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Key takeaways
- The raw tab should be append-only or replaceable from a dated source file.
- A working tab needs source identity, owner, status and next action.
- Repeated imports need a deliberate key and update rule.
What is a Sales Navigator to Sheets workflow?
A Sales Navigator to Google Sheets workflow moves selected lead or account rows into a shared spreadsheet that can be reviewed, enriched and acted on.
Google's documented import path is File → Import → Upload from within a spreadsheet. A direct destination such as Scrapigator's Google Sheets delivery removes the manual upload, but it does not decide how your team should treat duplicates, new titles or deleted source rows. Build that policy before scheduling repeat runs.
A useful Sheet is not just a pile of names. Its first tab stores the export as evidence; a second tab or adjacent columns record human decisions. Keep profileUrl, salesNavUrl, source search/list name and exportedAt so anyone can trace a row. A sheet shared with a team should have clear ownership and access settings because prospect data is still personal data.
Why the second import gets messy
These are the common reasons a working Sheet loses trust after a week.
- The same person appears in several searches, so appending files creates repeat outreach tasks.
- A job title changes, and overwriting the row erases what was true at the earlier export date.
- A blank enrichment result is misread as a blank source field.
- A teammate edits raw columns, so a refresh destroys manual notes or hides the original value.
Use a three-layer Sheet
Keep Raw exports as dated snapshots. Build a Current leads view keyed by normalized profile URL or a stable lead ID. Put outreach owner, priority, last contacted date and next action in a Working queue that is never overwritten by a raw refresh. This simple separation is more reliable than trying to make one tab serve as both evidence and task manager.
For a tiny one-off list, CSV import is enough. For a recurring list, use direct Sheet delivery or a webhook to a controlled automation, but still deduplicate before adding tasks. Scrapigator's 'Only new' option can suppress people already exported in the account; confirm the intended scope when a list must be a full snapshot instead.
| Layer | Changes when? | Keep here |
|---|---|---|
| Raw exports | Each export | Source fields, URLs, batch date |
| Current leads | After reconciliation | Latest title, company, review flag |
| Working queue | By your team | Owner, status, next action |
A three-tab Sheet that survives the next export
Create `Raw_2026_10_16` with untouched exported columns plus `batch_id`, `source_url` and `exported_at`. Create `People` with one row per normalized profile key and the current title and company. Create `Queue` with the key, owner, stage, next action and last contacted date. When a new CSV arrives, append it to raw data, update the current person view, and leave the queue's human decisions alone. A single flat tab is tempting, but replacing it on the next import overwrites notes and can put the wrong owner on a lead.
For a small file, use File → Import in Sheets and choose a new tab. Confirm that the first row became headers and that names with accents survived. Freeze the header, enable a filter and spot-check the profile links. For recurring runs, direct Sheet delivery or a webhook can remove the manual import, but the key and upsert rules still matter.
| Tab | One row means | May a new export overwrite it? |
|---|---|---|
| Raw | One observed lead in one batch | No; append a new snapshot |
| People | One current person identity | Yes, only mapped source fields |
| Queue | One team's action state | No; update by key after review |
Copyable formulas for a review column
If the public profile URL is in `D2`, this formula removes a query string and a trailing slash, then lowercases the identity. Keep the original URL in `D`; place the formula in a new `person_key` column. It is a starter rule for public profile URLs, not a substitute for a stable platform ID. If some rows contain Sales Navigator URLs and others contain public URLs, map those forms deliberately rather than assuming they will normalize to one string.
With `person_key` in `E`, the second formula marks a repeated key. Filter on `REVIEW` before sending rows to the queue. Do not use `UNIQUE` across entire rows as your only dedupe step: a changed job title makes the whole row different even when the person is the same.
=LOWER(REGEXREPLACE(REGEXREPLACE(TRIM(D2),"[?#].*$",""),"/$",""))
=IF(E2="","MISSING KEY",IF(COUNTIF($E$2:E2,E2)>1,"REVIEW","FIRST"))Use this checklist
- Keep source URLs and batch dates in raw tabs.
- Protect owner and status columns from automatic refreshes.
- Filter duplicate keys before creating outreach tasks.
- Recheck formulas after changing column order.
Set up your first useful Sheet
You can start with a CSV and automate only after the manual flow works.
- 1
Export a small source
Use a lead search or saved list with known rows, then download its CSV. Retain the original file.
- 2
Import into a new raw tab
In Google Sheets choose File, Import, Upload, then inspect the separator and column headers before confirming.
- 3
Add identity and provenance
Keep profile URL, source URL, list/search name and export date. Do not use full name as the only key.
- 4
Create a working queue
Add owner, ICP fit, next action and last contacted date in a separate tab or protected columns.
- 5
Reconcile the next export
Compare by stable identity, mark new and changed rows, and leave missing rows as unconfirmed until source coverage is known.
Sheet refresh mistakes
- Using IMPORTDATA on a private local CSV; Google's function expects an accessible URL.
- Appending repeat runs without a unique key.
- Putting manual notes inside columns that the next raw export replaces.
The next step
Once the two-run process works manually, automate the delivery. Keep the same identity and reconciliation rules so faster uploads do not create faster duplicate outreach.
Continue with the CSV export guide, the duplicate-control guide, the CRM-ready CSV checklist.
Questions
Can Sales Navigator export directly to Google Sheets?
Sales Navigator does not provide a native Sheets export. A third-party exporter can produce CSV for import or send rows to a connected Sheet.
How do I import a Sales Navigator CSV into Sheets?
Open a Sheet, choose File → Import → Upload, select the CSV and review separator and destination settings.
Can I use IMPORTDATA with my downloaded CSV?
No. IMPORTDATA expects a CSV or TSV at a URL that Google can access. Use File → Import for a local private file.
How do I prevent duplicates?
Normalize profile URLs or use stable IDs, then reconcile new exports against those keys before adding tasks.
Should a missing lead be deleted from the Sheet?
Not automatically. A partial export or changed search can explain absence; mark it for review until coverage is known.
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