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Get your leads synched between tools

Funny story, a couple years ago I was using Hubspot for marketing and sales actions. And tbh, it was kind of a shit show.

We added all leads into Hubspot that were subscribed to our newsletter or downloaded some of our free content, but we were also adding Hubspot lists from other sources (like databases)—all in the hopes of eventually adding them to an outbound sequence and closing the deal.

Pretty normal stuff. But we were wasting tooonnns of time because we didn’t connect lemlist and Hubspot to synch all the leads.

I was uploading lists of leads into Hubspot, then importing those lists into lemlist (let’s not mention the mess that happened with importing active Hubspot lists), then after a lead would respond I would manually add a note to their contact. 😅

hubspot lemlist

It was a freaking mess and I was wasting hours every week trying to find the correct info and updating everything between the lead lists to how leads were responding to LinkedIn and lemlist campaigns.

But, there’s an easy way to fix this so all your leads and info is synched between the tools…and you even have a couple options, check it out 👇

Synching leads from Hubspot to lemlist

Okay so let’s go back to the scenario where I was getting my leads from Marketing (like a Marketing Qualified Lead) and needed to send my outbound campaigns to those leads.

How would I synch them from Hubspot to lemlist?

Well, in some cases your leads are already in Hubspot from Marketing, but if not you can easily import them.

Either way, you’ll need to make sure these leads are in a “list” before trying to synch with lemlist:

contact list in Hubspot

And to save you some time I would name the list based on how Marketing got those leads, so you know what kind of outbound campaign you want to send them. For example: Newsletter subscribers non client, Cold email ebook download, Personalization at scale webinar, etc.

Then when you create a new campaign in lemlist you’ll select this option:

import leads from a CRM in lemlist

Then select the list that you want to import your leads from and voilà, you’ve got your leads in lemlist from Hubspot. Btw, this works for active lists too. They’ll be automatically updated in lemlist. 😎

And once you start firing your campaign you’ll be able to see all the communication from lemlist as a note under their contact in Hubspot—but we’ll get to that soon.

Anyways, one important thing to note here is that if you want to use LinkedIn steps in lemlist after importing leads from Hubspot, you need to have their LinkedIn URL saved in Hubspot before you import to lemlist.

And to do that you have a few options, listed from most to least time consuming:

  1. Manually add their LinkedIn URLs. Either by adding them to your file before importing or directly into Hubspot after you import them.
  2. Automatically enrich. Take your csv or excel file and import it into a data enrichment tool (like Dropcontact, UpLead, or ZoomInfo), then import this list into Hubspot.
  3. Use integrations. If you have an account with an enrichment tool you can connect the tools via Zapier or a native integration, depending on the tool.

BUT there is one more option if you want to connect LinkedIn, lemlist, and Hubspot—synch your leads from lemlist to Hubspot.

Synching leads from lemlist to Hubspot

Okay so now let’s address the other side of sales, outbound. When you’re the one finding leads and sending campaigns to them.

But how do you do this if you need to get all their info into your CRM, but also send them cold outreach and make some social media touches?

hubspot lemlist

Example time—let’s say I’m a sales rep or manager of a software that organizes and schedules social media posts. In this case, my main target would be social media managers since I know they would be the best users of my product.

So, here’s what the workflow would look like:

  1. Setup your campaign.

First up I would create a campaign specifically for social media managers, adding some personalization and creating a relevant message based on solving pains I know they are facing.

social media managers gif

I would add some LinkedIn (or other social media) steps, at least one email that can provide additional info and context, a couple reminder steps, and then a closing email.

cold outreach campaign example

Then you need to connect Hubspot and lemlist so the leads added to the campaign are also added to Hubspot, all while enriching your lead’s data. This sounds complicated but it’s actually really easy, I promise.

Go to campaign settings and link Hubspot, select “[Create contacts and companies in Hubspot if they do not exist]”, and choose how you want your deals added to Hubspot (we’ll dive into this in a couple minutes).

link hubspot to lemlist campaign

Next, scroll down to scanners and add LinkedIn and Dropcontact enrichment, so we can scrape all your lead’s info from LinkedIn and verify everything with Dropcontact.

One step done, now you gotta actually find leads…

  1. Find leads using solid target tactics.

Emphasis on the “solid” part. This way you know you’re reaching out to leads that want to respond and you don’t end up wasting Hubspot credits importing bad leads.

We’ve all been there—it’s not pretty.

And bonus points, you’re creating relationships based on qualifiers so they have a higher chance of converting and staying.

So for my social media software example I want to find social media managers. But I don’t want to just go to a regular LinkedIn search and type “social media manager”.

If I do that these are the kind of results I’d end up with:

social media manager search results

Instead, I’ll do an advanced LinkedIn search so I can find a more narrow group of leads. Ones that I think are most affected by what my solution solves for, this way I know I can send them a message that resonates and they have a higher chance of making a purchase.

So for my social media management platform I would look for social media managers working for tech companies, with the company having less than 30 employees.

Why? A couple reasons:

  • If they are working for a tech company there is a higher chance that their boss will approve the budget for a tool to help them save time.
  • If the entire team is <30 people, chances are there are only 1-2 social media managers and those people could definitely use some help freeing up time (and need some help if they ever decide to take a vacation).

3. Add leads to lemlist.

You’ve got your campaign all ready to roll, but it’s kinda vital that you add your leads.

If you’re using LinkedIn or Sales Nav you can just fire up the lemlist extension and import lead lists or individual leads directly to your campaign while scraping all their info. Otherwise, you’ll do a file upload or take leads from another campaign (re-targeting).

Check out the next step to see how I would do this for my social media example…

4. Add personalization.

For the best results and to scale your personalization, we recommend using 1 personalized sentence (icebreaker for lemlist users) for each lead.

And you can combine this with steps 2 and 3 so you find your leads, add personalization, and add them directly to your lemlist campaign.

In the case of my example, I used the icebreaker as the first message I sent. So to fill this in for the social media managers, I would click on their LinkedIn profile in the search results and launch the lemlist extension. That way I can scrape all their info, and add a personalized icebreaker.

For the sake of this example, I’m gonna use Roxana, Inès, and Sage.

icebreaker for lemlist lead

Now all I need to do is click “create” and it adds the lead to my campaign, just like magic.

And say you want to use other sites like G2, Crunchbase, or another data source instead of LinkedIn, no worries! Fill the icebreaker in under the “leads” tab of your campaign.

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Eddie Deva

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