Target-Account Exec Posts

The workflow

Play 07

Target-Account Exec Posts

1Build the watch list

Leaders at your top accountsThe roster

NameLinkedIn URLAccountTierOwner

Every column travels with each post. A row with no profile URL is skipped and counted.

2Catch every new post, daily

Morning post sweepLast 24 hours

Runs across the whole roster every morning, plus a one-off 7-day backfill at go-live.

Scrape

ApifyTrigify

Dedupe

Post id, seen store on disk

Push

Clay

3Tag originals, quote posts and reshares

Post typeTreat it as

Original→Their own view: engage, then reach out

Quote post→Engage on their comment

Reshare→Context only, never counted

4Keep only posts on your themes

Gate1

On a theme you sell into

The post itself must carry the theme. Congrats, hiring and award posts are dropped. Fails closed and retries next run.

× Off theme

5Engage first, then reach out on the topic

Post card to the account ownerLeader, account, type, theme

Engage firstDay 0

The owner comments on the post the same day, written by a human.

On

LinkedIn

Reach outDay 2

Picks up the point they made in the post.

DM

HeyReach

Team

Smartlead

2-day gap

A conversation that starts on their topic

The stackHubSpotApifyTrigifyClayClaudeSlackLinkedInHeyReachSmartlead

Oriel · GTM plays library

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The diagram as text

1. 1

   Build the watch list

   Leaders at your top accounts (the roster): Name, LinkedIn URL, Account, Tier and Owner. Every column travels with each post. A row with no profile URL is skipped and counted. Tool: HubSpot.

2. 2

   Catch every new post, daily

   Morning post sweep (last 24 hours): Runs across the whole roster every morning, plus a one-off 7-day backfill at go-live. Scrape: Apify and Trigify. Dedupe: Post id, seen store on disk. Push: Clay. Tool: Apify.

3. 3

   Tag originals, quote posts and reshares

   Post type → Treat it as

   • Original → Their own view: engage, then reach out
   • Quote post → Engage on their comment
   • Reshare → Context only, never counted
4. 4

   Keep only posts on your themes

   Gate 1: On a theme you sell into. The post itself must carry the theme. Congrats, hiring and award posts are dropped. Fails closed and retries next run. Rejected: Off theme. Tools: Claude.

5. 5

   Engage first, then reach out on the topic

   Post card to the account owner (leader, account, type, theme): Tool: Slack.

   Engage first (day 0): The owner comments on the post the same day, written by a human. On: LinkedIn. Tool: LinkedIn.

   Reach out (day 2): Picks up the point they made in the post. Dm: HeyReach. Team: Smartlead. Tool: HeyReach.

   Labeled connection: 2-day gap.

   Outcome: A conversation that starts on their topic. Tools: HubSpot.

Feedback loop: Themes that get replies tune the theme filter.

The stack: HubSpot, Apify, Trigify, Clay, Claude, Slack, LinkedIn, HeyReach and Smartlead.

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The play in six steps

1. 01

   Step 1: Build the watch list

   This play watches the leaders at the accounts you most want, not a market-wide feed. A short roster keeps every alert worth reading.

   • Pull your top-tier accounts and their senior contacts from HubSpot.
   • Every row needs a name and a LinkedIn profile URL. Rows without one are skipped and counted, so the gap is visible.
   • Carry account, title, tier and owner on every row, so each post arrives with its context attached.
2. 02

   Step 2: Catch every new post, daily

   One scheduled sweep finds what each leader published since yesterday, and every post is captured exactly once.

   • Run an Apify post scraper every morning across the roster for the last 24 hours. Trigify works as an alternative feed.
   • At go-live, run a one-off 7-day backfill so day one is not empty.
   • Dedupe on the post id, not the URL, and keep the seen store on persistent storage so a redeploy does not resend old posts.
   • Push one row per post into Clay with the text, date, link and engagement counts.
3. 03

   Step 3: Tag originals, quote posts and reshares

   A reshare is someone else's post wearing their name, and it carries the original author's engagement numbers.

   • Original: the leader wrote it. Their own view, and the best reason to reach out.
   • Quote post: their take on another post. Engage on their comment, not on the original.
   • Reshare: kept for context, never treated as their opinion, never counted for engagement.
   • Tag the type in the row and filter in Clay, rather than dropping posts at the source.
4. 04

   Step 4: Keep only posts on your themes

   Most executive posts are congratulations and hiring news. The filter is what keeps reps opening the alerts.

   • Claude checks each post against a short list of themes you sell into.
   • The post text must carry the theme. Coming from a target leader is not enough.
   • Drop job-change congratulations, hiring posts, awards, personal and charity posts.
   • Fail closed: if the classifier is down, nothing is sent and the post is retried on the next run.
5. 05

   Step 5: Alert the owner and engage first

   A thoughtful public comment the same day earns more attention than any cold message ever will.

   • Send each relevant post to Slack as a card: leader, account, post type, link and the theme it touches.
   • The account owner comments or reacts on LinkedIn the same day, in their own words. No AI comments.
   • Flag it when two or more watched leaders at one account post on the same theme in one week.
6. 06

   Step 6: Reach out on the topic they posted

   The message continues a conversation the leader started in public, so it reads as a reply, not a pitch.

   • About two days after engaging, send a LinkedIn DM through HeyReach that picks up the point they made.
   • Their team gets an email through Smartlead on the same theme.
   • Log the post, the touch and any reply on the account in HubSpot.
   • Track which themes earn replies and prune the theme list each month.

Tools used

The nine tools this play names. Each links to the other plays that use it.

HubSpotApifyTrigifyClayClaudeSlackLinkedInHeyReachSmartlead

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Play 08

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Name the topic, never the act of watching.

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“An opener written from the post topic”

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Send

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Their colleaguesDay 3

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Oriel · GTM plays library

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6 steps · LinkedIn, Email, CRM

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Play 01

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1Collect signals from every party

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Site visitsProduct usageEvents

Web

WarmlyWebflow

Product

AmplitudeMixpanel

Events

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Second partyShared with you

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ExploriumPerplexity

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Fill the gaps, then check they are still true

FirmographicsContact detailsTech stack

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LinkedIn

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Who owns it todayCRM lookup

Account matched by domain, contact by email, current owner and open deals noted.

Lookup

HubSpotSalesforce

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Account and persona fit

Claude checks the company and the person behind each signal against the ICP.

× Not ICP

Gate2

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× Weak signal

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Owned in the CRM→The existing owner

No owner yet→Next rep on the live round-robin

Open deal→Deal owner, as context only

Each signal written as its own CRM event, many per accountHubSpot or Salesforce

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Tier 1Priority accounts

Same-day human playNow

A rep works the account today with a short custom pitch.

Alert

SlackHubSpot

Call

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Pitch

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Tier 2Good fit

SequencesAuto

Email plus a LinkedIn connection and DM, opening on the signal topic.

Email

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LinkedIn

HeyReach

All tiersStay visible

RetargetingAuto

The same accounts see you in their feed and in search while the sequence runs.

Ads

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Play 09

Brand Mentions Monitoring

1Pick the words to listen for

What to trackCheap to run

Company nameProduct nameCommon misspellingsCompetitor names

Competitor mentions are the opportunity. The same feed doubles as community management.

2Capture the post and everyone on it

Every matching postPost plus engagers

PostAuthor profileLikesCommentsReposts

Listen

TrigifyLinkedIn

Pool

Clay

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Post to SlackVisibility

The post link lands in a team channel so someone can answer as a person.

Post

Slack

A teammate replies from a real account. This branch ends here.

Enrich the engagersIn parallel

Work emailFirmographics

Email

Findymail

Verify

BounceBan

AI qualify and score

Company fitPositiveNeutralNegative

Someone discussing your category in public is warmer than any cold list.

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Never open with 'I saw you mentioned us', and never pitch into a negative mention.

Tier 1Best fit

Manual outreachNow

A rep reaches out with the post as context.

Call

Nooks

Tier 2Good fit

Email on the topicAuto

Opens on what the post was about.

Send

Smartlead

Tier 3Lighter fit

LinkedIn DMAuto

A light touch where they posted.

Send

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