Extrovert

LinkedIn workflow that consistently hits ~50% acceptance rates. This isn’t about clever copy. It’s about sequencing signals correctly before you ever send a message. The flow looks simple, but each layer removes friction: 1) ABM targeting Start with a tight ICP. Exact accounts, exact roles. No broad lists. 2) ABM warm-up Use GoExtrovert to engage targets with relevant comments before outreach. This creates familiarity and pre-exposure. 3) Signal layer Prospects see your activity and content on LinkedIn before you message. You’re no longer a random profile in their inbox. 4) Enrichment and scoring Use Clay to enrich profiles and qualify based on ICP fit and intent signals. Only high-quality accounts move forward. 5) Message creation Contextual openers generated from real signals. No templates. No generic personalization tokens. 6) LinkedIn outreach Send messages via HeyReach.io with human pacing and native behavior. Low volume, controlled sends. 7) Conversations Focus on starting real discussions, not pitching. Warm replies instead of cold opens. The formula is simple: ABM → warm-up → context → conversation Acceptance rate is the byproduct of doing the upstream work correctly.

We analyzed 32,000+ connection requests sent by our users to finally settle the debate: do comments help with acceptance rates? Commenting on someone's posts before connecting = 41% acceptance (average among all our users) Going in cold = 26%. That's 1.6x more connections accepted just by showing up first (wow!) 86% of users who commented before connecting saw higher acceptance rates compared to their cold requests. -- There's a sweet spot - you don't need a ton of comments. → 0 comments: 25% acceptance → 1 comment: 34% → 2 comments: 40% → 3 comments: 43% → 4+ comments: plateu The sweet spot is 2-3 comments before sending the request. After that, it plateaus. This held true across nearly everyone. -- It obviously was super different across users. Quality comments, optimized profiles and precise prospect lists performed MUCH better. The average lift was +17 percentage points. Top performers hit 70% acceptance. That's 7 out of 10 prospects saying yes (sick!) But even average users went from 25% → 45% just by commenting first. -- Here's what I take from this: The warm-up doesn't need to be long. You don't need to comment for weeks. 2-3 thoughtful comments over a few weeks is enough to stop being a stranger (and break the "transactional" pattern) And yet, almost nobody does it consistently (remember my data on how only 5.6% of founders comment regularly? I posted about this a while ago) If you're sending connection requests cold right now, try this: → Pick your next 50 prospects → Comment 2-3 times on their posts before connecting → Send blank connection requests (they already know your name) → Track your acceptance rate (easy peasy in Extrovert), just shipped enhanced analytics I'd bet money it goes up ✌️

700+ people registered on webinar about commenting we hosted with Frank Sondors 🥓, which tells me people KNOW commenting works, but they don't know HOW to be strategic. So here's the breakdown: Usually people comment on LinkedIn like it's one activity. But in reality you can treat it as five completely different strategies. 1. Warm outreach commenting Goal: become a familiar face before you DM. Comment on your cold prospects' posts 1-2x per week. Light, friendly. By the time your message lands, they already recognize your name. 2. Pipeline + customer nurturing Goal: stay visible to people already in your world. Current deals, existing customers, "not now" prospects. Weekly-monthly touchpoints. Light and friendly. This is how you stop deals from going cold and spot churn before it happens. 3. Visibility through thought leaders Goal: get discovered by their audience. Comment on big voices in your space. But (big BUT!) you need to STAND OUT. Add expertise, respectfully disagree, make mini-posts. No need to impress the creator. You're performing for their audience. 4. Joining relevant topic discussions Goal: targeted profile views from your ICP. Find posts about topics YOU are an expert in, from anyone. Add real value. People click your profile when your comment is worth it. 5. Mutual support (creator circle) Goal: build a crew that amplifies each other. Support friendly creators consistently. They support you back. Your posts get more reach, their posts get more reach. Everyone wins. (make it human/organic! no whatsapp pods or whatever 😁) Each strategy has a different goal, different style, different frequency, and different outcome. Mixing them up is why most people say "commenting doesn't work." We broke down all five of them + shared a lot of other tactics on the webinar. Recording link is in the comments. P.S. If you want the full slides from the webinar, please drop a comment and I'll send them over.

Today is a GTM engineer goes to a 📚university lecture day #1 Truth is.. I was supposed to follow the lecture and take notes but …. I ended up opening up Clay to build some evergreen flows with TheirStack and Martin Markov’s incredible clearcue.ai If you blast your whole TAM every month with 5 step sequences and get >1% reply rates From my experience working with Panos Sisamos here’s what’s been working better across YC, a16z and techstars b2b SaaS - find relevant signals for your situation. If you sell a CRM, track your ICP’s tech stack for new automation platforms they might be playing with and look for RevOps or Revenue job openings of theirs 🟡Example search for TheirStack: (Chief OR head OR director) AND (Revenue OR RevOps OR GTM OR “go to market” OR “go-to-market” OR “technical sales”) - clean with Clay or Claude code and filter for ICP fits. Exclude recruiting agencies (excluding maybe the incredible Noëmie J.) - normalize data and enrich companies first and then people (order matters) - score with data from clearcue.ai, prioritize prospects showing clear signals of intent. - build personalization variables - send to sequencers and the SDR’s cold calling list (BONUS: once conversations are started, add warm leads to Oleg Sobolev’s Extrovert to provide value and nurture) Combine it all together and you’ve got a simple but incredibly effective solution that will keep a steady flow of pipeline coming. This is an incredible life saver once the low hanging fruits of aggressive outbound or referalls are gone.

I am all in for human outreach. But I am not anti-automation, because: - You can use automation to enhance the human touch (and do it outside of your account so it's safe) Here are 3 examples where automation enhances the human touch: 1) Lead validation This is a classic repetitive task that is vital, but can easily be done by AI. This already saves 15-45mins a day, depending on volume. 2) Lead research To create personalization, you need to do your research. AI is amazing at providing information that you can then turn into a personalized message. Like content recapping or identifying the lead's ICP for example. This can save 1-3 minutes per lead. 3) Systemization Knowing exactly when to comment on a lead's post or connect with them and having all the conversation context in one place with Extrovert before reaching out. Also, if I need to create a reminder when the lead is not ready to have the conversation today, I set a reminder in Kondo: Superhuman for LinkedIn DMs. Hard to quantify, but can easily save 10-20 mins/day. Human touch does make a huge difference. But seeing automation and AI as enemies of intentional outreach is a mistake. You can use automation to enhance it and free up your time and mental space to focus on leaving intentional comments and DMs to your prospects. P.S. I am teaching how to go from a stranger to clients to my community every week. Comment or DM "system" to receive the Doc of the program.

How do you build trust, earn replies, and stay top of mind with the people you genuinely want to work with on LinkedIn? It can be tough with LinkedIn alone. And, I always get distracted! With Extrovert, I can focus on the people that matters most to me. Here’s my simple approach to networking that works online and turns into real conversations offline. 1. Find the right people LinkedIn is free. The advantage comes from how you search. I still use the basics: - Job titles and keywords - “All filters” to narrow by industry, location, and connection level - “Connections of” (because your clients are often connected to your next best clients) If you have Sales Nav, better. Your search filters are sharper. The difference combining with Extrovert: once I know who matters, I stop relying on memory to “stay in touch.” 2. Warm the relationship before the DM This is where most outreach falls apart. Instead of “connect + pitch,” I aim for: - 2–3 thoughtful comments over time - Joining the same conversations (groups and relevant posts) - Engaging with employee posts on target company pages Extrovert helps me do this daily by pulling prospects and topics into one feed. 3. Use “signals” to show you’re paying attention The best networking does not feel like networking. It feels like: “I saw this and thought of you.” I track key topics and keywords in Extrovert so I can jump into relevant conversations early, build familiarity, and earn the right to DM later. Extrovert keeps a loop going by spotting moments like: - A new post - A job change or promotion - A relevant topic they engaged with Then it nudges me with a timely touchpoint, so I can stay visible without spamming. 4. Take it offline (the right way) Online trust is great. Offline trust closes loops faster. My go-to is simple: - Comment → connect - Short DM → ask a specific question - If there’s energy → invite them to a quick call or suggest meeting at an event Relationships compound when you stay human, consistent, and relevant. If you want stronger relationships on LinkedIn, start here: Stop sending more messages. Start showing up more often. Curious: what’s harder for you right now—finding the right people, or staying consistent with engagement? Check out Extrovert. Start your free trial here. 👇 I help sales teams build executive trust through insight-led discovery and signal-based engagement

Once I stopped doing this on LinkedIn My reach improved, and the opportunities came in I stopped treating it as a job finding tool and used it as a social networking tool, it was built for When I started trying to drive opportunities with LinkedIn I used to simply build a list of people, connect with them, send them DMs, and wait for responses that never came. I was writing my best DMs, but nothing was happening No conversations, few connect back, but definitely no job offers It wasn’t until I understood that it is not an email inbox But rather a social networking platform where people can see who you are before you ever message them. So I stopped cold DMing and started warm outreach. And started using this simple framework every time I wanted to do outreach: 1️⃣ Find someone I genuinely wanted to connect with 2️⃣ Comment thoughtfully on 2-3 of their posts (not "great post!", actual insights). Or sometimes posts of people they engage with 3️⃣ Send a connection request (no personalised connections) 4️⃣ Keep engaging with their content for a few days 5️⃣ Only after will I send a DM, and by now, they already recognized my name This made a huge difference because - Connections and reply rates increased - Conversations felt more natural as I had learnt more about them - People started messaging ME first - 2 out of my last 3 job opportunities came from these relationships When someone sees you've engaged with their content before asking for their time, you're not a stranger anymore. You're someone who gets it. However, this can get very tedious and very time-consuming So Extrovert makes it easier by helping you create a dedicated view of posts you’re interested in, space out connections to them naturally (after a certain number of engagements), and even remember to send DMs when the time is right. With this, I can focus on what I say, not when to say it. What's your LinkedIn outreach strategy?

While everyone’s busy complaining about the algorithm, there’s a lever you can pull that’s completely in your control...and mostly ignored. Where you show up. Who you engage with. And where you add value. Content matters. A lot. But it’s only one piece of the puzzle. The amount of leverage sitting in commenting is wildly underestimated. I’m talking about having an actual engagement strategy…not drive-by “Nice post” comments. Here’s what mine looks like: I use a tool called Extrovert to curate lists of people that are active: 1) Influencers who are active and attract my ICP 2) A top ~50 list of ideal clients 3) A top ~50 list of ideal partners Every day, I spend 30–45 minutes engaging where I can add real value. And to confirm... Value = insight, a strong opinion, or humor. Value ≠ “Congrats” or “Love this.” Especially with lists #2 and #3, this creates familiarity. Whether people want to admit it or not, comments are conversations on social. They build trust just as much as your own posts…sometimes more. They also crack the door open just enough to send a DM. Not to pitch. To connect. If something turns into business, great. If not, you’ve still expanded your network with the right people. If engagement isn’t baked into your LinkedIn strategy, it’s a miss. Content. Commenting. DMs. They work best when they work together…not when you treat one like the whole strategy.

Sending a cold connection request to a stranger is just weird. If a random person stops you on a dark street you get nervous. Most LinkedIn requests feel like that. You get a notification from a face you never saw before and you probably hit delete because you have zero clue who they are. We use a method I call the Shadow Strategy. We use a tool called Extrovert for it and it has changed everything for our team. → I pick 50 people I want to work with. → I add their names into Extrovert. → Every time they post anything the tool sends me a notification. → I leave a helpful comment within the first hour of them posting. I do this about three times in two weeks. I'm not trying to sell them anything yet. I'm just sharing my thoughts on their ideas. When I finally send the connection request they already know who I am. They see my name and they think 'hey this guy has been leaving some good comments'. It is not a cold request anymore. Our acceptance rate is about 60 percent (for prospects). You spend 15 minutes a day doing this and your outreach stops being an intrusion. Do you message strangers or do you let them get to know you first?