Module 4.1: Intros

Note: This module includes a short multiple-choice question You’ll find the question at the top of this transcript and the correct answer at the very bottom. Read through the module first before scrolling down for the answer!

Question:

9. Why are warm intros so powerful compared to traditional outbound?

           A) They require fewer CRM tools

           B) They have higher conversion rates and fewer touchpoints

           C) They rely on paid ad strategies

           D) They guarantee contract signing within 7 days

Transcript:

There are three ways to activate your network.

Let’s start with the one everyone thinks of first when they hear “Go-to-Network”: warm intros.

It’s the most obvious GTN move, yet most teams barely use it.

Look at the numbers. Since 2019, the number of outbound touchpoints it takes to generate a single deal has increased 5x. From around 280 calls, emails, and DMs to over 1,400. You could write a Shakespearean tragedy faster than you could book a meeting that way.

Now compare that to warm intros. They convert to meetings 50%, sometimes even 75% of the time. That means instead of 1,400 touchpoints, you need two.

This isn’t theory. It’s real-world data. And most orgs are leaving it on the table by not simply adding a warm intro check to their sales process.

The real problem? Intros aren’t prioritized. In most companies they’re an afterthought. No process, no accountability, no tools. Just someone occasionally saying, “Oh yeah, I know someone there,” and then forgetting to follow through.

If that sounds familiar, you’re not alone. Most sales teams don’t consistently ask for intros, don’t track them, and don’t check for intro paths before defaulting to cold calls or emails. And it costs them pipeline every single quarter.

So what should you do? Let’s break it into three principles.

1. Make a warm intro check standard.
Before you start a cold sequence or dial a number, ask: Is there anyone on our team, in our customer base, or in our extended network who knows someone here?

Make it part of the workflow, not optional. Use LinkedIn’s mutual connections tab or tools like Commsor to surface non-obvious overlaps. Ask around your team. If there’s a warm path, try it first.

2. Don’t let manual effort kill momentum.
Many teams give up on intros because they feel like a hassle. Too many tabs, too much tracking, too easy to forget.

That’s where tools help, but so do habits. Try setting up a weekly GTN power hour. As a team, review target accounts, identify warm paths, and make intro requests. Log the status and follow up the next week. Treat it like any other pipeline-generating activity, because that’s exactly what it is.

3. Make intro requests easy to say yes to.
If your ask sounds like a pitch, you’re doing it wrong. The connector needs to know who you are, know what you want, and feel confident the intro will reflect well on them.

Here’s a better way to ask:
“Hey Sarah, I saw you’re connected to Alex at Stripe. I think there’s a fit between what we’re building and what they’re working on. Would you be open to a quick intro? Here’s a short blurb you can use if helpful.”

Always offer to write the message for them. Keep it short. Do the work. And always follow up with a thank you and an update. Did the intro turn into a meeting? A deal? Anything?

Don’t ghost your connectors. You know how much it sucks when prospects ghost you, don’t do the same to the people helping you.

One more note on network health.
Your network isn’t a vending machine. If all you ever do is take, your connectors will burn out fast.

That’s why GTN isn’t just about asking. It’s also about engagement. Meet new people, support their work, and offer help without a pitch or expectation. That’s how you keep your network strong and intros flowing long-term.

Intros aren’t the only outcome of GTN, but they are one of the most powerful starting points. If you’re not operationalizing them with tools, habits, and team-wide visibility, you’re missing meetings you could be booking faster and easier than through any other channel.

In the next two modules, we’ll cover the other two ways to activate your network, intel and influence, so your pipeline stays warm even when intros aren’t possible.

Answer:

9) B

‍