The Swarm 🔆

Sellers are missing one huge opportunity that could redefine their pipeline. It's an overlooked advantage that’s hiding in plain sight... The 20% of your addressable market accessible through warm intros. Olivier Roth from The Swarm 🔆 dropped an interesting stat recently... 20% 𝘰𝘧 𝘺𝘰𝘶𝘳 𝘛𝘈𝘔 𝘤𝘰𝘶𝘭𝘥 𝘣𝘦 𝘳𝘦𝘢𝘤𝘩𝘦𝘥 𝘵𝘩𝘳𝘰𝘶𝘨𝘩 𝘦𝘹𝘪𝘴𝘵𝘪𝘯𝘨 𝘳𝘦𝘭𝘢𝘵𝘪𝘰𝘯𝘴𝘩𝘪𝘱𝘴. But most teams are so focused on automated outreach they miss this entirely. Yes, AI agents might get you in front of more people. But let's be honest, most people are using it as a crutch and they’re usually just adding to the noise. And that noise often drowns out the warm, trusted relationships that are the fastest path to revenue. 💵 Try jumping on The Swarm and mapping out every relationship - who knows who and how well, across your network. Not just LinkedIn—but email, past projects, shared investors, alumni networks, etc. Without leveraging the right relationships, you’re leaving value—and likely revenue—on the table. #toolazyforapodcast #theswarm

**⚡1.21 Gigawatts of Power(ful) Insights! ⚡** Grab your seat and travel with us to November 14 for a webinar on the future of sales data. 🚀 I’ll be joined by the founders of Ocean.io, AISDR, Koala, and The Signal (.club) as we explore how sales data 2.0 can bring a new level of focus and efficiency to your GTM strategy. Here’s a sneak peek at what’s in store: 🔹 Unlock new datasets like company and people lookalikes and warm relationship mapping 🔹 Master the art of using fit, intent, and relationship signals to level up your go-to-market strategies 🔹 Learn how to integrate AI seamlessly into your outbound sales for next-level efficiency 📅 Save your spot at theswarm.com/bttd #BackToTheData #Webinar #SalesData #FutureOfSales

How can one entry-level SDR tap into a network of hundreds of executives to break into target accounts? A common objection to scaling warm intros is that it requires someone to have an extensive network built over the course of many years. Wrong. "You are not a drop in the ocean, you are the ocean in a drop" - Rumi One salesperson works at a company with investors, senior executives, partners, customers, product users, and loyal social media followers. And you don't always need to ask for an intro from one of the Connectors. MoxieGTM and The Swarm 🔆 partnered to help sellers not only increase the ceiling of their network, but also operationalize referrals/warm intros. Inspired by Kevin White & Florin Tatulea's "Signal Spectrum" from Common Room, The Relationship Mapping Matrix scores relationships based on strength and the volume of potential leads. The matrix also includes tactical examples of how to lean on an existing relationship to break into target accounts. Comment below with ‘matrix’, and we’ll send over a playbook that will help you increase the ceiling of your network and create a sales enablement plan to execute.

How do you from a list of target accounts... to a list of warm intros? Watch how The Swarm new filters let you do that in record time 🏎 Zero down on the relationships that will help you get into those accounts! Cold is old. The time to lean on relationships is now!

The future of sales is hurtling toward us faster than a DeLorean at 88 mph — driven by new datasets. After being labeled “commoditized”, data is surging back with new power and potential for go-to-market teams. We’re entering the era of “sales data 2.0" where data sets like company and person-level lookalikes, social signals, business relationships, and AI agents are unlocking new possibilities up and down your sales funnel. Founders at Ocean.io, AiSDR, Koala, The Swarm, and The Signal (.club) will break down how to make the most of this new wave of data, upgrade your tech stack, and wrap processes around it. Remember what doc said: “Where we’re going, we don’t need roads”. All we need is the right data.

🪄 Introducing ”Magical” Onboarding 🪄 Onboarding shouldn’t take days. At The Swarm, we heard the same thing over and over from new users: “This is great, but it takes too long to get my whole company to sign up and connect their networks.” We knew we had to change that. So we did. Here’s how the new 'AI Network Mapper' works: The moment you sign up, our system finds up to 100 of your colleagues. It then goes through everyone's work experience to find ALL of their previous colleagues, and scores and ranks that pool of 'work overlap' connections to the top few hundred connections for each person. As a new user, you can now see your company's collective network instantly. These aren't noisy Linkedin connections, but real people your team have worked with for extended periods and can help you make intros. No more waiting around for invites, login approvals, or setup hurdles. In just a few clicks, your team is ready to go. What used to take days now takes seconds. Try it out for free at theswarm.com 🙌

Why did we lose that deal? I was listening to Andy Paul's excellent podcast, “the win rate” There is an all-star sales pro panel with David Ruggiero, Founder of Dr Sales, Semir Jahic, CEO of salesmotion.io, and David Connors, CEO of The Swarm They talk about the importance of relationships to winning deals But then the conversation got more honest and they talk about losing deals In fact, they say that losing deals was often because the competition had better relationships David Connors says "when there are 100's of options to buy, what do you do, you go and ask your friends, the people you trust." The panel pointed out that “these conversations are happening whether you know about it or not” They then drill down on this point, on why deals are lost "my team went and did everything right, the customer said we pitched it right, we had the right contacts, we had the right buyers identified and it turned out that they bought something they were familiar with” They lost the deal because somebody at the buyer had a better relationship with a competitor Let me repeat that ….. "they lost a deal because of relationships” I loved the next comment of the panel that "Salespeople are often surprised by this" The panel offer great advice that salespeople should be proactive at building relationships and looking for competitor relationships and the importance of a relationship matrix, during the sale The final thing that we loved was the comment “We all see the statistics about how influential social selling is ....” There advice is to “not only to think about social selling, but to think about the buyer community that are up and coming. These are the people that grew up on social networks are now making the buying decisions and they are very comfortable doing that through crowdsourcing with their networks.” Andy sums up by saying “relationships will gain importance, over time, as AI becomes more part of it because. AI will create a leveling of vendors and how are you going to stand out? And it's about connecting at a human level”. If you want to read about social selling statistics, check out this blog ... (Thanks to Rob Durant for the inspiration behind this) #SocialSelling #Sales #Marketing #Leadership #Strategy

We’ve just made searching faster, smarter, and more powerful on The Swarm. Our new search filters allow you to build advanced search queries that stick with you until you’re done. What’s new: More accuracy in results and complex search queries. Save your searches even after you navigate away. Improved speed and performance for quicker results. But we didn’t stop there. We’ve also revamped the “Connections” tab, which is now the ”People” tab. Why? You can now search across your entire company network and discover new connections outside your immediate circle. 🚀 -- Know who knows who, and how well. * The Swarm for LinkedIn: https://lnkd.in/gUn5FCwE (for LI power users, 100% free) * The Swarm Web App: theswarm.com/web-app (for GTM teams and VC networks) * The Swarm API: theswarm.com/api (for data leaders and product builders)

I talk to CEOs and revenue leaders every week, and there’s one thing they all want to know: *What’s the new GTM playbook?* We all know the old one isn’t cutting it anymore: - Seller-driven push tactics - SDRs and AEs being the first touch points - Prioritizing lead quantity over quality - KPIs focused on emails sent and meetings booked. One of the reasons I think is that we’ve all been relying on traditional sales data, let’s call it sales data 1.0: name, title, company & contact info (email/phone). Intent signals have risen in popularity to carve out the TAM that's actively looking, but we're still missing a key component. What we’re missing is relationships data (sales data 2.0). Such as who in my company's network can help me influence an account, get a warm intro, an endorsement to a prospect etc. Relationships are the data point we’ve been overlooking. They’re the key to unlocking sales accounts in today’s market. With sales data 2.0, the new playbook looks like this: 🥇Key executives as first-touch points, starting with introductions and referrals. 🥇Hyper-targeted prospecting based on (i) fit, (ii) intent signals AND (iii) relationships. 🥇Growing importance of your company's network & strong ecosystem of partners driving influence. 🥇 New KPIs: # of intros, # referred customers, % shared commissions with stakeholders. What else am I missing here? Brendan Short 🏄♂️ Scott Leese Scott Martinis Richard F. Purcell Olivier Roth Jordan Crawford Ryan Mulvany