When does an AI agent use this pattern?

When the trigger described above matches the situation the agent is handling. The agent queries FusedFrames at runtime, this pattern is returned and the agent follows the recorded reasoning and steps to reach the recorded outcome.

How were the steps captured?

By the desktop app on the machine of someone who actually does this work. It records clicks, keystrokes, copy and paste, drag and drop, selected text and screen regions across LinkedIn Sales Navigator and Salesforce, then groups them into the meaningful steps shown above.

Where does the reasoning come from?

From the operator. When the desktop app sees a decision the action alone cannot explain, it asks why in the moment. The operator's answer is recorded and becomes the reasoning attached to the pattern, so the AI agent gets the thinking and not just the steps.

What if my team handles this differently?

Capture how your team actually does it. The desktop app records what your operator does on your tools and the web app distills that into a pattern shaped by your team. Each team's library reflects their own approach rather than the example shown here.

What happens when a case looks like this pattern but does not quite fit?

The connections shown on this page link to related patterns that may match the case better. The agent can follow those edges to find a closer fit.

How does my AI agent actually call this pattern?

Through the read-only REST API or the npm CLI. Create an API key in the dashboard, choose whether it accesses all libraries or specific ones and have your agent query at runtime. The response is structured JSON ready for tool use.

Is the data shown on this page from a live customer?

No. Example libraries on this site are illustrative. Patterns in your own account are built from your team's captured actions and stay private to your workspace.

How do I build a pattern like this for my team?

Install the desktop app on the machine of the person who already does this work, ask them to handle a real case end to end, then distill the captured action into a pattern in the web app. The pattern you end up with mirrors how your team actually operates.

Researching a single account before outreach

Before any Outreach enrolment, the SDR maps the buying committee from Sales Navigator into a Salesforce note attached to the parent Account. They capture one specific 'why now' trigger they will reference in the first cold email, never proceeding without writing this brief first.

Tags

sales-navigatorsalesforceresearchbuying-committeewhy-now

Lets your agent filter to the right pattern

Categories and tags scope the retrieval set, so your agent receives only the patterns relevant to the task instead of scanning the full library.

What and why

The observed behaviour and the reasoning behind it.

Behaviour

Before adding a target account to an Outreach sequence, the SDR opens the company's Sales Navigator Account page, reads the latest News and Decision Maker shortlist, then cross-references against any existing Salesforce records. They map the buying committee onto a Salesforce note attached to the parent Account and capture one specific 'why now' trigger they will reference in the first cold email. They never proceed to outreach without writing this brief first.

Reasoning

Account-level research turns a generic outreach attempt into a personal one. The team has learned that referencing a recent funding round, a leadership change or a hiring sprint is the single biggest predictor of a positive reply, more than title match or seniority. Mapping more than one decision-maker stops the SDR from stalling when the first contact ignores them or leaves the company. Saving the brief on the Salesforce Account record, not as a personal note, means anyone who picks the account up later does not have to redo the research.

Gives your agent an operator's reasoning

Behaviour records the action; reasoning records the rationale. Your agent applies both to handle cases that diverge from the captured examples.

Cause and effect

What initiates this pattern and what it produces.

Trigger

An account from this week's Sales Navigator list is selected for active outreach, or an inbound lead arrives from a company the SDR has not worked before.

Outcome

A Salesforce Account note exists naming the buying committee, the latest 'why now' signal and the recommended first-touch angle. The SDR can write the cold email opener in under a minute because the angle is already chosen.

Tells your agent when to act and what to verify

Your agent stays within the scope set by the trigger and outcome, so it doesn't extend beyond the work or finish before the outcome is met.

Standard operating procedure

Step-by-step instructions to reproduce this pattern.

LinkedIn Sales Navigator

Open the company's Account page in Sales Navigator using the global search bar.

Type the legal trading name not the brand. Sales Navigator indexes by registered company name, so 'Acme Holdings' returns the right page where 'Acme' often returns a defunct subsidiary or the wrong sector match.

Expected: The Account page loads with News, Decision Makers and Account IQ tabs visible.

LinkedIn Sales Navigator

Read the latest three News items on the Account page and capture the most recent funding round, leadership change or product launch.

Anything older than ninety days is too stale to lead with. If the latest news is a layoff or a restructure, flag the account in the rev-ops Slack channel before continuing, the head of sales has paused outbound to organisations in active redundancies.

Expected: The SDR has a one-line description of the most recent material event at the company.

LinkedIn Sales Navigator

Open the Decision Makers tab and shortlist three to five prospects with VP, Director or Head-of titles in the relevant function.

Always shortlist at least three names. Experience across the team is that the first contact opens roughly two emails in five, so a single name is not enough to keep an account alive. Avoid C-level on first touch unless the company is under fifty staff, executives at larger firms route to gatekeepers and the touch is wasted.

Expected: A list of three to five buying committee members is open and ready to copy.

LinkedIn Sales Navigator

Skim each shortlisted contact's profile for shared connections, recent posts or job-history overlap with the SDR's network.

A shared connection is the single best opener and outranks any other personalisation hook the team has tested. A recent post is the second best, but only if the SDR can quote it accurately, vague references like 'I see you posted about leadership' read as templated and reply rate halves.

Expected: The SDR has chosen the strongest personal hook for the first touch and noted it on the clipboard.

Salesforce

Switch to Salesforce, search for the parent Account and check whether any of the shortlisted contacts already exist as Leads or Contacts.

Existing records may carry a previous Lead Owner from a closed-lost deal. If anyone on the shortlist is owned by an Account Executive, do not contact them, route the account back through the AE to avoid stepping on an active deal. This is the team's hardest rule and Friday's pipeline review names anyone who got it wrong.

Expected: The SDR knows whether to proceed, which records to enrich versus create fresh and whether any AE conflict exists.

Salesforce

Open the Account record, click New Note, paste the team's three-heading brief template and save.

The three headings are 'Buying committee', 'Why now' and 'First-touch angle'. Use the team's note title format 'Outbound brief - [SDR initials] - [date]'. The brief lives on the Account so any SDR who later inherits the territory can read the prior research instead of starting over.

Expected: A new note titled with the SDR's initials and date is saved on the Salesforce Account record.

Hands your agent your team's exact steps

Your agent executes the documented procedure in order, against the applications named at each step, producing consistent output across human and agent runs.

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Related patterns

How this pattern connects to other patterns in the library.

Often previous

Building a target prospect list in Sales Navigator

Often next

Adding a prospect to a personalised cold email sequence Sending a soft-touch LinkedIn connection request

Lets your agent confirm the match and its scope

Alternative patterns let your agent compare candidates and select the closest match. Previous and next patterns define position in the workflow, so the agent operates within the scope of this one.

Supporting actions

Actions that provide evidence for this pattern.

Researched Brightline Studios and saved 4-person buying committee brief to Salesforce

Captured Series B funding announcement as 'why now' hook for Heliograph Labs

Mapped 5 director-level prospects at Quayside Logistics, none owned by an AE

Wrote Salesforce Account note summarising recent CTO hire at Northwind Bio

Flagged Tetrapod Inc in rev-ops channel after spotting layoffs in latest News

Shows your agent the evidence behind the pattern

Each pattern is derived from captured action sequences. Your agent can reference the source actions to verify any field, so nothing it acts on is authored by hand or hallucinated.

Metadata

Timestamps and identifiers.

Evidence	Observed 1247 times across 5 connections
Applications	LinkedIn Sales Navigator, Salesforce
First seen	19 Jan 2026, 11:14
Last seen	7 May 2026, 13:22

Helps your agent rank patterns by confidence

Action count and last-seen timestamp weight each pattern by frequency and recency, so your agent selects the highest-scoring match rather than the first returned.

Questions

Frequently asked questions

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