Skip to content

Lead Generation

Process Details

  • Owner: sales-representative
  • Frequency: generally Daily, but at least Weekly
  • Inputs: Lead Forensics visitor list
  • Outputs: New contacts and follow-up tasks in Freshsales
  • Tools involved:
    • Leadforensics
    • Freshsales
    • Calltime
    • Plaud

Background

Leadrise

Leadrise is an external agency running outreach campaigns on our behalf via LinkedIn and Email. Contacts they reach may visit our website and appear in Lead Forensics. Their active contact lists (request access from Leadrise if needed):
- CFOs: https://docs.google.com/spreadsheets/d/1fmceGsIdBOpHoe5GN5rps9mN11VwfFUKkRFJLlJgn5g/edit?gid=1454471158#gid=1454471158
- CEOs: https://docs.google.com/spreadsheets/d/1-qYQFNZnMz1ICUy3Rwh-S1adRVA-FMJHReizqCeiZPw/edit?gid=583305683#gid=583305683

Process

1. Lead Forensics – Scan

  1. Open the visitor list. Use a broader time range, as some addresses are added with a delay.

  2. Mark as Not of interest if the visitor meets multiple of these criteria:

    1. Too large (far outside 50–500 seats), non-DACH/Benelux
    2. Very short visit (e.g. 1 visit, < 00:01) without relevant key pages
    3. Key pages visited don't match the company profile (e.g. Swiss-only product visited by a US company)

  3. Mark as Interesting if:

    1. Fits target profile: ~50–500 seats, growing, entrepreneur-led, no data team
    2. Multiple visits or long duration (> 02:00)
    3. Has visited a relevant key page matching the company profile

  4. Use judgment for borderline cases — investigate further if in doubt. Watch for inflated metrics (e.g. 70+ visits may indicate background tab, a blog hit may not signal purchase intent).

  5. Cross-reference interesting visitors against the Leadrise contact lists. If there is a match, label the visitor as External Campaign in Lead Forensics.

2. Lead Forensics – Research

  1. Click on the visitor to open the detail view.

  2. Note general info: website, address, phone.

  3. Check Visit History to identify interests and relevant services.

  4. Search Contacts using role keywords: CEO, CFO, Data, Controlling, IT, Head of (...), Leiter, Geschäftsführung.

  5. For each promising contact, check availability of: phone, email, LinkedIn.

  6. If the company is interesting but doesn't fully meet criteria:

    1. Review the website and the contact's presence on it.
    2. Check LinkedIn for other contacts or mutual connections.
    3. Decide: add to CRM, keep monitoring, or discard.

3. CRM – Add Contact

  1. Go to Freshsales Contacts and add a new contact.

  2. Fill in all available fields:

    • First name, Last name, Job Title
    • Account (company — select existing if already in CRM)
    • Phone (Work / Central / Mobile), Email, LinkedIn URL
    • Owner, Territory (DACH or Benelux)
    • Source (e.g. Lead Forensics), Campaign: External Campaign if Leadrise contact, otherwise the key page visited
    • Lifecycle Stage: Lead, Status: New
    • Salutation (formal/informal, per region/language — used in email templates), Language

4. CRM – Create Task

  1. If the contact is not from the Leadrise campaign: create a follow-up task.

    • Title: e.g. "Contact [Name]"
    • Description: company, job title, key pages visited, location, employee count, notes
    • Task Type: Follow Up
    • Due Date: 2–3 days from today
    • Assign Owner and Collaborators

  2. If the contact is from the Leadrise campaign: skip — Leadrise is handling outreach.

  3. Find all open tasks under Dashboards → Activities Dashboard → filter: Open.

5. Contact

See sales-cold-call

Checklist

  • All visitors reviewed and categorised in Lead Forensics
  • Interesting prospects cross-referenced against Leadrise lists and labelled where applicable
  • Contacts added to Freshsales with all available fields filled
  • Follow-up task created for each new non-Leadrise contact
  • Initial outreach initiated within 2–3 days