Level Up! Smarter Workflows with Signals (Webinar)

Alright, everybody. Welcome. We're super excited. We've got a full house, we are absolutely pumped to cover the content that we have for you guys today. My name is Brian, and I'm the director of customer success. And today, I'm joined by Mishelle and Madi, who are CSMs here at RocketReach. This is going to be a fast paced, deep dive demo, not your typical webinar. We're going to show you very specific examples and prepare you to apply these techniques instantly before you even leave the webinar today. The big picture takeaway is how to put more precision into your outreach and get more responses, more connections, and more results. We'll do it with three tools, which we're covering today. The first being signals. Timing and personalization make a world of difference. Signals are insights that tell you who's ready for a conversation and what to say. Two is team tags. Make lists that your whole team can see. Fantastic uses to keep your work lanes clean, which is especially important as you start to scale up with signals and with our last feature, number three, sequences. Once you have contacts, how do you get those targeted emails out into the world? We purpose built this email tool to be super easy, and the feedback from our customers has been fantastic. For our agenda today, we'll use the first ten minutes to learn about these tools, then walk you through four example workflows so you can see them in action. We've also prepared step by step guides, which we will share after today along with the recording of this session. One important note, these tools work great individually. You don't have to use all three. But today, we'll show you how they fit together into a complete workflow so you can take what's useful for you. Alright. Let's jump in. I'll hand it over to Madi to introduce the new signals feature filters. Madi? Awesome. Thank you so much, Brian. I am so excited to talk about signals. These are a group of search filters that help you find the right people and companies at exactly the right moment. Let me walk you through each one. The first filter is job changes. This filter lets you find professionals who are on the move. You can filter by people who have switched companies entirely, meaning they started a job at a new company, or you can find people who have earned a promotion within their current organization. You can also control the time range. So we have past week, past month, or past three months, depending on how often you're checking this search. You might use this filter to catch decision makers right when they're stepping into a new role. It's all about timing. The next filter is intent data. In case you're new to intent data, basically, it signals companies that have actively been researching a topic online. If they're researching, they're already interested. When you reach out, it feels relevant, and they're more likely to engage. A higher signal score reflects stronger evidence of that interest, and any company scored seventy five or above can be considered high intent. Just remember that this is on the company level, and a good reminder of this icon for the signals appears next to the company name. Target looking sign. Your team owner or admins will select the intent topics for your team first, and then you can start searching by intent. The next filter is company news. Current events are excellent insights into Outreach with timely relevant context for your Outreach. You can browse a menu of topics and will pull up contacts associated with companies relating to the selected news topics. And you can also link out directly to the news article itself. And lastly, our last filter is job postings. You can select from a drop down of different roles and time range, and you can identify companies that are actively hiring for specific positions. As we review our results, this pink icon here next to the company name will appear for companies that have a recent job posting, even when you're not actively using the filter. Keep an eye out for this pink icon because hiring often reflects a company is growing or going through changes. And that's when you may find more receptiveness to cold outreach or warm follow ups too. This strong signal for understanding a company's growth priorities and finding your opening. That's all for me right now. Mish, I'm gonna hand it back to you. Fantastic. Thank you, Madi. So team tags, in the broadest terms, tags are a way that you can make dynamic lists, basically when you label data while you work. And then later, you can make that into groups based on the tags. So it's an easy way to group contacts, and it's very flexible because a tag can represent anything that's important to you. Team tags are basically the same thing, plus they can be accessed by anyone in your RocketReach team. So a good way to think about team tags is that they make it possible to have shared visibility or to create boundaries for a project or an agent, and they help you avoid overlap. Team tags can be applied to companies in three main ways. And the appropriate method will vary depending on whether you already have a list, whether you're building a list all in one shot, or maybe if you are identifying companies one at a time. In the demos, you'll see team tags being used, but it might be helpful to first learn some of the background strategy. So let's look at a few use case examples. This one's really common. What if you have two or more people who are researching on the same topic? They're both selecting companies at the same time. So how do you avoid competing or reaching out to the same company? Well, it's really easy. Just apply team tags as you go and make sure you exclude the other person's tags in your search criteria. So it looks like this. You will be adding your own tag and exclude the other persons. With these two tiny little changes to your workflow, you'll stay automatically in sync, and you can avoid stepping on each other's toes. Next up, your team may already have a structure for divvying up your work, maybe by territories or market cap or industry. Team tags can replicate that same account assignment in RocketReach. Each rep will filter by their person search with the designated team tag, and that way they're staying focused, only working through their own list. So that's going to look like this. You can use the company search to enter your company level criteria and tag accounts, then tag them on your person search or use that tag as a filter on the person search. As an established business, maybe you want to exclude existing customers from Outreach or exclude your competitors. This is often called a suppression list, and we do have a suppression list filter, but it suppresses specific people. With Team Tags, you can do it at the company level, and it's even more effective. You basically just prep a CSV, maybe export that from your CRM, and upload it into RocketReach. Then when you're searching, you can exclude it on any search, including on your person searches. Lastly, team tags are also really helpful for general visibility. As a manager, if your team is using team tags, you'll have oversight to be able to review their work and provide feedback. This also works for peers who are collaborating on projects. You can use Team Tags to create a shared list experience. All you need to do is filter to the tag in order to see the companies that are all selected. And I'll throw it back to Madi for Sequences. Yeah. Awesome. Thank you, Mishelle. Again, super excited about sequences. I thought I'd kick us off with kind of a fun statistic. Did you know that automated email sequences generate three twenty percent more revenue than non automated emails, achieving drastically higher engagement across all metrics. Three hundred and twenty percent more. Like, that is crazy. So I thought that really resonated with me. With Sequences, you can build a full email cadence right here in RocketReach. You set up your sequence of email touches, then add your your RocketReach contacts. Emails get sent automatically at the right time, leaving you with fewer steps and fewer tools to manage. Also, Sequences is smart about when to stop. The moment a contact replies to your email or if the email bounces, the contact will not be emailed again. You do not have to manually remove them from the sequence, and there's no cleanup. You never over email someone who's already engaged either. While you might already be using another emailing tool, here's why you should be using sequences. If there's minimal setup, it takes less than ten minutes to get your templates in there and set up your sequence. It's so painless. The email also looks exactly like you wrote it in your email app and sent it directly. And you know what that means, more likely to get replies. Another great kind of hidden feature is the emails are threaded. So again, it really looks human, so you don't have to be repetitive and start new threads. Additionally, you individually get to own what you say and how many email touches there are as opposed to other platforms limiting you. RocketReach really makes this customizable, letting you write the email in your own style. Lastly, using Sequences is effortless. With our built in scheduling automation, the emails are sent on weekdays and within business hours of the recipient's time zone, which automatically follows best practices. This allows you to hit the inbox at the right time and get replies. Getting replies comes down to staying top of mind at the right moments. You can make it happen with signals and sequences. Back to you, Brian. Awesome. Thank you, Madi. Now that we've seen all three of these foundational or building block tools, let's see how we can mix and match and put them together in a full workflow. Up next, you'll see four workflow examples that you can do on your own. You can even pull up your screen and follow along if you'd like. To make it easy, we've also prepared guides for you so that later you can use the same steps independently. Now I'm gonna pass it back over to Mishelle who will be walking us through the demos. Mishelle? We'll kick off with an example that's relevant for sales, marketing, recruiting. Really, anyone can use this workflow. We're going to build an automated pipeline. And by automated, I mean that we're not going to handpick every contact. Instead, we're going to define the audience and allow the system to manually add an email contacts over a few weeks. So this workflow here, we're beginning on company search, which is a bit of a level up strategy on its own. When you're starting from company search, you have better visibility into the criteria, the company level criteria, and how that's playing out in the search results in case you need to make any adjustments. So it really helps to improve your accuracy. Also, since we're staying on theme with how do we align right contacts, right timing, right messaging, for this particular workflow, we're going to center on a signal, specifically on the job postings or companies that are actively hiring. And importantly, we can't just use one criteria. We're going to layer that in with criteria like company headcount and the industry that we're targeting. This is going to help us find companies that are an appropriate fit for our services or for the candidates we're looking to place. Oh, and one last thing here. Since I'm working on a team, I'm also going to the company tags area. And under Exclude, I've excluded my colleagues' list or their tags. This way, I'm not overlapping with any companies that they're already working with. So when I find companies that I like, first I need to make sure that I have my active tag set, and then I'm going to click Add Company, and that's going to apply my tag, gets it part of this list that I'm developing. To switch from companies to people, so now that I can find employees for the companies I've selected, we just go over to People Search, and we need to scroll down to the Tags section again. This time, we need to include the tag that I've been using to select my companies and make sure I add any person level criteria, like role, location. I like to be really narrow and focus on one location, one role at a time. So here is my completed search. And this is about what we should be aiming for. I'd say one hundred to one thousand contacts, really usefully segmented to allow for highly specific messaging and at least one signal to help with the timing aspect. Now you could export all of this all as one batch, but it's usually better to space things out. Not only does that give you more time to make any adjustments, but it lets you have more bandwidth to run more than one strategy at the same time. So we'll just leave this all here and set the frequency to weekly. This is the important part to make it automated and pull through all of the different contacts in my criteria. I'm going to give it a same name as the filter criteria. So this is life finance, leads, and legal hiring. And most importantly, we're going to include the sequence that I specifically built for this particular role and signal combination. So it's very specific, very targeted. And we'll go ahead and create Autopilot in order to start the process of adding contacts and sending off those emails. Autopilot will continue to run every week since that's what I scheduled for it. We can always go back and revisit the autopilot results or revisit the sequences results, the actual emails that are being sent out and any replies from the sequences page as well. Okay, so that was workflow one. We'll take a look at workflow two now. This one's going to be focused on intent. And we're going to start back on person search. Quick reminder, if you have a pro or essentials team plan, you won't have any access to intent. Intent's only available with our ultimate and custom plans. So just a heads up on that. And while that's loading, I'll also remind you that signals are all about timing. Right? So a smart way to use signals is to take a really big search and narrow it down. Trying to get over here to the people search. So if I had a really big search that was twenty thousand different contacts, well, there's no way that I'm going to be able to email even two thousand people in a week manually. But if I use a signal like intent, that gives me a way to drill down to a much smaller, more relevant audience. So let's see what that might look like. When you see an intent with a high score, that's really reflecting that somebody at the company has been researching or engaging with this topic. So if I reach out now, even if it's not that specific person, they're probably aware of the conversation that's been happening around the meeting rooms. My outreach isn't coming out of the blue. It has context and relevance to what they're doing right now in the moment. So it's more likely to get a response. It's not necessarily about reaching the exact person. It's about being relevant and having the right timing. So I don't know if you saw, but the previous results were somewhere around twenty thousand. With the intent filter added, it's only fifty. This is very feasible for me to add one contact at a time and open up the email option here. I can pull up a template that I have prepared, personalize a little bit of it if I need to. I can't do that right now with with you guys. It'll take too long, but I could take a moment to customize it and add in my follow-up emails with that. Oh, maybe I don't need to do two follow ups. We'll just do one. And I can send off that email personalized very easily without having to worry about trying to contact two thousand people. I only have this list of fifty. I could probably get this done in about an hour or two. So by adding the intent filter, we have a way to prioritize our work and focus in where the investment of manual effort is going to have a better impact. So we're increasing the quality, and we're really not sacrificing anything here. We can always take off that intent filter, look at the whole group of contacts, and do a larger scaled motion on those contacts if we wanted to. But intent gives us a way to really dial in with our manual effort. Okay, I have some of things special here for this one. Our next workflow covers what's often called account based prospecting. This one's a little bit different because I'm going to show you a don't do and compare that with a better process. If this will take a moment to load. It's such a bad search example that it doesn't even want to load it anymore. Today, we've really been talking about precision and strategy. This search is the opposite. We don't want to do things that stuff all of our keywords and a lot of mixed things together into one search because you end up with really broad search results and too large. Twenty six thousand is too large to be able to write outreach messaging that will sound like we intentionally meant to contact this specific person. This can be useful to like estimate what how many people match your criteria right now. But very often I see people trying to work through a large search like this page by page going through and selecting contacts. And like, that's okay if you're doing that, but there really is a better way. So let's switch gears now and show you a better way to approach this. For starters, we'll remove all of these companies. This search does have perhaps a overly broad collection of job roles, job rules that aren't related. But it's going to be okay in this case because we're going to be very specific about searching one company at a time, and we're also going to use a signal. So we're adding one company. Best way to do that, by the way, is by searching by company domain. And under the signals, we are going to use a company. Wait. No. We're going to use job changes and look for anybody with a promotion or who recently joined in the past month. People who were recently promoted or recently hired typically have a different perspective than their peers. And oftentimes, that's going to work in your favor because you're more likely to get a reply instead of getting ignored. So I definitely recommend trying this filter as a a way to just try something different and see how the results work. So what I would probably do from here is use the checkboxes to grab all of the specific people who are relevant to me and use the actions button here at the top. This is bulk actions. We can then add sequence directly from the bulk action. It's a two step process when you use the bulk actions. You confirm the lookup first, and then you can do the Sequence. Just make sure that, again, you're using a sequence that calls a little bit attention to this relevance and makes the person feel like you reached out to them specifically. So referencing that context of, they're new at the company would really help here. This is really easy to repeat as well. The only thing I need to do is remove the ups dot com company and move on to my next company example. And then it'll just take me another minute to go ahead and select the relevant contacts, add to Sequence, move on to the next company in my list. This is a highly repeatable strategy, and it's very methodical. Doing it like this saves your brain and improves your output. I could easily contact one hundred different companies in just one hour using this strategy. They're still handpicked contacts. We're also being able to ensure proper coverage per account. And because we're being more targeted with our email, they're more likely to get a response. So the big picture takeaway from this workflow is when you're planning your strategy, definitely pay attention to who you're reaching out to, when, what are you saying, but also how you execute that strategy can make a big difference. Okay, we've got one last demo. Thank you guys for hanging in here with the slow load times. You might have noticed that over here in the top right corner top left corner, we have these new ways to view the contacts in the view. So we have All Results, Net New, and My Contacts. And this is a really cool feature we just added, especially in the context of your existing contacts. Previously, it might have been a little tricky to use the filters to revisit your contacts. Think about people that you already have as existing contacts who maybe now have a job change, or there's an event at their company, or they're surging in intent for your intent topics, wouldn't it be great to highlight those contacts? And it's really easy to do now. You can go ahead and pick the signal that you're thinking about and simply click on the My Contacts view on the left right end, and you'll be able to see any of your contacts who match that criteria. You can also do this from the my contacts page in terms of revisiting your contacts and re-accessing them with their fresh contact data. Wow. My bandwidth is really just not keeping up today. Okay. I won't leave you in suspense here any longer. Just know really commonly overlooked point is that your contact data here in RocketReach is constantly being updated and refreshed. Your CRM database is probably about thirty percent out of date at any given time. So don't be afraid to come back in and use the signals to specifically highlight your contacts and maybe push them into a new little sequence or send them a little one off email. Don't be afraid to do that from the my contacts area as well to, like, reexport to your CRM and get those fresh data points. That's it for me. Thanks, Brian. I'll throw it back to you for the recap. Yeah. Thanks, Mishelle and Madi, for putting this together. I hope you all found this helpful. We introduced three key tools to incorporate into your process, if you're not already, because this is how you level up and get more results. So as a reminder, the first was signal search filters. Insights so you spend your time developing high propensity leads. Number two was team tags. Keep everything organized. And number three was sequences, the easiest automated emailing tool. And you can mix and match these tools in so many ways. We showed you four workflows, but there's more than a hundred unique ways to put these together. So find what works for you. Additionally, we made detailed guides to accompany each of the example flows you saw today. Thank you again for joining us today. And just as a friendly reminder, we're always here to support you, and we can be reached by emailing support at RocketReach dot c o or reaching out to your dedicated account manager. Thank you again for being part of our webinar today. We appreciate it.