When you are selling a product or service to an organization its said you should always direct your efforts at a specific person, not just a title.  How do you do that?  You can’t just call the secretary and ask for the HR director’s name right?  Thats where LinkedIn can help.  Head to LinkedIn.com and click advanced search towards the top right.  Here you can type in someone’s title, company and voila! You have a name to prospect.  Now lets say you have a specific product that appeals to a certain title.  For example, you have a product that appeals to Safety Managers.  Click the advanced search, type ‘safety’ into the title and choose a 30 mile range.  Bingo, your new prospecting list.  If you really want to get crazy, check the box for 2nd connection.  This will show you Safety Managers that know one of your friends or colleagues.  For a how to checkout the youtube video.