Eric Linssen’s Post

I’m building out Keyplay’s warm outbound machine right now. Here’s how I’m deciding how to prioritize signals: I’ve done this wrong in the past. “Hey can we just follow up with all ICP website visitors, they’re showing intent.“ That’s a recipe for quickly losing sales’s trust (and wasting everyones’ time). A) a website visit is not intent B) even if it was, we still need to prioritize by account fit Here’s how we're prioritizing which engagement to double down on. 1/ Build ICP Model This is the most important step. Our ICP model in Keyplay (that we trust) automatically gives any account in our SAM a fit score from 0-100. (like a smart SDR manually qualifying every lead, automatically) 2/ Score inbound engagement on fit Set up a simple Zap to enrich any account that engages (website visitors, LI, etc) with it’s 0-100 keyplay fit score. Seamless hubspot integration 🥰 3/ Tailor outreach accordingly Now we can make prioritization decisions on a foundation of fit. Instead of having an AE manually check each account, or using a lead score that’s based on fluffy intent, we can choose to spend time and resources trying to break into accounts we know are fits. Which also means we can tailor outreach. Instead of one-size-fits-all, we can change based on persona, account, etc. DM if you’re interested! I’ll happily share more on how we’re using Keyplay to tighten up our account prioritization :)