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:

1. Have the exact budget
2. Face the specific problem we solve
3. 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://www.youtube.com/watch?v=uq8h6Py9A1U&list=PLA4t24JzNORE7TmbAcCJfB1ac7ujl5o1-&index=4

  • 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://www.youtube.com/watch?v=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://www.youtube.com/watch?v=GxRgWxQFduA&t=40s

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"
• Engage with active content creators
  • Target people who post regularly or engage with content
  • They're more likely to see and respond to your messages
  • Our data shows that people who regularly post on LinkedIn have a 40% higher response rate

Step 3: Commonality Targeting

https://www.youtube.com/watch?v=rI0-fUuetyo

Our research shows that prospects are 3x more likely to respond when they share something in common with you. We call this the "commonality principle":

• Target people with whom you share:
  • Common connections
  • Industry background (people who work in your field and understand your terminology)
  • Geographic location (makes it easier to suggest in-person meetings if needed)
  • Educational institutions (alumni networks create instant trust)