Turn LinkedIn Ad Engagers into Sequenced Outbound

1. 1

   Collect engagers weekly from three places: Lead Gen Form submissions (native HubSpot or Salesforce sync), the company engagement report in Campaign Manager where your account has it, and people who publicly reacted to or commented on the sponsored post (by hand or with a tool that follows LinkedIn's terms). Clicks alone are anonymous unless the person converts on your site

2. 2

   Import the rows into a Clay table and enrich companies (domain, headcount, industry) and people (title, seniority, LinkedIn URL) with Clay enrichment and Apollo, finding one to three buying-role contacts for company-only rows

3. 3

   Apply an ICP filter on headcount, industry, region, and seniority, and remove competitors, agencies, students, and job seekers

4. 4

   Look each row up in HubSpot or Salesforce and suppress customers, open opportunities, and anyone already in a sequence, routing existing contacts to their owner instead

5. 5

   Create or update the remaining contacts in the CRM with source "LinkedIn ad engagement" and the campaign name, verify emails, and push them to an Instantly or Smartlead sequence that follows up on the ad topic without saying you saw them engage

6. 6

   Post a weekly Slack digest with new engagers by ICP tier, accounts with more than one engager, and how many were suppressed as existing pipeline or customers

Template outline

The structure to recreate in your own workspace. Field names and thresholds are starting points.

Clay Table (weekly import):
1. Inputs (one row per engager):
   - Lead Gen Form leads (name, email, company, campaign)
   - Company engagement report export (company, engagement level, campaign)
   - Post reactions and comments (name, LinkedIn URL, post)
2. Enrich company: domain, headcount, industry, region
3. Enrich person: title, seniority, LinkedIn URL (company-only rows: find 1-3 contacts in buying roles)
4. ICP filter: headcount and industry in range, seniority Manager or above, not competitor or agency
5. CRM lookup by email and domain: skip customers, open deals, active sequences (send owner a task instead)
6. Email: waterfall find and verify
7. CRM upsert: Lead source = "LinkedIn ad engagement", Campaign = {{campaign}}
8. Instantly or Smartlead API: add to sequence, custom variable {{ad_topic}}
9. Weekly Slack digest:
   - "{{new_count}} new ICP engagers, {{multi_engager_accounts}} accounts with 2+ engagers, {{suppressed}} suppressed"
Output: ICP engagers from LinkedIn ads in the CRM and in a sequence every week, with existing pipeline left alone