Contact the most active people first, and warm them up before the invitation

What this solves

At each company, Sales picked who to contact by role alone, so a person who never posts was invited as readily as one who posts every week. Invitations also arrived cold: the comment approach only started after someone accepted.

What changed

• LinkedIn activity. Turn it on under Settings → Research. Sales checks each person you have not contacted yet: when they last posted, how many posts in the last 60 days, followers and profile. Every person gets an activity level, from Very active to Inactive, and is checked again every 30 days.
• The most active first. Within your profile's first-contact roles, the most active person at each company is contacted first. The Targets list shows each person's activity and lists the most active first.
• Cost. The check uses Grow Credits. The settings card shows the estimate before you turn it on.
• Warm-up before the invitation. Sales likes the person's latest post and writes a comment that waits in Approvals. The invitation follows a day later, and never later than three days. People who have not posted recently are invited straight away.
• New campaigns start with Like and comment first. Comment when it helps and Invite directly are still available per campaign, and likes can be turned off under Settings → Writing → Comments.
• Each target's page shows the warm-up: when we liked their post, whether the comment is approved, and when the invitation goes out.

Where to find it

Open Outreach, then Settings → Research → LinkedIn activity. A campaign's warm-up is under Campaigns → How we start.

Useful for

Sales admins who want reps to spend their invitations on people who are active on LinkedIn, and reps who want their invitation to land after a first friendly touch.