Build a prospecting pipeline for Salesforce
This play takes existing prospects in Outreach, enriches them with verified contact data from Lusha, updates the Outreach records, and automatically enrolls qualified prospects into the appropriate sequence.
Instead of pausing campaigns to fix missing data, this workflow turns incomplete prospect lists into fully enriched, sequence-ready leads—instantly.
Why this works
Outreach sequences fail when data is incomplete. Missing emails, phone numbers, or titles lead to skipped steps, broken syncs, and lower response rates.
This play ensures every prospect is enriched before entering a sequence—so reps launch campaigns with confidence and consistency.
What you get
- Automated prospect enrichment via Lusha (email, phone, title, LinkedIn where available)
- Clean updates to Outreach prospect records
- Automatic sequence enrollment once required data is present
- Faster campaign launch with fewer manual checks
- Higher engagement rates driven by better data
How to set it up
Connect your apps in Make
Ensure active connections for:
- Outreach: permission to search, update prospects, and manage sequences
- Lusha: API access for contact enrichment
Define which prospects to enrich
In the Outreach search step, filter for prospects that:
- Are missing key fields (email, phone, title)
- Are newly imported or recently added
- Belong to a specific list or segment
This keeps enrichment targeted and efficient.
Configure Lusha enrichment
Map the strongest identifiers:
- Work email (if available)
- LinkedIn URL
- Name + company (fallback)
Choose which fields to enrich and write back.
Update Outreach prospect records
Write enriched fields such as:
- Phone
- Job title
- Company name
- LinkedIn URL
Tip: Only update empty fields to avoid overwriting rep-entered data.
Enroll prospects into sequences
Select:
- The Outreach sequence
- Enrollment rules (e.g., only if email exists)
Optionally branch by:
- Persona
- Region
- Segment
Test end-to-end
Run the scenario and confirm:
- Prospects are enriched successfully
- Outreach records update correctly
- Prospects are enrolled in the correct sequence
What to do next
- Add deduplication checks: Skip prospects already active in sequences.
- Personalize sequences dynamically: Use enriched titles or seniority to tailor messaging.
- Control enrichment volume: Limit prospects per run to manage credit usage.
- Track performance: Measure reply and meeting rates for enriched vs. non-enriched sequences.
- Expand to CRM sync: Push enriched Outreach data back to Salesforce or HubSpot.
The goal: Sales execution should never stall because of missing data. This play ensures every Outreach sequence launches with enriched, verified prospects—so teams move faster and convert more.
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