Webinar recap: Generate leads from recently promoted ICPs

Live session · March 2026

In this session, Brian walked through a simple way to use recent job changes as a lead generation signal on LinkedIn.

The idea is simple: when someone moves into a new role, they are often more open to new tools, services, and conversations. That makes them a strong audience to add to your outreach workflow.

Key takeaways

• Use recent job changes as a signal
  In Sales Navigator, you can narrow your ICP using filters like:
  • Changed jobs in the last 90 days
  • Posted on LinkedIn in the last 30 days
• Prioritize active people
  Adding the “posted on LinkedIn” filter helps you focus on profiles that are actually active, which can improve your connection acceptance rate.
• Keep the workflow simple
  The setup Brian showed used Sales Navigator + one outreach Phantom to extract leads, send connection requests, and follow up.
• Think long term
  This works best as a steady, ongoing workflow, not a one-time blast. Set it up once, let it run, and keep feeding new leads into your pipeline.

Outreach tips from the session

• Do not treat LinkedIn like mass email.
• Skip the connection note unless it is truly personal.
• After someone accepts, start with a short intro.
• Focus on soft engagement before pitching.

Q&A themes

A few great questions came up during the session:

• Can this stay dynamic over time?
  Yes. Using dynamic Sales Navigator filters and Watcher Mode helps keep results fresh and only pull new leads.
• Can this work for other signals too?
  Yes. Brian also shared that profile changes can be useful signals in other workflows, especially when you want to monitor changes over time.

▶️ Watch the full replay: 
Replay link

📄 Playbook: 
Reach out to recently promoted ICPs

Let’s discuss

What signal has worked best for you lately: job changes, recent activity, or post engagement?