If you’re leading a B2B sales team and tired of piecing together email tools, LinkedIn hacks, and manual follow-ups, you’re not alone. Chasing prospects across channels is messy. Most of the “all-in-one” tools overpromise and underdeliver. This guide cuts through the noise and shows you—step by step—how to set up a multichannel GTM (go-to-market) workflow using Postdrips. If your goal is to actually talk to prospects, not just send more messages, you’re in the right place.
Why Multichannel GTM Actually Matters (and Where It Goes Off the Rails)
Let’s get one thing straight: Multichannel isn’t just “spray and pray.” The point is to meet prospects where they are, without being annoying or robotic. Email, LinkedIn, maybe SMS—used together, they work better than blasting a single channel.
But here’s where most teams screw up: - They copy/paste the same message everywhere. (Prospects notice. It’s lazy.) - They set up convoluted workflows that nobody understands or maintains. - They automate so much that replies get lost, or they miss hot leads.
A strong GTM workflow in Postdrips can help you: - Reach more prospects without tripping spam filters. - Personalize at scale (yes, really). - Actually follow up—without dropping the ball.
Now let’s get practical.
Step 1: Map Out Your Real-World Sales Process
Before you touch Postdrips, sketch your ideal workflow. Don’t just copy templates you found online. Ask yourself: - Where do your best leads hang out? (Email, LinkedIn, phone, somewhere else?) - How many touchpoints does it actually take to get responses? - Who owns each step—SDR, AE, or marketing?
A simple example: 1. Email #1 → Wait 2 days 2. LinkedIn connection request → Wait 1 day 3. LinkedIn message → Wait 3 days 4. Follow-up email → Wait 2 days 5. Optional SMS or phone call
If your process is more complex than this, challenge it. The more steps, the more that can break.
Pro tip: Run your workflow by a rep who does the job daily. If they roll their eyes or say, “Nobody will actually do this,” simplify.
Step 2: Set Up Postdrips (and Avoid the Rookie Mistakes)
Head over to your Postdrips dashboard. If you’re new, don’t get sucked into every feature right away—focus on what you actually need.
Initial Setup Checklist
- Connect your email account(s): Start with one, add more later if needed.
- Integrate LinkedIn: This might need a browser plugin or API access. Double-check what’s supported.
- Import your leads: Use a clean CSV. Don’t dump your entire CRM—start with a test batch.
- Set up user roles: Keep it simple. Too many permissions = chaos.
Honest take: If you’re not sure about an integration, test it with a single user before rolling out to the whole team. Integration issues are the #1 source of headaches in sales ops.
Step 3: Build Your Multichannel Sequence (Don’t Get Fancy Yet)
This is where most teams overengineer. Start with a basic sequence and add complexity only if you need it.
Sequence Example
| Step | Channel | Delay | Message Type | |------|--------------|--------------|-------------------| | 1 | Email | Day 0 | Intro/Value | | 2 | LinkedIn | +2 days | Connect | | 3 | LinkedIn | +1 day | Short message | | 4 | Email | +3 days | Follow-up | | 5 | (Optional) SMS/Call | +2 days | Nudge/check-in |
How to set this up in Postdrips: - Use the “Sequence Builder” (names may vary) to add each step. - Make sure delays are realistic. If you stack touches too close, you’ll look desperate. - Personalize the first line of each message. Postdrips lets you use custom fields—take the time to fill them in.
What to ignore: Don’t bother with “AI-writes-the-message-for-you” features—at least not yet. They’re rarely better than what you’d write yourself, and they can make you sound like a bot.
Step 4: Personalization—The Only Thing That Still Works
Forget “Hi {FirstName}, love what you’re doing at {Company}.” Everyone’s seen it. Good personalization is about relevance, not just mail merge fields.
Tips for Real Personalization
- Mention a recent company event, press release, or hiring trend.
- Reference mutual connections (if there’s a real one).
- Keep it short—nobody reads long intros.
How Postdrips helps: Use custom variables for more than just name and company. Create fields for “Pain Point,” “Industry News,” or whatever actually matters to your prospect.
Pro tip: If you’re importing leads, add a column for “personalization line” so you can prep a unique tidbit for each contact. Yes, it’s work. Yes, it pays off.
Step 5: Handling Replies and Avoiding the Automation Graveyard
Automating outreach is pointless if you miss warm replies or fail to follow up like a human.
Best Practices
- Route replies to the right rep—don’t let them pool in a generic inbox.
- Set up real notifications. Postdrips can ping Slack, email, or your CRM.
- Tag “hot” leads manually if needed, so they don’t get lost in the shuffle.
What doesn’t work: Relying on 100% automation for reply handling. Machines still can’t have honest conversations—yet.
Step 6: Testing, Tuning, and Knowing When to Stop
You’ll be tempted to tweak forever. Don’t. Run your initial sequence with a test batch of leads. Track: - Open and reply rates per channel - Which steps get the most responses - Where prospects drop off
What to look for:
- Are your emails landing in spam? (Test with your own accounts.)
- Is LinkedIn throttling your messages? (Watch for warnings.)
- Are you getting angry replies? (You’re probably too aggressive.)
Adjust only what’s broken. Don’t chase “perfect.” If 20% of prospects reply, you’re doing better than most.
Step 7: Reporting That Doesn’t Waste Your Time
Fancy dashboards are nice, but what you care about is: - How many meetings booked? - Which channel got replies? - Where are things getting stuck?
Postdrips lets you build simple reports or export to CSV. Start there. Skip “AI insights” until you have enough real data to spot trends.
Pro tip: Review results weekly, not daily. You need trends, not noise.
What to Skip (Seriously)
- Over-automation: If you have to diagram your workflow on a whiteboard, it’s too complicated.
- Templates that sound like a robot wrote them: Prospects notice.
- Chasing every new channel: Stick to 2–3 that work. SMS and WhatsApp aren’t magic bullets for B2B.
Wrapping Up: Keep It Simple, Iterate, and Don’t Believe the Hype
Multichannel GTM workflows aren’t about doing more; they’re about doing what works, consistently. Start with a basic setup in Postdrips, keep your outreach human, and tweak only when you have actual results to work with. Resist the urge to automate everything or chase shiny new features. The teams that win are the ones who keep it simple and improve with every pass. You can always add complexity later—if you actually need it.