PaperTube has historically had no shortage of leads but has lacked a structured process for nurturing high-quality prospects. In a February 2026 strategy session, Asymmetric designed two distinct sales follow-up tracks based on lead temperature — a rapid-response hot lead track for form fills and a multi-touch warm lead track for intent-signal prospects. The goal of both tracks is to book a discovery meeting.
This framework was designed to be adopted first by Parag directly, then handed off to sales reps with enough automation and templating to enforce process compliance.
Trigger: A prospect submits a landing page form.
Rationale: Form fills represent explicit, high-intent engagement. Delay creates lead leakage. The hot track is intentionally more aggressive than the warm track.
Key rules:
- Form fills must not be routed into the standard round-robin or existing automation flows.
- All form fills route directly to Parag for initial handling.
- Forms will include a phone number field to enable immediate outbound calling.
Process:
1. Within 1 hour: Attempt a phone call. Goal is to either begin a brief discovery conversation or set a 30-minute meeting.
2. Same day: Send a personalized intro email referencing their interest, with a calendar link.
3. If no response: waterfall into the warm lead sequence below.
"If someone contacts us and they provide us a phone number, I think a rep should call them within an hour because it's hot. They want to engage." — Parag
Trigger: Salesforce / Account Engagement intent signals, including:
- 5+ email opens (any combination)
- 2+ visits to a landing page
When triggered, the lead's status is updated and a notification is sent so the account can be reviewed and actioned.
Rationale: These prospects have shown interest but haven't raised their hand. The goal is to nurture warmth into a meeting request without being so aggressive as to feel intrusive.
Before any outreach, the lead is gut-checked for fit. If qualified, conduct research to build context:
All contacts identified are added to Salesforce. A summary document is also recommended to capture this intel in a scannable format for use during outreach and calls.
"I think the reps aren't probably going to do it either. They're just going to fire an email and try to get them on the phone. So it seems pretty ideal to get it just automated." — Parag
Automation opportunity: Use a Zap or similar flow to trigger a ChatGPT prompt on the company name, pulling B Corp status, recent launches, and brand positioning into an auto-generated research doc pushed to Salesforce. See [1] (future).
| Day | Action |
|---|---|
| 1 (AM) | Send personalized email to primary contact (the person who triggered the alert). Reference their brand specifically — product line, values, or recent news. |
| 1 (PM) | Engage with the company's LinkedIn page and brand content (like/comment). Do not connect or message yet. |
| 2–3 | Draft and send emails to secondary contacts identified in the decision-making unit. |
| 3–5 | Send LinkedIn connection requests and brief messages to primary and secondary contacts. |
| 5–7 | Initial phone call attempt if no responses received. |
| 10–14 | Send a custom value-add — e.g., a short Loom video referencing their brand, or a ChatGPT-generated brief on their packaging opportunity. |
| 14–21 | Send a physical sample kit (PaperTube already does this regularly). |
| 18–22 | Final LinkedIn and email follow-up touches. |
| 22+ | If no response or engagement: move lead back to a nurture status. Set reminders for future follow-up. Consider additional ambient engagement (Instagram, influencer connections). |
Note: If a response is received at any point, the sequence pauses. If a conversation goes cold after 7+ days, the prospect can be re-entered into the flow at an appropriate step.
Both tracks benefit from automation to reduce manual burden and enforce process rigor. Planned automations:
"Even if we're not automatically sending out the email, maybe there's a way to do it so that, okay, here's the task, here's the actual template for the email, do it, send it." — Parag
Once the two tracks are live, the team plans to implement Salesforce lead scoring to automatically route leads into the appropriate track based on:
- Industry type
- Company size signals
- Website activity (pages visited, time on site)
- Email engagement history
This would remove the manual gut-check step and allow reps to act on pre-scored, pre-routed leads. See [2] for broader project context.