Joshua Perk 👻

"B2B buyers engage with 3-7 pieces of content before talking to a sales rep." (Kurve, 2024) This means you need more TOF awareness content to get more B2B buyers. Cold-outbound or SDR services alone are not enough anymore. You need to: - Educate your prospects on what you do. - Create more noise than your competition. - Showcase your industry-leading insights. - Reinforce your messaging & stay top of mind. - Position yourself as the only & go-to in your market. - Build multiple touch-points through content marketing. - Address common pain points and provide solutions early. - Ensure content speaks directly to their current buying needs. We're currently helping our clients sign the likes of Nvidia through our Content & Outbound System. If this post caught your attention, you can book in and hear about our strategy 1:1 here: https://lnkd.in/gu5n57sd

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You're tiering accounts in your new territory.. You have three levels, Tier 1, 2, and 3. Tier 1 - Strong ICP/high propensity to buy, high touch/customization Tier 2 - Decent ICP/medium propensity to buy, blend of custom and automated Tier 3 - Poor ICP or low propensity to buy, high automation Typical distribution of tiering would be something like this: Tier 1 - 10% of accounts Tier 2 - 30% of accounts Tier 3 - 60% of accounts What's the typical distribution you see?

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Great sdr's underestimate how many B2B businesses are too small for agencies & don't want to manage full-time SDRs but would happily hire an experienced SDR & pay them for outcomes, not hours - allowing them (you) to create leverage.. How? Again, 95% of b2b service & SAAS businesses still need support prospecting. Too small for agencies & don't want to hire full-time employees. Find 1 of these businesses. If you have a full-time job but are on the East Coast: dial late into the West. Vice versa if you are in the west. If you are midwest best of both worlds. I know some American guys who are contract sdr's who crush it in the Uk which is early morning hours in US. Use an outcomes-based pricing model to uncouple your time from the $ you'll earn. Under promise and grossly over-deliver. Create leverage so you produce a higher yield in less time. Enjoying this? Find 2-3 of these businesses, get paid for outcomes not hours, and you'll make $15-25k/mo doing exactly what you're doing now. So how do you create leverage? One way is by learning from the mistakes of others. Otto von Bismarck said “Only a fool learns from his own mistakes. The wise man learns from the mistakes of others.” I'm helping 2 more individuals this month learn from my mistakes & add an extra $5-$10k/mo to their monthly income statement before 2025. Dm me privately and I'll show you how to apply.

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SDRs should get to the next level. Here's how to improve your lead generation machine: 1. Stop focusing only on repetitive tasks. Yes, sales is a number game but it's a game that should be played strategically. Save your bullets. 2. SDRs shouldn't handle email sequences. It should belong to marketing/growth engineers. 3. SDRs should invest in their personal brands. It will compound and support the outbound efforts. PS: much love for every SDR out here 🫶 PPS: much love for Roger as well 🫶 I'm Noam, I post daily about the future of sales. DM me "warm" if you want to go from cold to warm.

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Stand behind your product... Phone Ready Leads has an insane offer. If your team of XDR's connect rate doesn't 3x MINIMUM in the first 30 days, you get 3 months of credits for free. If you don't see a minimum 3x lift in those free 90 days, terminate your contract, no questions asked. Even 3x would be low relative to the typical. But then again, I hear a lot of you say your SDR/BDR team is afraid of the phones, so maybe just stick to AI emailing or something.

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Cold callers say email is dying Email agencies say calls are dying Direct messaging people say the above are dying Companies with AI SDRs say real SDRs are dying People doing content are saying all outbound is dying It's like LinkedIn feed is just a constant this is dying here's why btw use my method instead Shall I tell you what is dead? Bad outbound Reps feature dumping on calls Reps send a pitch slap on LinkedIn circles back to the point Bad outreach is bad outreach It's not as easy as saying "email is dead” or “calls don’t work” More so "bad outbound is dead" The channel doesn’t matter The quality of your outreach does. All outbound can work well if done right The "dying" posts need to die

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Here’s the reality for many SaaS companies: -- Your pipeline looks full, but conversions are stuck in molasses. -- Your reps are busy, but not all their effort translates into revenue. -- Every month feels like a sprint... followed by a marathon... into another sprint. It’s frustrating. The product is good enough, but closing deals feels harder than explaining your pricing tiers to your customers. Why? -- Misaligned go-to-market strategies. -- Lack of actionable data insights. -- Reps spending more time on admin than selling. The result? Deals drag, revenue suffers, and you start wondering if “unicorn” really just means “good luck finding one.” The solution? Hire someone who will take ownership of your GTM data. Someone who will surface relevant insights that will set your sales & marketing apart from your competitors.

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How to stay profitable in SaaS: Create a "Growth and Churn" Spreadsheet" Log every new sign up and every churn MRR. Only hire if your growth can afford it. It's as easy as that - still loving SaaS 12 years later.

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I've created a Prospecting Loop Cycle (Ever Green) that has crushed my pipeline goals. Here's the breakdown 👇 Side note - Using static prospecting won't cut the mustard stop wasting time doing this. Social content is key, un earth this and you are away. Back to it, let's break the flow down (Skip to point 5 to see the Loop): 1️⃣ I'm using Trigify.io for Social Signals & Social Listening a) Tracking engagement that your team's brand is getting, competitors & thought leads. b) Searching for people talking about specific content on social media. 2️⃣ Using LeadMagic & BetterContact to enrich the people as I find them. Both have great API features. 3️⃣ Push these leads Smartlead or HeyReach Email vs LinkedIn - this depends on the playbook I'm using. 4️⃣ Vector to track the engagement I'm getting against the above campaigns I'm running. HubSpot gets updated with both steps 3 & 4 so I can see the correlation between the visit/campaigns they were in. ------ Here's where the loop comes into play... 5️⃣ Record my demos using Fireflies.ai & push this data into OpenAI to create topic themes. 6️⃣ I then post about these themes on LinkedIn. Where I then go back to step 1 using Trigify.io. Are you doing a loop cycle with prospecting?

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Automating Lead Notifications: A Step-by-Step Guide with Custom Tags Learn how to automate lead notifications using custom tags in this step-by-step guide by Elias. Discover how to send personalized notifications to your team, create notes in your CRM, and send confirmation emails to new leads. Streamline your lead management process with these automation tips. #LeadNotifications #AutomatedNotifications #CustomTags #CRMNotes #ConfirmationEmails #LeadManagement #StreamlineProcess #AutomationTips #NewLeads #TeamProductivity

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Automating Lead Notifications: A Step-by-Step Guide with Custom Tags Learn how to automate lead notifications using custom tags in this step-by-step guide by Elias. Discover how to send personalized notifications to your team, create notes in your CRM, and send confirmation emails to new leads. Streamline your lead management process with these automation tips. #LeadNotifications #AutomatedNotifications #CustomTags #CRMNotes #ConfirmationEmails #LeadManagement #StreamlineProcess #AutomationTips #NewLeads #TeamProductivity

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Software vendors often forget why companies invest in their tech stacks They are all trying to drive more revenue. The HubSpot ecosystem is sadly also guilty of this. With all of the new features getting released, it's very easy to focus on finding a problem for these new features to solve. Unless RevOps professionals can refocus their conversation around driving revenue, the solutions they are presenting will always be "expensive nice-to-have" tools. S/O to Christopher Barnett for being a guest on the Sprockets & Gears Podcast

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The CEO of an enterprise company is not looking up "What is the best CRM?" on Google They reach out to their trusted consultants and ask them instead. HubSpot dominated organic search for the last decade, and as a result, dominated SMB. Breaking into Enterprise is not going to happen the same way That is exactly why HubSpot Consultants need to do better. I commend everyone who is creating content around HubSpot's latest beta features. However, that content will not bring net new customers into the HubSpot ecosystem. There is a gap in business process solution architecture content from HubSpot consultants. Content around the problems that these companies face and leaders are losing sleep over Content around possible solutions for these problems that are not simply "Buy HubSpot" Until we can build trust and become advisors to enterprise leaders, we will always be seen as software vendors. And I'm starting with my own content strategy moving forward.

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HubSpot isn't just a band-aid for short-term pains – it's the engine that powers long-term business growth. As an all-in-one solution spanning marketing, sales, and customer service, HubSpot empowers companies to create a seamless customer experience, optimize processes, and align teams around a common "North Star" goal. That is why HubSpot should never be sold on feature set, or what it could enable you to do today. If you're looking for spot fixes, you might benefit more from smaller more specialized pieces of software. But if you're ready to launch toward a $1B business, reach out to Aptitude 8. I hear they're the best HubSpot Technical consultancy out there. S/O to Christopher Barnett for being a guest on the Sprockets & Gears Podcast

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🪦 R.I.P SDRs? 🪦 When I open my Linkedin every second post is debating whether SDRs will be still around in the future or if this function is no longer needed due to automation and AI. Here is my take on this: - Some teams(especially SMB focused) might realise they don't need to segment sales roles into pipeline generating and closing roles, they will be going back to full cycle sales roles - Lot of SaaS teams restructured recently, this also means SDR teams got leaner, on the other hand due to AI and new tools they can be a lot more productive, making these teams more efficient - I also see a new trend where some SDRs are shifted to a "Sales Development Engineer" role, where this function knows all the in-and-out about scaling and automating pipeline generation with the help of AI and automating workflows - New GTM playbooks will focus more on "warmer" leads, especially visitor and intent data Few weeks ago, I was debating the same topic at a roundtable discussion at SaaStr Europa with various revenue leaders and I could feel excitement about the advancement of technology and AI, but there was a strong agreement that at the end of the day people love to buy from other humans. You can read more about this topic and how leading SaaS teams are changing to a playbook that can be successful in this changing environment. What do you think will we still have SDRs in 3 years time?

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How to use discounts to alienate buyers: 𝗦𝘁𝗲𝗽 𝟭: 𝗥𝘂𝗻 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗖𝗮𝗹𝗹𝘀 - Build rapport - Get to know them - Uncover their needs - Doing great so far 𝗦𝘁𝗲𝗽 𝟮: 𝗣𝘂𝘀𝗵 𝗬𝗢𝗨𝗥 𝗧𝗶𝗺𝗲𝗹𝗶𝗻𝗲 𝗼𝗻 𝗧𝗵𝗲𝗺 - You need to close by EOM - Outline the steps to do this - Present your timeline to them - Ask for their agreement/buy in - Accept silence as a confirmation - Recap YOUR timeline in your email 𝗦𝘁𝗲𝗽 𝟯: 𝗣𝘂𝘀𝗵 𝗗𝗶𝘀𝗰𝗼𝘂𝗻𝘁𝘀 𝘁𝗼 𝗖𝗹𝗼𝘀𝗲 - Steps to close will delay - As they do, offer a discount - Push the discount very hard 𝗦𝘁𝗲𝗽 𝟰: 𝗧𝗵𝗿𝗲𝗮𝘁𝗲𝗻 𝘁𝗼 𝗥𝗲𝗺𝗼𝘃𝗲 𝗗𝗶𝘀𝗰𝗼𝘂𝗻𝘁 - As EOM approached, threaten removal - If they don't sign by EOM, discounts go away - They HAVE to sign to get the discount you offered I've seen this literally hundreds of times. 𝗛𝗲𝗿𝗲'𝘀 𝘄𝗵𝗮𝘁'𝘀 𝘄𝗿𝗼𝗻𝗴 𝘄𝗶𝘁𝗵 𝗶𝘁: 1. It's your timeline, not theirs 2. You offered the discount. They didn't ask. 3. It's a pushy and high-pressure sales tactic 4. It immediately puts your prospects on defense 5. They feel they're "on the other side of the table" 𝗛𝗲𝗿𝗲'𝘀 𝘄𝗵𝗮𝘁 𝘁𝗼 𝗱𝗼 𝗶𝗻𝘀𝘁𝗲𝗮𝗱: 𝗦𝘁𝗲𝗽 𝟭: 𝗥𝘂𝗻 𝗗𝗶𝘀𝗰𝗼𝘃𝗲𝗿𝘆 𝗖𝗮𝗹𝗹𝘀 - Uncover real need before moving on If they aren't convinced they want to make a descision to solve their challenge, then don't move on from here. Continue helping them explore solutions or walk away, but don't push them into next steps they're not yet ready for. 𝗦𝘁𝗲𝗽 𝟮: 𝗖𝗼𝗻𝗳𝗶𝗿𝗺 𝗧𝗶𝗺𝗲𝗹𝗶𝗻𝗲 - When do THEY need a solution in place? - What is the impact of not having it in place? - Do THEY want a step by step plan to evaluate? - Do THEY want you to make sure they get there? This is all about them. What do they want and need and what do they expect from you in terms of how you help them get it? Do they want to have what they need from you to make a decision by X date? 𝗦𝘁𝗲𝗽 𝟯: 𝗗𝗶𝘀𝗰𝗼𝘂𝗻𝘁𝘀 - Is pricing important for them? If so, how important is it? - Sounds like a dumb question but it's not their own money - Many buyers could really care less about a 10% discount - Find out if this is even a motivator for them before offering - Then offer to go to management and make a case for them - Ask if they're willing to sign by X date in exchange for discounts Again, this is all about them. If pricing is important, do THEY want you to help them get the best deal? If so, ask them what they want you to do for them? Go to bat to get a discount to sign by EOM? 𝗦𝘁𝗲𝗽 𝟰: 𝗖𝗹𝗼𝘀𝗲 𝗡𝗶𝗰𝗲𝗹𝘆 - EOM comes - They sign or they don't - They already know the discount goes away - You can gently remind them without being pushy Anything I missed here? 🤔

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Don't you hate spammy outreach? Guess what, so do your agency's prospects. Here's how you can send non-spammy outreach: 1️⃣ Break your niche into subniches ↳ Say your niche is "tech startups". A subniche could be "Sillicon Valley based Series A tech startups who recently raised funding" 2️⃣ Build a list that matches your subniche ↳ Here's where you'll need to put in the time to identify your prospects or hire a service like ours to do it for you. 3️⃣ Research your prospects to identify potential areas of collaboration ↳ Jot down notes of potential areas where you can help them. If someone doesn't seem to need your help, eliminate them from the list. 4️⃣ Write a hyper-personalized sequence ↳ Mention something that shows you know (a) they're from Sillicon Valley, (b) they recently raised Series A, (c) potential areas they may need help in, (d) why you're reaching out and (e) ask them if they'd like to see a case study. 5️⃣ Book meetings ↳ For the positive responses, send the case study and ask them for a meeting to explore if you could do something similar for them. For the negatives, keep nurturing them with your content. Do this, and people will THANK YOU, for reaching out to them. 😃 If you need help implementing this, then reach out, we can eliminate all the manual, boring and hard work involved in the process from you. _______ To learn more about getting clients consistently for your agency from LinkedIn go to 🦖 Tudor D. then click the 🔔 icon. You’ll be notified every time I post and you’ll be sure never to miss important content! #agency #newclients #AscendancyProgram

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💀 Is the role of a traditional SDR dying or evolving???? 🤔 Gone are the old days of the “Predictable Revenue” model SDRs used to: - Manually put together lead lists - Manually write and send 100+ emails per day - Call the leads on their list - Follow up manually with all contacts  - Have daily, weekly and monthly quotas to hit Just a few years ago, it would take a team of 10 SDRs to hit 1,000 contacts a day. Now, the game has changed… Being an SDR today means operating multiple tools + creating outreach sequences and flows at scale - where 1 SDR can do the volume of 10 SDRs How is this possible? 1️⃣ Lead list building - navigating the fragmented landscape: - Database tools like Apollo.io, ListKit, Skrapp.io, Prospeo, Ocean.io, Findymail simplify mining lead lists at scale - Purchasing lead lists from brokers you can then enrich with tool above and using databases like Dun & Bradstreet to find target accounts 2️⃣ Personalization and email verification: - Create waterfall cadences for contact email search and email verification with tool like Clay and FullEnrich - saving a ton of time to create clean lists to reach out to. Add your own API keys from email verifiers and other tools for ultimate workflows! - Use the same systems like Clay and their Claygent functionality to personalize your messages across platforms at scale to increase the relevancy and effectiveness of your messages. Use AI agents to do the manual work for you - scraping websites and finding vital information about companies and your prospects 3️⃣ Sending emails: - Tools like Instantly.ai and Smartlead make it simple to manage campaigns at scale, and with built in inbox warmup systems, you can monitor and ensure your deliverability stays in the 95%+ range - Bulk purchase and setup domains through systems like Mailforge - Cold Email Infrastructure 📈 - saving time on domain acquisition and setup 4️⃣ Linkedin outreach - Use Expandi.io to create outreach campaigns that mimic human-like interaction and behavior, enabling you to send personalized connection requests and lead meaningful conversations that drive sales at scale 5️⃣ Increasing the effectiveness of your cold calls - SDRs can now increase the number of daily dials by using parallel diallers like Salesfinity. - This allows your SDRs to significantly increase your daily connection rate by 3x-4x. Imagine increasing the number of people your team can speak to daily instead of wasting time on dialling numbers and waiting for someone to pick up? I personally think this is an evolution from SDR to something I would call an SSO - Sales System Operator. Bottom line - leveraging tech tools to create highly efficient outbound systems with significantly lower payroll costs. Have you already built out your tech stack for your outbound efforts? #saas #startups #growth #b2b #GTM #outbound #coldemail 🚀 Hey! I’m Fedor and I accelerate B2B startups to and beyond their first $1m ARR

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