In any organization with more than a few hundred people, there is a high probability that someone knows someone at an account you are targeting. Perhaps not every account, it might only be one in ten, but those intros are so powerful that they are worth searching for.The challenge in most organizations is that they remain hidden. It’s too difficult to figure out who could introduce you to an account. LinkedIn will often show hundreds of “connections”, but most of those are too weak to be of any value. The connections are there, but it’s a matter of finding just the best, high-strength relationships.