the right business size.
  • Industry: Narrow down by vertical.
  • Seniority level: Combine with your Boolean string for maximum precision.

Order matters. Start broad with Boolean, then use filters to cut down to a manageable list.

Pro Tip: If your results are too narrow, drop some exclusions or broaden your Boolean string. If you’re seeing too many irrelevant people, tighten your title searches or add more NOTs.

Step 6: Test and Tweak Your Searches

Your first try won’t be perfect—nobody’s is. Here’s what to do:

  • Run your search and look at the first page of results.
  • Are you mostly seeing your ideal leads? If so, great. If not, check:
    • Is your Boolean string too broad or too narrow?
    • Are you missing obvious synonyms?
    • Are you accidentally excluding good profiles?
  • Adjust, re-run, and repeat.

What to ignore:
Don’t obsess over getting the “perfect” search on the first go. Speed matters more than perfection. Iterate as you go.

Step 7: Save Searches and Make Lead Lists

Once you’ve got a search you like, save it in Sales Navigator. This way, you don’t have to rebuild it every time. You can also save interesting profiles to lead lists for outreach later.

Quick reality check:
Saved searches are handy, but they’re not static. People’s titles and profiles change all the time, and LinkedIn’s database updates constantly. Expect some drift—check your lists every few weeks.

Step 8: Reach Out—But Don’t Be Weird

You’ve got a list of solid leads. Now what? Here’s the honest truth:

  • LinkedIn InMail response rates vary wildly. Don’t put all your eggs in this basket.
  • Your outreach will only be as effective as your targeting and your message.
  • Personalize your messages based on what’s actually in the person’s profile. (Don’t just say “I see we have similar interests.” That’s code for “I didn’t read your profile.”)
  • Don’t spam—LinkedIn’s algorithm will notice, and so will your prospects.

What Works, What Doesn’t, and What to Ignore

What works: - Specific Boolean searches in the Title field - Layering Boolean with built-in filters - Iterating quickly and learning from each round

What doesn’t: - Overly complex Boolean strings with dozens of NOTs or ORs—these often break or miss good leads - Using Boolean in fields that don’t support it - Relying on LinkedIn’s “recommended leads” without your own filtering

What to ignore: - Tools or browser extensions that claim to “hack” LinkedIn’s search—they’re usually unreliable, and you risk your account - Outdated Boolean tricks from old blog posts—LinkedIn changes their search behavior from time to time

Keep It Simple, Iterate, and Don’t Overthink

Boolean search in Sales Navigator is powerful, but it’s not a silver bullet. The best results come from keeping your searches simple, tightening them up over time, and focusing on the conversations—not just the list-building. Don’t let perfect be the enemy of good. Build your searches, test, learn, and move on. The best leads are the ones you actually reach out to.