Lead Segmentation & Outreach Workflow

Description:

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Developed a full-funnel B2B lead segmentation and outreach system from scratch using Apollo.io. This

initiative aligned sales outreach with the buyer journey and audience relevance, driving higher

personalization and engagement.

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Key contributions included:

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• Strategic Segmentation Models: Built two segmentation frameworks—one based on lead priority (VIP, Medium, Low) and another on Awareness, Knowledge, and Experience (AKE) to tailor messaging depth and cadence to each stage of prospect maturity.

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• Multi-Step Outreach Sequences: Designed and implemented 7 automated email and call sequences adapted to each segment’s role, buying intent, and behaviour—including A/B-tested paths for VIPs and high-value accounts.

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• Script & Messaging Development: Created personalized email templates and cold call scripts,incorporating psychological triggers and value-driven messaging. Sequences included touchpoints across email, LinkedIn, telephone, and follow-up content delivery.

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• Sales Enablement: Supported business development teams by providing strategic outreach logic and operationalising it within Apollo.io—making it scalable, repeatable, and aligned with CRM data.