13 Sales Navigator Filters to Start Warm Conversations
The number one mistake I see on LinkedIn is people ignoring their ideal clients in their network.
For some, this happens because they focus solely on building a new audience and forget the targeted contacts they already have in their network and the relationships already in place.
For others, it’s a fear of “bothering people” with unwanted or inappropriate messages.
Fortunately, this is where Sales Navigator can step in to help. Built within Saes Navigator’s search filters are insights about companies and people that make it easy to start a conversation. Better still, run this through your Master Search, and you will spend only time on the highly targeted. What a timesaver! 😊
So, what are these filters?
Lead Filters
1. Following Your Company
This filter, found under the ‘Buyer intent’ section, identifies people who already follow your LinkedIn Company Page. These prospects are familiar with your brand and may have engaged with your content, making outreach feel more natural. You can mention a recent post from your company or ask for feedback on new content to build on their existing curiosity. Since they already know who you are, your message simply continues the conversation they have already started with your brand.
2. Viewed Your Profile Recently
Located in the ‘Buyer intent’ section, this is one of the warmest signals available. When someone views your profile, they are already interested in what you do, or at least aware of you. This is your opportunity to reach out while the interaction is fresh. Referencing their interest or a shared topic shows attentiveness and professionalism, rather than generic outreach.
3. Connections Of
Found in the ‘Best path in’ section, this filter reveals people connected to those you know, such as a current client, partner, or mutual contact who should be willing to help. Shared connections establish instant trust and make your outreach feel credible. You can ask for an introduction or mention the mutual contact to build rapport. Used well, this filter transforms cold outreach into conversations grounded in trust and relevance.
4. TeamLink Connections Of
Exclusive to Sales Navigator Advanced and Advanced Plus accounts, the TeamLink filter sits in the ‘Best path in’ section and highlights prospects connected to your colleagues. It allows you to coordinate with your teammate for a warm introduction rather than starting from scratch. This shared connection increases trust and often improves reply and conversion rates. It is a simple but powerful way to collaborate across your team’s network.
5. Past Colleague
Located in the ‘Best path in’ section, this filter uncovers people you have worked with before. Because there is an existing relationship, reconnecting feels natural and genuine. A message such as “Great to see where you’ve landed!” helps you re-engage authentically. Conversations with former colleagues often feel more like catching up than selling, which strengthens trust and openness.
6. Changed Jobs
This filter appears in the ‘Recent updates’ section and identifies people who have recently taken new roles. These individuals are often open to new ideas as they look for ways to make an early impact. Congratulating them on their new position is a friendly conversation starter. From there, explore how your product or service could help them reach their new goals or succeed in their role.
7. Posted on LinkedIn
Found in the ‘Recent updates’ section, this option identifies active LinkedIn users who have posted within the last 30 days. These prospects are already engaged on the platform and are more likely to respond to your outreach. You can comment thoughtfully on a recent post or refer to something they have written to start a contextual conversation. Reaching out to active users greatly increases your chances of being noticed and getting a response.
8. School Alumni
Located under ‘Personal’, this filter taps into connections from your school, college or university. A shared educational background creates instant familiarity and trust. Reaching out with a message referencing the shared background makes your approach more personal and less transactional. Alumni tend to support one another, so this is an easy way to build organic connections.
9. Past Company
You can find this filter in the ‘Company’ section. It can be used to show people who used to work at your client companies. They likely already understand your business, have seen your solution in action, or may know you (directly or indirectly). When they move into new roles, they are more likely to bring in relationships they trust. A well-timed outreach, such as “I noticed you previously worked with [Client Company]”, feels relevant and credible.
Account Filters
10. Department Headcount and Growth
This company-level filter allows you to see the size and growth rate of specific departments. If a department is expanding, it often signals investment or upcoming challenges your solution can address. Even shrinking teams can present opportunities, such as offering outsourced or fractional support. This data-driven filter helps you target companies during key moments of change when they are more receptive to new solutions.
11. Job Opportunities – Hiring on LinkedIn
This filter highlights companies that are hiring or expanding. Hiring activity is often a reliable indicator of growth and budget availability. You can use this as a conversation starter by congratulating them on their expansion and asking about their plans. It positions you as supportive and strategic, rather than sales-focused, while identifying companies likely to require new systems and strategies.
12. Funding Events in the Past 12 Months
Found under ‘Recent Activities’ within the ‘Spotlight’ section, this option identifies organisations that have recently raised funding. These companies usually have fresh capital for growth and innovation. Begin the conversation by congratulating them on the funding news, then explore whether your solution could help accelerate their roadmap. Funded companies are typically eager to scale, making this one of the most promising warm signals available.
13. Buyer Intent
Exclusive to Sales Navigator Advanced and Advanced Plus accounts, the Buyer Intent filter measures how much interest a company’s employees have shown in your business. The levels include High, Moderate, Neutral, and Negative. Focus your outreach on High and Moderate intent accounts, as they are already researching your company or content. This saves time, improves response rates, and ensures you focus your efforts where they are most likely to deliver results.
In Summary
If you’re looking to generate pipeline, revenue and new business on LinkedIn, you have to build relationships, build trust and start warm conversations.
Content and valuable resources help attract people and position you, and conversations can start from there. Engaging with other people’s content can also start conversations. Running nurturing campaigns works too.
However, using Sales Navigator’s search filters to find targeted companies and/or people is an ongoing and reliable way to prospect and start conversations.
Yes, it can be a little awkward at first, but as long as you’re being specific, respectful, adding value to them and making it about them, you’ll be fine.
Make the message as brief as possible, and whatever you do, don’t write ‘War and Peace’ in any message! Enter this conversation with a genuine helping mindset, and you will be surprised by the results you achieve.
Whatever you do, don’t continue to make the number one mistake on LinkedIn and keep ignoring your ideal clients in your network.
13 Sales Navigator Filters to Start Warm Conversations
13 Sales Navigator Filters to Start Warm Conversations
The number one mistake I see on LinkedIn is people ignoring their ideal clients in their network.
For some, this happens because they focus solely on building a new audience and forget the targeted contacts they already have in their network and the relationships already in place.
For others, it’s a fear of “bothering people” with unwanted or inappropriate messages.
Fortunately, this is where Sales Navigator can step in to help. Built within Saes Navigator’s search filters are insights about companies and people that make it easy to start a conversation. Better still, run this through your Master Search, and you will spend only time on the highly targeted. What a timesaver! 😊
So, what are these filters?
Lead Filters
1. Following Your Company
This filter, found under the ‘Buyer intent’ section, identifies people who already follow your LinkedIn Company Page. These prospects are familiar with your brand and may have engaged with your content, making outreach feel more natural. You can mention a recent post from your company or ask for feedback on new content to build on their existing curiosity. Since they already know who you are, your message simply continues the conversation they have already started with your brand.
2. Viewed Your Profile Recently
Located in the ‘Buyer intent’ section, this is one of the warmest signals available. When someone views your profile, they are already interested in what you do, or at least aware of you. This is your opportunity to reach out while the interaction is fresh. Referencing their interest or a shared topic shows attentiveness and professionalism, rather than generic outreach.
3. Connections Of
Found in the ‘Best path in’ section, this filter reveals people connected to those you know, such as a current client, partner, or mutual contact who should be willing to help. Shared connections establish instant trust and make your outreach feel credible. You can ask for an introduction or mention the mutual contact to build rapport. Used well, this filter transforms cold outreach into conversations grounded in trust and relevance.
4. TeamLink Connections Of
Exclusive to Sales Navigator Advanced and Advanced Plus accounts, the TeamLink filter sits in the ‘Best path in’ section and highlights prospects connected to your colleagues. It allows you to coordinate with your teammate for a warm introduction rather than starting from scratch. This shared connection increases trust and often improves reply and conversion rates. It is a simple but powerful way to collaborate across your team’s network.
5. Past Colleague
Located in the ‘Best path in’ section, this filter uncovers people you have worked with before. Because there is an existing relationship, reconnecting feels natural and genuine. A message such as “Great to see where you’ve landed!” helps you re-engage authentically. Conversations with former colleagues often feel more like catching up than selling, which strengthens trust and openness.
6. Changed Jobs
This filter appears in the ‘Recent updates’ section and identifies people who have recently taken new roles. These individuals are often open to new ideas as they look for ways to make an early impact. Congratulating them on their new position is a friendly conversation starter. From there, explore how your product or service could help them reach their new goals or succeed in their role.
7. Posted on LinkedIn
Found in the ‘Recent updates’ section, this option identifies active LinkedIn users who have posted within the last 30 days. These prospects are already engaged on the platform and are more likely to respond to your outreach. You can comment thoughtfully on a recent post or refer to something they have written to start a contextual conversation. Reaching out to active users greatly increases your chances of being noticed and getting a response.
8. School Alumni
Located under ‘Personal’, this filter taps into connections from your school, college or university. A shared educational background creates instant familiarity and trust. Reaching out with a message referencing the shared background makes your approach more personal and less transactional. Alumni tend to support one another, so this is an easy way to build organic connections.
9. Past Company
You can find this filter in the ‘Company’ section. It can be used to show people who used to work at your client companies. They likely already understand your business, have seen your solution in action, or may know you (directly or indirectly). When they move into new roles, they are more likely to bring in relationships they trust. A well-timed outreach, such as “I noticed you previously worked with [Client Company]”, feels relevant and credible.
Account Filters
10. Department Headcount and Growth
This company-level filter allows you to see the size and growth rate of specific departments. If a department is expanding, it often signals investment or upcoming challenges your solution can address. Even shrinking teams can present opportunities, such as offering outsourced or fractional support. This data-driven filter helps you target companies during key moments of change when they are more receptive to new solutions.
11. Job Opportunities – Hiring on LinkedIn
This filter highlights companies that are hiring or expanding. Hiring activity is often a reliable indicator of growth and budget availability. You can use this as a conversation starter by congratulating them on their expansion and asking about their plans. It positions you as supportive and strategic, rather than sales-focused, while identifying companies likely to require new systems and strategies.
12. Funding Events in the Past 12 Months
Found under ‘Recent Activities’ within the ‘Spotlight’ section, this option identifies organisations that have recently raised funding. These companies usually have fresh capital for growth and innovation. Begin the conversation by congratulating them on the funding news, then explore whether your solution could help accelerate their roadmap. Funded companies are typically eager to scale, making this one of the most promising warm signals available.
13. Buyer Intent
Exclusive to Sales Navigator Advanced and Advanced Plus accounts, the Buyer Intent filter measures how much interest a company’s employees have shown in your business. The levels include High, Moderate, Neutral, and Negative. Focus your outreach on High and Moderate intent accounts, as they are already researching your company or content. This saves time, improves response rates, and ensures you focus your efforts where they are most likely to deliver results.
In Summary
If you’re looking to generate pipeline, revenue and new business on LinkedIn, you have to build relationships, build trust and start warm conversations.
Content and valuable resources help attract people and position you, and conversations can start from there. Engaging with other people’s content can also start conversations. Running nurturing campaigns works too.
However, using Sales Navigator’s search filters to find targeted companies and/or people is an ongoing and reliable way to prospect and start conversations.
Yes, it can be a little awkward at first, but as long as you’re being specific, respectful, adding value to them and making it about them, you’ll be fine.
Make the message as brief as possible, and whatever you do, don’t write ‘War and Peace’ in any message! Enter this conversation with a genuine helping mindset, and you will be surprised by the results you achieve.
Whatever you do, don’t continue to make the number one mistake on LinkedIn and keep ignoring your ideal clients in your network.
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