• Interpret Buyer Intent and Category Interest signals to gauge which accounts are actively researching or showing purchase intent.
  
  
• Recognise engagement cues (such as a prospect viewing your profile or clicking on your content) as indicators that a buyer may be ready for contact.
  
  
• Identify high-intent accounts using Account Hub insights, focusing your time on companies where there’s clear interest or momentum.

• Map the full buying committee using persona insights – identify all key roles (economic buyer, technical influencer, etc.) involved in the decision.
  
  
• Leverage Relationship Explorer and Smart Links to deepen your understanding of how stakeholders are connected and to share insights that engage multiple people at once.
  
  
• Save key leads and searches to keep track of new stakeholders over time, ensuring you continue to identify and engage new members of the buying group as the deal progresses.

In this episode, you'll learn to:

• Identify network connectors who can introduce you to a target buyer – e.g. mutual connections, colleagues, or alumni who know the prospect.
  
  
• Use Best Path In and TeamLink to uncover the strongest warm pathways into your target accounts, leveraging your team’s relationships to avoid cold outreach.
  
  
• Ask for introductions effectively, using recommended templates or AI-generated intro messages to make it easy for your contacts to help you.

• Monitor critical buyer and account alerts (e.g. new decision-maker hires, engagement with your company’s content) so you can respond to developments in real time. 
  
  
• Customise your alert settings to track the most relevant updates and filter out less useful notifications, ensuring you focus on signals aligned with your sales goals.
  
  
• Respond promptly to important signals – for example, if a lead views your profile or a target account gets new funding, follow up immediately with a tailored message to capitalise on that interest

• Identify “soft touch” engagement opportunities (such as commenting on or sharing a buyer’s posts) to build familiarity before a direct approach.
  
  
• Use alerts to personalise outreach, tailoring your messages around trigger events (like a prospect’s recent activity or milestone) for greater relevance.
  
  
• Optimise your first message using AI guidance (e.g. Lead IQ insights and Message Assist), so your InMail or email is highly personalised and compelling from the start.

• Build advanced lead and account searches that surface high-potential contacts in your territory (using filters for role, industry, etc.)
  
  
• Automate lead tracking by saving searches and setting alerts, so you’re notified when new prospects meet your criteria.
  
  
• Recognize buyer readiness signals (e.g. new funding, job changes) to time your outreach when a prospect is most likely to engage.

• Use Account IQ to uncover business priorities and identify what matters most to each target account.
  
  
• Leverage Products & Services data to craft a value proposition that addresses the customer’s specific needs.
  
  
• Create personalized messages (with AI assistance) that tie buyer challenges to your solution’s capabilities.