The best time to reach someone is their first year in the job

Job titles don't tell you who's ready to buy. A new role does. Why people in their first year are the warmest prospects you'll find.

A COO who started three months ago and a COO who's been there nine years have the same title. They are completely different prospects, and the new one is usually the better one.

The new one has a mandate, a budget, and something to prove. They're looking for things to fix, and for people who can help them fix it fast. The one who's been there nine years has a setup that works and no reason to talk to you.

That's why I care so much more about what's happening to someone than about who they are.

Buying signals to look for

New in the seat. Anyone in their first year is the single best signal I know. Somebody eighteen months in has usually already picked their people.

A company that's growing fast. Growth breaks things. A company that added a lot of people this year has problems it didn't have last year, and someone is responsible for them.

A new hire above or beside them. If a company just brought in its first head of sales, everything about how they buy is up for grabs.

On LinkedIn, Sales Navigator will filter for most of this. But you can spot it anywhere: a press release, a "thrilled to announce" post, a job listing for the exact problem you solve.

Then reach out while it's true

These moments don't last. Someone who was new in March isn't new in December. So check for fresh ones every month, and reach out while the reason is still real.

A message that starts with "congratulations on the new role" and asks one easy question gets read very differently from a cold pitch, especially when it comes from a real person with a real profile.

Questions people ask

Why are new leaders good prospects?

They have a mandate, a budget and something to prove, and they haven't picked their people yet.

How do I find people who just started a new job?

On LinkedIn, Sales Navigator lets you filter by time in current role. You'll also spot it in "thrilled to announce" posts, press releases and company news.

What should I say to someone in a new role?

Congratulate them, mention something specific about the role or the company, and ask one easy question. Leave the pitch for later, and make every follow-up worth reading.

Finding people at the right moment is most of the work before a campaign sends anything. Book a call with me.

Part of The LinkedIn lead generation guide.