LinkedIn Sales Navigator
Salesforce Leads11 fieldsHow to import LinkedIn Sales Navigator data into Salesforce Leads
LinkedIn Sales Navigator lead lists are pulled into a CSV by a scraper like Evaboot. This template maps that export to Salesforce's standard lead fields: names, job title, country, company, and industry. The work Email column is mapped too; it carries data on Evaboot Pro tiers and is blank on the baseline export. The LinkedIn profile URL is mapped to a custom Salesforce field called LinkedIn_URL__c. Lead Source is set to LinkedIn Sales Navigator and Status to Open - Not Contacted on every row. Mutual connections and the lead's two previous roles are composed into Salesforce's Description field as a multi-line block, one labeled line per non-empty slot, so reps see the warm-intro and champion signals on the lead record. Data Salesforce has no standard lead field for is listed in the Columns we don't use section.
Field-by-field mapping
This is the complete column mapping from LinkedIn Sales Navigator to Salesforce Leads. The left column is the header in your CSV export. The right column is the Salesforce Leads field it should map to.
| LinkedIn Sales Navigator column | Salesforce Leads field | |
|---|---|---|
| Email Sales Navigator's standard export ships an Email column, populated on Evaboot Pro and higher tiers and empty on the baseline tier. When populated, the work email maps here. TransformLowercased and trimmed | ||
| First Name | First NameFirstName TransformTitle-cased and trimmed | |
| Last Name | Last Name*LastName TransformTitle-cased and trimmed | |
| Job Title | Title | |
| Company Name | Company* Salesforce requires a Company on every Lead. Rows without a company name will not import. | |
| Country | Country Sales Navigator ships a person Country column parsed from the contact's Location. It maps to the Lead's Country field. The free-text Location string is not mapped. | |
| Company Industry | Industry A Sales Navigator export ships one industry value per row, so it maps straight to Salesforce's Industry field. | |
| Profile URL | LinkedIn URLLinkedIn_URL__c Maps to a custom Salesforce field called LinkedIn_URL__c. Create that field on the Lead object in Salesforce before importing, or open the mapping in Operelio and point the column at a different field instead. | |
| "LinkedIn Sales Navigator" | Lead SourceLeadSource Set on every row. Change the value, or remove it, in the column mapper if your process records lead source differently. | |
| "Open - Not Contacted" | Lead StatusStatus Set on every row. This is Salesforce's standard new-lead status. If your org renamed its Lead Status picklist, change the value in the column mapper to match before you run the job. | |
| Description Three slots compose into Salesforce's Description field as a labeled multi-line block. Slot 1 is Mutual Connections on its own. Slot 2 is the most recent previous role (Past Title 1, Past Company 1, Past Company Duration 1). Slot 3 is the role before that (Past Title 2, Past Company 2, Past Company Duration 2). Each slot renders as '- column: value | column: value' on its own line. Empty slots are skipped, so leads with no past roles or no mutual connections land with whichever subset is populated. Remove the row in the column mapper if you don't want it. TransformComposed into a multi-line block |
Required by Salesforce Leads.
Columns we don't use
Your LinkedIn Sales Navigator export includes 24 columns this template doesn't map. Each one below explains why, plus the workaround if you want the data in Salesforce Leads.
- Personal Email
This CRM has one email field, and the work Email column is mapped to it. The work email is the higher-fidelity channel for B2B outreach and the lower-risk channel under GDPR, since a personal address needs explicit consent in most EU jurisdictions.
If you need it. Map it by hand to a custom email field in the column mapper if you want the personal address kept as a fallback.
- Full Name
First Name and Last Name are mapped separately, so Full Name is redundant. It is the same person's name in one field instead of two.
If you need it. None needed. Salesforce shows the lead name from First Name and Last Name.
- Sales Navigator URL
Salesforce Leads have no native field for the Sales Navigator lead URL. The Profile URL is mapped to the custom LinkedIn_URL__c field instead, since that is the canonical public profile.
If you need it. Add a second custom Lead URL field if you want the sales.linkedin.com URL kept as well.
- Location
Sales Navigator's Location is a free-text string like 'London, England, United Kingdom'. Salesforce Leads have no native field for an unstructured location. The parsed Country column is mapped instead.
If you need it. Map it by hand to a custom Lead field if you want the verbatim location string kept.
- Company URL, Company Website, Company Size, Company Founded, Company Description, Company Specialties
These are company-level data points. Salesforce Leads have no native fields for them, they belong on the Salesforce Account record.
If you need it. Run a separate LinkedIn Sales Navigator to Salesforce Accounts pass to land these on the Account record.
- Company Location, Company Country, Company City
These describe where the company is, not where the contact is. Salesforce Leads have one address block and it belongs to the person, not their employer.
If you need it. Land the company location on the Salesforce Account record in a separate pass if you need it.
- Years in Role, Years in Company
Salesforce Leads have no native fields for role or company tenure. The data is a useful 'just changed jobs' filter, Salesforce just has no standard place for it.
If you need it. Map them by hand to custom number Lead fields if you want to filter on tenure in Salesforce.
- Description, Education Top
Salesforce Leads have no native field for a LinkedIn About summary or a top education entry. The data is real, Salesforce just has no standard place for it.
If you need it. Map them by hand to custom Lead fields if you want them in Salesforce.
- Skills, Languages
Salesforce Leads have no native multi-select field for skills or languages. Both columns are comma-separated lists of several values.
If you need it. Map them by hand to custom multi-select picklist Lead fields if you want them in Salesforce.
- Connection Degree, Shared Connections
Salesforce Leads have no native fields for the connection-degree integer or the shared-connections count. Mutual Connections (the named-list column) is composed into the Description field; these two are the numeric signals beside it.
If you need it. Map them by hand to custom Lead fields if you run warm-intro plays from connection data.
- List Name, Scraped At
Salesforce Leads have no native field for the Sales Navigator list a row came from or the date it was scraped. Salesforce campaigns are managed inside Salesforce.
If you need it. Map them by hand to custom Lead fields if you want to record which Sales Navigator search a lead came from.
- Company Headcount
Salesforce Leads have no native employee-count field on the standard layout. Company Headcount is company-level data that belongs on the Salesforce Account record.
If you need it. Run a separate Sales Navigator to Salesforce Accounts pass to land headcount on the Account record.
Formatting and cleanup
LinkedIn Sales Navigator exports rarely match the format Salesforce Leads expects. Fix these before you import.
- 1.Maps the work Email column to the Lead's Email field when the export includes it
- 2.Title-cases name fields
- 3.Maps the parsed Country column to the Lead's Country field
- 4.Maps Profile URL to the custom Salesforce field LinkedIn_URL__c
- 5.Sets Lead Source to LinkedIn Sales Navigator and Status to Open - Not Contacted on every row
- 6.Composes Mutual Connections and the two previous-role slots into the Description field as a labeled multi-line block, skipping empty slots
- 7.Normalizes country names to a standard form
- 8.Trims whitespace and removes blank rows
Or skip the manual work
Operelio runs this cleanup and mapping for you. Upload your LinkedIn Sales Navigator export and download a clean, import-ready file for Salesforce Leads.
LinkedIn Sales Navigator to Salesforce Leads FAQ
How do I get a CSV out of LinkedIn Sales Navigator?
Sales Navigator no longer has a built-in CSV export for lead lists. Most teams use a scraping tool such as Evaboot, Wiza, or PhantomBuster, which reads your Sales Navigator lead list and gives you a CSV. This template is built for the standard Evaboot column set. Upload that file to Operelio to map it to Salesforce lead fields.
Does this template map email?
Yes. Sales Navigator's standard export ships an Email column that is populated on enrichment tiers (Evaboot Pro and up) and empty on the baseline tier. The template maps that work Email column to the Lead's Email field, so a Pro-tier export lands email and a baseline export leaves it blank. The separate Personal Email column is left unmapped, since the Lead has one email slot and the work email is the higher-fidelity B2B channel. The export has no phone column, so phone is not mapped.
What happens if a contact has no Company value?
Salesforce requires a Company on every Lead. If the Company Name column is blank for a row, Salesforce rejects that row during import. Fill in a value or remove the row before upload.
Why does the template set Lead Source and Status?
A freshly scraped Sales Navigator list is a new lead from LinkedIn Sales Navigator, so the template sets Lead Source to LinkedIn Sales Navigator and Status to Open - Not Contacted on every row. Open - Not Contacted is Salesforce's standard new-lead status. If your org renamed its Lead Status picklist, change the value in the column mapper to match before you run the job.
Does this template handle the LinkedIn URL?
Yes. The Profile URL column is mapped to a custom Salesforce field called LinkedIn_URL__c. Create that field on the Lead object in Salesforce before importing, or open the mapping in Operelio and point the column at a different field instead. The separate Sales Navigator URL column is not mapped.
Should I use the Leads template or the Contacts template?
Use this Leads template for cold prospecting lists you want to work before they convert. Use the LinkedIn Sales Navigator to Salesforce Contacts template when you want the people to land directly as Contacts, for example because they already belong to Accounts you track. Salesforce Leads and Contacts are different objects with different fields.
