Alert on executives from your customer accounts who join a territory account, even if you never met them, because they may bring your product with them. Listen
Samantha McKenna's example: a teammate closes Jones Day, then Jones Day's CFO joins another law firm in her territory; she wants to know because that CFO has probably had a good experience with the product. She sets past company to an account list of her biggest customer logos (for example Fortune 50 customers, or verticals such as law firms or pharma when people tend to move within an industry), current company to her territory, and narrows by seniority and geography to control volume. She says speed matters so you reach them before competitors, and suggests a 'show me you know me' subject line.
“in past company, I've created an account list that shows our biggest logos. I may do this by Fortune 50 that work with us.”
Listen to the episode Episode Pipeline & demand generation Link to this
From #614: How to Use LinkedIn Sales Navigator for Lead Generation.