Sierra Nicole

I legitimately try to give everything Scrappy ABM does away for free. But I got asked the question, "So... how do you make money?" It's just speed and certainty. Scrappy ABM DOESN'T grow because we gatekeep a "secret sauce" We legitimately don't have one. We just sell step-by-step ABM programs. And all of our content is intended to provide step-by-step guidance on how to build ABM. So our value isn't "When you buy from us, we'll tell you our super secret approach that no one else has figured out" It's simply we do this a lot (as in actively building 8 ABM programs right now). And we can build it faster. With a higher degree of certainty that it will work. So when you buy from Scrappy ABM, you're buying speed and expertise. And it works for us because most of our buyers are podcast bingers. They are bought in on the approach. They trust us. We told them everything we would do. Before they ever engaged in a sales conversation. They just want someone to build it for them. And that's how we make money. But if you want to learn how we do everything, check out the podcast. Just steal it all. Regardless, our goal is to just convert 1% of the people we help. So if you're just here to learn, welcome to the party. What ABM challenges are you struggling with right now? P.S. Thanks to the SalesIntel.io team for having me on the B2B Pipeline Pioneers podcast. If you want to see where I'm placing my bets to grow the pipeline, check out the full episode on their site or wherever you listen to your podcasts.

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Them: Post content. Attract don’t chase. Me: Sent 150 connection req. this week to send DMs “But Lucky... they will think I’m here to just sell” Do I hate content? No Do I hate Inbound leads? Nope Do I love being known as salesy guy? Noo If you have 1500 connections and you’re “Just attracting clients” Sorry, but you don’t know how to run a business Attracting clients is amazing but First, get clients. Sending DMs is way easier when you're just starting your journey —> Open an ICP’s profile —> Scroll it for 10 minutes —> Collect 2-3 Ice breakers —> Use Ice breakers and start a chat See if they need your services. If yes - give them a free solution If not - next profile That’s it.

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SDRs in 2020: - Short-term thinkers - High volume, activity focused - Mass automated email senders - Phone bashers that ''smash KPIs'' SDRs in 2025: - Call to convert demand - Nurture prospects long term - Leverage content to get attention - Leave automated emails to robots - Use AI to do manual, repetitive tasks Everyone says ''SDR is dead''. They're right - traditional SDR is dying. SDRs + AI + Content = FUTURE. Credit: Mac Reddin 🦕 here for his network-led growth playbook. PS. Who agrees? Would love to hear ya thoughts.

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We have grown Oma's Pride by almost 40% in 10 months without spending any money. Disclaimer: “without spending any money” means I only have a 1% of revenue marketing budget. In my past I helped grow one DTC ammo company to $200M/yr without the ability to place ads on Google, Facebook, Instagram, Tik Tok, etc. I also helped build and start up a DTC ammo company from the ground up and made over $5M within the first 6 months. Before all of that I built and ran my own wedding photography company where I became one of the first wedding photographers in industry history to offer same day edit slideshows during receptions. Let’s just say my path has been anything but ordinary. Jimmy Kim said it best during our last ASOM Pod episode.. “you like working in hard industries, don’t you?” Yes, yes I do! So what’s the secret? I really wish I could tell you, but here’s what I have learned: 1) Organic social media is the most underutilized and underappreciated form of growth 99% of brands don’t take advantage of. Most spend all time, effort, and energy on paid because it’s the only thing investors or board members can track. It’s very hard to convince dumb people in suits that organic social can have a superior impact on growth. 2) Your current customers are where all the money is. 97.5% of brands (made that statistic up) don’t realize how much money they are leaving on the table with their current customer base. These are people who already love you, your product, and are currently buying from you! Get them to buy more!! Seems simple right? That’s because it is. 3) Engagement is 100x more important than impressions and views. I’ve unlocked the secret to engagement in regards to social, email, and SMS. It’s a secret I’m willing to share, just send me a DM. 4) Subscriptions and/or memberships are the key to everything. I don’t care what you sell, you have the ability to launch a subscription and/or membership. During my DTC ammo days we ripped an Amazon Prime style membership which gave customers 8% off their ammo purchases and free shipping on all their orders. It brought in tens of millions of dollars that weren’t there before. That alone paid for all employee salaries, insurance, and operating costs for the entire company. 5) Solve pain points and cut dead sku sets. Stop creating new products thinking it’ll automatically bring in more money. Solve customer pain points and cut dead sku sets first. I can keep going on and on here (maybe I’ll do a blog article in more detail), but I’ll leave you with this: Stop over complicating growth plans. Be authentic, trust organic media and content, focus on engagement and not views, squeeze your current customers (respectfully), create a subscription and/or membership, and solve pain points! That’s all I have for now, I gotta go. The Door Dash Driver just called and he can’t find my house 🙄

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🌟 They've been gatekeeping... I have realized Utah Business offers *way more* than just a Magazine. Here is how comprehensive they are and want to be a resource for EVERY business in Utah. 👤 Get in Front of Decision Makers - Print & Digital Ads: Reach Utah’s top executives with ad placements in our magazine and online - Roundtable Features: Join exclusive discussions featured in our magazine or digital channels, alongside Utah’s top experts - Brandview Articles: Be featured on KSL or Deseret News to expand your reach - Utah-Based Talk Shows: Get featured on local talk shows to boost awareness 🎉 Network & Sponsor Events - Over 40 Events Annually: Connect with Utah's business community through award ceremonies, networking events, and more - Event Sponsorships: Showcase your brand with sponsorships or booths at events - Merit-Based Awards: Our awardees are chosen based on achievement, making sponsorships genuine opportunities - Host Roundtables: Participate in private discussions featured in our magazine or online - Sponsor Founder Fridays: Promote your brand at these *free* monthly events, engaging entrepreneurs directly (you should come!) 📈 Full-Scale Ad Agency Services - SEO: Boost search visibility - Google & Social Media Ads: Run targeted campaigns on Google, Facebook, and LinkedIn - Geofencing: Target customers based on location - Retargeting Ads: Stay top of mind with potential customers - Billboard, Movie Theater, & Outdoor Ads: High-impact visual advertising across Utah - Direct Mail Campaigns: Cost-effective mail campaigns with our economies of scale - Email Marketing: Personalized campaigns that drive engagement - Website Design: Refresh your site for better conversions - Social Media Management: Full-service content creation, engagement, and growth - Programmatic & Streaming Audio Ads: Reach audiences on TV, OTT, and streaming services - PR Collaboration: Integrated campaigns with PR firms 📰 Newsletter Features Your brand can be featured in top Utah newsletters: - UB - Real Estate Weekly - UB - UB Daily - Utah Policy - Utah Today - Utah Today - JOBS - Ute Insider - InDepth - Jazz Insiders - On the Trail - Sports Edition - State of Faith - Therefore, What? - Afternoon Edition - Arts & Entertainment - Churchbeat - Church News em Portugues - Church News en Español - Church News Today - Church News Weekly - Cougar Insiders 👉 They offer a Free SEO Check too. I can legit run one for you just message me 📍Serving All Sectors Business Owners, Non-Profits (they get a discount), Political Campaigns, & More: We love a challenge, so try us 🧐 --- 💬 Lot's of times people simply don't know all that they could have access to! So, if there is something I can help with, let me know!

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📨 Not Landing in the Primary Inbox? Cold email deliverability is everything. If you’re not landing in primary, it’s time to rethink: ✅ Use multiple inboxes (warmed for 2 weeks). ✅ Diversify with generic domains. Example: cleaningpros dot com. ✅ Split-test offers, not just subject lines. Combine cold email with Facebook retargeting. Prospects who don’t reply to your email may respond to an ad. Dual-channel = higher conversions.

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Send your SDR’s to events. This past week Brittany Moore and I got to attend a healthcare event in Dallas. We got to have a ton of in depth conversations with our ICP all day long and learned ALOT. SDR’s kick ass at events because: 1. They will talk to anyone, not just their specific accounts. Brittany doesn’t care if it’s not her account she just wants to generate leads. 2. They are proactive at initiating conversations, especially if you are not a household name..some people may not just stop by so you need to engage them. 3. They know enough to have in depth conversations but also keep it high level where it makes sense to set up follow up calls. 4. They are organized at capturing notes from these conversations. 5. They are great at following up with these leads. If you’re not sending at least 1 SDR to each in person event your missing out.

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Most SDRs suck at LinkedIn follow-up. Imagine this... You do your research. You write a great message. No response. How do you follow up without being annoying? Consider ''Labeling'': Labeling = making a guess why the prospect didn't respond. The best bit about it? If you guess wrong, the prospect will correct you. Why? People LOVE correcting other people. Here are a few examples of how you can use labelling on LinkedIn: "𝗜𝘁 𝘀𝗲𝗲𝗺𝘀 𝗹𝗶𝗸𝗲 𝗺𝘆 𝘁𝗶𝗺𝗶𝗻𝗴 𝗶𝘀 𝗼𝗳𝗳." "𝗜𝘁 𝘀𝗲𝗲𝗺𝘀 𝗹𝗶𝗸𝗲 𝘆𝗼𝘂'𝗿𝗲 𝘁𝗵𝗲 𝘄𝗿𝗼𝗻𝗴 𝗽𝗲𝗿𝘀𝗼𝗻." "𝗟𝗼𝗼𝗸𝘀 𝗹𝗶𝗸𝗲 𝗜'𝗺 𝗼𝗳𝗳 𝘄𝗶𝘁𝗵 𝗺𝘆 𝗮𝘀𝘀𝘂𝗺𝗽𝘁𝗶𝗼𝗻'' "𝗜𝘁 𝘀𝗲𝗲𝗺𝘀 𝗹𝗶𝗸𝗲 𝘁𝗵𝗲 𝘃𝗮𝗹𝘂𝗲 𝗶𝘀𝗻'𝘁 𝘁𝗵𝗲𝗿𝗲 𝗳𝗼𝗿 𝘆𝗼𝘂." “𝗜𝘁 𝗳𝗲𝗲𝗹𝘀 𝗹𝗶𝗸𝗲 𝘆𝗼𝘂’𝗿𝗲 𝗵𝗮𝗽𝗽𝘆 𝘄𝗶𝘁𝗵 𝘄𝗵𝗮𝘁 𝘆𝗼𝘂 𝗵𝗮𝘃𝗲." If you'd like to learn to DM on Linkedin like a pro, register for my 1hr class here: https://lnkd.in/ePbikNGd Follow-up isn't just doing it. It's HOW you do it. PS. I stole Labelling from Chris Voss (obvs).

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How To Make Your First $10K Selling AI To Businesses Here's 3 steps to help you unlock your first $10K ⤵️ (many overcomplicate this by the way) Pro Tip: When you are selling AI ❌ Stop selling the "tools" ✅ Start selling the ROI ☑️ Outcomes > Features Sell High-Ticket Selling low-ticket items requires high volume and better skills. Instead, of starting with low ticket: → e-books → on-demand courses → memberships Create your high ticket offers first i.e. $3k - $5k or more You'll only need 2-3 clients a month To hit your $10k goal Okay, so how do you do that? 1. Create Your High Ticket Offer Understand what you’re selling. If it's AI (like voice AI) you can charge more. Because of the outcome it can provide And it's definitely possible. We have sold voice AI packages for $20k+ paid in full(and some include 20-50% revenue shares!) But one important principle behind this You gotta get good at providing results. Which brings me to step 2 ⤵️ 2. Improve Your Skills To Increase Your Pricing You can't ask for $20k and provide $1k work ethic (or skills) (We didn’t start at $20K either) We began lower and worked our way up. We started at: → $3k → $5k → $10k → $20k and it goes up from there We had to go through a gradual growth We didn't just wake up one day and generate $10k We had to work.(And we worked hard) Lots of sacrifice. Lots of sleepless nights. Lots of investments. Lots of failures. 100s of NOs. Each time improving. Getting better at our skills. Getting better with our processes. Getting better at providing results. So get really good at providing results. Step 3 ⤵️ 3. Land Your First Client In order to get to $10k/mo You need to start by landing one client first It all starts with landing that first client Then you'll need to figure out What exactly you’ll do for them And how to get them results Focus on 1. All it takes is 1. To get you closer To your second. And then third. And so on. Even if you start with lower rates in the beginning Lower is better than free So you can EARN WHILE YOU LEARN Let's recap: Master These 4 Steps: 1. Sell A High Ticket Offer 2. Sharpen Your Skills 3. Land Your First Client 4. Get Good At Providing Results Rinse. Repeat. ----- p.s. I put together a google doc with some ChatGPT prompts to help you: 1. Brainstorm some offer ideas 2. Figure out who is the ideal client for that offer 3. Get some pricing ideasWant the "google doc" with the ChatGPT Prompts? Comment below "send me the chatgpt prompts please" And we'll send it over asap p.p.s. launch your ai agency bootcamp coming soon. stay tuned. ---- Found this helpful? 🤩 Follow Chase Fowler and Isabella Bedoya 💬 Drop a comment or question for us to answer ♻️ Repost and share with others trying to sell AI

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What's the fastest way for a D2C brand to go from $500k to $1M in sales? Figure out who your ICP is and double down. Here's how I help clients do this... 1. Identify who your highest-value customers are. Look at their AOV and LTV and build your list. You can pull this right out of Shopify. 2. Email these people and ask for a quick 5-10 minute phone call (you can even do a VideoAsk interview). 3. Find out who they are, what makes them tick, what they value, how they describe their problems, how they use the internet to research and make purchase decisions, etc. 4. Revise your website copy, ad copy, creative, email copy, etc. to speak to these people. This is just as much about repelling the wrong customers (single-time buyers looking for deep discounts) as it is about bringing in the right customers. 5. Start marketing to your refined audience. 6. Watch your sales grow faster than ever.

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Stop guessing: This is how top B2B CEOs build authority and grow channel revenue growth. This is the secret sauce to a LinkedIn content strategy that works in driving demand to your pipeline. AND the reason you have either an 𝗮𝗺𝗮𝘁𝗲𝘂𝗿 or 𝗲𝗹𝗶𝘁𝗲 strategy is...𝘆𝗼𝘂𝗿 𝘁𝗲𝗮𝗺. Here's the thing... Every successful £5m+ ARR B2B CEO and/or CMO I've spoken to has an elite team. These teams share three key roles: 1. 𝗧𝗵𝗲 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝘀𝘁: This is your head of marketing, content or growth. They lead the narrative, ensuring all pieces fit perfectly. They're the playmaker. 2. 𝗧𝗵𝗲 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 𝗖𝗵𝗮𝗺𝗽𝗶𝗼𝗻: Often the CEO or founder, they are the face of the content. They build authority by sharing insights and engaging with the audience. 3. 𝗧𝗵𝗲 𝗣𝗿𝗼𝗱𝘂𝗰𝗲𝗿: This person supports the team by crafting content. They might be a copywriter, video producer, or audio editor. As your strategy grows, this role may split into more specialised functions. But here's the real magic... It's not just about having these roles. It's about how they work together to drive revenue and own the market. It takes a minimum of 3 team members, have you got these all star players? ------------------------------------------- This is VIDEO 22 of The LinkedIn™ Shake 🚀 I am on a mission to create the largest free video asset library on LinkedIn GTM tactics & strategy. ↳ go to our website or The LinkedIn™ Shake for more like this. ♻️ REPOST if you enjoyed this video 🔔 Don't forget to follow me James Farnfield and keep an eye out for my daily posts (08:40am UK TIME).

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Most agencies have no sales etiquette… They ignore the 1 thing they must do to scale to 8 figures ⬇️ You don’t need expensive sales teams. You don’t need to spam potential clients. You don’t need 30 burner email domains. You just need to consult people before they’re clients. Stop gatekeeping information. Give it to them for free. This strategy has helped us sign clients like: Iman Gadzhi Mike Thurston Grace Beverley Chris Williamson When you pitch prospects, tell them exactly what to: Fix  Change Improve Then, show them how you’ll do it for them. If you give away massive value for free… They immediately see you as an expert. It’s impossible for you to lose if you consult. ps. Want my full Hot Outreach process? - Like + Comment ‘GROW’ - Connect Shan Hanif I’ll send it to you.

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New SDRs/AEs, document your wins immediately! I know, it feels like you’ll remember later. You won’t. Were you top performer two months in a row? $x of pipeline generated in one quarter? Most calls made in a month? Big name logos converted? Revenue closed? Write these stats down, you’ll want them later when applying for a promotion or another job. These are what make your resume sing and your application stand out. I’ve lost track of hundreds of stats like these from my early career and I can never get them back. So have most of my peers. So make a new doc or go buy a little black notebook and note this stuff down as it happens. I promise that your future self will be grateful!

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Prospects won't buy from you because of your professional looking background or because you gave them free value on the call. They buy from you based on how many times you've gotten other businesses a ROI + how fast and well you can do it for them.

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Most outbound sales teams just need 3 steps to start booking 2-4 new meetings a month per rep 1. Add a good profile picture + benefit driven headline to each rep 2. Max out connections sent per week through sales nav. Target 150. 3. Send DMs or videos to every prospect that accepts connections That's it Track connections sent Add prospects who accept you connects to a sequence And track connections sent, accepted, meetings booked every week With halfway decent messaging you'll land 2-4 meetings a week per rep

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Here’s how to recover $50,000 - $500,000 in lost sales each year with email: Did you know that over 70% of shoppers abandon their purchases? And if they’re using a mobile device, it’s even higher. Worse yet? They probably didn’t abandon their purchase because of your product. Life is full of distractions: • Crying baby • Phone notifications • Something on the TV • Gotta end my work break • and so on... Most buyers fail to complete their purchase because of outside distractions. Which makes their abandonment even worse. Because if they weren’t distracted, they would have purchased! Thankfully, we can get them back. Now… I know what you’re thinking – “Daniel, I’m familiar with abandoned cart flows.” Sure – but are you squeezing all the potential out of them? Most agencies will create one abandonment flow with 3 emails, and call it a day. Wait… isn't that enough? Oh, I thought that if that agency (or my in-house marketer) follows the Klaviyo template, it's all we need. Wait, no?? In fact, that’s the opposite of maximizing your flow's full potential. A simplistic and templated approach, which many brands take, unfortunately, just doesn't cut it in 2024. You need multiple abandonment flows depending on certain segmentation markers like the point of abandonment and prior purchase history. Taking things even further, each flow should contain ~5 emails. Does that seem too excessive? Here’s why it isn’t 👇 The first email is a gentle reminder. The second email is a small discount. The third email creates urgency about the discount. The fourth email contains social proof to push them over the edge. The fifth email is their last chance with added urgency. Each of these emails addresses a different objection to their abandonment. Did they simply forget to purchase? Was it a tad too expensive for them? Are they waiting to buy it another day? Are they unsure of the product's effectiveness? This way, your flows hit each legitimate reason for not purchasing. And the sales conversion rates speak for themselves. Here’s a screenshot of this flow’s performance for one of our DTC clients. Each email brings in consistent sales with no diminishing returns. Would you like us to net you an additional $50,000 - $500,000 per year in salvaged sales? Send me a connection request to get started.

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EXACTLY how to book 10+ Demos every month without hiring a BDR for $50k Base Salary Full step-by-step GAMEPLAN from SCRATCH Booking 10+ Demos every month without hiring an in-house BDR might sound unrealistic But it all comes down to numbers Let’s assume a 1% Booking Rate 100 Companies contacted = 1 Demo 100 x 10 = 1000 Companies contacted = 10 Demos To book 10 Demos, all it takes is to reach out to 100 Companies Step 1: Technical Setup Buy 10+ Secondary Domains (trycompanyname, yourcompanyname etc.) Add site forwarding to your main domain Buy 20+ email addresses (2 emails per domain) Setup SMTP, DKIM, DMARK, SPF Connect emails to Instantly Setup custom tracking domain Warm up the emails for 2 weeks Step 2: Market Research Market research is the cornerstone not only of cold outreach but of the entire business. This is where to want to invest the majority of your time -What is something that will make their lives easier? -What jargon and terminology do they use? -What are some of their limiting beliefs? -What keeps them awake at night? Step 3: Offer Creation You can write the most beautiful emails but nobody will reply if they don’t want what you’re offering. On the other hand, you can get away with a lot of things if your offer is on point. A good offer consist of four parts: - Dream Outcome - Least effort from their side  - The frame to achieve those results - Perceived likelihood of achievement Step 4: List Building To personalize your emails at scale, you need segmentation Use tools like Apollo or Zoominfo and filter down your list based on: -Industry -Location -Company Size -Title of the person To take this even further, use event-based triggers -Hiring for a specific position -Headcount Growth -Product launch -Recent funding The more effort you invest, the greater the results you achieve. Step 5: Email Copywriting It’s the most overrated part of the campaign, if you followed all the steps above correctly, all you have to do is follow a 4 line structure: 1st line: Where did you find them? 2nd line Who are you and what do you do? 3rd line: How can you help them (offer) and why should they trust you (social proof)? 4th:line What should they do next (CTA)? Make it short, easy to read and follow up 3-4 times Step 6: Inbox Management The speed of your reply dictates the number of meetings you book The secret is to reply in under 10 mins if possible and no later than 2 hours at worst One of the easiest way to do is prepare for the 3 most common replies: - What is the price? - Colleague referral - Send me more info Step 7: Pre-call sequence There are two advantages of having a pre-call sequence: -Improves the show-up rate -Makes the sales call easier to close Pre-call sequence 101: -Have a 24 hours & 2 hours reminder  -Use your offer as the name of the event -Make content around potential objections and include that in the reminder emails

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Acquisition > conversion. 👇👇👇👇👇 "Pleasantly surprised you didn't hard sell me. Now that I think about it...you haven't really soft sold me either. You haven't mentioned agencies at all" Had coffee with someone who came to my last Marketing Leaders Dinner, yesterday. We didn't get a chance to chat too much at dinner. So, I invited him to coffee. That comment he made, is how I've grown YouShouldTalkTo to what it is today. I have the luxury of being able to think long term > short term. When you think like that, sales and life is all about acquisition, not conversion. Not acquisition, how you may be thinking about it though. All I really care about is acquiring people into my world, my eco system. People who know what I do. People who like me. People who trust me. People who care about my success. That's it. Do that, and good things seem to happen. At least for me. But, you have to actually buy into it and be ruthless with it. You can't think 'ok, we've had 2 coffee meetings now, WHERE IS THE MONEY" If a deal, business, money, whatever, is supposed to come...it will. And, if it's not meant to be, it won't. If you think like this, sales/life becomes a lot easier and less stressful. If you don't work for yourself -- the key is to find leadership that thinks like this and enables you to think long term v short term too.

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