Why Lead Behavior Matters
Traditional filters like job title and company size can help you find prospects, but they don’t tell you when to reach out.
Sales Navigator solves this by showing real-time behavioral signals, people who recently changed roles, mentioned relevant topics, or engaged with specific content.
These signals indicate buying momentum: someone new in a leadership role, posting about your solution area, or researching similar topics.
Searching for Change Agents
One of the most effective ways to find qualified prospects is to look for change agents - leaders recently promoted or newly hired.
These people are often open to adopting new tools or strategies.
How to do it:
Open Lead Filters from the Sales Navigator search bar.
Add your Persona or set your target Function (e.g., Sales, Marketing, or Operations).
Under Seniority Level, select Manager to CXO.
Scroll to Years in Current Position, then filter for less than 1 year.
Your results will show decision-makers recently appointed to their roles — people likely planning new initiatives and open to discussions.
Using Keywords to Uncover Buying Intent
Sales Navigator lets you search profiles by keywords in their content or profile description.
This is especially powerful for spotting leads aligned with your product’s themes.
Example:
If you sell marketing automation software, search for leads mentioning:
“Demand generation”
“HubSpot”
“CRM integration”
If you’re in sustainability tech, try keywords like:
“carbon footprint”
“renewable energy”
“ESG initiatives”
How to use it:
In the Lead Filters panel, locate the Keywords box.
Type the phrase you want (e.g., AI prospecting, plant-based, vegan).
Review leads whose profiles or posts mention that term.
Save and Automate Your Search
Once you’ve built your behavioral filters, don’t start from scratch next time.
Sales Navigator can save and refresh searches automatically, notifying you when new people meet your criteria.
Click Save Search at the top right of your results.
Toggle Get Alerts for New Matches.
Choose where to receive notifications, in-app or by email.
✅ Key Takeaways
Behavioral filters help identify who’s ready to talk now, not just who fits your ICP.
Target newly appointed leaders for maximum receptivity.
Use keywords to connect with leads interested in your product’s niche.
Save searches to keep your prospecting running automatically.
Happy prospecting!