When you build your ideal customer profile list in Sales Navigator, you get hundreds or thousands of prospects that match your criteria.
Company size, job title, industry, location. Everything looks perfect.
But there's one critical piece missing from your targeting:
Are these people actually using LinkedIn?
Most sales professionals send connection requests and messages to people who haven't logged into LinkedIn in months.
These prospects never see your messages, never respond, and never convert into calls.
In Sales Navigator, there's a small filter option that most people completely overlook:
"Posted on LinkedIn."
This filter sits quietly in the corner of your advanced search options, but it holds the key to dramatically improving your outreach results.
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<aside> Here's what this filter actually does:
It shows you which prospects have posted content on LinkedIn within your specified timeframe. If someone posted in the last 30 days, they're actively using the platform. If they haven't posted in months, they're likely inactive users who rarely check their LinkedIn messages.
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Think about your own LinkedIn usage.
When you're actively posting, commenting, and engaging on the platform, you're also checking your messages regularly.
You're in "LinkedIn mode" and more likely to respond to relevant outreach.
When you're not using LinkedIn actively, messages pile up unread in your inbox. Even if you eventually see them weeks later, the moment has passed.
Active users are simply more accessible and responsive. They're already engaged with the platform, making them ideal prospects for LinkedIn-based outreach.