Multi-Thread Inbound Leads Playbook

Add context to the data before decision-making.

• Route all webhook data into Clay
• Perform company-level enrichment:
  • Industry
  • Headcount
  • Geography
  • Funding (if relevant)
• Perform contact-level enrichment:
  • Job title
  • Seniority
  • LinkedIn profile
  • Work email

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Standardize fields for scoring and routing.

Create and maintain columns for:

• Company Name
• Company LinkedIn URL
• Headcount
• Full Name
• Job Title
• Work Email
• LinkedIn Profile URL

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Filter out non-relevant inbound traffic.

• Use Clay’s Use AI feature to evaluate:
  • Company ICP alignment
  • Role relevance
• Output:
  • Qualified
  • Not qualified

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• Create a Clay formula aligned with ICP criteria.
• Assign tiers based on the score:
  • Tier 1: Strong fit
  • Tier 2: Good fit
  • Tier 3: Okay fit

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Expand coverage within high-fit companies.

• For Tier 1 companies, source additional relevant contacts.
• Use:
  • AI Ark
  • Clay
  • Apollo

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Apply manual, personalized engagement.

• Perform LinkedIn outreach via HeyReach
• Personalize messages based on enrichment and signup context.

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• Launch automated email campaigns via Instantly
• Use structured sequences based on ICP tier.

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• Connect Slack to the outreach tools.
• Trigger notifications when:
  • A contact replies
• Include in each alert:
  • Contact name
  • Company
  • Tier
  • Reply message

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