LinkedIn Sales Navigator is the single most powerful tool for B2B sales, yet many professionals only use its most basic filters. If you want to build a high-quality pipeline, you need to go deeper into the advanced features.
Essential Filters You Should Be Using
1. The ‘Past Lead’ & ‘Connection Of’ Filters
Use these to leverage existing relationships. Prospecting is much easier when you have a mutual connection or if the person has worked at a client company in the past.
2. Job Changes & Company Growth
Focus on prospects who have changed roles in the last 90 days. New hires often have a budget and a directive to implement new solutions.
3. Posted on LinkedIn in the Last 30 Days
This filter is gold. It ensures you are only reaching out to active users. Don’t waste your InMail credits on people who haven’t logged in for six months.
Mastering Boolean Search
To get truly specific results, use Boolean logic in the keyword or title fields:
- QUOTES:
"Marketing Manager"finds that exact phrase. - OR:
Director OR VPfinds either level. - AND:
Sales AND Softwareensures both terms are present. - NOT:
Marketing NOT Agencyexcludes people you don’t want.
3 Steps to a Perfect Prospecting Workflow
- Define Your ICP: Clearly outline your Ideal Customer Profile (Industry, Revenue, Headcount).
- Save Leads to Lists: Never outreach directly from search. Save leads to custom lists to track their activity over time.
- Set Up Alerts: Enable alerts for your saved accounts. Reach out when they announce funding, a merger, or a major new hire.
Conclusion
Sales Navigator is only as good as the strategy behind it. By combining advanced filters with activity-based alerts, you can move from “cold calling” to “contextual outreach” that feels personal and timely.
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