How to get inbound leads?
ICP = Ideal Client Persona = Accounts
BP = Buyer Persona = Leads
How to Listbuild?
Sales Navigator
Generate lists based on pre-defined information/filters for example for different locations, prioritize accounts.
Define ICP (set up specific company = account filters on Sales Nav) and BP (leads) based on segmantion by service
LI - look at RI competitors (select a few) for example Theorem One, Formula Monks, in the USA, and who they sell to in this topic
Events & webinars
Groups, Networks & Associations
Our website (inbox, hubspot, etc.)
LP & Lead magnets
Based on the defined campaign & selected keywords search for groups interested in the topic (LinkedIn webinars, groups, newsletter, etc.)
Apollo
Manually extract cold prospects from Sales Nav to excel: name, company, website url
Automatically generate email (and phone no)/ Scraping/harvesting email adresses
Manually prepare email list for uploading in cold emailing software & run against unsubscribes list
Write email sequences (3-10)
Warm up inboxes 14-21 days
Start an outbound B2B email sequence (60 days: email every 3 days M-F, then once a week)
Manage inboxes after each email campaign (Sort leads, clickers, unsubscribes, hard- & soft-bounces, out of offices, etc.)^
Update unsubscribes list in excel
Move clickers to another email sequence (Hubspot) to worm them up, and auto-follow-up with sth like live demo or discovery call offering
Remove hot leads from cold email sequence (move to newsletter list)
Remove from the list those who don't open your email after the sequence^
Blog posts & expert aricles/SEO
Case studies
Videos
Landing pages & lead magnets
(ebooks, guides, whitepapers, reports, checklists, calculators, example solution demos, gated case studies, etc.)
Organic social media
Ads
Manage inbound leads - contact form, hello inbox
Newsletter (for subscribers, cold email clickers*, lead magnet downloads)
Networking & directories
Trust building (branding, testimonials, Clutch & Google reviews, certificates, etc.)
Manually follow-up offering those who click/reply/sign up
Define campaign
Define ICP & BP based on segmantion by service (industry, company size, location, job titles, etc.), define keywords
Produce content & material
Up/cross sales
Lost offers
Inbound sales
Schedule discovery call
Outband sales
Listbuild
Cold email
ABM
Scenario 3
➡️ Web visitors
Study 5-10 accounts from web visitors who visited high-intent pages and show potential (Hubspot Buyer Intent, lead magnet downloads)
Select the most promising accounts and import the list to Sales Nav & search for leads (target 50 leads/day)
Apply an outreach sequence
Scenario 1: Sales Navigator
Potential Accounts on Sales Nav
➡️ 3 SPOTLIGHT criteria: 1/ hiring on LI, 2/ Senior leadership changes in the last 3 months, 3/ Funding events in the last 12 months
I - Send connection request to 50 leads per day from SPOTLIGHT company search - Move contacts to whom invitation sent to I - Connection Request Sent List
II - Move accepted connections to II - Accepted Invitation List
III - Send message to contacts from Accepted Invitation Lead List and move them to III - Message Sent
IV - Move leads who responded to IV - Responded List
Apply an outreach seuqence
Scenario 4
➡️Google Search study 10 accounts per day
Find companies with key pains
Select them in Sales Nav and create lead lists
Get email addresses from Apollo
Apply an outreach sequence
Scenario 2: ➡️ Apollo
Generate Lead List in Appollo with PRO emails
Write down to excel file
Apply an outreach sequence
Scenario 5
➡️ Events
Upload excel list to Apollo
Select leads and scrape email addresses
Apply an outreach sequence
Prep inboxes (domain, name, footer)
Cold email process
Manually scrape email addresses from Apollo
START
Generate Lead List in Sales NAv
Generate e-mails via chrome extensions (Evaboot or ScaleList) and export Lead List as csv
Identify leads with PRO e-mail and no PRO e-mail
Send email
Visit LI profile
Send e-mail no 2
Send LI connection request
send inMail
send inMail
Send LI connection request
Send inMail
inMaill
Call
Manually write down potential leads to excel file
Generate emails for the potential leads
150-200 emails per day
200 connections per week
50 in Mails per month
Generate Lead List in Appollo with PRO emails & phone numbers
Write down to excel file
Send email
Visit LI profile for those who have it
Send e-mail no 2
Send LI connection request
send inMail
send inMail
Call