Evan Dunn’s Post

When it comes to top-of-funnel performance, especially outbound pipeline generation, you've gotta get a lot of things right. Are you focused on the right segments of accounts? Are you targeting the right combination of personas? Are you delivering compelling, persona-differentiated messaging? Are you engaging prospects at the right time, in the right channels? In the right quantities, at the right pace? Are you properly nurturing and reengaging? Are you monitoring sequence performance, enforcing proper sequence governance, and driving continuous improvement through testing and optimization? Are you sure about all of that? Or are the systems, processes, workflows, data, and people that comprise your revenue engine something of a mystery? How are the one or two revenue operations folks who've been tasked with juggling all those fire sticks making out? You're not alone. I've worked with hundreds of revenue organizations over the past 7 years, and even though no two tech stacks are alike (or so it seems), they all have something in common: None have a single-pane-of-glass view - OneView - of the whole revenue engine: a place from which to monitor performance, enforce policy compliance, deliver timely interventions, and drive continuous optimization. So, we built it. Are building it. Point is, it's alive, and our first customers have turned on the lights and are poking around under the hood, some for the first time. We're not yet ready to swing the doors wide open, but I'm reaching out this week to folks who we think might like to have a look around. At this early stage, we're laser focused on the problem of building outbound pipeline. If that's something you've prioritized for 2025, maybe we should talk. Remington Rawlings and the team have some things to show you. #outbound #prospecting #icantfeelmylegs #omgomgomg

"My advice? Adopt the tools that enable go-to-market teams to create, deepen and leverage relationships. Forgo the outreach auto spam stuff because no credible data has ever proven that a high volume of messages equates to a high-quality pipeline." #sales #salestech #revenue #aiandbusiness

Cadence matters. It doesn't matter what type of campaign it is—whether inbound or outbound. You need to ensure you have the right process for follow-up. Here are some interesting statistics: 80% of inbound leads engage between the 9th and 13th touch points. Yet, most sales teams give up after just two attempts. Now, here is some data from a live campaign: 530 Leads 29% Conversion The data shows that many of the leads interact after the third outreach cluster. The best-performing channel for this campaign has been SMS, where the response rate is over 25%. Now I am not saying you need to follow this structure. The best structure is the one you test and define is right for your lead profile.

If you lead sales at a startup, be prepared to: -do the cold outreach (and get no response) -track all communications (without a CRM) -make connections (that aren’t obviously relevant) -do market sizing analysis and competitive research (without data subscriptions) -make recommendations on pricing (with no knowledge of competitors) -develop ideal customer profiles (before ever making a sale) You’ll go deep on strategy, and get dirty on execution.

Reply just released a BIG update and here's why I'm excited about it ⬇ So Reply just released unlimited mailboxes to compete in the space currently dominated by Smartlead and Instantly. This means you can hook up unlimited email accounts all under one user license. This is the most scalable form of outbound. What separates Reply from Instantly and Smartlead is that it was built as a multi-channel engagement tool. They have a built-in dialer, LinkedIn automation, SMS and WhatsApp as well as a bunch of other features. Now you can run high volume email campaigns alongside multi-channel outreach, all from the same tool. Send your top 10% warmest leads to multi-channel and the remaining 90% to an infinitely scalable email channel to make up volume. Reply has an API so you can build all your campaigns from within Clay, use formulas to score leads, and push to different campaigns based on the score. We have built cold email + multi-channel systems previously using a mix of tools and automations so extremely curious to see if Reply can handle it all in one. We'll be testing a bunch over the next few months - more to come! P.S. This featured in the StackOptimise weekly newsletter - subscribe here to make sure you never miss a sales-tech update: https://lnkd.in/e27c5naV #salestech

What was it like to be in Edison’s lab during the creation of the lightbulb? Brad Rosen, President of Sales Assembly, experienced a modern-day parallel in the world of B2B SaaS intent data (rumor has it, Walter Isaacson is tracking this story). As a GTM executive at G2, Brad faced the question: “How are you going to build this business?” One of his team's solutions was to pioneer intent data. It all began with a buyer-first mentality: “A lot of people don’t want to submit leads—for obvious reasons. They don’t want to deal with endless calls and emails from sales teams, and many simply aren’t ready to engage yet. So, we thought: what if we could just identify who’s visiting your page?” G2 embraced this idea, and the world of intent data has exploded. Where is it today? Brad highlights two major challenges: 1. Mapping intent to the buying journey: Intent could range from casually browsing software to urgently needing a solution. But how do you gauge exactly where a buyer is in that process? 2. Do buyers want you to know their activity? Sales & marketing teams need to gather enough context to appropriately engage buyers no matter what stage of the funnel they’re in. But do buyers actually want you to have this information? What other challenges are you facing with intent data?

I've known Mark Kosoglow for nearly 10 years. His tenacity and success in building sales teams and expertise in prospecting have always been admirable. Recently, Mark shared his narrative of "The Great Ignore" with me, and it totally resonated. Many of us, including myself, get inundated with prospecting emails, calls, and LinkedIn messages. It's not only impossible to keep up but often a waste of time. While there are great examples of effective prospecting, too many miss the mark. These efforts fall short because they lack relevance, uniqueness, engagement, personalization, boldness, understanding of the recipient's business or role, and fail to demonstrate value. Mark's vision for Operator.ai immediately caught my attention. They are working on reimagining how GTM teams connect with buyers, addressing a critical need in the market. I encourage you to check them out at Operator.ai, sign up for the waitlist, and witness the creation of something extraordinary in real-time. www.operator.ai

𝐀𝐫𝐞 𝐲𝐨𝐮 𝐬𝐭𝐫𝐮𝐠𝐠𝐥𝐢𝐧𝐠 𝐭𝐨 𝐦𝐞𝐞𝐭 𝐲𝐨𝐮𝐫 𝐪𝐮𝐚𝐫𝐭𝐞𝐫𝐥𝐲 𝐬𝐚𝐥𝐞𝐬 𝐭𝐚𝐫𝐠𝐞𝐭𝐬 🥺? Many businesses that still use old school tactics face this uphill battle. What will surprise you though, is just how "outdated" most customer acquisition strategies have become these last 2 years 🦕. No need to argue, really. If your CAC keeps going up and your ROI keeps going down, chances are, you turned "old school" without even realizing it 👴🏻. Big Data, Ai assisted, targeted approaches can increase your lead conversion rates significantly, but software alone will only get you so far 🚨. At MarketJoy, we combine cutting edge tech with teams of human researchers specialized in crafting customized lead generation strategies that align with your unique business needs. Our methods are not just effective; they're guaranteed. Check what hundreds of satisfied customers have to say here: https://lnkd.in/gFPj3Swf No more guesswork or wasted budgets on ineffective marketing tactics. Contact us today and see the difference by this quarter's end! 

This week, I wrote a blog for UserGems 💎 about the future of sales: signal-based selling. Partnerships like UserGems + Salesloft are making signal-to-action sales workflows more efficient and more effective than ever. What do you think? Are sales teams ready for signal-based selling?

How I Book Sales Calls and Sign Clients with Precision “15 sales calls and 5 signed clients from outreach in 1 month.” Here’s how I did it → A month ago, I joined forces with an innovative SaaS company. My goal? Prospect, book calls, and sign clients, and here’s the result: 15 sales calls booked from outreach 5 clients signed within 30 days But it’s more than just outreach. I’ve been refining the system to scale, helping our sales and marketing team prepare for consistent growth. Now, we’re developing processes to ensure we hit $50k/month, predictably. What’s coming next from me: How to pinpoint your ICP as a sales/marketing leader Tactics to start genuine conversations with potential clients Ways to consistently book qualified calls Converting those calls into revenue It’s been an exciting journey, and I’m just getting started. Stay tuned for more insights to help your team grow 🚀