Sales: Setting Up Inbound Accounts

Before you start

This guide helps you increase your conversion rate and quota for "priority 2" inbound leads. These leads typically come into your CRM after reading some content on your website, or attending a webinar, but they are not "priority 1" leads where there is an active "hand raise" for a demo.

Our best customers upload new inbound leads daily at the end of day, and come back the next day to prioritize and personalize campaigns using QuantCopy's results.

1. Create an inbound Project

A simple way to organize your inbound leads is to create an "inbound [month]" project every month. That way, you don't have too many accounts in on project, and you can form a habit to curate your search terms over time.

So, every month, I would duplicate last month's project, and name it say "Rudy's Inbound 2021-Jan".

2. Search Accounts

When inbound leads come in, you typically get 1) account name 2) email 3) name of lead 4) trigger, e.g. the name of the ebook download. We are going to create searches using all 4 elements. Let's start with the account data:

  1. Go to the Accounts tab

  2. Click "+ Add Account"

  3. Put in the Account Name from your CRM

  4. Put in the Company Website Domain from your CRM or the lead's email address.

  5. Hit Save.

Repeat this for every inbound lead.

3. Search Leads

QuantCopy enables you to search specifically for a person associated with any account. Let's assume "John Simmons" was our inbound lead, and on the form fill he works for "ACME co"

  1. Go to the Personas tab

  2. In the Names section, click + Add Name Search

  3. Fill in the name, role (optional), and company (the company's website domain) like below

  4. Hit Save.

Repeat this for every inbound lead.

4. Search Triggers

Depending on what triggered this inbound lead, that's valuable information we can search for to understand each lead's pain points better. If this inbound lead was triggered by an ebook download, I would add keywords from the book title as a Search.

For example, let's say John downloaded the ebook "Process Automation with AI". I would break this down, and put down a search term for both "process automation" and "artificial intelligence".

5. Schedule and run

Once you are done with the setup, click the "Schedule" button. This notifies the machine to do the research, and you'll be ready to roll tomorrow.

Next: Prioritizing your accounts

After your research completes, you’ll begin to build a picture of who they are, what kind of company they work for, what problems they may be facing and how your business can help. Here’s a guide on prioritizing accounts.