Choose the accounts and buyer roles that matter to your current sales priorities. Research former employers, relevant teams and authorised interaction records to identify possible connectors. Include people outside sales: an engineer or customer success leader may have a more relevant connection than an executive.
Employment overlap does not establish that two people know each other. Ask whether the colleague knows the target, whether the relationship is current and whether an introduction would be appropriate. Keep an explicit decline option and avoid contacting the same target through several employees at once.
A useful request says: "We noticed you may have worked with Priya. We help teams facing this specific problem. Do you know her well enough to consider an introduction? Completely fine if not."
Provide a short note employees can edit, explain who will handle the next step and set limits based on each person's preferences. Tell employees what data the programme uses and why; do not quietly turn a network initiative into employee monitoring.
Track requests, approvals, introductions sent, meetings held and qualified opportunities. Also track repeated requests and declines. Orbb's Referral Agent is relevant when coordinating this workflow becomes work the team cannot consistently complete itself.