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G2 Buyer Intent Outreach


G2 Priority & Handling Overview
Stage
Signals
Handling
Owner
⁠
G2 Buyer Intent: Decision
⁠
(Low/Medium/High)
Actively looking for EOR solutions or alternatives
48h response time via cold call, Linkedin ads and email
Sales
⁠
G2 Buyer Intent: Consideration
⁠
(Low/Medium/High)
Engaged but less actively, likely not ready to purchase
Company added to Linkedin ad campaign
Marketing
⁠
G2 Buyer Intent: Awareness
⁠
(Low/Medium/High)
General interest, might not have a current need
Company added to Linkedin ad campaign
Marketing
There are no rows in this table
⁠
NOTE: Each tier will have a corresponding set of actions (manual and automated), incorporating G2 email templates.
info
You can find
additional information on how G2 Buyer Intent works here
⁠
.

⁠
G2 Buyer Intent: Decision
⁠

Leads in the Decision stage take priority over anything else G2-related, regardless of their level of intent (Low/Medium/High). An
active list of those companies
⁠
has been created in Hubspot.
Steps:
Research the company and bring in relevant contacts (
fitting as per ICP
⁠
) to Hubspot via existing processes with Surfe. (
how to here
⁠
). ​NOTE: As you are going through sales navigator to add people, look to see if you have close connections with anyone who could intro you.
First touch via cold calling within 48 hours of coming in.
Then, enrol in a personalised sequence (sales-owned) of 3 emails with the aim to engage and educate, even if, during the call, the prospect didn’t express a clear interest in a demo. The goal of these 3 emails is to educate (BOFU). Share relevant ebooks, blog posts, country guides, or other assets that would genuinely benefit the person in their decision-making process. Share relevant G2 reviews we already have from companies in similar industries/company sizes/markets. Show you understand their pain. ​NOTE: Use these
G2 email templates
⁠
that Irina has developed to introduce Boundless and establish relevance based on the intent stage and industry via a 3-step sales-owned sequence (lasting up to 2 weeks). Share relevant education (MOFU) to help the reader understand what an EOR is, how it helps, and what problems it helps them solve.
At the end of the sequence, give one more cold call if you have not received a response.
These companies will additionally be added to LinkedIn ad campaigns to maximise their exposure to Boundless material/brand.
Set a reminder/task to circle back in 3 months after the date of the last email send date.

⁠
G2 Buyer Intent: Consideration
⁠

Leads in the Consideration stage are a good source of attempting to fill your pipeline need be, but other priorities take precedence. Review
how to prioritise incoming lead outreach for more details
⁠
.
These companies will be added to LinkedIn ad campaigns to maximise their exposure to Boundless material/brand.
If and when they engage with any of our ads and we capture their information, Marketing will enrol them in a 3-step nurture campaign.
The ultimate goal for these is to either push them to Decision, or to get them to engage with our content as MQL or SQL so that they will continue engaging and receiving our content.
NOTE: If you decide to research any companies in Consideration, you can use these
G2 email templates
⁠
to introduce Boundless and establish relevance based on the intent stage, and enrol in a 3-step sales-owned sequence (lasting up to 2 weeks). Share relevant education (MOFU) to help the reader understand what an EOR is, how it helps, and what problems it helps them solve. Depending on your bandwidth and active pipeline, at the end of the 3-email sequence, you can give the prospect a call to gauge their stage.

⁠
G2 Buyer Intent: Awareness
⁠

Leads in the Awareness stage will be nurtured with Linkedin ads and Marketing sequences until they move up a stage, become an MQL/SQL or take other actions to indicate interest.
These companies will also be added to relevant LinkedIn ad campaigns to maximise their exposure to Boundless material/brand.
If and when they engage with any of our ads and we capture their information, Marketing will enrol them in a 3-step nurture campaign.

G2 Priority & Handling Overview
G2 Buyer Intent: Decision
G2 Buyer Intent: Consideration
G2 Buyer Intent: Awareness
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