The foundation of successful LinkedIn outreach is targeting the right people. Without precision targeting, even the best messaging will fail. We've found this to be the most critical element of high-performing campaigns.
Here's how we build a database of 2,400+ decision makers who:
- Have the exact budget
- Face the specific problem we solve
- Are actively looking for solutions
Step 1: Use Advanced LinkedIn Sales Navigator Filters
Sales Navigator is your most powerful ally for building highly targeted prospect lists. Here's how we use it effectively:
- Start with job titles - Target decision makers with specific titles
https://youtu.be/uq8h6Py9A1U
- Be specific with titles that indicate decision-making authority (VP, Director, Head of, Chief)
- Include multiple variations of relevant titles (e.g., "VP of Marketing," "Marketing Director," "CMO")
- One of our clients targets specific roles like engineering, product management, and business development as they're the actual decision-makers in their industry.
- Add industry parameters
- Narrow down by industries most likely to need your solution
- Include both broad categories and niche sub-industries
- Consider targeting industries experiencing growth or transformation where your solution adds particular value
- We've found success targeting niche industries with specific needs that align with our solutions
https://youtu.be/8ECtMHazy-M
- Include company-size filters
- Match your company size filter to your solution:
- Enterprise solutions (500+ employees)
- Mid-market (50-500 employees)
- SMB (10-50 employees)
- For most B2B offerings, we aim for established companies with headcounts of at least 10 employees
- Location targeting
- Target specific regions where your product/service has the most demand
- Consider time zones for follow-up communication
- We've successfully used geographic targeting for market expansion strategies
Step 2: Activity Filtering - The Secret Weapon
https://youtu.be/GxRgWxQFduA
One of the most overlooked yet powerful targeting strategies is focusing on active LinkedIn users. This is a game-changer that most people miss:
- Filter for active LinkedIn users
- Using the "active in past 30 days" filter can boost your response rates by 25%+
- This single filter has transformed our campaigns more than almost any other adjustment
- One of our top-performing clients noted: "If they use LinkedIn daily, it dramatically improves your chances of getting responses"