Stay visible to your pipeline, customers, and partners through regular LinkedIn engagement. Comment on their posts, connect if not yet connected, and send nurturing DMs when it's time to check in. Unlike sequences that end after 2-4 weeks, Extrovert keeps suggesting touchpoints based on signals—when they post something relevant or when it's time to reconnect.
Expected results
25%+ ghosted deals reactivated
Keep momentum during long sales cycles
Touchpoints that feel timely and personal
Earlier warning on renewal risks
Natural upsell conversations
Higher retention rates
More multi-threaded deals
Who to nurture
Different relationship stages need different approaches. Use this guide to organize your engagement:
Stage | Who | Why | Frequency |
Active opportunities | Key stakeholders, decision makers, team members from active deals | Keep momentum during long sales cycles, build multi-threaded relationships | Weekly |
Ghosted prospects | No-shows, stuck pipeline deals, plus other account stakeholders | Bring back 20-25% of stalled deals without being pushy | Weekly/bi-weekly |
"Not now" prospects | Timing-based deferrals, past lost deals worth revisiting | Stay top of mind for when their situation changes | Monthly/bi-monthly |
Current customers | Project champions, daily users, new hires in decision-making roles | Spot expansion chances, prevent churn, get early warning on risks | Monthly |
Channel partners | Partner sales teams, solution architects, marketing, leadership | More partner-sourced deals, stronger relationships, higher partner retention | Monthly |
The workflow
1. Set up your lists
Create separate lists in Extrovert for each relationship stage. Enable automatic connection requests to connect with prospects you're not yet connected with.
☝️ Pro tip: Don't limit yourself to direct contacts. Their teams will see your engagement, and you'll spot important changes faster.
☝️ Pro tip: If prospects don't post themselves, surround them with your presence by commenting on posts from people they read and follow.
☝️ Pro tip: Sync these lists from your CRM automatically using our API.
Campaigns vs Lists: Each campaign has its own context, tone of voice, and settings. Create separate campaigns when you need different personalities or settings. Use prospect lists within a single campaign to organize prospects in different groups with the same context.
2. Daily engagement routine
Spend 15-30 minutes engaging with posts from your lists. Use these filters to stay organized:
Desired frequency to track touchpoints by your schedule
Prospect list to focus on specific relationship stages
Post category to find relevant content
Posts per prospect to control how many posts you see from each person
☝️ Pro tip: Turn on delayed posting (Campaign → Settings → Delay between comments) to space out your comments naturally.
☝️ Pro tip: Use AI topic monitoring (Campaign → Settings → Topics monitoring) to highlight posts that match your expertise.
3. Enable nurturing DMs
Go to Campaign → DMs tab and enable "Suggest relevant DMs to prospects". Configure triggers for nurturing:
Follow up if prospect posts something relevant: Suggests a DM when they share something you can reference (e.g., attended an event, shared a fact about themselves)
Follow up regardless after X days: Set to 30+ days for monthly nurturing touchpoints
DM suggestions appear in the left sidebar under "DM suggestions". Each suggestion shows:
Why the DM was triggered (e.g., "shared relevant post 4 days ago" or "35 days since last message")
Previous message history
AI-drafted message based on their profile, posts, and your DM playbook
Review, edit if needed, approve or skip. Nothing sends without your approval.
☝️ Pro tip: Set up your DM playbook in Settings → Context Library → [Campaign] → DM playbook with templates, value props, and relevant resources for each relationship stage.
4. Watch for signals and adjust
Watch for these LinkedIn signals that show your nurturing is working:
Liking or replying to your comments
Profile visits after you comment
Sharing posts about relevant challenges
Posting about company changes (new hires, growth, leadership changes)
Questions about your industry or product area
5. Move prospects between lists
As relationships change, move prospects to different lists to match the right engagement frequency. This keeps your nurturing relevant and prevents you from over-engaging or under-engaging.
Active deals that go quiet → Ghosted prospects (from weekly to weekly/bi-weekly)
Ghosted prospects who re-engage → Active opportunities (back to weekly)
Active deals that close → Current customers (weekly to monthly)
Combine with content strategy
Comments work better with your own posts:
LinkedIn shows your posts to prospects who like your comments
Perfect way to target your content to your prospects
Regular commenting keeps your posts visible in their feeds
Comments help you stay top of mind, posts explain your value, and DMs drive action
Implementation guide
Start small: Pick 1-2 relationship stages to focus on first
Block time: Schedule 15-30 minutes daily for engagement
Team coordination: Share prospect lists and split relationship stages by role
Be consistent: Better to engage with 10 people daily than 50 people once a week