How Consultants Use CRM: Concrete Best Practices
Posted: Thu Feb 20, 2025 6:56 am
ResultConsulting implemented Salesflare towards the end of 2020 and has been working on improving its processes ever since.
This is what (part of) the team looks like today, in November 2023.
the entire team of consultants at ResultConsulting
12 of the 17 team members at one of their last meetings
Now let’s take a look at how ResultConsulting uses Salesflare so you can benefit from their success. Many of their best practices are applicable to all consulting firms .
1. Add leads directly from LinkedIn using the sidebar
The ResultConsulting team are true experts in LinkedIn lead generation , which is why a great integration between LinkedIn and their CRM is essential for them.
Thanks to the LinkedIn Chrome extension , Salesflare is neatly integrated into a sidebar next to people's profiles, companies, and even your LinkedIn email inbox.
When the ResultConsulting team reaches out to wuhan cell phone number list potential leads on LinkedIn, they add them directly into the CRM using the sidebar.
Add Leads to CRM Using LinkedIn Sidebar
Add a lead directly from LinkedIn to CRM
It also helps them find the email address of their potential customers with the built-in email address finder .
Find LinkedIn Prospects Email Address
Find their professional email address with the built-in email address finder
And if the lead needs to be nurtured, it is added directly into the correct email flow .
Add LinkedIn leads to your company's CRM and launch email sequences
Add them directly to a workflow/email sequence
This allows ResultConsulting to build a system that consistently generates leads using LinkedIn, automated emails , and HR tracking . They don’t just use this system themselves, they coach their clients on how to apply it to their business.
If you want to learn more, watch this webinar on how the system works.
2. Nurture leads with consistent value using email workflows
As noted above, the ResultConsulting team often uses Salesflare's LinkedIn sidebar to add leads into email streams, but they also often target their existing CRM database with emails.
Currently, they typically use 5 types of workflows , related to different sales pipelines ( more on pipelines later ):
- LinkedIn prospecting pipeline (similar for other prospect pipelines ):
A “Long Nurturing” email flow targets prospects who haven’t responded on LinkedIn with emails that span a 6-month period with different types of content. The workflow is triggered when a prospect moves to the “No Response on LinkedIn” stage.
A Hot Nurturing email workflow targets qualified leads over a 2-month period. It shares case studies, past webinars, and other valuable information. This workflow is triggered when leads are placed in the Postponed phase of the LinkedIn Prospecting Pipeline.
This is what (part of) the team looks like today, in November 2023.
the entire team of consultants at ResultConsulting
12 of the 17 team members at one of their last meetings
Now let’s take a look at how ResultConsulting uses Salesflare so you can benefit from their success. Many of their best practices are applicable to all consulting firms .
1. Add leads directly from LinkedIn using the sidebar
The ResultConsulting team are true experts in LinkedIn lead generation , which is why a great integration between LinkedIn and their CRM is essential for them.
Thanks to the LinkedIn Chrome extension , Salesflare is neatly integrated into a sidebar next to people's profiles, companies, and even your LinkedIn email inbox.
When the ResultConsulting team reaches out to wuhan cell phone number list potential leads on LinkedIn, they add them directly into the CRM using the sidebar.
Add Leads to CRM Using LinkedIn Sidebar
Add a lead directly from LinkedIn to CRM
It also helps them find the email address of their potential customers with the built-in email address finder .
Find LinkedIn Prospects Email Address
Find their professional email address with the built-in email address finder
And if the lead needs to be nurtured, it is added directly into the correct email flow .
Add LinkedIn leads to your company's CRM and launch email sequences
Add them directly to a workflow/email sequence
This allows ResultConsulting to build a system that consistently generates leads using LinkedIn, automated emails , and HR tracking . They don’t just use this system themselves, they coach their clients on how to apply it to their business.
If you want to learn more, watch this webinar on how the system works.
2. Nurture leads with consistent value using email workflows
As noted above, the ResultConsulting team often uses Salesflare's LinkedIn sidebar to add leads into email streams, but they also often target their existing CRM database with emails.
Currently, they typically use 5 types of workflows , related to different sales pipelines ( more on pipelines later ):
- LinkedIn prospecting pipeline (similar for other prospect pipelines ):
A “Long Nurturing” email flow targets prospects who haven’t responded on LinkedIn with emails that span a 6-month period with different types of content. The workflow is triggered when a prospect moves to the “No Response on LinkedIn” stage.
A Hot Nurturing email workflow targets qualified leads over a 2-month period. It shares case studies, past webinars, and other valuable information. This workflow is triggered when leads are placed in the Postponed phase of the LinkedIn Prospecting Pipeline.