How to Identify Pivotal B2B Decision Makers on LinkedIn

July 25, 2018

Engaging the right decision makers is one of the best ways to find quality prospects. But what does it mean to say “the right” decision makers? And how do you find them?

In our guide on engaging decision makers on LinkedIn, we offer actionable advice on how to connect with decision makers for efficient B2B lead generation.

Here we examine one of the biggest keys to finding the most pivotal decision makers at your target accounts. And good news: it involves information you already have.

Review Your Successful Sales

One of the best places to start when prospecting is to look at the sales you’ve closed and use the information about the decision makers to inform which prospects to target on LinkedIn. Look at your last 20 deals, and ask these questions:

  • What were the decision makers’ job titles?
  • What size company did they work for?
  • In what industry?
  • How long had they worked in their role?
  • What other attributes do they share?

LinkedIn makes it easy to find sales prospects who share these attributes. For example, if you work with smaller companies where the president is directly involved in every sale, you can use this information when searching for new prospects by customizing your search to include presidents of companies with 20-50 employees. As you find prospects, you can save and track them in Sales Navigator.

The answers to the above questions will be different for every salesperson, but this is information you can easily pull from LinkedIn profiles to find prospects and use to win over key decision makers.

Prospect with Purpose

Once you have a clear data set on your recent deals, you’ll have the ability to target searches. The information you’ve pulled can be used in Sales Navigator to filter search results based on key information. With the Sales Navigator advanced search tools, you can:

  • Search by job title: Once you have a list of the job titles for your decision makers, you can narrow your search results accordingly.
  • Search company type and size: From industry, to number of employees, to advanced company filters, you can use everything you know about your past deals to target organizations.
  • Search by common keyword: Whether you’ve found a common interest among decision makers, a keyword that keeps popping up in profiles, or something else, you can use this information to your advantage when prospecting.

These are just a few of the important features within Sales Navigator you can use based on the information you’ve gleaned from your past sales. Everything you learn from past success can and should be used to inform lead generation.

Organize the Results and Act

All the data you’ve pulled is actionable. Organizing it into a quick overview will help you easily see the information about leads and reach out with context.

One option is to sync Sales Navigator with your CRM to make connecting with prospects even easier. This gives you quick access to communication tools like InMail and messages, which helps you connect with the decision makers and companies you’ve identified.

You can also use your data to filter prospects who are active on LinkedIn. Active users can be easier to connect with, as they may be more open to communication on the platform.

A prospect who is active and fits the criteria you’ve established about your typical decision makers is a great place to focus your prospecting. LinkedIn gives you the tools to identify and communicate with these very people.

Looking for more tips on how to find and engage key decision makers? Download our guide Read Me if You Want to Effectively Engage Decision Makers on LinkedIn.