Talk to one person at a time at each company

What this solves

When Sales made every person found at a company a target, large accounts got dozens of invitations at once, most of them to people outside the ICP. A company never needs more than its best contact first.

What changed

• A new setting, Who is contacted, chooses between Everyone found and One at a time.
• One at a time contacts the best-ranked person at each company, in the order your ICP's roles set. How many people at once comes from the ICP (one by default).
• The next person starts when the first one passes: the invitation was withdrawn, they were not interested, they referred us to someone else, or the follow-ups ended with no reply.
• Everyone already in a conversation stays. Before switching, an admin sees what would change, company by company: who stays, who starts and who is switched off.
• On a company's People tab, choose Reach out now, Wrong person or Include again for anyone, or add a person by LinkedIn link, also when someone referred you to them. A person you add goes first: they replace a pick nobody has contacted yet, otherwise they are next.
• The companies list shows who Sales is talking to at each company, or who is next.

Where to find it

Open Sales → Settings → Who is contacted. Workspaces already using Sales keep Everyone found until an admin switches. Act on a person from Companies → a company → People.

Useful for

Sales teams with many people found per account who want fewer, better-aimed invitations, and smaller teams who want Sales to start at every company without picking people by hand.