Company Lists with High Value Targets

Connect The Dots allows you to create custom lists of Companies with High-Value Targets.

Examples of lists you could create.

Q1 Target Accounts – Generate Meetings
Q4 Deals – Opportunities to Multi-Thread Deals
Executive Bridges – Global 2k Customers
Employee Referrals – Open Roles @ Target Companies
Targeted Investors – My Executive Connections

What are the steps to create a list?

Step 1: Define your list of companies

Based on the use case above, this could be all of the accounts in your territory. Or, if you're in recruiting, a list of companies you'd like to attract talent from.

Add them one by one using the lookup field.
Import a CSV file of your with a list of companies.

Step 2: Pick your job titles

Define a list of titles and Connect The Dots will surface all of your 2nd or 3rd-degree contacts at each respective company.

By narrowing your search you can filter out the noise
- Focus on senior people who have clout.
- Focus on the specific buyers you're trying to reach.
- Note that you can always click through on the company to see a wider view of everyone you know and everyone you can reach.
You don't need every variation of a job title
- CEO - will get you all variations of CEO.
- Enablement - will return all titles that include that keyword, regardless of whether it is the first word or last word.
- CSO - this one could mean "Chief Sales Officer" or "Chief Security Officer," so there are some cases where it does make sense to be specific.
Coming Soon – Job Title Normalization
- Connect The Dots has done the hard part of normalizing job title information so that you'll catch all the permutations.
- Filter based on Seniority – Founder, CXO, Partner, VP, Director, Manager, EA, etc.
- Filter based on Department – Engineering, Marketing, Legal, Operations, Sales, etc.

Step 3: Select your ideal connector

A connector is a contact of yours who is a Connect The Dots user and is sharing their network with you. Sometimes you'll want to narrow down who you use for a connector.

Coworker connectors – Your coworkers have aligned incentives, so it's easy to ask them for insight or an introduction.
Outside connectors – Sometimes you want to just focus on people outside the company who are more loosely connected to the brand.
Relationship strength – Filter for "Familiar & Strong" relationships to focus on the cream of the crop.

Step 4: Run your list

When you hit save, it will render your list in real-time.

Review the results – For each company, who are the people you could reach through a warm connection?
Review the connectors – There are often multiple connectors to choose from.

Step 5: Ask for help

Connect The Dots makes asking for help simple and frictionless.

Click the ask button – It'll launch a smart email template with all the relevant details filled in.
Customize your note & hit send – It's straightforward and frictionless to make an ask and a huge return on investment.
Track your responses – The Ask Inbox lets you track your asks to see who has responded and who you need to follow up with.
Draft On Behalf – If someone has offered to help, you can craft an email and save their name as the sender. It'll appear in their draft folder so they can quickly review it, make small tweaks, and hit the send button.

Who creates lists?

Everyone can create their own lists

Depending on your role you could create all kinds of lists.

Q1 Target Accounts – Generate Meetings
Q4 Deals – Opportunities to Multi-Thread Deals
Executive Bridges – Global 2k Customers
Employee Referrals – Open Roles @ Target Companies
Targeted Investors – My Executive Connections

Create an ambassador program

An ambassador is a new role emerging in companies. It can be fractional or it can be full-time, similar to a customer reference manager. They are given an objective (e.g. create executive bridges amongst our Global 2k Customers) and it's their job to drive results. Here are the basic steps.

Create a good list – Define your companies, job titles, and ideal connectors.
Identify good connections – "Our exec has a good path to reach their exec. I'm going to ask them if it's a path worth pursuing and offer to draft an email for them to send out."
Draft good asks – Connect The Dots will recommend a good template based on the type of connection (2nd degree, 3rd degree, overlapping, etc.). The ambassador will also learn the communication preferences of the connectors they work with. It could be that they like the Draft on Behalf feature or maybe they want an email where they can forward and come over the top with a personal note.
Measure the impact – Using Salesforce campaigns you can tag people and measure things like Pipeline Sourced and Pipeline Influenced.
Grow your network – As an ambassador, you'll also want to look for opportunities for your execs to invite partners, customers, investors, and advisors. Every new connector will offer up new pathways for your gold mining efforts.