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.
Keeping that in mind, we did two things.
Built Our Targeted List with Clay
- Used Clay to build and enrich our prospect list with these filters:
- Decision-maker titles (CTO, VP of Engineering, Co-founders)
- Company size and growth stage that matches your ICP
- Healthcare technology companies (or your target industry)
- Recent funding events or company milestones
- Clay's enrichment automatically adds company data, funding information, and technologies used
An example of how we used Clay to find targeted leads:
https://youtu.be/ackXGkpM0p8
Adjusted Our list with Sales Navigator
- Create a saved search with these proven filters:
- "Active on LinkedIn" (critical for higher response rates)
- Geographic territories that match your business focus
- Specific job titles (CTOs, VPs of Engineering, co-founders for startups)
- Companies that match your target profile
Make the best use of Sales Navigator:
https://youtu.be/b8lWhkq8CX8
Based on this, we built 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")