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22 percent
seven percent
  • Do this by routinely checking your LinkedIn Sales Navigator newsfeed and using mobile alerts. Map the buying committee by conducting quick searches on LinkedIn to get a high-level picture of an account’s organizational structure. Then call upon advanced search to identify the crucial decision makers at the account.


  • Note their top priorities and pertinent topics as you see what content the company and its employees share. Save and follow these leads, then spend a few minutes each morning looking at Sales Navigator to see what’s happening within the organization with this buying committee.


  • Then reach out when you can offer value, such as by sharing a relevant article or a new insight. Be patient in developing relationships. Early interactions should be professional. As you build rapport, your interactions will likely feel looser and flow more naturally.
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