How do you find active prospects in LinkedIn Sales Navigator?
Use the filter for people who posted in the past 30 days, then check each activity tab. Active users tend to reply within two days; inactive ones may never see you.
Most LinkedIn members read but rarely act. Our LinkedIn post guide puts the share of people who post, comment or react at only around 2%. A perfectly targeted list can therefore still be full of people who log in once a month and will not notice a connection request for weeks.
Sales Navigator has a direct answer: the posted on LinkedIn in the past 30 days filter. According to our filtering guide, active users typically reply within 24 to 48 hours and are about 1.5 times as likely to agree to a meeting. The trade-off is size: on a list of 300 decision makers, the filter often leaves somewhere between 40 and 90 people.
That smaller group is worth more than it looks. Ten messages to active people usually produce more conversations than forty to people who have not opened LinkedIn since spring. Keep the inactive part of the list for channels that do not depend on LinkedIn, such as email or a phone call.
Signs a profile is worth messaging
- Recent posts or commentsAnything in the activity tab from the last month means they will probably see your message this week.
- A recent job changeThe changed jobs in the past 90 days filter catches people who are active by necessity and often reviewing suppliers.
- They viewed your profileLeads who viewed your profile are already warm. Mention a shared topic rather than the visit itself.
- A complete, current profileA photo, a current role and a filled-in About section suggest someone who uses LinkedIn for business, not an abandoned account.
- Under 100 connections, no activityTreat this as a dormant profile. Reach the person another way or move on to the next lead.
Combine the activity filter with your role and company filters from the best Sales Navigator filters for B2B leads. Expect acceptance to rise noticeably when you only invite active people, and compare your numbers with a normal connection acceptance rate.