Creating a “Qualified TAM” account list that meets base-level qualification metrics like headcount, growth, location, industry, etc.
Prioritizing the account list using triggers that answer “why should I reach out to them now vs. 60 days from now?” These triggers are related to an unforeseen problem or opportunity that you can see, but your prospect can’t.
Adding more niche account lists based on your prioritization

2. Who’s Active?

Find and prioritize active leads at each of your accounts.

First use Sales Navigator filters to find those actively sharing and posting content. Create a lead list if desired.
Then over time, find other leads at the account who are actively commenting or liking content. Create a lead list if desired.

3. Warm Up Accounts in the Comments

Use social listening to find posts talking about relevant topics. Find influencers who post content that attract your ICP.

Comment on the original post, especially if it’s from an active ICP
Respond to comments from active ICP leads who have already dropped a comment – continue the conversation!
Fulfill the Rule of 3: have 3 back-and-forth conversations before sending a connection request

Depending upon level of intent, different circumstances call for different actions.

Send blank connection requests to build your network with 2nd degree connections
Send personalized connection requests to continue the conversation from the comments or an event
Send spears or highly personalized cold outreach to prompt an immediate conversation
Use curiosity openers to kickstart or restart a conversation in the DMs
Use profile views as intent data to kickstart a conversation depending upon the source
Run discovery in the DMs while obeying the Vampire Sales Rule

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