Guides / Customers & revenue

How Heads of Sales Find Warm Paths Into Enterprise Accounts

Coordinate team relationships across target accounts so prospects are not contacted twice and context informs qualification.

A practical answer

What to know

Heads of sales can use their team's relationships to find context inside target accounts, but the work should be coordinated. Map the account, identify who knows whom, and assign one owner per request so prospects are not contacted twice. Relationship context should inform the approach, not replace qualification.

A thoughtful next step

Try this

  1. Prioritize a small set of target accounts and map the roles involved.

  2. Ask reps for relevant context rather than exporting entire contact lists.

  3. Assign one owner per account and record the outcome of each request.

Explore the topic

Read the What is Go-to-Network? pillar guide for the broader approach, or explore all network guides.