B2B outreach is a slog when you’re juggling tools, channels, and follow-ups. If you’re tired of chasing leads across spreadsheets and inboxes, multichannel workflows are the way out. This guide is for sales pros, founders, and anyone who wants to use Icereach to actually get replies—not just spray messages into the void.
Let’s skip the theory and show you how to build a workflow that mixes LinkedIn, email, and more—without confusing yourself or your prospects.
Step 1: Get Your Foundation in Place
Don’t even think about automation until you’ve got these basics sorted:
- Nail your ICP (Ideal Customer Profile): If you’re reaching out to the wrong people, no tool will save you. Define job titles, industries, company sizes, and locations that actually matter.
- Solid data source: Garbage in, garbage out. Use LinkedIn Sales Navigator, Apollo, or another reputable source for your lead lists. Don’t scrape random emails—it’s a shortcut to spam filters.
- Message templates: Draft your initial messages and follow-ups for each channel. Keep them short, relevant, and non-robotic. If you wouldn’t reply to your own message, neither will anyone else.
Pro tip: Don’t overcomplicate things. Start with one or two channels and expand only if you’re getting replies.
Step 2: Connect Your Channels in Icereach
Icereach focuses on LinkedIn and email, which, let’s be honest, are where most B2B conversations start. Here’s how to get hooked up:
1. Hook Up Your LinkedIn
- Log into Icereach and follow the prompts to connect your LinkedIn account.
- If you’re using multiple LinkedIn profiles (for SDR teams), connect each one separately.
- Warning: Don’t go wild with new accounts or burner profiles. LinkedIn is cracking down, and you’ll get flagged.
2. Add Your Email Account
- Connect your business email (Google, Outlook, or IMAP/SMTP).
- Use a real domain, not @gmail.com or throwaway addresses. Spam filters love those.
- Warm up new email addresses before sending campaigns—don’t send 100 cold emails from a fresh account or you’ll get throttled.
3. Optional: Calendars & CRMs
- If you want to book meetings straight from your outreach, connect your calendar.
- For serious tracking, sync with your CRM (HubSpot, Pipedrive, etc.). But don’t get lost in integrations—more tools, more potential for things to break.
Step 3: Build Your Lead List (The Right Way)
You can’t automate outreach to prospects you know nothing about. Here’s how to avoid rookie mistakes:
- Import from LinkedIn Sales Navigator: Export leads with the right filters, then import to Icereach.
- Upload CSVs: Make sure your data is clean (no missing names, broken emails, or weird formatting).
- Tag and segment: Group leads by persona, campaign, or whatever makes sense. Segmenting now saves you headaches later.
Don’t: Buy sketchy lead lists. They’re usually outdated, full of bad data, and can tank your sender reputation.
Step 4: Design Your Multichannel Workflow
This is where Icereach shines. Multichannel doesn’t mean “blast everyone everywhere”—it means following up thoughtfully across channels.
1. Set Your Sequence
Here’s a classic, low-annoyance sequence:
- LinkedIn connection request
- Keep the note relevant and short. Skip the sales pitch.
- Wait 1–2 days
- LinkedIn follow-up message
- If they connect, send a quick, value-focused message (not a 5-paragraph pitch).
- Wait 2–3 days
- Cold email
- Reference your LinkedIn connection. Be direct about why you’re reaching out.
- Wait 3–4 days
- Final LinkedIn/email touch
- A short nudge, or a “breakup” message.
You can tweak the timing, but don’t stack messages too close. Nothing screams “automation!” like getting hit on three channels in one day.
2. Customize Messaging Per Channel
- LinkedIn is for soft touches. Don’t hard-pitch in your connection request.
- Email is for substance. If you’re going to ask for a call, do it here—but keep it human.
- Don’t copy-paste the same script everywhere. People notice.
3. Set Rules and Conditions
- If a lead replies: Auto-stop the sequence. Nothing is worse than someone replying “I’m interested” and then getting five more automated emails.
- If an email bounces: Remove from the sequence. Protect your sender reputation.
Pro tip: Start with a small batch. Tweak your workflow based on real replies (or lack thereof).
Step 5: Personalize (But Don’t Get Stuck)
Personalization can be a time sink, but generic messages don’t work either. Here’s what’s worth your effort:
- First name, company, job title: Easy wins—just use Icereach’s merge fields.
- Custom intro line: One sentence referencing something specific about their company or role. Do this for top-value prospects only.
- Industry relevance: Mention something unique to their sector, but don’t fake it.
Skip: Deep research on every prospect unless the deal size justifies it. For most, light-touch personalization is plenty.
Step 6: Launch, Monitor, and Iterate
Don’t set it and forget it. Here’s how to keep your workflow healthy:
- Monitor deliverability: Watch your bounce rates and LinkedIn limits. If you see warnings, pause and adjust.
- Track replies, not just opens: Vanity metrics won’t pay the bills. Focus on positive replies and booked calls.
- A/B test messages: Test subject lines and opening lines, but don’t run 20 variants at once. You won’t get usable data.
- Pause sequences if you get flagged: If LinkedIn or your email provider gets twitchy, ease off. Burned accounts are a pain to recover.
Step 7: What to Ignore (For Now)
- Over-complicated automation: You don’t need branching logic or AI writing your emails right away. Most of it is overkill unless you’re running huge volumes.
- Third-party data enrichment: Cool in theory, but often expensive and spotty. Stick to clean, basic data unless you really need more.
- “Growth hacks” promising 1000s of leads: If it sounds too good to be true, it is. Slow and steady wins.
Quick Troubleshooting
- Low reply rates? Rethink your targeting and messaging. Automation won’t save a bad pitch.
- Deliverability dropping? Lower your daily volume, warm up your email, or fix your list quality.
- Accounts getting blocked? Slow down. Spread out activity and avoid spammy language.
Wrapping Up
Multichannel outreach in Icereach isn’t magic, but it beats the old way of manual follow-ups and chasing leads. Start simple: two channels, clean lists, clear messaging. Don’t fall for the automation hype or feature bloat. Run small tests, tweak what doesn’t work, and double down on what gets replies. The best workflow is the one you’ll actually use—so build for sanity, not just scale.