If you work in sales, you know the difference a warm intro makes. Cold outreach mostly lands in the trash. But getting a trusted connection to open a door? That’s how deals move fast.
If your team uses LinkedIn Sales Navigator, you’ve probably seen TeamLink pitched as the secret to “unlocking your network.” But how do you actually use it—without annoying your coworkers, burning bridges, or wasting time sending awkward requests that go nowhere?
This is a practical, no-fluff guide for sales reps, account execs, and anyone who relies on making real connections (not just hitting “connect”). I’ll walk you through how TeamLink really works, the right way to use it for warm introductions, and a few things you can safely ignore.
What TeamLink Actually Is (and Isn’t)
Let’s get one thing straight: TeamLink isn’t magic. It just shows you who in your company is connected to the people you want to reach. If your colleague is connected to a prospect, you’ll see that in Sales Navigator, with a little “TeamLink” badge.
What TeamLink does: - Expands your view of 2nd-degree connections within your company’s Sales Navigator seats - Lets you ask coworkers to introduce you to their connections (via LinkedIn or, honestly, just Slack/email) - Surfaces more potential “warm paths” than just your personal network
What it doesn’t do: - It won’t send intro requests for you - Doesn’t guarantee your coworker actually knows the prospect well (connections aren’t always relationships) - Won’t magically make strangers respond
So, TeamLink is just a tool. How you use it—and how you ask for help—matters more than the features.
Step 1: Make Sure TeamLink Is Set Up (Don’t Skip This)
Before you get excited, check that TeamLink is actually enabled in your Sales Navigator settings. If your company hasn’t set it up, you won’t see TeamLink connections.
Here’s how to check: 1. In Sales Navigator, click “Admin” > “TeamLink settings.” 2. Make sure “Show TeamLink connections” is toggled on. 3. Check that enough coworkers are using Sales Navigator for TeamLink to be useful. (If you’re the only one, it won’t do much.)
Pro tip: If your team is small, TeamLink’s value is limited. It really shines when you have 10+ active users across different parts of the company.
Step 2: Find TeamLink Connections to Your Prospects
Now, let’s find prospects you want to connect with—and see if anyone on your team already knows them.
Do this: - Run your usual lead search in Sales Navigator (by company, title, etc.). - In the search filters, select “TeamLink connections” under “Relationship.” - You’ll get a list of prospects who are connected to someone at your company.
What to look for: - Prioritize prospects with TeamLink badges and a strong connection (not just 500+ connections on LinkedIn). - Click the TeamLink icon to see which coworker is connected and how long they’ve been connected.
Reality check: Just because someone is connected doesn’t mean they’re best friends. Sometimes it’s a random meetup from years ago. Don’t assume closeness.
Step 3: Research the Coworker–Prospect Relationship
Before you send a request for an intro, do a little homework. Blindly pinging coworkers with “Can you intro me to X?” is a fast way to get ignored.
Quick research checklist: - How well does your coworker know the prospect? (Look for shared work history, mutual posts, or real interactions.) - Has your coworker actually talked to them recently? (Check LinkedIn activity, or ask around.) - Is your coworker likely to help? (Some people are connectors; others guard their network tightly.)
If you’re unsure, err on the side of not asking. Don’t burn political capital on Hail Mary passes.
Step 4: Reach Out the Right Way
If your research checks out, it’s time to ask for the intro. Here’s how to do it without being annoying:
Best practices: - Be specific. Name the prospect, why you want the intro, and what you’re hoping for. - Make it easy. Write a 2-3 sentence blurb your coworker can forward or copy-paste. - Give them an out. Say “If you know them well enough, would you feel comfortable making an intro?” - Be respectful of their time and relationships.
Sample message:
Hey [Coworker],
I noticed you’re connected to [Prospect Name] at [Company]. I’m hoping to reach out about [specific reason—e.g. helping them with X]. If you know them well enough and would feel comfortable, would you mind making an intro? Totally understand if not, just thought I’d ask.
Here’s a quick blurb you can use:
[Your 2-3 sentence intro]
Thanks a ton!
Pro tip: Sometimes it’s better to ask in person or via Slack than through LinkedIn. Use your judgment.
Step 5: Follow Up and Close the Loop
If your coworker agrees to make the intro, be prompt—and grateful. Respond quickly, thank them, and keep them in the loop on what happens (without spamming them with every detail).
After the intro: - Reply with a genuine thank you. - If the deal goes anywhere, let your coworker know—they’ll appreciate seeing the impact. - If the intro fizzles, don’t blame your coworker. That’s on you.
Don’t: - Hound people if they don’t respond. - Get pushy—one ask is enough. - Treat TeamLink as a numbers game. This is about quality over quantity.
What Works, What Doesn’t, and What to Ignore
What actually works: - Targeted, thoughtful asks (not mass-blasting your whole team) - Doing your homework on relationships before asking - Being clear about what you want and making it easy for others
What doesn’t: - Assuming all LinkedIn connections are real relationships - Expecting TeamLink to do the work for you - Sending generic, copy-pasted requests
Ignore: - Any advice telling you to “just use TeamLink for unlimited intros.” That’s how you burn out your team and your reputation. - Fancy automation tools for this process. Warm intros are personal—don’t automate your way into the spam folder.
Keep It Simple (and Sustainable)
The best use of TeamLink is pretty simple: find real connections, ask for help the right way, and don’t overdo it.
You don’t need to build a giant workflow or overthink the tech. Start with a few prospects, make thoughtful asks, and see what happens. If you’re helpful and respectful, your network will often help you back.
Keep it real, keep it human, and iterate as you go. That’s how warm intros actually work.