With a growing number of influencers involved in buying decisions at B2B companies today, it can be tough to identify who to target and at what point in the sales journey you should contact them.

But with LinkedIn and LinkedIn’s Sales Navigator, salespeople are now equipped to search for the individuals and companies that matter most to them in a more efficient, targeted way than ever before.

Here are five steps you can use to target the right prospects and build a high-quality sales pipeline.

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