abm-outbound（反导出站）

ABM Outbound

Turn LinkedIn prospect lists into multi-channel outbound: email sequences, LinkedIn touches, and handwritten letters.

Prerequisites

export APIFY_API_KEY="your_key"
export APOLLO_API_KEY="your_key"
export SCRIBELESS_API_KEY="your_key"

Pipeline

┌─────────────┐    ┌─────────────┐    ┌─────────────┐    ┌─────────────┐    ┌─────────────┐
│  1. INPUT   │───▶│  2. SCRAPE  │───▶│  3. ENRICH  │───▶│  4. ADDRESS │───▶│ 5. OUTREACH │
│  LinkedIn   │    │  Profiles   │    │ Email/Phone │    │ Skip Trace  │    │             │
│    URLs     │    │             │    │             │    │             │    │             │
└─────────────┘    └─────────────┘    └─────────────┘    └─────────────┘    └─────────────┘
   Your list          Apify             Apollo            Apify PFI        Email +
                                                                          LinkedIn +
                                                                          Scribeless

Step 1: Gather LinkedIn URLs

Provide a list of LinkedIn profile URLs from:

• LinkedIn Sales Navigator exports
• LinkedIn search scrapers
• CRM exports
• Manual prospecting

linkedin_url
https://linkedin.com/in/johndoe
https://linkedin.com/in/janesmith

Step 2: Scrape LinkedIn Profiles

curl -X POST "https://api.apify.com/v2/acts/harvestapi~linkedin-profile-scraper/run-sync-get-dataset-items" \
  -H "Authorization: Bearer $APIFY_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{
    "profileUrls": [
      "https://linkedin.com/in/johndoe",
      "https://linkedin.com/in/janesmith"
    ]
  }'

Returns: First name, last name, company, title, location.

Step 3: Enrich with Apollo (Email & Phone)

curl -X POST "https://api.apollo.io/api/v1/people/bulk_match" \
  -H "X-Api-Key: $APOLLO_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{
    "reveal_personal_emails": true,
    "reveal_phone_number": true,
    "details": [{
      "first_name": "John",
      "last_name": "Doe",
      "organization_name": "Acme Corp",
      "linkedin_url": "https://linkedin.com/in/johndoe"
    }]
  }'

Returns: Work email, phone numbers.

Step 4: Get Mailing Address (Skip Trace)

curl -X POST "https://api.apify.com/v2/acts/one-api~skip-trace/run-sync-get-dataset-items" \
  -H "Authorization: Bearer $APIFY_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{"name": ["John Doe"]}'

Returns: Street address, city, state, postal code.

Important: Verify Skip Trace state matches LinkedIn location.

Step 5: Multi-Channel Outreach

5a: Email Sequence

Option 1: Apollo Sequences (Recommended)

curl -X POST "https://api.apollo.io/api/v1/emailer_campaigns/add_contact_ids" \
  -H "X-Api-Key: $APOLLO_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{
    "emailer_campaign_id": "YOUR_SEQUENCE_ID",
    "contact_ids": ["CONTACT_ID_1", "CONTACT_ID_2"],
    "send_email_from_email_account_id": "YOUR_EMAIL_ACCOUNT_ID"
  }'

Option 2: Instantly.ai

curl -X POST "https://api.instantly.ai/api/v1/lead/add" \
  -H "Authorization: Bearer $INSTANTLY_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{
    "campaign_id": "YOUR_CAMPAIGN_ID",
    "email": "john@acme.com",
    "first_name": "John",
    "last_name": "Doe",
    "company_name": "Acme Corp",
    "personalization": "Saw Acme just expanded to UK"
  }'

Option 3: CSV Upload

email,first_name,last_name,company,title,phone,personalization
john@acme.com,John,Doe,Acme Corp,VP Marketing,555-1234,Saw Acme just expanded to UK

5b: LinkedIn Sequence

• Day 1: View profile
• Day 2: Connection request with personalized note
• Day 4: Follow-up message if connected
• Day 7: Engage with their content

5c: Handwritten Letter (Scribeless)

Create campaign at platform.scribeless.co, then add recipients:

curl -X POST "https://platform.scribeless.co/api/recipients" \
  -H "X-API-Key: $SCRIBELESS_API_KEY" \
  -H "Content-Type: application/json" \
  -d '{
    "campaignId": "YOUR_CAMPAIGN_ID",
    "data": {
      "firstName": "John",
      "lastName": "Doe",
      "company": "Acme Corp",
      "address": {
        "address1": "123 Main St",
        "city": "San Francisco",
        "state": "CA",
        "postalCode": "94102",
        "country": "US"
      },
      "variables": {
        "custom1": "Saw Acme just expanded to the UK — congrats!"
      }
    }
  }'

See references/scribeless-api.md for full API details.

Coordinated Timing

The play: Letter lands → Email references it → LinkedIn reinforces.

Complete Workflow

# 1. Start with LinkedIn URLs
linkedin_urls = load_csv("prospects.csv")

# 2. Scrape profiles
profiles = apify_linkedin_scrape(linkedin_urls)

# 3. Enrich with Apollo
for profile in profiles:
    enriched = apollo_bulk_match(profile)
    profile['email'] = enriched['email']
    profile['phone'] = enriched['phone']

# 4. Get mailing addresses
for profile in profiles:
    address = skip_trace(profile['name'])
    if address['state'] == profile['linkedin_state']:
        profile['address'] = address
        profile['mailable'] = True

# 5. Push to channels
push_to_email_tool(profiles)
push_to_scribeless(profiles, campaign_id)
export_for_linkedin(profiles)

Output Format

first_name,last_name,email,phone,company,title,address1,city,state,postal,country,linkedin,mailable
John,Doe,john@acme.com,555-1234,Acme Corp,VP Marketing,123 Main St,San Francisco,CA,94102,US,linkedin.com/in/johndoe,TRUE

Best Practices

1. Verify addresses — Skip Trace state should match LinkedIn location
2. Personalize everything — Company news, job changes, shared connections
3. Coordinate timing — Letter lands before "did you get my note?" email
4. Start small — Test with 20-50 prospects before scaling
5. Track by channel — Know which channel drives replies