--- title: "Target-Account Exec Posts: GTM Play in 6 Steps | Frontal" description: "Target-Account Exec Posts is a six-step ABM and outbound play for LinkedIn, email and your CRM, from “Build the watch list” to “Reach out on the topic they posted”. It uses HubSpot, LinkedIn, Apify, Clay, Claude and three more tools." url: https://frontal.so/plays/target-account-exec-posts updated: 2026-10-19 --- Play 36 ABM · Outbound # Target-Account Exec Posts Target-Account Exec Posts is a six-step ABM and outbound play for LinkedIn, email and your CRM, from “Build the watch list” to “Reach out on the topic they posted”. It uses HubSpot, LinkedIn, Apify, Clay, Claude and three more tools. [Kenny Damian](https://www.linkedin.com/in/kenny-damian-90aba221a/), Co-founder & Head of GTM **Motion** ABM, Outbound **Channel** LinkedIn, Email, CRM **Steps** 6 **Tools** 8 ## The workflow [![Workflow diagram of the Target-Account Exec Posts play in five numbered stages: build the watch list; capture every new post daily; tag originals, quote posts and reshares; keep only posts on your themes; and engage first, then reach out on the topic.](https://frontal.so/_astro/target-account-exec-posts-1280.CVETbk1g.webp)](https://frontal.so/_astro/target-account-exec-posts-1280.CVETbk1g.webp) *[Open the diagram full size](https://frontal.so/_astro/target-account-exec-posts-1280.CVETbk1g.webp) (1280 x 1842 px)* **The diagram as text** 1. Build the watch list - **Leaders at your top accounts (the roster)**: Name, LinkedIn URL, Account, Tier and Owner. Every column rides along with each post. No profile URL, no row. From: HubSpot. 2. Capture every new post daily - **Daily post sweep (every morning)**: Last 24 hours across the roster. A one-off 7-day backfill at go-live. Dedupe: Post id, seen store on a volume. Push: Clay. Tool: Apify. 3. Tag originals, quote posts and reshares - **Post type → Treat it as** - Original → Their view: engage and reach out - Quote post → Engage on their comment - Reshare → Context only, never counted 4. Keep only posts on your themes - **Gate 1: On a theme you sell into**: Content must carry it. Congrats, hiring and awards are dropped. Fails closed and retries. Tool: Claude. 5. Engage first, then reach out on the topic - **Post card to the account owner**: Leader, account, post type, theme. Tool: Slack. - **Engage first (day 0)**: The owner comments on the post, written by a human, the same day. On: LinkedIn. - **Reach out (day 2)**: Picks up the point they made in the post. DM: lemlist. Team: Instantly. - **Outcome: A conversation on their topic**. Tool: HubSpot. **Labelled connections:** 2-day delay: Engage first to Reach out. **Feedback loop:** Themes that get replies tune the filter (from A conversation on their topic back to Gate 1: On a theme you sell into). **The stack:** HubSpot, Apify, Clay, Claude, Slack, LinkedIn, lemlist, Instantly. ## The play in six steps 1. ### Step 1: Build the watch list The roster is the leaders at the accounts you most want, not a market-wide feed. - Pull the top-tier accounts and their senior contacts from HubSpot. - Each row needs a name and a LinkedIn profile URL. Rows without a profile URL are skipped and counted. - Every other column (account, title, tier, owner) rides along with each post, so the rep sees context without looking it up. 2. ### Step 2: Capture every new post daily One scheduled sweep finds what each leader published since yesterday, and each post is captured exactly once. - An Apify post detector pulls every post from the last 24 hours across the roster, every morning. - At go-live, run a one-off 7-day backfill so the first day is not empty. - Dedupe on the post id, not the URL, and keep a seen store on persistent storage so a redeploy does not re-send old posts. - Push one row per post to a Clay table with the post text, date, link and engagement. 3. ### Step 3: Tag originals, quote posts and reshares A reshare is someone else’s post, and it carries the original author’s engagement numbers. - Original: the leader wrote it. This is their own view and the best reason to reach out. - Quote post: their take on someone else’s post. Engage on their comment, not the original. - Reshare: tagged and kept for context, never treated as their opinion, never counted for engagement. - Tag in the row and let Clay filter, rather than dropping posts at the source. 4. ### Step 4: Keep only posts on your themes Most executive posts are congratulations and hiring. The filter is what keeps reps reading the alerts. - Claude checks each post against a short list of themes you sell into. - The post content must carry the theme. Being posted by a target leader is not enough. - Drop job-change congratulations, hiring posts, awards, personal and charity posts. - Fail closed: if the classifier is unavailable, nothing is sent and the post is retried on the next run. 5. ### Step 5: Alert the owner and engage first A thoughtful comment the same day earns more attention than any cold message. - Each relevant post goes 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, written by a human. - Flag when two or more watched leaders at one account post on the same theme in a week. 6. ### Step 6: Reach out on the topic they posted The message continues a conversation the leader started in public. - A couple of days after engaging, send a LinkedIn message through lemlist that picks up the point they made. - Their team gets an email through Instantly on the same theme. - Log the post, the touch and any reply on the account in HubSpot. - Track which themes get replies and tune the theme list. ## Tools used The eight tools this play names. Each links to the other plays that use it. - [HubSpot](https://frontal.so/plays?tool=HubSpot) - [LinkedIn](https://frontal.so/plays?tool=LinkedIn) - [Apify](https://frontal.so/plays?tool=Apify) - [Clay (opens in a new tab)](https://go.frontal.so/clay) [Clay](https://frontal.so/plays?tool=Clay) - [Claude](https://frontal.so/plays?tool=Claude) - [Slack](https://frontal.so/plays?tool=Slack) - [lemlist (opens in a new tab)](https://go.frontal.so/lemlist) [lemlist](https://frontal.so/plays?tool=lemlist) - [Instantly (opens in a new tab)](https://go.frontal.so/instantly) [Instantly](https://frontal.so/plays?tool=Instantly) ## Related plays - Play 35 Outbound ### [Competitor Post Engagers](https://frontal.so/plays/competitor-post-engagers) 6 steps · LinkedIn, Email, CRM - [Clay (opens in a new tab)](https://go.frontal.so/clay) - [Prospeo (opens in a new tab)](https://go.frontal.so/prospeo) - +6 more - Play 20 Outbound · ABM · Inbound ### [Signal Activation](https://frontal.so/plays/signal-activation) 11 steps · Website, LinkedIn, Email - [Clay (opens in a new tab)](https://go.frontal.so/clay) - [Apollo (opens in a new tab)](https://go.frontal.so/apollo) - +17 more - Play 39 Outbound · ABM ### [Qualifying from Public Filings](https://frontal.so/plays/public-filings-qualification) 6 steps · CRM - [Clay (opens in a new tab)](https://go.frontal.so/clay) [All GTM plays](https://frontal.so/plays) ## Have us run this play Tell us what you’re trying to hit this quarter, and we’ll suggest where to start. 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