Getting set up with Letterdrop

Welcome aboard. This page covers everything we need from you before your onboarding call. Most teams finish it in under an hour, split between a GTM leader and RevOps.

The checklist

Task	Who usually owns it	Time
Log in to Letterdrop	Everyone who needs to setup integrations or see leads	2 min
Connect where you want leads delivered	RevOps	10–20 min
Connect your CRM, even if leads go somewhere else	RevOps	5–10 min
Set your ICP	Sales/Marketing leader, RevOps	20–30 min
Read what you'll get in each lead	Sales/Marketing leader	5 min
Book your onboarding call	Sales/Marketing leader	1 min

If you get stuck on anything, message us in your shared Slack channel or email support@letterdrop.com.

Step 2: Setup a comms channel

We’re very hands on with our customers.

If you use Slack, we will send over an invitation for a shared Slack channel.

If you use MS Teams, please create a new chat and add support@letterdrop.com as well as your point of contact to it.

Step 2: Log in

We create a workspace for you after you sign.

We will send you an invite.

You can also simply visit letterdrop.com → click on Login in the top right → login with your email

Sign in with the same email domain we invited. If Letterdrop asks you to pay or to create a new workspace, you've signed in with a different address (for example .com instead of .io). Stop there and message us so we can add you to the right workspace.

Didn't get the invite? Check spam, then tell us the address to resend to.

Your reps don't need Letterdrop logins since leads go to them wherever you send them in Step 2, but most reps want to be able to login and view context around the leads.

Step 2: Choose where leads go for BDR/SDR outreach

Pick one primary destination where it’s easy to feed to your BDR/SDRs and agents. You can add Slack on top of any of them for visibility.

Destination	Best if you...	What you do	Notes
Clay	want to enrich with emails and phone, draft messages, and route leads before they hit your CRM or sequencer	Clone our template table and send us the webhook URL	Be mindful of Clay costs. Expect 1000 marketing leads from us initially and then ~200 new leads for BDRs/mo
Claude	want an agent to run your outbound	Hook up Claude MCP
Salesforce	want leads or contacts directly in your CRM	Connect Salesforce and let Letterdrop create its fields	If you require emails, you’ll lose 30% of leads where we can’t find emails Requires creating custom fields for context
HubSpot	want contacts directly in your CRM	Connect HubSpot and let Letterdrop create its fields	If you require emails, you’ll lose 30% of leads where we can’t find emails Requires creating custom properties for context
Google Sheet	want a simple running list to start	Share a sheet with us
Slack	have a small team that works leads straight from alerts	Connect Slack and create a shared channel	Be mindful of it getting noisy. Expect 100 leads on day 1 and then ~200 new leads/mo for BDRs

What most teams pick: Letterdrop → Clay → your CRM or sequencer, with a Slack channel for visibility. Clay lets you dedupe against your CRM, enrich with emails/phone numbers, and route by territory before anything reaches a rep. If you already run inbound signals through Clay, use the same pattern.

Clay

Open our help article: Clay template.

Clone the template workbook exactly as it is. It has a tab where new rows land and a master table that matches each person by LinkedIn URL and updates the existing row instead of creating a duplicate. If you rebuild it from scratch you'll lose that.

Find the webhook URL on the incoming tab and send it to us in our shared Slack/Teams.

We will write to the webhook for you. If you’re curious on where we add it, you can find it in Letterdrop under Workflows → New Competitor Deals.

We'll send a sample row so you can check the columns before live data flows.

Build your own steps (enrichment, scoring, CRM write, sequencer push) off the master table, not the incoming tab.

Be prepared for the volume - 1000s of rows initially and then ~200 new rows per month. Budget and rate limit Clay accordingly.

Claude

Open our help article: Claude MCP

Install the Claude MCP. If you are on a Team or Enterprise plan, your admin might need to approve the Connector.

Run our plugin help article: Claude Plugin that uses the MCP to automate outreach

HubSpot

In Letterdrop, go to Settings → Integrations → HubSpot and connect.

You may see a warning that the app isn't verified. That's expected; continue.

Nothing will be written as soon as you connect until we setup a workflow.

Click Create fields. Letterdrop creates its own property group, so you don't need to make fields by hand.

Map the field that marks a company as a customer (usually Lifecycle stage). This lets us flag competitor activity on your current customers separately from net-new accounts.

Check the LinkedIn URL and account owner mappings on the Contact and Company objects.

We will write Contacts for you. If you’re curious on where we add it, you can find it in Letterdrop under Workflows → New Competitor Deals. Every contact will have a LinkedIn URL and accompanying context in the newly created custom properties.

If you need emails for all contacts in HubSpot, we can attempt to enrich each lead with an email before writing. Note that we can only find emails for 70% of leads on average.

Salesforce

In Letterdrop, go to Settings → Integrations → Salesforce and connect with a user or service account that can read, write, and create custom fields.

Nothing will be written as soon as you connect until we setup a workflow. If you have any questions on permissions, ask your point of contact at Letterdrop for our integration security guide.

Choose Production, then Save.

Map the field that marks a company as a customer. This lets us flag competitor activity on your current customers separately from net-new accounts.

Check the LinkedIn URL and account owner mappings on the Contact and Account objects.

We will write to either Contacts or Leads for you (depending on what you want). If you’re curious on where we add it, you can find it in Letterdrop under Workflows → New Competitor Deals. Every contact will have a LinkedIn URL and accompanying context in the newly created custom properties.

If you need emails for all contacts in Salesforce, we can attempt to enrich each lead with an email before writing. Note that we can only find emails for 70% of leads on average.

Slack

In Letterdrop, go to Settings → Integrations → Slack and connect.

Create a public channel for alerts. It must be public for us to write leads to it. You can invite support@letterdrop.com and our team to it to help debug leads and tweak filters.

Connecting Slack sometime requires a Slack admin. If you aren't one, you can request they approve the connection. Send them a Slack DM too.

Send us the channel name.

One channel or two? Most customers like setting up two channels:

Net-new account alerts (for BDR/SDRs)

Current customers or open deals (for AEs and CS)

We can also @-mention account owners

Google Sheet

We’ll setup and share a Google Sheet with you if you ask for it

Step 3: Connect your CRM, even if leads go somewhere else

Connecting HubSpot or Salesforce lets us:

Understand best fit buyers. Companies that look like your Closed-Won will be labelled Best Fit and should be prioritized. As you start booking meetings and opps, the signal will get more accurate too since it learns which sources lead to pipeline.

Separate new accounts from known ones. We can segment out customers, open deals, and closed-lost accounts and route them differently from net-new accounts.

Measure results. We can see whether a flagged account was worked and booked after the signal. Without this, measuring results is tedious and underreported.

Avoid duplicates in your CRM.

Writing leads into your CRM is optional. If you deliver to Clay, Slack or a sheet, we only need read access for the three things above.

Does your security team need to approve new integrations? Tell us today, not on the call. We can send our security documentation (SOC 2 Type II report), sign an NDA, send over our DPA, and a summary of exactly what the integration reads and writes. Approvals are the most common reason a CRM connection slips past kickoff.

Step 4: Tell us who you sell to

These filters decide which accounts and contacts we send you. Find them Settings → Knowledge Base. It’s pre-populated with what AI can gather about your company from your website. Please correct it rather than start from scratch.

Company filters

Company size. Pick the appropriate range. If you can sell to a company with 185 employees, make sure 50-200 is selected for example.

HQ location. The countries or regions where the company is headquartered. You can also select entire regions like NA, LATAM, EMEA, APAC, or ignore countries.

Industries. Usually best left blank. Industry labels online are usually unreliable, so the description below does this job better. Use industry only to exclude clear misses (for example partners, consultancies, federal government).

Title keywords

Keywords match anywhere in a title. "Counsel" catches General Counsel and Commercial Counsel. "Receivable" catches Accounts Receivable Manager.

Spell out acronyms too. Add both "CTO" and "Chief Technology Officer."

Include the whole buying committee, not just the economic buyer. Procurement, finance, security, decision makers, champions, and the day-to-day users. If a title seems too broad, ask us before you remove it.

Add exclusion keywords for titles that look relevant but never buy from you (for example "engineer," "analyst," or "partner" if law firms are noise).

Quick win: pull the titles on your last 20 closed-won opportunities from your CRM and make sure each one is covered.

Description of your ideal customer

A plain-English description our model uses to accept or reject each account. Write it the way you'd brief a new SDR:

Who you sell to, and the signs a company is a fit

Who to reject outright (for example "ignore companies that are 100% B2C," "in-house legal teams only, never law firms")

Who the decision-makers are

Anything that sounds like an edge case but is core to you (for example "50,000+ employee companies are our best customers, not outliers")

Keep it short and specific. A paragraph is better than a page.

Copy-paste worksheet

If you'd rather send us answers than edit in the app, fill this in and paste it in Slack:

Company size: ___ to ___ employees
HQ countries/regions to include: ___
HQ countries/regions to exclude: ___
Industries to exclude: ___
Title keywords to include: ___
Title keywords to exclude: ___
Persona 1 (title, what they care about): ___
Persona 2 (title, what they care about): ___
We sell to: ___
Reject: ___
Decision-makers: ___
Core segments that might look like edge cases: ___

Can we change this later? Yes, any time, and it applies to new leads from then on. But the historical list is built once at the start, so get it as right as you can in the first 48 hours.

Step 4: What you'll get in each lead

Emails and phone numbers

Emails: we provide a work email for about 70% of contacts. The rest come with a LinkedIn profile and no email.

Phone numbers: we don't provide them. If your reps call, enrich phones yourself (Clay is the easiest place, or whatever enrichment tool you already use).

LinkedIn profile: included for every contact.

Plan your workflow around this. The teams that do best lead with LinkedIn and phone, and use email as a backup, because these accounts are evaluating now and speed matters more than volume.

What the fields mean

Field	What it means
Priority	How strong the signal is. Nurture = historical activity, best used for ads and marketing lists. Low / Medium / High = recent activity, scored on contact seniority, how many people at the account are involved, and how recent it is.
Contact with signal	A person at the account who showed activity with a competitor.
Extended buying committee	Other likely buyers at the same account, added so you can multi-thread. They didn't show a signal themselves.
Competitor	Which competitor the activity was with. If there's activity with more than one, the values are listed together.
Signal date	When we observed the activity.
Found in CRM	The account already exists in your CRM. Check owner and status before reaching out.

A signal is account-level. The contact we send shows the account is active, but may not be the person who signs. Use the extended buying committee to find the right person.

Step 5: Book your onboarding call

[Booking link]

Book it for after you've finished Steps 0–3. If something isn't done by then, that's fine; we'll finish it together at the start.

What we'll cover on the call (about 30 minutes)

Success criteria. What you need to see in the first 30 days to keep going, in your own numbers: win rate, deal size, booking rate.

Competitors. Which ones to track and which reps. Changing competitors later takes about 10 days to rebuild, so this is worth getting right.

The historical list. Most teams use it for ads and marketing audiences rather than cold outreach. We'll plan who owns that.

Who works the leads. Which reps, how they're routed, and how fast they follow up.

Anything left from this page.

What happens after

Within 48 hours of finishing Step 3: we start building your historical list.

About 10 days: historical collection and setup finish. Leads start flowing to your destination.

Kickoff call: we walk your reps through the leads and how to work them.

Weekly syncs: we review what's landing, what's converting, and adjust filters.

FAQ

Do my reps need Letterdrop accounts? No. They work leads wherever you send them.

Do we need to create fields in HubSpot or Salesforce? No. Letterdrop creates them when you connect.

Can we connect our CRM read-only? Yes. Writing leads to your CRM is optional. We need read access to measure results and flag accounts you already know.

Will we get duplicates? Not if you use our Clay template as-is or connect your CRM. Both match on LinkedIn URL and update existing records.

How many leads should we expect? It depends on how many competitor reps we track. We'll give you an estimate on the call once the competitor list is final.

Can we exclude specific companies? Not by name in the filters. Use company size and the description, or connect your CRM so known accounts are flagged.

Can we filter by where the company is headquartered, not where the rep is? Yes. HQ location filters the companies you receive.

Can we change filters after launch? Yes. Changes apply to new leads going forward.

Do you provide phone numbers? No. Enrich them in Clay or your existing enrichment tool.