LinkedIn Sales Navigator vs ZoomInfo (2026) Compared
Sales Navigator shows you who to call. ZoomInfo gives you the number. Most serious teams use both.
The Short Version
LinkedIn Sales Navigator is the better starting point for any B2B sales team. At $99/user/mo, it's the cheapest way to access the world's most current professional database (900M+ profiles updated by the users themselves). ZoomInfo wins when you need exportable contact data, direct dials, and intent signals, but at $15K-40K+/year. For many teams, the right answer is Sales Navigator for prospecting plus a data provider (ZoomInfo, Apollo, or Cognism) for contact info.
Quick Comparison
| Feature | LinkedIn Sales Navigator | ZoomInfo |
|---|---|---|
| Starting Price | $99/user/mo (Core) | $15,000+/yr (Professional) |
| Advanced Price | $149/user/mo (Advanced) | $25,000+/yr (Advanced) |
| Database Size | 900M+ profiles (self-reported) | 100M+ profiles (verified) |
| Data Freshness | Excellent (users update own profiles) | Good (proprietary verification) |
| Email Addresses | No (need companion tool) | Yes (85-90% accuracy) |
| Direct Dial Phones | No | Yes (70-80% accuracy) |
| Intent Data | No (LinkedIn engagement only) | Yes (Advanced tier+) |
| CRM Integration | Advanced Plus only (custom pricing) | All tiers (Salesforce, HubSpot) |
| Job Demand | 61 postings (53 companies) | 85 postings (69 companies) |
| The Big Risk | Can't export data or get phone numbers | Annual contracts with aggressive renewals |
Deep Dive: LinkedIn Sales Navigator
What They're Selling
LinkedIn Sales Navigator gives you advanced search across the world's largest professional network. 900M+ profiles, and the data is uniquely fresh because members update their own profiles. Job change alerts catch prospects when they're most receptive to outreach. Boolean search with firmographic and demographic filters lets you build precise prospect lists. It's the foundational prospecting tool that every B2B seller knows.
What It Actually Costs
Core plan is $99/user/mo (annual billing). Advanced is $149/user/mo, adding TeamLink, SmartLinks, and CSV upload. Advanced Plus (with CRM sync) requires custom pricing, typically $1,200-1,800/user/year. A 10-person team on Core: $11,880/year. The hidden cost: you can't get emails or phone numbers from Sales Navigator alone. Most teams pair it with a data provider, adding $5K-50K/year depending on the tool.
What Users Say
Sales reps consider it essential. The job change alerts, boolean search, and lead list features are universally valued. Frustrations: InMail response rates have dropped as the platform gets noisier, CRM sync requires the most expensive tier, and LinkedIn's algorithm sometimes limits search results in ways that feel arbitrary.
Pros
- Most current professional data because users maintain their own profiles
- Job change alerts catch prospects at their most receptive moment
- Boolean search across 900M+ profiles is unmatched for breadth
- Universally adopted, so every B2B seller already knows the interface
Cons
- No email addresses or phone numbers without a companion tool
- CRM sync locked behind Advanced Plus (enterprise pricing)
- InMail response rates declining as the platform gets noisier
- Can't export contact lists without additional tools
Deep Dive: ZoomInfo
What They're Selling
ZoomInfo is the B2B data platform. It doesn't just show you prospects, it gives you their email, direct dial, company technographics, and buying intent signals. Where Sales Navigator is a prospecting layer on top of LinkedIn, ZoomInfo is a standalone data engine that feeds your CRM, sequences, and outreach tools with actionable contact info.
What It Actually Costs
Professional starts around $15K/year for core contact data. Advanced ($25K+/year) adds intent data and website visitor tracking. Elite ($40K+/year) adds real-time signals and AI recommendations. A mid-market team typically spends $25K-50K/year. Credits control how many contacts you can reveal, and usage-based pricing means costs can climb above initial quotes by 20-40%.
What Users Say
Enterprise sales teams treat ZoomInfo as essential infrastructure. The data quality for US contacts is the industry benchmark. Direct dials are hard to find elsewhere. Frustrations: aggressive sales tactics, auto-renewal contracts that lock you in, and the credit-based model that creates usage anxiety. International data quality is notably weaker.
Pros
- Exportable emails and direct dials that you can use outside the platform
- Intent data shows which accounts are actively researching solutions
- Deep Salesforce and HubSpot integrations push data directly into CRM
- Strongest US enterprise contact coverage in the market
Cons
- Minimum $15K/year puts it out of reach for small teams
- Annual contracts with aggressive auto-renewal terms
- Credit-based system creates mid-cycle usage anxiety
- International and SMB data coverage is significantly weaker
Which Should You Pick?
The Honest Take
These aren't really competitors. They're complementary tools that do different things. Sales Navigator is a prospecting interface. You search, filter, save leads, get alerts. But you can't take the data off LinkedIn without breaking their terms of service. ZoomInfo is a data platform. You search, export, and push contact info into your CRM and outreach tools. Most serious B2B sales teams use both. They prospect on Sales Navigator, then look up contacts in ZoomInfo (or Apollo, or Cognism) to get emails and phone numbers. The 61 Sales Navigator job postings vs 85 ZoomInfo postings reflect this complementary dynamic. They show up in the same tech stacks, not as alternatives. If you can only pick one, start with Sales Navigator. It costs $1,200/year vs ZoomInfo's $15,000+ minimum. Pair it with Apollo's free tier for basic contact data, and you've got a functional prospecting stack for under $2K/year. Graduate to ZoomInfo when your team size and deal values justify the $15K+ investment.
Questions to Ask Before Buying
- Do you need exportable email addresses and phone numbers, or just prospect discovery?
- What's your annual budget for prospecting tools?
- How important are direct dial phone numbers for your outreach motion?
- Do you already have a data provider, or would this be your primary source?
- How many sales reps need access to the tool?
- Is your outbound primarily email-based or phone-based?
- Do you need intent data to prioritize accounts?
- What percentage of your prospects are US-based vs international?
Frequently Asked Questions
Do I need both Sales Navigator and ZoomInfo?
Many enterprise teams use both. Sales Navigator for prospecting, lead tracking, and job change alerts. ZoomInfo for exportable contact data, direct dials, and intent signals. If budget is tight, start with Sales Navigator + Apollo as a cheaper combination.
Can LinkedIn Sales Navigator replace ZoomInfo?
Not for most workflows. Sales Navigator doesn't provide email addresses, phone numbers, or exportable data. It's a prospecting and research layer, not a contact data platform. You'll still need a data provider to get actionable contact info.
Which has more job demand?
ZoomInfo leads with 85 job postings across 69 companies vs Sales Navigator's 61 postings across 53 companies. Salary ranges are similar ($92K-$118K for LSN vs $95K-$124K for ZoomInfo). Both skills are frequently required in the same job postings.
What's the cheapest way to get prospecting + contact data?
LinkedIn Sales Navigator Core ($99/user/mo) + Apollo Free tier gives you prospecting plus 250 emails/day and 60 mobile credits/year at $99/user/mo total. That covers most early-stage sales teams until deal volume justifies a ZoomInfo investment.