Pave your way to booking 3x more sales meetings with a few simple B2B outbound hacks. From warming up your leads to winning back the ones you thought were lost, these six playbooks are super easy to set up.

Have you tried to book sales calls with leads without scheduling apps?

I have! It's how hell looks like. 😡

You spend time grabbing the prospect's attention, receive a reply and you can smell the celebration time coming. 🎉


This tends to happen when you're not using scheduling apps.

book more meetings

To avoid situations like this one, people (including me 🇺🇦) usually use tools like Calendly.

And that's why we're gathered here today. To share the best growth hacks & tactics you can use to book more sales calls.

Why Calendly?

Its popularity, confirmed by sales experts in our The Sales Automation Family who voted it as #1 scheduling tool.

book more meetings

1, 2, 3, let's crack it wide open! 🤘

Booking 1.5x more demos just by using Calendly

It looks quite obvious, but I still wanted to test it and be sure.

Using Calendly in my cold emails vs. no scheduling tool whatsoever.

I took this email template from our Cold Email Hub, kept all things the same, except one thing.

The way people book calls.

Version 1:

calendly lemlist

Version 2:

calendly lemlist


Version 1 scored 12, whereas version 2 scheduled 19 meetings during a week.

It's more than 1.5x times higher!


It's just easier to do it with Calendly.

Prospects don't have to figure out time zones on their own, there's no going back and forth with emails, etc.

If you're not using Calendly (or similar apps) in your cold emails, think again.

Highly-personalized tactic to get 3x more calls

Continuing on from my A/B test above, it's fair to say that a Calendly link can't get calls on its own.

You need to make your email count and motivate prospects to talk to you.

Three words are all I need to explain how I did it.

P-E-R-S-O-N-A-L-I-Z-E-D landing pages.

Like this one, for example...

lemlist dynamic landing pages

I recorded a quick video and combined it with lemlist's dynamic landing page feature. This strategy is called personalized video thumbnail and it's superb.

It got me a 56% reply rate!

I'm gonna explain how to set it up step by step.

Make sure to follow carefully, start your free trial account and let it roll. You will be amazed, I guarantee you that. Plus, it's free to test it out.

Step 1 - Create a video and upload it to Youtube

If you want to show this video to leads in your campaign only and not have it on your YouTube channel, just choose “unlisted".

Step 2 - Copy the video link in lemlist after clicking “Insert video button”

Once you start writing your cold email, you'll see this option in the editor.

lemlist video in cold emails
Step 3 - Customize the landing page to your liking

Prospect's logo, colors, personalized text... do you. For example, if you write “Hello {{firstName}}”, lemlist will automatically put the recipient’s first name.

lemlist dynamic landing pages
Step 4 - Add your Calendly URL below
lemlist dynamic landing pages
Bonus -  You can show a custom pop-up message (in chat) once the person is done watching your video

In order to do this, create an account at lemtalk and copy the “Your Application Id (appId)”.

lemlist dynamic landing pages

Once you take care of all that, your leads will see a pop-up like this one in the bottom right corner...

dynamic landing pages

The end result is a tailor-made cold email + dynamic landing page... and both are updated automatically for each prospect.

For inspiration: Choose one of our inspirational cold email templates


I've landed 39 new meetings in one week.

lemlist calendly

Warm-up your leads with FB retargeting

Email outreach is not a game of just numbers. You can't send billions of emails and get millions of clients.

Time has changed. Segmentation and paying attention to the hottest leads is the new law.

Lemme show you how to reach people who booked a demo through FB ads, so you can generate more clients from demos.

To use this growth hack, besides Calendly, you'd need a URL shortener tool with FB retargeting (like JotURL, PixelMe, Reactlink, Rebrandly or other). I prefer Pixelme.

Oh, before you ask, you can also retarget people through LinkedIn and Twitter.

Step 1 - Create your "Business account" on Facebook

Have one already? Excellent, skip this step.

Step 2 - Go to Event Manager to create your FB retargeting pixel
Step 3 - Copy the FB pixel id
calendly lemlist
Step 4 -  Set up your Pixelme account and copy your Pixel

Go to Settings, add a new FB Pixel, and paste the id.

calendly lemlist
Step 5 - Create a new retargeting link with Pixelme

Choose the FB retargeting pixel to collect those who clicked on your Calendly link.

calendly lemlist

When you fire it up, you can share a new link and start running retargeting ads.

calendly lemlist

Now, you might ask...

"Why should I use "" links?"

You can customize them and have "". Discover how to do that here.

Now it's time to place your ads in front of people who clicked on your Calendly URL.

Once you're logged into your Business Manager, you can find the 'Events Manager' in the navigation. Click on your pixel.

calendly lemlist

Click 'Create Audience' to start segmenting your users.

calendly lemlist

In the window that pops up, do the following:

  • Select the option “People who visited specific web pages”. Either select URL -> 'equals' and add the specific links you'd like or choose to select all your pixelme links by pressing URL -> 'contains' and writing ''
  • Give it a name! Make sure you can recognize it later. For the sake of this post, let's name it 'PixelMe Audience'
  • Click 'Create Audience'

Now that you have your PixelMe audience, you can start creating your ultra-targeted ad. All you have to do is select the audience you just created (your 'PixelMe Audience').

In 'Ad set' in the left menu, you have the ability to customize the audience.

If you click on 'Create New' and use the 'Custom Audience' dropdown menu, you should be able to see the list of all your custom audiences. Pick the 'PixelMe Audience'.

calendly lemlist

As a result, your emails will look like this:

calendly lemlist

Everyone who clicks on that link will enter your retargeting funnel.

Welcome your inbound leads with a cool email

When it comes to "cold email outreach", everything is super clear.

But what if you generate leads from your website? Like this...

book more meetings with inbound leads

You need to warm them up and stand out in your crowd.


Since they visited your website and booked a meeting with you, they might do the same with your competitors.

The tactic I'm about to show you has a noble quest. Send a "welcome" email with your best content.

Of course, your leads will get an email from Calendly, but it's a generic message with "if you want to cancel or reschedule - click here".

But you and I, we want to stand out because we're willing to go the extra mile and deliver VALUE.

lemlist cold email

How to set it up?

Step 1 - Create a campaign in lemlist

Again, if you're not a user, sign up for a free trial and test this hack at zero cost.

Here are some more cold email templates to inspire you.

Step 2 - Go to Zapier and set up an integration between Calendly and lemlist

So that everyone who picks a time will join the lemlist campaign and get a personalized email down the road.

Here's how to get it installed.

Create a new trigger "Invitee created" by Calendly:

calendly lemlist

Add your Calendly API on Calendly Integrations page and put it in Zapier:

calendly lemlist

When you connect your Calendly, you need to add another step.

"Add a lead to campaign" with lemlist:

calendly lemlist

Customize the data you will send from Calendly to your lemlist campaign.

There are 2 required fields, like email and campaign in lemlist, but my recommendation is to also add additional info.

Like the first name, so you can customize it in a smarter way:

calendly lemlist

When it's done, you'll send "welcome" messages to your new leads and nurture them with your content.

Make sure that content counts and it's tailored to their needs.

My results...

calendly lemlist

Add new leads to your CRM

By now you're fully equipped to land more meetings. The next step is to gently push your leads through that pipeline.

I'll show you how to avoid missing leads by just adding them to your CRM.

There are two cases of how you can get a new lead:

  1. outbound cold outreach
  2. website or by directly sending a Calendly URL

When you're doing a cold outreach campaign and add a Calendly link, you need to stop your follow-ups IF they booked a call.

We'll use Zapier to be sure.

calendly lemlist

Here's how to set it up:

Step 1 - Go to Zapier and choose a trigger "Invitee created in Calendly"

This means Zapier will work for those who picked a slot on your Calendly.

calendly lemlist

If you didn't use Calendly and Zapier together, you'll need to put an API key from Calendly to Zapier.

Just log in to Calendly and go to "Integrations":

calendly lemlist
Step 2 - Stop a campaign for a specific person

Skip this step if you're making an integration for inbound leads.

To do that, we pick lemlist and choose "Stop emailing a Buddy-to-be in a campaign"

calendly lemlist
Step 3 - Define the fields "email" and "campaign" to exclude people

It's super easy to do:

  1. Choose the email that came from Calendly
  2. Select the name of your lemlist campaign
calendly lemlist

If you haven't connected Zapier and lemlist before, Zapier will ask you to connect your lemlist account.

In order to find your "login and password for Zapier", go to lemlist --> settings --> integrations --> scroll down to "Zapier".

calendly lemlist
Step 4 - Create a new person & new deal in Pipedrive

Pick "Pipedrive" and the new action is "Create Person"...

calendly lemlist
Step 5 - Choose custom variables that will be added to your Pipedrive record
  1. Name (from Calendly)
  2. Email (from Calendly as well)
calendly lemlist
Step 6 - Create a deal in Pipedrive with the person you created in the previous step
calendly lemlist

Again, if you didn't use Zapier and Pipedrive, just allow access to your Pipedrive account.

calendly lemlist

The end result is this amazing workflow.

Pipedrive lemlist hacks

Everyone who books a call with you will be added to Pipedrive automatically. No need to worry about wrong people getting emails anymore.

Send 🔥 follow-ups after sales calls

It's impossible to sell the product right after the first call. Remember, you're selling the next step.

It might be:

  • discovery call
  • trial of your product
  • anything else

So right after a call, you need to send a follow-up email that sells the next step.

Alfie from Spendesk once said on our webinar:

"Don't sell the whole product, sell the next step"

I'll show you how to automate the process of "selling the next step".

This example will is for Pipedrive users since it's one of the most popular CRM platforms if you ask sales experts in TSAC.

pipedrive lemlist

This example will be for product companies, but you can adapt it to your needs.

The whole idea is:

  1. You fill important fields in your CRM during a call
  2. Connect your CRM and lemlist
  3. Create a campaign with those important fields in your email
  4. It works automatically

Here's a quick example of how the email would look.

calendly lemlist
Step 1 - Create the fields you'll use in your emails

In the case of Pipedrive, just go to Settings -> Data fields -> Person -> Add custom field.

Choose "Autocomplete" type of the field.

pipedrive lemlist


You also need to create one custom field for Pipedrive <> lemlist integration, in our case it's "Demo" and choose "Autocomplete" type of the field:

Create a filter based on this "Demo" field, so you will send emails to this group of people only.

Come back to "Contacts" to create a new filter. Click on "Your name" -> "Add new filter".

Pipedrive lemlist hacks

And create a filter like:

  • if field "Demo" is "yes" then mark as filtered
pipedrive lemlist
Step 2 - Go to lemlist to make an integration:

Go to lemlist --> Settings --> Integrations --> connect Pipedrive CRM.

pipedrive lemlist
Step 3 - Create your campaign

As the lead source, look at "from  Pipedrive" and choose the name of the filter.

pipedrive lemlist

Create an email you'll send those people automatically.

pipedrive lemlist

It's always a good idea to add smart follow-ups, because sometimes people forget to reply to the first email.

When in "Options" stage in lemlist, put a mark on "Review automatically new Buddy-to-Be inserted in the Buddy-to-Be list".

Pipedrive lemlist hacks

By doing so, you're ensuring all emails are sent automatically, without you having to review them manually.

When it's done, you can fill the data into Pipedrive during a call. And after the call just put "yes" next to "Demo" field, and lemlist will automatically send an email campaign:

calendly lemlist

Bottom line

Now you know how to use Calendly to generate a lot more qualified leads and ultimately convert them as clients.

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