Setup guide: B2B sales reps, SDRs and AEs

Who you are reaching

The buyer in your territory, and the people around that buyer. Allen is the warm layer before your sequence, so set it up around the accounts you are already working.

Prospects settings

• Their Job Titles: the exact titles you sell to, plus one up and one down. If you sell to IT: CIO, VP of IT, IT Director, IT Manager, Head of Infrastructure. If you sell to finance: CFO, VP of Finance, Controller, Finance Director.
• Their Industries: your territory's verticals. Ranking only.
• Words to Watch For: the problems your product fixes, in the buyer's words, plus trigger phrases: migration, renewal, new system, audit, consolidating vendors, headcount.
• People to Skip: your competitors' titles, and Sales, Account Executive, SDR at any vendor. Otherwise you comment on other reps all day.
• Target Country: your territory's country. For a region or state, put it in the audience description and lean on the watchlist.

Train Allen

Bio: what you sell, to whom, and the way you talk. Rules: "never mention our product or company", "never ask for a meeting", "no sales language: solution, leverage, circle back". Goal: ask a question or add insight. Length: short. A rep's comment should read like a peer, not a vendor.

Sample comments

On an IT Director posting about a painful system migration:

• Ask a question: "What was the part nobody warned you about? For most of the migrations I have watched it was not the data, it was the three people who had workarounds nobody documented."
• Share an example: "One team I know ran the old and new systems side by side for two weeks before cutover and found eleven reports nobody admitted using. Painful, but cheaper than finding them after."
• Agree and build: "Agree on the timeline point. The estimates always assume the old system is documented. It never is. Doubling the discovery phase has saved every migration I have seen go well."

Autopilot

Five a day, weekdays, your buyer audience plus the watchlist ticked. Set posting hours to your territory's working day under Autopilot if it differs from your own.

Watchlist

This is the rep's main tool. Every target account's buyer and their boss, every open opportunity's champion, every lost deal from the last year. Upload your connections CSV and add from Find leads. Allen comments on these people first, every run.

The rhythm

Two weeks of comments on a prospect's posts, then the connection request mentioning the post, then the sequence. The reply rate on step three is nothing like cold. The Pipeline board tracks replies; push them to your CRM with the Send to button so your notes carry the thread.

The first DM

"Thanks for replying on the migration post. The undocumented-workarounds point comes up every time. Not pitching anything: if a short checklist of the eleven surprise reports would be useful, I will send it." You are allowed to sell later. The first message is a favor.