Learning Objectives
- Automate repetitive processes
- Set alerts for new opportunities
Topics Covered
- Workflow templates
- Alerts for new ICP-fit accounts
- Continuous enrichment
Resources
Workflows:
Alerts Setup Guide:
Mistake #1: Uncontrolled Workflows
- No limits set on workflows
- Broad filters (ex: "All Marketing Contacts in US")
Result: Hundreds or thousands of contacts processed automatically
Solution: When setting up workflows, make sure you are adjusting the frequency you are setting your workflow to. This one is running daily, which means you will burn through credits very quicky (especially with a 500 limit for companies).
Instead of enrolling companies, focus on number of contacts at those companies.
With this current set up, this person was accruing 20 contacts per business for 500 businesses per day, every day. Here is an example of a better set up:
25-50 companies per day
2-4 contacts per company
Mistake #1: Exporting Huge Lists
- Pulling 1,000+ contacts at once
- Not all contacts are relevant
Solution: Make sure you are applying enough filters. Here are some filters to apply that can save you from wasting credits.
Buying Groups: Make sure to include buying groups in your searches (especially workflows). Instead of exporting 200 contacts that work at ABC supply, buying groups allows you to pull a concentrated list of decision makers (higher quality).
Set up your buying groups up here:
Apply your buying group filter here when searching for contacts:
Accuracy Score: Simply adding in a accuracy score for your contact searches can omit any contacts that may not be verified or as accurate. Build a more manageable list by adding in accuracy filters and spend energy on the the contacts that are most up to date!
Signal Strength and Timeframe (intent): Signal Strength measures the level on interest that a company has in that specified intent topics. The signal defaults to 60. Moving it up to 80 or 90 will shrink your pool but give you quality prospects. Make sure to also change the date range to more recent, in order to get more engaged prospects.
Likely to engage: When you have your list of contacts, instead of exporting random contacts, why not start with a bundle of contacts that are most likely to engage with you? Before exporting, filter by likely to engage based on how you plan on reaching out (phone, email etc).
Mistake #2: “Copy & Paste Prospecting” at Scale
- Revealing many contacts quickly
- Copying emails into Excel manually
Result: Inefficient usage + potential bulk credit impact
Solution: Instead of copy and pasting, save yourself time and export to Hubspot directly. This could save you bulk credits since constant pasting can be coded as a bulk export.
Mistake #3: Duplicate Exports
-
Exporting the same audience multiple times
Result: Credits wasted on the same data