Outreach: TechTarget Leads

We have 2 gated content pieces that were distributed through a 3rd party vendor. This campaign generated 250 leads to be put through the appropriate outreach sequences. 

• Marketing has passed these leads through Salesforce and distributed them to the reps

• Each rep will take their lead list and upload them into Outreach to the appropriate sequence: 

  • MME - 10 Best Practices for Deploying Patches: https://web.outreach.io/sequences/14/overview

  • MSP - Moving From Break-Fix to Managed Services: https://web.outreach.io/sequences/15/overview

• Marketing & Sales Managers will be tracking the cadences success through Outreach 

Who will I be contacting?

The lists from TechTarget's content syndication. These leads have all downloaded Pulseway content which is mentioned in the task name [Downloaded 2024-Q2 3rd Party Gated Content: TechTarget Campaign]. 

What do I do with the leads?

Please import ALL given leads into the sequences and follow the B-lead journey. 

Does it matter which business type are they? MSP/MME 

YES - Most sequences are broken down by business type, this was done to ensure a better response rate. Every MSP / MME sequence are marked with the Business Type in the title of the sequence. 

I have added the prospect to the sequence - do I need to go to SF and change the lead status from "New" to "Pursuing"?

No - once you add the lead (prospect) to the sequence, the status will be changed to "pursuing". The same will be synced to the SF side. 

Do I need to create tasks in SF or log completed tasks into SF manually? 

No! Outreach and SF are integrated and ALL tasks are getting pushed to SF automatically. Please do not log any complete tasks IF they have been marked complete in Outreach. 

Do I need to create open tasks on the SF side to set a reminder to follow up the lead during the trial/demo journey?

No! if the lead is in the sequence please do not create an open activity on the SF side. Your tasks will be automatically assigned to you by the Outreach Sequence logic. 

The sequence is finishing tomorrow for one of my prospect, do I need to dead/remarket it as "unresponsive from the start" on the SF side?

No - once the prospect went through the entire Outreach sequence and did not respond to us - he will automatically be marked as "unresponsive from the start" and the lead status will be changed back to Dead/Remarket. (This will be synced to SF). 

Should I use Outreach as my dialer?

No - please keep 8x8 as a dialer.

Do I keep the prospect in the sequence if he replied?

No - the prospect will be paused in the sequence, please use your custom follow up once yoy have a conversation with the prospect.

Using the links above you will find the MME/MSP Outreach Cadences