LinkedIn follow-up was becoming a spreadsheet job
LinkedIn is an important business-development channel for Sales Assembly. Its executives share content and build relationships with revenue leaders, often well before a sales conversation makes sense.
The follow-up was harder to manage. The team used spreadsheets to track sequences, check conversation history and decide what should happen next. Keeping those records current was taking up too much time.
Sales Assembly needed a way to identify good-fit prospects and stay on top of follow-up while respecting the relationships its team had already built.
How Sales Assembly runs its outreach
Qualify prospects before reaching out
FirstTouch captures people who like or comment on a post and scores them against Sales Assembly’s ideal customer profile. It checks the person and company, applies disqualification rules and only moves contacts above the configured score threshold into outreach.
Let the team review sensitive follow-up
Good-fit contacts can enter connection and introductory steps automatically. Later follow-up can require human approval. Before a message goes out, the team can review it using what they know about a prospect, current customer or former customer—and decide whether the timing and approach are right.
Track the work in HubSpot
FirstTouch organizes the follow-up sequence and logs activity in HubSpot. The team can see what has happened and what is next without going back through a spreadsheet.
Invite the right people to relevant events
For some contacts, an executive peer group or dinner is a useful next step. Sales Assembly decides whom to invite and when, based on the relationship and what would be relevant to that person.
“We play the long game. We want to build relationships.”
Less time coordinating follow-up
Qualification and scoring help Sales Assembly focus on people it wants to reach. Automated sequences handle the routine follow-up, while approval steps let the team check messages that call for personal judgment.
“It saves us a lot of time.”
Between March 15 and September 10, 2026, Sales Assembly sent 224 LinkedIn messages and received 86 replies—a 38% reply rate. The team also gained 323 connections from 622 requests, a 52% acceptance rate.
Sales Assembly now has one process for finding good-fit prospects, following up and recording the activity. Its team spends less time coordinating the work and keeps a say in how existing relationships are handled.
“If you're trying to generate leads and trying to generate business from social, this makes it very easy to do.”