Hey there!
Here’s the #27 edition of Workflows Weekly, with a few workflows, tools, and ideas to scale your go-to-market systems.
Let's get into it.
1. Featured workflow
Outbound fails because of 2 main reasons: bad targeting or bad messaging.
A lot of teams focus only on fixing their messaging and completely ignore the bad targeting.
This playbook walks through the full outbound system, from picking your ICP all the way through to reviewing what worked.
Outbound Playbook
Here’s the step-by-step breakdown:
Define your ICP using firmographics, technographics, and account-fit signals.
Pick a campaign type, volume for broad ICP or signal-based for accounts showing buying intent.
Source accounts from Apollo, AI Ark, Ocean.io, scrapers like Apify and signal tools like RB2B.
Pull contacts and sort them into decision makers, champions, and users so the messaging fits the role.
Write the copy with positioning, an offer, and personalization.
Launch across email and LinkedIn through Instantly and HeyReach.
Review weekly on reply rate, positive replies, meetings booked, and pipeline created.
2. Which AI tool you should look into
Apify is the biggest marketplace of pre-built scrapers, with 40,000+ tools ready to use for sites like LinkedIn, Google Maps, Amazon, and Instagram.
Apify
It lets you:
Use ready-made scrapers for major sites instead of building your own
Run them in the cloud without managing servers, proxies, or CAPTCHAs
Clean messy website data into LLM-ready text or Markdown
Connect to Claude, Cursor, and other AI agents through an MCP server
Schedule scrapes to run on a cron and push data into Zapier, Make or Google Sheets
3. What GTM resource we found useful
Signals tell you which fraction of the market is probably ready to buy right now..
The hardest part is actioning them, which is where the teams get stuck.
Dan just shared a 13-step guide on how to action them properly.
Signal Activation Guide
The 13 steps includes:
Capture signals from multiple sources
Aggregate into one place
Normalize the data
Enrich company and contact data
Lookup against your CRM
Qualify ICP-fit signals
Score accounts into tiers
Segment by size or industry
Route signals to reps
Sync back into your CRM
Activate through outreach
Track signal performance
Enable reps with custom sequences
4. AI news of the week
Salesforce is buying Fin (the company formerly known as Intercom) for $3.6 billion.
Fin built an AI agent called Apex that handles customer support across chat, email, WhatsApp, SMS, and phone and is currently beating GPT-5.4 and Claude Sonnet 4.6 on support resolution rates.
Salesforce <> Fin
A few things to know:
Salesforce's Agentforce is at $1.2B ARR and growing 205% YoY, so this is them doubling down on agents
Fin resolves 76% of support volume end-to-end across 30,000 companies
After integration, Salesforce customers will have a fast-deploy support agent that plugs into Agentforce
The customer support AI agent market is consolidating fast
That’s a wrap for this week.
What part of your GTM feels hardest to manage right now?
Hit reply and let us know. We’ll break it down in a future newsletter.