Article
What Should a Seller Look For on a Prospect's Profile Before You Reach Out?
You open a prospect profile, skim the headline, copy the name, and fire off an email. Ten minutes later you forget who they were.
That habit costs you meetings. A profile holds more signal than most reps ever pull from it. Tenure, title changes, group membership, the way someone describes their own work, all of it tells you whether this person owns a problem you solve.
Effective linkedin prospecting starts with reading before writing. Below is what to look for, in what order, and how to turn each detail into a line that earns a reply.
Read the Job History for Pattern, Not Résumé
Latest Articles
Article
Turning account engagement into buying momentum with Custom Audiences
Account engagement rarely fails from lack of activity. It fails when you see activity at the account level but miss who is driving it, how interest is spreading, and when to act. That gap slows follow-up, weakens targeting, and leaves pipeline exposed.
If you want stronger account engagement, you need more than account coverage. You need Custom Audiences built from buying-team signals. That gives you a way to move from broad account reach to coordinated influence across the people who shape a deal.
That shift matters because B2B buying is already group-driven. According to 6sense research, 92% of B2B purchases involve groups of three or more people. A lead-centric model misses that reality. Your targeting should reflect the full buying team.
Article
From static segments to living audiences: why custom audiences and technographics now drive intent marketing
Your market does not stand still. Your audience should not either.
Yet many revenue teams still build outreach around static lists, old firmographic filters, and one-time TAM exercises. That model breaks fast. Accounts shift priorities. Buyers move roles. Tech stacks change. Intent rises and fades.
If you still treat segmentation as a reporting task, you miss the point. In outbound TAM development, segmentation works best when you frame it as enablement. It gives sales and marketing a shared way to act on change.
That is wherecustom audiences and technographics start to matter. Together, they help you move from fixed segments to living audiences that reflect what is happening inside target accounts right now.
