Habib Ullah 🛡️’s Post

Many B2B executives have very little understanding of how to use #CorporateCommunications to drive business results. At best, they have some vague notion that getting media coverage, winning #awards and communicating clearly and consistently with stakeholders is a good thing. But those things (and everything else the comms team does) are only valuable if there is a clear understanding of the stakeholder perception and behavior shifts you want to drive. "They need to know we exist/how great we are" are not good enough answers. Here are the questions to ask your Sales, Customer Support, Marketing, Partner/Biz Dev and Corporate Communications teams if you want to improve the impact comms has on the business: » "What is the key means by which prospects come to understand they have a problem that we can help them solve?" » "What one thing do our prospects need to understand to help spur them to evaluate our solution?" » "What does the purchase decision making process for our prospects look like and where would we benefit most from influencing/changing that process?" » "What negative perception prevents prospects/customers from engaging more fully with us?" » "What motivates our customers to consider upgrading/expanding their relationship with us?" » "What one thing do our partners need to know to motivate them to sell our solution?" » "Who are the most trusted sources of information for each of our audiences?" Without answers to these questions, your corporate communications team is shooting blind. Corp Comm pros - What else would you add?

Vladimir Blagojević posted on LinkedIn that many GTM teams struggle with account blindness. Sales are unaware of marketing touchpoints with the target accounts, what they mean, or how to leverage it. Here's the account intelligence that should be guiding sales and marketing motions, interactions & experiences: 1. Why will these specific people, at this specific company, at this specific time, care? The answers will close the strategic sales and marketing gap. 2. What is your point of view about the prospect’s business? When selling to enterprises, you must come to every social/email/live interaction with a POV about their business. 3. What are the top-down strategic priorities that your teams need to align with? You need to know the top strategic priorities that trickle down to every department across the business. 4. How do you need to change the thoughts and ideas of your key prospects? Unless you create an a-ha moment, there is a good chance your prospect will stay stuck in status quo. Before you can sell change, you need to reframe your prospects’ thoughts and ideas. And, you need to open their mind to new ways. 5. What are the business and market conditions? You need to create the buying vision and show “why” the time to act is now and how your solution will give the prospect the competitive advantage they are looking for. 6. What is the business case for change? Where are the operational, financial, service and customer risks and what is the impact across the organization. GTM teams need to go beyond persona pain points to drive urgency, build consensus and win larger deals. 7. What are the strong-fit use cases? Each sales and marketing interaction should be intentional. You need to understand the unique role you can play in your prospects’ strategic priorities – and the specific use cases you can support. While your competitors discuss generic benefits, you can show the specific impact you can have on your prospects’ organizations. 8. How do you align with the prospect’s value-driven vision for the future? Rather than react to predefined needs which automatically results in lower deal sizes, you can partner with target accounts to map out a solution that will support BOTH current and future needs. 9. What relevant proof of success do you have? You need to uncover the stories that need to be told in content and messaging so you can make an emotional connection with the human buyers. This is only some of the questions that need to be answered with your 360 degree #accountintelligence. The more you know about your enterprise prospect, the more prepared you are to align your solutions with their unique business challenges. As most GTM teams lack account-based insights they fall back on “persona” messaging, generalized pain points, and product messaging. They continue to tell “everyone’s story” against Challenger's advice. Check out the page below for more info: https://lnkd.in/gZBjracf

If you’re struggling with cold outreach Start with this template (save this) It gets me 4 meetings every week (at least) Here's the structure it follows: 🧩 Hi {{firstName}}, Call out something that they probably think can be improved. Negative impact OR positive opportunity missed as a result of not ameliorating it. Solution to ameliorating the current state item, that the prospect wants to make “better”. {{signature}} 🧩 Why it works? → super easy read → only 54 words → 1 problem → relevant to my ICP → value based CTA It focuses on what truly matters Effective messaging (across multiple channels.) Want to see more templates like this? Let me know in the comments. 👇🏼 p.s this gets SO many replies in a multichannel campaign. ~ Helping 100+ Outbound Sales Teams Hit Their Target (with lemlist) Sales team with >5 reps? Send me a DM 🙌🏼

What’s Outdated vs. What Works Today in Sales Outdated: Relying on cold calls that often go unanswered. Pushing for a close before establishing trust. Sending generic proposals that fail to stand out. Emails that blend into the clutter and are instantly deleted. Struggling to reach decision-makers through old-school methods. Facing constant price objections. Begging for referrals rather than earning them. What Works Now: Lead with value, not just a sales pitch. Buyers want insights, not interruptions. Engage through multiple channels—social media, smart devices, and in-person connections work together. Focus on the customer’s needs and their buying motives, not just your product. Create attraction and engagement by aligning your message with the customer’s voice. Earn trust and relationships that naturally lead to referrals and long-term partnerships. The sales landscape has shifted. Are you keeping up? #salesstrategy #innovation #valuebasedselling #FunnL #growthmindset

Why Personal Branding + Cold Email should be your main sales strategy. Sales is evolving, and in today’s landscape, a strong personal brand paired with an effective cold email strategy is proving to be unbeatable. Here’s why: 1️⃣ Trust through Personal Branding: A powerful brand builds authority, making outreach feel personal and credible from the start. 2️⃣ Direct Engagement via Cold Email: With a precise, data-driven approach, cold emails get your message in front of the right people, quickly. 3️⃣ The Power of Multiplication: When prospects know your brand, each cold email packs a punch, moving people through the funnel faster. So don't just settle for one or the other, integrate both for exponential growth in your sales. How are you using your personal brand to drive sales?

Targeting the key decision-maker is crucial for your cold email campaign. If you would not message the precise one, you will lose your money invested as well as your deal. Sometimes, it is crystal clear but with large enterprises, it becomes hard things to figure it out. I am giving you three criteria on which you can evaluate the key decision-maker you should target in the company 1. Which executive controls the finance and budget for your products and services? 2. Who is the senior leader who has the ultimate authority to decide? 3. Which company executives would be most impacted by the service you offer? Always Remember one thing. Any decision-maker will only set appointments with you, if they believe they will gain value from your service. It is the job of the cold emailer to target the right decision-maker, and properly communicate the value proposition of his clients. 𝒔𝒂𝒗𝒆 𝒕𝒉𝒊𝒔 𝒑𝒐𝒔𝒕 𝒔𝒐 𝒕𝒉𝒂𝒕 𝒚𝒐𝒖 𝒄𝒂𝒏 𝒓𝒆𝒇𝒆𝒓 𝒊𝒕 𝒍𝒂𝒕𝒆𝒓 𝒂𝒏𝒅 𝒖𝒔𝒆 𝒊𝒕 𝒇𝒐𝒓 𝒚𝒐𝒖.

The 7 key pillars that make up the cold email bridge. 1. Offer Am I selling a specific end outcome that my target market wants? 2. Targeting Am I targeting the correct people with my offer? 3. Messaging Are my cold emails short, concise and focused on providing value to the prospect? 4. Deliverability Are my emails landing in the primary inbox? 5. Inbox Management Am I responding to leads as soon as possible and converting replies into actual meetings? 6. Testing Am I running enough tests in my campaign to find the best performing angles? 7. Volume Am I sending enough volume to really gain traction in my campaigns? On one side of the bridge is a business that isn’t able to consistently scale each quarter as they have no way to generate and close cold traffic. On the other side of the bridge is a business that is predictably scaling each quarter due to a high performing cold outreach system. All 7 pillars must be in place in order for your business to cross the bridge and predictably generate and close cold traffic.

Our LI Executive Branding clients often have a monster challenge: my network isn't filled with our ICP, so my posts won't matter, right? There's an easy fix to this that every leader should be employing. We'll ask to pull a record their best clients from their Insightly instance and all the key players involved in those contracts, and our content strategist will start to connect with those individuals on behalf of the exec. "Hi John! Was remiss in connecting with you sooner - would love to stay in touch here, too!" Time spent with clients is critical, and this is one super easy way you can stay front and center - your posts will create a drip campaign to them about who you are and what product releases are coming, thereby continuing to increase trust, reinforce your brand, increase opps for land/expand, and hopefully reduce churn. If you're an executive leader and you haven't taken the time to say hello on LI to the clients that love your solutions the most, that's step one. Bonus? Make this a part of your process when reps lose key deals. Those no's might not be forever - people change jobs and this gives you a killer way to take the high road and stay front/center. "Hi John! I lead the larger team that Faith Berry sits on and learned that your team opted to go in a different direction than us. I simply wanted to say thank you for the opportunity you gave our team to earn your business and wish you all the luck. Would love to stay in touch here should I ever be able to be of help to you here or otherwise." Super Bonus? Demand gen teams: drop all those closed/lost contacts in a Sales Navigator list and track job changes. When they scoot off to new gigs, pounce on that lead. Hello brand new stream of warm MQLs! #samsales #LIEB

Interesting take on increasing the use case positioning to help product positioning Robert Kaminski 🎯 lays out the approach in the article. Good read for all product leaders and executives #productmanagement #innovation #productpositioning

After a decade in sales, I've learned that mastering the art of cold emails can significantly impact success. Here are some key insights from my 10 years of experience: 1️⃣ Personalization is Key: Tailoring your message to the recipient makes a world of difference. Mention their name, role, and something specific about their company. 2️⃣ Craft a Compelling Subject Line: Your subject line is the first impression—make it count. Keep it intriguing yet concise to spark curiosity. 3️⃣ Highlight the Value Proposition: Be clear about how your product or service can solve their problems or enhance their business. Focus on benefits, not just features. 4️⃣ Keep it Brief: Busy professionals appreciate brevity. Get to the point quickly, respecting their time and attention. 5️⃣ Clear Call to Action: Always end with a straightforward, actionable request, like setting up a call or meeting. Cold emails have opened countless doors for me, leading to valuable connections and business opportunities. Let's connect and share more strategies on effective cold emailing! 🌟 #ColdEmailing #SalesStrategy #10YearsExperience #BusinessDevelopment #LeadGeneration #EmailMarketing #ProfessionalNetworking #CustomerEngagement" Feel free to share your experiences and tips in the comments! 👇