# The Corgi outbound playbook: one lead list, LinkedIn plus email, and follow-ups that do not quit Canonical URL: https://pumpgtm.com/blog/corgi-gtm-playbook-linkedin-email-follow-ups [← All guides](/blog) # The Corgi outbound playbook: one lead list, LinkedIn plus email, and follow-ups that do not quit What one of San Francisco's fastest growing companies actually does to book meetings: where the lead list comes from, why every person gets a LinkedIn request and an email in the same week, how many follow-ups they send, and the exact message format. Written so you can copy it. Namanyay Goel · September 9, 2026 · 8 min read Contributors: Namanyay Goel I help some of the fastest growing companies in San Francisco with their go-to-market. Most of what works is not clever. It is a small number of habits, done every day, to the right list of people. Corgi is a good example. I have been on the receiving end of their outbound, and I have watched how it is put together. Below is the whole process, step by step, so you can copy it and improve on it. Nothing here needs a sales team. A founder with two hours a week can run it. ## Step 1: Get the lead list right before anything else Corgi's list is easy to explain: companies that recently raised or joined an accelerator, and the person who owns the problem at each one. The list does the targeting. The messages only have to be polite and specific. Your version will differ, but the rule is the same: write down who buys and why, then build the list to match. Sales Navigator is the fastest way to do that for most B2B companies. Filter by title, company size, and a signal that says the problem is live right now (a new hire in the role, a recent raise, a job post). Export a hundred people, not a thousand. You are going to contact every one of them twice, so keep it tight. If you already have a spreadsheet of people, that works too. What matters is that every row has a name, a company, and a LinkedIn profile. The email address can be found later. ## Step 2: Reach every person on LinkedIn and by email This is the part most people skip, and it is the part that makes the rest work. A cold email on its own is easy to ignore. It arrives from a stranger, it looks like the twenty others that day, and it is gone. A LinkedIn connection request on its own gets accepted and then forgotten. Send both in the same week and something different happens. They see your name and face on LinkedIn. Two days later an email arrives from the same name. Now it is not a stranger. Half the time they go back and read the email properly. Some of them check your profile before replying. The two channels vouch for each other. The sequence Corgi runs, and the one we now ship as a play inside PumpGTM, looks like this: Day Channel What goes out 0 LinkedIn Connection request, no note 1 LinkedIn Short note after they accept: who you are, what you do, a 15 minute ask 3 Email Intro email, subject line "Their company + your company" 4 Email Follow-up in the same thread 5 Email Follow-up in the same thread 9 Email Last follow-up, offer to pick it up next month To run this you need two things for every person: their LinkedIn profile and their work email. Resolving both by hand is the tedious bit, and it is why most people never do it. We spent a long time building that resolution for ourselves and for the companies we work with. It is now a play in PumpGTM: upload the list, connect your LinkedIn and your Gmail, and every person gets both channels. The [LinkedIn + email play page](/plays/linkedin-email) shows what the sequence looks like. If a person has no email address anywhere, they still get the LinkedIn steps. Do not drop them from the list. ## Step 3: Follow up more than feels comfortable Most founders I know send one message, hear nothing, and stop. They feel that a second message is pushy. Corgi sent me four follow-ups in six days. Every one was short. Every one was in the same email thread, so the whole history was one scroll away. The last one asked whether we should talk next month instead. I replied to that one. I was mildly annoyed, and I still took the meeting, because the thing they were offering was relevant and they had made it very easy to say yes. The principle is simple. If you have found someone who actually has the problem you solve, you owe it to them to make sure they saw the message. If you are not willing to follow up, either the list is wrong or you do not believe in what you are selling. Fix whichever one is true. Rules that keep this from turning into spam: - Every follow-up is a reply in the same thread, never a new email. - Each one is one or two sentences. No new pitch. - A reply on either channel stops everything. Nobody who has answered gets another automated message. - One clear way to opt out. - Stop after four. Offer a later date and mean it. [The multi-touch sequence checklist](/blog/multi-touch-linkedin-outreach-review) covers what each touch should do and how to keep your LinkedIn account safe while you do it. ## Step 4: Write it as authority, problem, ask Every message Corgi sends has the same three parts, in the same order. Authority. One sentence on who you are and who you already work with. "I'm the founder of X, and I'm the point of contact for the companies in your batch." It answers the first question in the reader's head, which is "why should I read this?" Problem. One sentence on the thing you fix, in the reader's words, tied to something you noticed about them. "I saw you just opened a second office. We handle the compliance side of that for companies at your stage." Ask. One specific request with two options. "Would 15 minutes this week be useful? Wednesday or Thursday morning both work for me." Here is the intro email, with brackets for your version: Subject: [their company] + [your company] Hi [first name], My name is [your name] and I'm your point of contact on [your company]'s team. I saw [their company] recently [milestone you noticed]. We primarily work with companies around this stage. We help [who you help] with [the outcome], so [why it matters right now]. I'm looking to set aside 15 minutes this week. How does Wednesday or Thursday morning work? Let me know what suits and I'll send an invite. Thanks in advance, [your name] And the follow-ups, in order: - "Hi [first name], did you get a chance to review my note below? Look forward to speaking." - "Please give me your thoughts on this." - "Hi [first name], let me know if this is a conversation we should pick up later instead. Perhaps early next month?" That is the whole playbook. It has no tricks in it. The work is building the right list, contacting every person on two channels, and not stopping after one message. ## How this runs in PumpGTM Upload your list or point PumpGTM at a Sales Navigator search. Connect your LinkedIn account and your mailbox. Pick the LinkedIn + Email sequence, edit the brackets, approve it, and press Start. Connection requests go out from your account inside LinkedIn's limits, emails go out from your own address inside a sending window you choose, follow-ups thread under the first email, and a reply on either channel stops that person's sequence and lands in your inbox. The [LinkedIn + email play](/plays/linkedin-email) is the place to start. ## Questions founders asked Is four follow-ups too many? Not if each one is short, in the same thread, and stops the moment they reply. The people who are annoyed were not going to buy. The people with the problem thank you for the reminder. What if I do not have their email? Send the LinkedIn steps anyway. Roughly one lead in six comes with a usable work email on the first pass; the rest can be found later or reached on LinkedIn alone. Should the email and the LinkedIn note say the same thing? Same offer, different words. The LinkedIn note is two lines. The email has room for the milestone you noticed. Which goes first? LinkedIn. It is lower effort for them to accept than to reply, and it makes the email feel like it came from someone they already know. ## Put the guide to work Explore PumpGTM for finding relevant buyers and planning your outreach. [Explore PumpGTM](/?utm_source=pumpgtm_blog&utm_medium=owned_content&utm_campaign=gtm_guides&utm_content=corgi-gtm-playbook-linkedin-email-follow-ups) ## More guides [Turn LinkedIn post engagement into qualified prospects](/blog/turn-social-engagement-into-qualified-prospects) [How to find one potential customer in 24 hours](/blog/find-one-potential-customer-in-24-hours)