Hans Dekker’s Post

Transcript

No, this is more or less what we're what we're going for. This is the list that or this is the criteria that I started out with. Now the first one is not that important, so I'm probably going to leave that out, but that's the easy one. Then. Ideally they would be self sourcing across different titles and struggling with their outbound process. So what that means is. A company where basically they don't really have a clear outbound process. They don't have like an SDR team or BDR reps that are doing outbound and maybe they have the head of growth, maybe even their head of marketing. Those types of people that are, you know, trying to handle outbound, they don't have a process in place and that's frustrating for them then. Ideally that targeting is also, you know, not super clear. I mean or it's really clear, but it's difficult to identify their ideal companies. So to give you an example, let's say companies that target. Companies that only have Sock 2 compliance is an example that I often use or. Companies that are targeting. Stores that have their own brand or that are selling more than 1000 different items. For example skews SKU's products. Let's open things. So it would ideally take them manual work to identify whether other companies you could fit where they need to, you know go into sales NAV and then see and think, OK, you know what, that company is a good fit because they're doing this or that that company is not. Had come between 8 and 50 usually, so you know there will be some outliers, but that's what I've determined to be most likely the best. You know the best range then ideally they're funded. Seed or maybe pre seed or Series A anything above that. Like I don't know if I didn't. So I only went with this in Apollo for the initial list. So you know I could expand on that and pull in you know series B&C maybe if you know if everything else is true, but they're they're series be that it could be that you still be good fit, but this is a good starting point. And then they don't have a VPO sales which you know sort of aligns with struggling with the process and all that and they're still self sourcing. But they do have a LES. Again, this is not a hard requirement. They put it in there which made the list that I'm working pretty small, but I think they have ages that are self sourcing. Other people in the company are looking to set appointments and that you're struggling with it. That's the list that we're building here. So I went with some some of the data points that used Apollo Apollo especially lately I have not been very impressed with their data. A lot of the data that even for most America sea level I've found to be very outdated. So that was a little bit frustrating but. I'm not going to double check everything. Just some of the things I I might be double checking so. There's an initial list, they have only 1200 companies in there and we'll be having a look at scoring those. So a lot of the things you already have, the first thing that I want to double check is. As you go to LinkedIn. And then let's find employee headcount by criteria. There we go, yeah, I got the right one. Then we can just combine because. Um, yes. So let's just go with, so I did it. They don't have any sale like VP of Sales, but I did it. They don't have any like sales role and sales with VP of Sales in this case like sales representative or business development. So no sales, no business development type roles. Those are you know the ones that we want to know again at Clays Data also isn't no isn't great these days. So there's that. But. It's like if you use Apollo then Clay, you get as close to the truth as you'll be able to get without doing a bunch of manual work or what have you. So here's this then. Nothing else really matters, and I definitely want that one. So let's run that. So that will give us that. And then I want to do the same thing pretty much. For account executives, I wanna see how many account executives they have. And to save credits, let me just only run that and I love the future only run if so but usually I like it would be this formula. Program because they only run if rowcount there is. Let's say only run EV row count. You see these live builds, they get messy. Yeah, let's so equals 0 because or is lower than one is what I sometimes do. There we go and we're on. Let's just go. Alright, is lower just to make sure it's sometimes it may not get a match or whatever and we still want to still want to run it. There we go and then we want to do that. Then for myself, just to keep things a little bit, UM, organized, well, let's just go with ground. Sales. And here row count # executives is to stay a little organized. So then that's so cute that's gonna run no sales. Like if they don't have a car. Exactly executive. I could still deliver that, like there could be a good fit. Just the score for that account will be a bit lower. But here like no sales. But they have 5 cards account executives. That also tells me they're, you know, their bTB company. They still need to determine that. So we're using AI for that. Could have done that first and save myself some credits. Um, but you know. Then again, we can also do it this way. So we'll use AI. Or let's get the. Larger companies, because this one is the ESCO description is too short. So what we'll do is add enrichment LinkedIn company. And which company And then that should be that one. And then we only want to run, only run if and then the account executives one, we only read that. So if sales count is higher than 0, we already disqualify them and then that means the only run if yeah that's just. Do it like this. It row count sales is lower than one. There we go. This works. That actually doesn't work and rule count ages is lower than one. There we go because some companies they may not have sales AE and they want to be super sure that they're BTOB companies. So then we want to enrich them. And we mostly want like we can. You don't really have to add the column. You can still reference it in, you know, in the next stage, but let's just get that in there. Then the next one will be AI. Did they change that? Could be let me see if I have that saved. Here, there we go. I don't think there is my problems though. Yeah, really really OK that works. There's not my problem though, I think, but still works probably. Let me use. Please. Open AI key because I haven't. I have a new billing model. I have an updated and then if they're paying I'm using GPT 4 where possible and then only run description length and the description length should only be there. If yes, so this works. So this like you. This works because as you can see here even though. Um. I don't know. We don't have to then say OK, this has to be a zero and this has to be higher than a Yadi. Yadi is like because we already know we're only getting description if you know that part is true. So you know we don't really have to build a big format with like 3 or 4 if then statements. So getting the scription, getting the company type and then I really want B companies that have ideally. More than zero AE, but I'll still, you know I'll still. Consider them if they have 0A's but they don't have sales and they're B company and ideally they you know they have like. They're self sourcing and they have slightly narrowed targeting so then. One other thing I want to do, and one thing that I add here is checking for demark record because one thing like 1 commonality that I noticed 2 credits. You're crazy glue. Actually knew that. I know I'm surprised there we go. So we're coming early. That I noticed is and one great thing is that OK these companies they're struggling with outbound sales and they're operates absolutely sucks. So they get really discouraged and we want to like push that pain as well if that's if that's there. And then we continue to fields and then we have to go back because we. Only run if and then. This is Go description because we already know that that has the conditional format that we need. Or in the description is not empty. There we go. Generate that for me. That looks beautiful. And then let's just. Well, there, well, there's no. For that in the demark thing. There are other solutions like free or really cheap APIs out there, Or maybe I'll do a because I never set that up because. Not lazy, but you know, maybe I'm lazy in that part, but still I never said that up. So so this here, right here, so here they found the Demark record, but for these it didn't. So that's another score for them, as if they could be a great fit. And then the how difficult their product is to sell or how difficult their target audiences to identify, right, That is something that we want to score now. That is going to be tricky, just like it's going to be tricky using AI for that.