The LinkedIn Edge

19The Seven People You Need in Your Network

A strong LinkedIn network is not built by chance. It is engineered with intent. It's not about accumulating thousands of shallow connections, it's about targeting strategic relationships that align with your sales objectives and goals.

There are seven types of people who you need in your network:

1. Decision‐makers and influencers from targeted ICP companies
2. Key contacts from existing accounts
3. Key contacts within your channel partners and distributors
4. Key vendors and suppliers
5. Referral partners and connectors
6. Thought leaders, industry experts, and influencers
7. Peers and colleagues inside your company or organization

Decision‐Makers and Key Influencers in Your ICP

Your highest‐priority connections should be the key decision‐makers and influencers within your list of targeted ICP prospects. This is your multi‐thread—the people who have the influence to shape buying decisions, the insider information to coach and introduce you to other stakeholders, the budget to buy, or the authority to say yes.

When these people are part of your LinkedIn network, it reduces prospecting friction and provides invaluable sales intelligence that helps you:

• Gain real‐time insight into their challenges, priorities, and mindset.
• Know when a prospect is struggling with a problem you can solve.
• See buying signals before they become obvious.
• Notice when key decision‐makers and influencers change jobs, take on new initiatives, or shift strategies—giving you ...