Sales Navigator Detective: How to Leverage the 6 "Warm Signal" Filters with Philip Horne

Hey everyone, there's a new Club Navigator Podcast episode out there where I sat down with Philip Horne, CEO and Founder of LinkedIntoSales. He's a LinkedIn Sales Navigator specialist since 2014, Philipp turns cold connections into profitable revenue pipelines, with a track record of delivering more than 2,000% ROI for global companies.

If you’re still running searches with no signal behind them, this episode is for you. The topic? How to leverage the six warm signal filters for maximum conversion.

What you’ll learn in this episode:

• Posted on LinkedIn (last 30 days): people who are already active on the platform are, on average, more likely to respond to your outreach than those who don’t post. Reaching out to active users greatly increases your chances of being noticed and starting a conversation.

• Changed jobs: people who recently started a new role are often more open to new ideas, because they’re looking to make an early impact. Congratulating them is a friendly conversation starter, and from there you can explore how you help them succeed in the new role.

• Buyer Intent: it measures how much interest a company’s employees have shown in your business, across four levels (high, moderate, neutral, negative). Prioritising high and moderate intent accounts saves time and improves response rates, because they’re already researching your company or content.

• TeamLink: it surfaces prospects connected to your colleagues so you can coordinate a warm introduction instead of starting from completely cold. Often that connection isn’t the decision maker, but the person who gets you to the decision maker.

• Department headcount & growth: change brings opportunity. A growing department signals investment or upcoming challenges; a shrinking one can open the door to outsourced or fractional support. You can even set a minimum growth rate to refine and prioritise your book of business.

• Funding events (last 12 months): funded companies are typically eager to scale, which makes this one of the strongest warm signals available. Congratulate them on the news, then explore whether your solution can help them accelerate their plans.
   

• Philip’s reminder: not enough sellers use account search, most stay only in lead search. And filters are a balancing act: stack too many and you end up with too few accounts to work with.
   

 ⏯️ Watch the full episode in our Learning Center

A quick tip to apply today

Start from your segmented account list, then reuse that same list in the lead filters to search only for leads inside those accounts. Layer the warm signals on top, buyer intent, TeamLink, posted on LinkedIn, changed jobs, and you dramatically increase the likelihood of a real response.

And there’s more: the podcast is also available in Portuguese, French, German, Italian and Spanish.

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