Guide / How it all fits
The inbound-led outbound engine
Run content, capture and routing as one engine: make something on a schedule you can keep, route each signal into three tiers, and close the loop with a weekly report that feeds next week's content.
- Motion
- Inbound
- Channel
- LinkedIn, Website
- Steps
- 8
- Tools
- Apify, Freckle
- Where it stands
- This is the system we run on ourselves. Capture, qualification, suppression, routing and the record are live; the weekly signal report and the automated Tier 3 nurture lane are drawn and not yet built.
01
Make something on a schedule
02
Add one capture step per source
Apify, Freckle
03
Qualify everyone the same way
04
Suppress before anyone decides
05
Route into three tiers
06
Give each tier one kind of touch
07
Write everything to the CRM
08
Close the loop weekly
In order: Make something on a schedule, then Add one capture step per source, then Qualify everyone the same way, then Suppress before anyone decides, then Route into three tiers, then Give each tier one kind of touch, then Write everything to the CRM, and finally Close the loop weekly.
The steps.
- 01
Make something, on a schedule you can keep.
A short video most days, one open guide a week, or pages that answer the questions your buyers ask. The schedule matters more than the format: capture needs a steady stream to watch.
- 02
Add one capture step per source.
Start with the source you already have. For LinkedIn, a collector that runs on a schedule and returns everyone who reacted, commented or reposted. For the site, make sure every form carries a source field that includes AI search.
Tool Apify, Freckle
- 03
Qualify every captured person and company the same way.
Identify the company, enrich the few facts your ICP needs, score the fit, and store it in a database you own. A workflow builder does this in one step; the CRM gets the result, not the work.
- 04
Suppress before anyone decides.
Open opportunities out. Current clients out. Anyone with recent activity out, and anyone already in the book deduplicated. One owner field, so two people never work the same record.
- 05
Route into three tiers.
Hot, warm, and fits-with-no-signal. Write the tier and the reason on the record so the rep sees why, not just who.
- 06
Give each tier one kind of touch.
Tier 1 is a person the same day. Tier 2 is a sequence that references the signal, with a person writing the first message. Tier 3 is a nurture sequence that is never worked blind.
- 07
Write everything to the CRM.
Every signal, score, source and tier goes on the account and the contact. Let your sender-sync tool write activity back, so the CRM is the record even though it is not the brain.
- 08
Close the loop with a weekly report and next week's content.
Who engaged, how they scored, what was worked, what booked, and what each source is worth. Then take the questions the rep heard and make next week's content from them.
Tools used.
Apify
Also in The hiring signal feed.
Freckle
Also in The ICP map, The hiring signal feed and The four-layer GTM stack.
The full guide has the board, the reasoning behind each choice and a spec to copy. Read the full guide
Plays that sit next to this one.
Inbound
The inbound qualification engineEvery book-a-call form fills its own gaps, runs two stages of checks, and lands on one of three verdicts before anyone picks up the phone.
Outbound
The social listening playEveryone who engages with a post is checked against six facts and handed to the right campaign with a message written for them.
Systems
The four-layer GTM stackOne layer decides, one remembers, one records and one touches, with a contract between each pair.
Or have us run it for you.
We build this play in your tools, run it with your team and hand it over.
Or call +1 317 414 1157, or pick a time without the form.