Samantha McKenna sets 'connections of' to a senior leader and runs it against all her accounts, then saves it so she is notified of each new connection that leader makes in her territory. Because a company may have 1,400 executives, she prioritizes those whose networks keep expanding, such as frequent conference speakers or people attending events like the World Economic Forum. She then uses the fresh relationship (a shared panel, meeting at a conference) to ask for an introduction that peers likely aren't asking for.

“What you want to look at is your senior executives that speak often or travel often.”

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