While working at Mobilization Labs, I spent a lot of time prospecting and generating my own leads for cold calling.  The hardest part of making cold calls was figuring out who the right person I needed to talk to… who is the decision maker/influence for the organization.

This got tricky with a software/new media product because web managers would be interested in us and want to see a demo because they could potentially be using our software.

However, being a new product it was better to have executives “buy” our vision instead of the current product.   I hope that makes sense.

Sometimes finding the right person was black and white (on their website), but often it was a little more gray.

Over time I started using LinkedIn to better prospect and target.  I did not upgrade to their LinkedIn Professional accounts.

I made a video about how I used LinkedIn to do my own prospecting and to find the “right person.”  Take a look at the video and let me know what you think.