---
# System prepended metadata

title: 'Step 2: Finding the right people'
tags: [Week 2, ' M5', ' H3']

---

---
tags: Week 2, H3, M5
---
# Step 2: Finding the right people
Now that you have a list of companies to target, it's time to start finding the right people within those companies.

The first thing you need to do is clarify which IBP you're going for, and, most importantly, their job title.

Ideally, this is the person experiencing the biggest pain (that you want to fix with your product or service). As part of the qualification process, you later want to find out:

- Who is the decision-maker?
- Who is the final user?
- Who is the budget-holder?

In some cases, it may be obvious. For example, selling HR software products it is likely that the head of HR is also the decision-maker. In other cases, not so much. 
&nbsp;
## Ok, so who do I target?
Sometimes going straight for the decision-maker is not the best strategy. They're busy and difficult to reach. Sometimes it's better to target people in mid-level roles than top-level roles, as they're easier to reach. They might be a good gateway to getting to chat with the final decision-maker.

**We recommend using your common sense to decide on which potential leads might be useful to target depending on each situation.** Get two or three people from each company to target. If you have two (or more) ideal buyer persona's that are from different departments, contact at least one for each.

In reality, you will have to try different people and see with whom you can generate interest and get a foot in the door! Once you get a response, either via social, email or phone, you can dig deeper and ask who would be the ideal person to talk to experiencing the pain point you want to fix. 

&nbsp; 
## 🤔 Great.. but how and where do I find these people? 
**Enter LinkedIn!**

There are two main ways to find leads on LinkedIn

1. Basic search - free and available for all
2. Sales Navigator - paid service used by many sales reps

Today we're going to show you how to perform a basic search on LinkedIn, which is more than enough for now. In the additional resources section, we will include

- Eesources on how to perform boolean searches using basic search and 
- Instructions on how to use Sales Navigator in case you want to give it a try (they have a free 1-month trial)

For now, let's walk through an example with basic LinkedIn search:
::: info
**Scenario**
- We've identified **Personio**, **BambooHR**, and **Workday** as potential **ICP's**
- We've identified **Sales Managers** or **Head of Recruiting** as my **IBP's**
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How do I find suitable leads?
::: 

Let's find out! 👇

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