Using LeadIQ Integrations
Now that you have an account on LeadIQ and have installed the Prospector extension, the real question becomes: How do you best utilize LeadIQ in your workflow? Not everyone wants to use an integration like Salesforce, Outreach, or other tools, and instead want to manually handle their lists.
When not using an Integration, all leads you capture will be sent to a Campaign on the LeadIQ system. We highly recommend capturing each company you are prospecting into their own campaign. That allows you to capture anyone you want as you build your list, and then use the Filtering in Campaigns to narrow down who you need to prospect after everyone has been captured. Once you have filtered out who you wish to prospect, you can export them to a .csv file or manually to another tool you use.
This method will work, and many users are comfortable with this as it fits with how they are used to building their lists, but it is not very efficient. Instead, capturing from the extension while browsing LinkedIn and having the lead automatically sent to Salesforce or other tool saves you a huge amount of time that would be wasted doing data entry. We highly recommend this method, capturing to your integration directly from the extension, but how you do this will depend on your workflow and integrations used.
The primary integration we support is Salesforce. Since most of our customers use Salesforce as part of their workflow for list building, we have designed our system to make getting Lead data into Salesforce as easy as possible. Click capture in the extension and tada, the lead is now placed into Salesforce. It is easy to see the advantage of capturing to Salesforce directly, but it doesn't always fit all workflows.
Sometimes you will have multiple integrations you use, like Outreach, as an example. If you have multiple integrations, you have several options for how to implement them into your workflow.
1) You do everything manually. You can export manually from LeadIQ campaigns to any integration you want. This takes the most time but gives you absolute control over everything as you have to process everything manually.
2) You can export to one integration automatically, for example, Salesforce, and then manually export to others. Many customers do this when they need everyone captured into Salesforce, but only some leads will need to be sent to another tool, like an Outreach campaign. This standardizes how you get data into your CRM and allows you to only send some leads to an integration as you need to. That second part would be a manual process, but the first part would be automated.
If there is a system that must be the first step in your workflow, that should be the target integration for automatic exports.
3) You can automatically export to multiple integrations at once from the LeadIQ extension. For example, you can capture your leads to Salesforce automatically, and then also place those individuals into Outreach and into Hubspot, or other integrations, and it is handled automatically in the background. This is the most common setup as it allows you to simply click on a lead in the extension while browsing LinkedIn and have the individual placed into each of your integrations, preventing any wasted time doing data entry, double-checking spelling, looking for what data to add, and standardizes the entries for your whole team.
This can be set up on the LeadIQ system and can handle all your integrations automatically. This is considered the most "efficient" way to use LeadIQ because it means you never have to go into any other integration, or even the LeadIQ site itself, to capture and process your leads.
4) You can also automatically export to one integration like Salesforce, as an example, and not have LeadIQ automate adding entries to your other integrations. Instead, you can have your integrations interact with each other to handle that.
For example, you can use LeadIQ to export to Salesforce for you automatically at the time of capture, but then configure your Salesforce system to sync to another integration, like Outreach.
Example documentation for this here: https://support.outreach.io/hc/en-us/articles/204659768-Salesforce-Outreach-Connection-Overview
Having LeadIQ handle the initial capture to your primary integration and then using the configuration on the Salesforce side to sync to other integrations allows you to centralize the initial data entry with LeadIQ and then use your custom rules on SF to handle the other integrations gives you more control over the backend process.
What method is the best? Well, that all depends on your workflow. If you like to capture everyone at a company and then sort through that list to decide who to prospect afterward, you may not want to automatically export to Salesforce and instead, build campaigns on our site and export them manually.
What you need to be cautious of is the potential to create duplicates if you mix and match how you handle integrations. Our system will prevent duplicates for any system we are exporting to but if you have your integrations also sync between themselves, they might cause duplicates.
We use the company email address and names to match leads to see if they exist in your integrations or not.
For example, if you configure LeadIQ to sync to Salesforce and to Hubspot, but also went onto Salesforce and used their system to also sync to Hubspot, that could create a duplicate. Either have the 2 integrations sync to each other instead of LeadIQ exporting to both, or use LeadIq to export to both and not have them sync between themselves.