Jason Bay’s Post

In August, we generated $1.16M in qualified pipeline with cold outbound and only 2 reps. Here's our brand new outbound sales playbook (and the 8-day sequence and scripts we use to book 15 meetings a week): BACKGROUND: In August, I outlined a few changes we were making to HockeyStack's GTM. - Kill Every Program Not Generating Enough Pipeline - Make Pipeline Generation a Team Sport - Set Up Our First Cold Outbound Program Now, the results are in... Despite what the haters say on Linkedin, outbound is FAR FROM dead. We hit a NEW PIPELINE RECORD in August. 25% more pipeline than our previous best month. And a HUGE part of that was our new cold outbound program. Here's our playbook (and what you need in place first to get it right): 1. Ruthlessly Tier Accounts First, Alex Choi analyzed our customer base and the best-fit opportunities. He found firmographic and technology patterns. We then tiered accounts based on this, and we are spending +50% of our time on our GOLDEN TIER. No magic technology with promises of infinite scale (we know our TAM isn’t limitless). Just ruthless focus on accounts we have high confidence HockeyStack can help. 2. Be Fearless on the Phones The script took a ton of iteration, but it was well worth it. Devan Joseph averages 2 qualified meetings per day using cold calls. He's a rockstar. YES, the phone still works. And YES, sometimes we piss off people. But we still book a ton of meetings (get a copy below). 3. Use our Executive LinkedIn profiles We connect with almost everyone we reach out to using exec profiles. Even though it might not be the best time to evaluate HockeyStack, they start seeing our posts every day and when they reach a critical mass of engagement, we reach out to start a conversation. Here's what we needed in place to make this work: 1. Brand Presence When HockeyStack was unknown, I’ve sent THOUSANDS of emails and booked 0 meetings. Now, most people say “I know you from somewhere” when we email or call them. It's easier said than done, but BRAND (aka being well known) is the ultimate outbound accelerant. 2. A Burning Need Tied to ROI If your prospects aren’t saying “THIS IS A PROBLEM FOR US RIGHT NOW” 99% of the time after you pitch them, you need to pivot. The perfect playbook, scripts, sequences, 100s of SDRs, and millions in marketing spend won’t fix this 3. Strong Multi-Channel I'm not just talking about from an outbound perspective (send them an email, call them, and connect with them on Linkedin, etc). But overall sales + marketing alignment. It goes back to point #1. They need to know your name before you show up. Use emails, LI ads, content, social, events, billboards, video, etc. That's the only way they'll remember you, let alone trust you. If you want our exact outbound sequence and the call script, like this post and comment OUTBOUND below. I'll send it to you.

The LinkedIn Connections & Demo Requests - Keep coming👉 Sadly after 🙊 Client Pulls the Plug No patience and Zero understanding of how B2B Sales Process works! A Condensed Excel Sheet (bottom) - and some notes about my proven process for connecting on LinkedIn and how to create a Sustainable Sales Pipeline! 💵💰 In 2 Months I reached out to (Cold) over 400 to 500 key Decision Makers & Stakeholders for a Client with a Sustainability Platform geared to larger Enterprise Brands with Complex worldwide Supply Chains. The Client's SaaS (Technology/Platform) is a Complex Sales Process- Anything B2B outside of a Bot Sale is going to be a Complex Sales Process! 🚀Using LinkedIn Sales Navigator via Direct Messaging & LinkedIn Connect Request- Is a Viable list of over 100 “likely” Contacts in my Viable Sales Pipeline.   Orange/Adobe Rows- Highlighted to Indicate Connection Request came back as a Connection.  I prefer to use (free) basic LinkedIn to Secure Connect request for initial outreach.  I save In-mail for more in depth explaining product or links to content if relevant to either experience or Title.  Return rate is usually 25% 💪 for Connections turned into Connected! Yellow Row- Demo or Additional Information in order to secure a Demo. Blue Rows- Connection has moved to a New Org- or Role within Company but has indicated willingness to Start New or be a Key Stakeholder or Influencer in Current Outreach Results_ 🥂 Yellow is a Direct returned In-mail asking  for more information and desire to speak and/or demo or both. The Whole Process of building Sustainability in Sales and Lead Generation distilled to a process consist mainly of these Four Areas: 1st – Get Connected. LinkedIn Connect request is powerful if used correctly. I believe in being brutally blunt in the ask- Ask a question in the ask- does this product have any interest to you or use? 2- Build Trust- You do this by letting the Lead rest- Don't piss them off pummeling them with Content they haven't asked for! You may ask for validation to get confirmation of Product or Service value- If they no see Value- Thank them for their Honesty- This helps build Trust- They will remember you when you circle back to them ♻ -one of you or both-after 3.5 years will be (75% probability) in a new role with a new Org. 3- Deepen the Relationship- if they ask for more information or Data- Get it back to them. Don’t push to Demo- but Ask for more information and clarity about the Meta status of the Product and the perceived value of the Product- If there is Value the Demo will be done! 4-🕕 You have No Control over the time frame (Customer does) but you Can Control Your Process. With Early or really (any) Stage Co- Sales Success is a Patience game!

🚨 𝐒𝐞𝐫𝐢𝐞𝐬 𝐀𝐥𝐞𝐫𝐭: 𝐔𝐧𝐜𝐨𝐯𝐞𝐫𝐢𝐧𝐠 𝐋𝐞𝐚𝐝 𝐒𝐨𝐮𝐫𝐜𝐢𝐧𝐠 𝐂𝐡𝐚𝐧𝐧𝐞𝐥𝐬 𝐟𝐨𝐫 𝐁𝟐𝐁 𝐒𝐚𝐚𝐒!💡 We spent the last few weeks deep-diving into the nuances of how different sourcing channels are yielding results for B2B SaaS companies specifically selling in the US. We'll be distilling our learnings in a series of posts. 🎯 𝐎𝐛𝐣𝐞𝐜𝐭𝐢𝐯𝐞: To source high buying-intent leads who want to BUY and want to BUY NOW. ⛳ 𝐄𝐧𝐝 𝐆𝐨𝐚𝐥: To understand & find the right lead-sourcing channel that works best for your company and direct your investments accordingly. Here's a sneak peek at what's coming up: 1️⃣ 𝐂𝐨𝐥𝐝 𝐂𝐚𝐥𝐥𝐢𝐧𝐠: Once a staple in sales, cold calling is a huge challenge today. We'll explore its effectiveness and why a majority of the sales reps are not getting the desired results. 2️⃣ 𝐄𝐦𝐚𝐢𝐥𝐬: Emails remain a powerful tool for establishing a connection with prospects. We'll discuss how to stand out in a crowded inbox, leveraging personalization, and establishing trust. 3️⃣ 𝐋𝐢𝐧𝐤𝐞𝐝𝐈𝐧: LinkedIn provides an advantage by putting a face to your name and helping you build personal credibility. We'll share strategies to enhance your LinkedIn outbound sales motion. 4️⃣ 𝐄𝐯𝐞𝐧𝐭𝐬: Event-led growth requires significant investment but can yield substantial rewards. We'll highlight the benefits, challenges, and tips for making the most of your event participation. 5️⃣ 𝐑𝐞𝐟𝐞𝐫𝐫𝐚𝐥𝐬: Referrals have proved to be beneficial but it takes time to build that credibility to source references. 🤝 Join me as we explore each of these lead-sourcing channels in detail, sharing insights and best practices to help you optimize your lead-generation efforts. Stay tuned for upcoming posts, and let’s unlock the potential of these lead-sourcing strategies together! 🌟 𝑃.𝑆. 𝑊𝑒’𝑙𝑙 𝑙𝑎𝑟𝑔𝑒𝑙𝑦 𝑓𝑜𝑐𝑢𝑠 𝑜𝑛 𝑠𝑒𝑙𝑙𝑖𝑛𝑔 𝑆𝑎𝑎𝑆 𝑖𝑛 𝑡ℎ𝑒 𝑈𝑆 🇺🇸 𝑚𝑎𝑟𝑘𝑒𝑡, ℎ𝑜𝑤𝑒𝑣𝑒𝑟 𝑡ℎ𝑒 𝑠𝑡𝑟𝑎𝑡𝑒𝑔𝑖𝑒𝑠 𝑐𝑎𝑛 𝑏𝑒 𝑎𝑝𝑝𝑙𝑖𝑒𝑑 𝑖𝑛 𝑔𝑒𝑛𝑒𝑟𝑎𝑙 𝑎𝑠 𝑤𝑒𝑙𝑙. #UncoverB2B #SaaS #LeadGeneration #SalesStrategy #ColdCalling #EmailMarketing #LinkedInSales #EventMarketing #Referrals

Solid perspective from Jake Dunlap! Just because you own a sledgehammer doesn't mean you should use it to hang pictures on the wall. From what I see, most tech companies are leveraging sales tools to automate suboptimal processes because they incorrectly believe that more equals better... If you're a C-Level at an underperforming company, ping me to find out the root causes of your sales underperformance. The answers will surprise you.

🔗 Leveraging LinkedIn for Sourcing Qualified Leads 🔗 LinkedIn is an incredibly effective channel for lead sourcing but needs consistent efforts and discipline to build an engaged audience. 📌 Pros 1️⃣ Puts a face to the name: Improves effectiveness of your outreach by letting prospects see who you are. 2️⃣ Establishes credibility: Showcases your background and professional journey. 3️⃣ Personal Brand Elevates: You as an individual are as crucial as the company you represent. For early-stage founders, personal credibility builds initial trust with buyers. Connection acceptance rates are generally higher. Typically varies between 40-70% based on your approach. However, the efforts are futile without converting these interactions into discovery meetings.😢 Here are 5 things to keep in mind for improving the effectiveness of your LinkedIn outreach motion in Sales Prospecting: 1) Don’t rush 🏃♂️: Don’t just send a message selling your services right after your request gets accepted. 2) Engagement 🙇♀️: Interact with your prospects' content before reaching out. Like, comment, and share their posts to build rapport. 3) Personalization 👥: Tailor your messages for each prospect. Reference their achievements, industry news, or common connections to make your outreach relevant. Relevance is your golden key to unlocking new doors. 🔑 4) Positioning 🎯: Clearly articulate who you are and what you offer. Make your profile compelling and reflective of your expertise. 5)Value-Driven Outreach 🚀: Focus on how you can solve their problems rather than pushing your product. Offer insights, share valuable resources, and demonstrate understanding of their challenges. 💡Pro tip Answer this first: What’s in it for them to respond to you? 🤔 What else would you like to add? Comment below. #UncoverB2B #SalesProspecting #LeadGeneration #LinkedIn #B2B #SaaS ================================================ 📚 P.S. This post is part of a series "Uncovering Lead Sourcing Channels for B2B SaaS". If you wish to dive deeper into the details and learn more about different lead-sourcing strategies to supercharge your sales funnel with qualified leads check out our resource center on the link below. https://lnkd.in/gBRRsHpu

I’ve been here on LinkedIn for over 3 years, running Delta Lead for almost 2... And I’ve never properly introduced myself… I’m Garrett Miller, a 27 year old husband and girl dad with a passion for sales and marketing. Born & raised in College Station, Texas (Gig'em) and made the small trip to Houston! This is my story so far... Phase 1: 2020: Graduated from Texas A&M during Covid, and worked at a wine bar for my last couple years! Then I started my first job cold calling. 2021: Not a great time, spending 40 hours a week cold calling, wanted passive income so I stared an my own office brand on Amazon 2022: With sales experience and my own company, I found a role doing sales for an Amazon Agency. This was my first encounter with LinkedIn selling to product brands Late 2022: I founded Delta Lead to do LinkedIn lead generation, but was working 4 different job at once... and got let go from my role at the Agency Phase 2: 2023: Was out on my own for the first time, had to make things happen Early 2023: Closed my first couple clients offering list building, messaging creation, and analytics reviews Also Early 2023: Got married to my wife, Ferrell :) Mid 2023: Found it difficult to manage many clients at once with an agency model, wasn't hitting revenue goals, started to learn about what really drove success Late 2023: After 11 mos, decided to transition to a Done For You offer solving 4 key problems for coaches and consultants Phase 3: 2024: Created the High Ticket Accelerator program to help coaches and consultants reach $10K+ months, had my first daughter, and learning more each day I could have never guessed I would end up, each phase was only lead to the next by a true desire to solve problems and serve Who knew starting Phase 2 offering basic lead generation would lead to helping service providers achieve create their own offers and reach consistent revenue?! Yet I started Phase 2 with my experience in sales and passion for selling on LinkedIn Now I get to begin Phase 3 with solid understanding of Lead Generation on LinkedIn, what needs to be done before... and after meetings are booked, and excited to see what the future holds The game has changed for selling on LinkedIn and I get to help Coaches and Consultants create valuable offers and install sales systems. It's super exciting when I speak to clients who see the whole puzzle click together and start overflowing their calendars with prospects ready for their offer. So if you need some help → shoot me a DM :) Excited to connect with y'all! PS - What even changed your entire career trajectory?

How to Create an Effective LinkedIn Sales Strategy: - Start By Defining Goals and Targets - Identify your Ideal Buyer Personas on LI - Build Authority LinkedIn Personas - Build a Strong Outreach Strategy - Offer Free Value-Driven Assets - Create an Efficient Sales Process - Don’t Forget About Up-Selling and Cross-Selling #SalesStrategy #LinkedIn #B2B #LeadGeneration #LeadGen

This week, one of my clients let me know that they landed a sales conversation with a key enterprise account ($100M+ revenue org) through LinkedIn content we created. This is really exciting, and I took some time to explore a little further (client was gracious enough to share the sales call for review). Here are some learnings+observations from this call review: 1. They were already connected previously <- typical for founder / sales personas who end up connecting with a lot of people in the industry. Since they were connected already, it's likely my client's LI content was frequently surfaced. We post daily on weekdays so with the LI algorithm he was likely seeing at least 1-2 posts a week. 2. Our content has been focused on a mix of topics. There's no exact % but I make sure that we cover top of funnel industry trends, broader education around the problem my client solves, and education around their specific product offering. The benefit of reviewing this call is that I confirmed what topic brought them in, and we can continue to double down on that messaging and theme more consistently. 3. There was immediate trust and expertise established on the call, the prospect already saw my client as an expert in the space. They've never spoken before this call. If you've done sales before, you know how valuable this is! Prospect at the end of the call: "I would love to see your proposal" 4. Attribution is easier than you think and here's how you know when LI content is starting to work. Prospects come in and say: "I saw a post you made" This is what happened, people get excited when you start landing on the right topics. 5. It took time (but not an unreasonable amount of time) We started to work together in mid-March, so this deal landed around 3 months into our engagement. The impact of content being distributed on social is immediate - you start building trust, testing messaging, and educating potential customers the moment you start to post. The lagging outcome takes time, just like you need multiple touchpoints in outbound. Still have one client roster spot open (I cap at five), would love to chat if you're looking to ramp up content creation, case studies, and distributing on socials.

@💡HubSpot's Option to Associate Between Company and Contact Owner - to use or not to use, this is the question...💡 As a HubSpot Platinum Partner, we often get asked this question: "Should we use the HubSpot option to associate between company and contact owner? The answer isn't one-size-fits-all. It truly depends on your company's way of doing business and its structure. Every company operates differently, and so does its sales and marketing teams. Here are some key considerations: 1. Sales Strategy: 👍Use Association: If your sales strategy is account-based, where multiple contacts from the same company interact with a single sales representative, it makes sense to associate contacts with their company. This allows the sales rep to have a holistic view of all interactions with the company, enabling better relationship management. 👎 Don't Use Association: If your sales strategy is contact-based, where each contact is treated individually and not tied to a company-wide strategy, it might be better to manage them separately to avoid unnecessary complications. 2. Team Structure: 👍 Use Association: If your team is structured so that specific sales reps or account managers are responsible for entire companies rather than individual contacts, associating contacts with their company ensures consistency and clarity in ownership.  👎 Don't Use Association: If your team is organized by territories or product lines rather than by accounts, it might be more effective to manage contacts independently, focusing on the specific product or service they are interested in. 3. Customer Relationship Management: 👍 Use Association: For companies that prioritize long-term relationships and have complex sales cycles involving multiple stakeholders, associating contacts with their company helps in tracking all touchpoints and communications, providing a comprehensive view of the customer journey. 👎 Don't Use Association: For businesses with a high volume of quick transactions and less emphasis on long-term relationships, it might be simpler to manage contacts without associating them with companies. Real-Life Examples: 👍 Use it if you are a B2B SaaS company with an account-based sales approach where account managers handle all contacts within a target company. 👎 Don't use it if you are a retail company selling consumer products online, where each purchase is typically made by an individual with little follow-up required. Ultimately, the decision to use the association feature in HubSpot should align with your business model and internal processes. By understanding your specific needs, you can make the most out of HubSpot’s powerful tools to drive better results. #HubSpot #SalesStrategy #CRM #CustomerRelationshipManagement Glare Marketing Technologies Shane Kelly Adi Dubin Rob O'Dwyer

If you are not used to sourcing your own pipeline here is a plan for how to get started 👇 Step by step. Explained below: 𝐆𝐨𝐚𝐥: 🎯 3 Outbound meetings held per week with new leads 🌟 𝐑𝐞𝐚𝐬𝐨𝐧𝐢𝐧𝐠: 💭 Assuming a 33% discovery meeting to opportunity and 25% opp to close conversion rate; 3 discovery meetings held per week with new accounts will give us 4 opportunities per month = 1 Closed Won/Month 🔥 If you are consistent with input, revenue from self-sourced outbound will be consistent as well. Compounding result of small, consistent prospecting > ambitious all-or-nothing approach. 𝐇𝐨𝐰 𝐝𝐨 𝐰𝐞 𝐠𝐞𝐭 𝐡𝐞𝐫𝐞? 🛠 Let's reverse-engineer the target to show how daily activities help us get there: 1. We need 4 Outbound meetings booked per week (assuming 75% show rate) 2. 100 outreaches to new leads per week = 20 a day (Max 5 mins per outreach) 3. 90 Minutes dedicated to list building + prospecting per day 4. Work on 1 account per day = 5 accounts per week 5. We need to increase the reply rate from 6% to 10% 6. We need to double positive reply rates from 2% to 4% to book 4 meetings 𝐈𝐦𝐩𝐫𝐨𝐯𝐞𝐦𝐞𝐧𝐭 𝐏𝐨𝐢𝐧𝐭𝐬: 📈 1. Skill & Process: Revamping sequences and LinkedIn copy 2. Behaviour: Consistent Execution: not missing 20 minimum outreach targets any day, no matter how busy we are that day. (My colleague's) 𝐂𝐮𝐫𝐫𝐞𝐧𝐭 𝐎𝐮𝐭𝐛𝐨𝐮𝐧𝐝 𝐒𝐭𝐚𝐭𝐬 𝐯𝐬 𝐆𝐨𝐚𝐥𝐬 : 📊 Current Open Rate 30% → Open Rate 50% Current Reply Rate: 6% → Reply Rate: 10% Current Meeting Booked Rate 2% → Goal: 4% meeting booked rate 𝐀𝐜𝐭𝐢𝐨𝐧 𝐒𝐭𝐞𝐩𝐬: 🎬 Today: Block 1.5 hours in your calendar every day, This week: Find 5 target accounts, do 100 personalised outreach, Week 2: Sequence review meeting, With follow-ups outreach numbers will increase gradually, Week 3: Add a phone block to the daily prospecting block, Week 4: Review the process with your accountability partner. You might think 20 a day is easy but I promise most salespeople will miss their daily prospecting and do less than 400-440 good outreach in a month. So you need to commit and select an accountability partner. (tag in the comments.) __________ P.S.: This is an actual plan I created with my colleague to improve his outbound results. Please share resources and give us feedback on how can we improve the process 🙏 Thank you. #outbound #sales #prospecting