Lisa Capra’s Post

Back in the day………or when I first got started in sales (hint: a long time ago), B2B sales was a one-size-fits-all game. But times have changed. Buyers today don't just appreciate personalization; they expect it. Here's the kicker: it's not just about splashing their name across emails anymore. It's about truly tuning into their unique signals—their behaviors, curated content, and social footprints. I've seen the evolution from the front lines or the trenches as some say in the sales game. Our buyers are no longer just a name in a database. They're savvy consumers, signaling their interests loud and clear through every click and conversation. And here we are, tasked with the mission to deliver not just personalized content but a personalized experience that speaks to their needs, right when they need it. So, let's unpack this a bit: Value Delivery: How does your personalization bring real value to your target audience? It's about hitting the nail on the head with content that fits their needs at the moment. Life Cycle Impact: When does personalization pack the biggest punch? It's not a constant—early discovery stages crave different personalization than the deal-closing moments. Tailoring the Tactic: Personalization is an art. It's the tone, style, pacing, and those in turn create that ideal experience. Delivery & Rules: Where are you reaching them, and what's the playbook? This is about respecting their preferences and behaviors across platforms. Metrics of Success: How do you know it's working? Look beyond the open rates. It's about engagement over time, database growth, and ultimately, influence on conversion. Know what helps with that.......HubSpot. The truth is, a lot of salespeople are just too lazy to do this, but the truth is that if you want to see those conversion rates start to soar, you need to put in the work in both research and personalization. A lot of sales teams who I've consulted with over my time at Growth struggle with this. If you want my personal playbook on how I do it and how I’ve taught others to do it at Growth, Let’s connect! PS: my ChatGPT image prompts are still a work in progress.🤣 #B2BSales #Personalization #CustomerExperience

There's a (rare) agreement forming on LinkedIn - ‘bad’ outbound is dead. But what does that mean? And how can we do good outbound? 😢 Bad Outbound: Focus on sheer volume, hoping to snag the rare few folks who might listen. It's like trying to smash a nut with a giant sledgehammer. The result? Poor deliverability. Loads of unsubscribes. 💩 brand reputation. 🏔 The Challenge: Only 1-3% of your market is actively looking for a solution at any given time. So, what’s the best approach? 🚫 Scorched Earth (Volume Approach): Unsustainable and damages your brand. (This is why AI SDRs are not the answer!) 🙉 Signal-Based Prospecting: Everyone's chasing the same signals, making it a noisy, commoditised approach. 🎢 Inbound Only: Takes time and can be expensive, often missing those not actively searching. A Better Way: Educational Outbound (Value-Led Sales) Instead of abandoning outbound, adjust to the reality that >97% aren’t ready to buy yet. Focus on educating your prospects. Teach them something uniquely interesting, offer valuable insights, and build trust. Why Educational Outbound Works: 📈 Creates Demand: Inform your market about problems they might not be aware of. 🤝 Builds Trust: Offer value, not just a sales pitch. Build versus burn your brand reputation 🤑 Long-Term Success: Stay front-of-mind for when they’re ready to buy. You'll be way ahead of those only reacting to signals everyone else can see too. At RevvedUp, we champion a buyer-centric approach, offering value-led prospecting that actually engages people. 🐾 Next Steps: Make more deposits than withdrawals. Improve your outbound quality, offer value, and stay relevant. If 97% aren’t ready to buy, they’ll remember you when they are. Need help staying consistently relevant? Shoot me a DM! #b2b #saas #outbound #sales #marketing

Generate 100 Appointments/Month as a Beginner! 📅 (yep NOT exaggerating, it's actually possible if you get a few steps right) I was recently using AI Cold Calling systems to generate leads for a Realtor and thought.. "Why not use this for my business too?" 🧠 So, I created a video on how to 1. Get phone numbers of Decision Makers 🤳 2. Make Daily Calls with Bland.ai 3. Analyze Interested Prospects and schedule appointments in Google Calendar (Coming up in Part 2....) 🛣️ Note: this works for B2B as well as B2C businesses. Would you like a longer 15-20 minute video where I walk you through each step? Comment below and leave your feedback And also, I'm taking in 5 people who have a proven offer to build this system from A-Z and get 15-20 appointments per month. If you think you're one of them, lock in your spot here: https://lnkd.in/epxfUNby #LeadGeneration #BusinessGrowth #AI #ColdCalling #Appointments #SalesTips #MarketingStrategy #RealtorLeads #ClientAcquisition #GrowthHacking #AIinSales

𝐓𝐡𝐞 𝐁2𝐁 𝐒𝐚𝐥𝐞𝐬 𝐏𝐚𝐫𝐚𝐝𝐨𝐱: 𝐂𝐡𝐞𝐚𝐩𝐞𝐫 𝐎𝐮𝐭𝐫𝐞𝐚𝐜𝐡, 𝐂𝐨𝐬𝐭𝐥𝐢𝐞𝐫 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭 In today’s B2B landscape, sales outreach has become more affordable, yet its effectiveness is dwindling. While tools like email campaigns, LinkedIn messages, and even SMS remain cost-efficient, their impact is steadily declining. It's getting harder to capture even 30 seconds of a prospect’s attention, as most unsolicited messages go unopened, no matter how well-crafted or personalized. On the flip side, investments in advertising, PR, and events are skyrocketing, yet the return on these efforts isn't keeping pace. We're spending millions just to get recognized, all in the hopes of “buying” that precious moment of attention. So, how can we truly engage our leads without breaking the bank? The answer lies in something timeless - relationships. When you build genuine social relationships with your leads, their attention comes naturally, without the need for heavy-handed tactics. But nurturing hundreds or even thousands of leads seemed impossible - until now. With the power of AI, this challenge is finally within reach. At Extrovert, we've developed a platform that enables you to cultivate and maintain professional relationships with your leads at scale, all in just 15-30 minutes a day. Curious to learn more? Drop a “+” in the comments, and I’ll send you the details. Plus, if you share this post, you’ll receive a complimentary one-month trial of Extrovert (a $99 value). #extrovert #ABM #socialrelatioshipsatscale #RevOps

Here are 6 expert tips to win at Outbound. #6 will blow your mind 1. Start with Buyer Centricity - Kyle Coleman 2. Quantity of Quality & Becoming 10x SDR - Yours Truly 3. Human Connections over AI - David Bentham Helena Klaus Michael Hanson Kimberly Pencille 4. Precision and relevance will rule - Jacob Karp Chris Ritson & Thibault Brioland 5. Embrace Tech Assisted Sales- Troy Munson & Stephanie White 🩵 🦕 6. The evolution of engagement strategies- Leslie Venetz 🤝Will Taylor Vaibhav Namburi & Eimri Bar 🌸 I had a tough time which one I'm excited about the most. After careful consideration, I'd have to give it to #6. Here's why: Leslie- "We'll see micro-communities and community-led growth continue to be leveraged as an engagement strategy for B2B brands." Vaibhav- "Social validation will prove to be your differentiator when going head-to-head with competition" Eimri- The old KPIs are about 'Touchpoints' — Impersonal ads — Ebook downloads — Cold call attempts The new KPIs are about 'Trust Points': — Showcasing expertise through personal branding — Genuine engagement on social media — Facilitating relevant connections Will- The only way to break through noise is NOT by playing on the same field, with the same tactics, as the thousands of others. AI is changing the way we buy, it definitely should change the way we sell. If you havent checked out all the predictions , check out the Flowla 🧿 blog in the comments. Once again, its an honor to be listed alongside all the legends. Which one are you most excited about? #sales #2024predictions

Everyone wants the shortcut to success. 🚀 "Double your lead generation instantly." "Get clients without cold calling." "Automate everything and watch the money roll in." In a world where quick fixes are king, patience wears the crown. 🤴 People are growing wary of the easy route. They know deep down, "If it sounds too good to be true, it probably is." The moment something is pitched as "effortless," doubts seep in. Reality is, there are no silver bullets. Success comes with its own set of challenges and requirements. The solution? Shift away from offering instant remedies. Pose a thoughtful query that highlights a real need. Opt for language that doesn't guarantee a pot of gold: "Could" "May" "Likely" Simply put, embrace authenticity. 😊 Example: "Hey Alex - I noticed you're using traditional methods for lead generation. Ever wonder how scaling personalization in your outreach could influence your conversion rates? We've developed a strategy that leverages AI to make your messages more relatable—could potentially increase your engagement rate significantly. Interested in exploring how this may work for you?" Promises are out. Real solutions are in. #LeadGeneration #SalesStrategy #AuthenticSelling #NoShortcuts #RealSolutions #BusinessGrowth

Your buyers already know what they want. Here's why: A report from 6sense looked at how often B2B buyers change their requirements 𝗔𝗙𝗧𝗘𝗥 reaching out to a vendor. In other words, how often have buyers already decided what (and who) they want based on the research they've done 𝗕𝗘𝗙𝗢𝗥𝗘 reaching out? Here's the data: 🔴 Requirements were set ................................... 39% 🟠 Requirements changed slightly ...................... 39% 🟡 Requirements changed moderately ............... 18% ⚪️ Requirements changed substantially ............. 4% 𝗧𝗔𝗞𝗘𝗔𝗪𝗔𝗬𝗦 → Prospects are researching before they reach out → 78% of buyers already (mostly) know what they want → The time to influence prospects is 𝗕𝗘𝗙𝗢𝗥𝗘 they're a "lead" → Almost zero buyers significantly change their requirements In other words, if your entire acquisition strategy is... 1. Gate everything 2. Share nothing freely 3. Push everyone to a demo 4. Convince buyer they need you 5. Close??? ... chances are it's not gonna go so well. Instead, you need to show up 𝗕𝗘𝗙𝗢𝗥𝗘 a prospect reaches out. If you're not in the mix while they're doing their preliminary research & building their consideration set... Good luck 🙃 They're making up their mind before you've even had the chance to send in your 20 y/o intern SDR to "qualify" them from their ChatGPT-generated script. And yes, this is me telling you that content matters. #contentmarketing #sales #startups

📞🔥 Tired of feeling anxious when making cold calls? It doesn't have to be that way! Check out these 5 (and more) proven tips to make your cold calls more effective and even enjoyable. 💪👥 Tip #1: Use AI for quick pre-call research. Say goodbye to spending hours searching on LinkedIn and company websites. Let AI do the heavy lifting and provide you with essential prospect information. 🤖 Tip #2: Schedule dedicated time for cold calling. This will ensure that it doesn't get pushed to the bottom of your to-do list. Don't let distractions get in the way. 📅 Tip #3: Call in groups. Bring your sales team together to listen to and analyze each other's calls. Learn from each other's experiences and improve together. 🤝 Tip #4: Make it fun. Inject some friendly competition into the office. Set goals and metrics, then see who can achieve them. Gamification can make cold calling more exciting! 🏆🎉 Tip #5: Consider using a dialer. No more manually dialing numbers! Invest in a power dialer that automates the process and prioritizes leads. Say goodbye to wasted time. #ColdCallingTips #SalesStrategies #BoostYourResults https://lnkd.in/gQTUyazy

Hey LinkedIn Fam! 🚀 Exciting news for B2B sales and recruiting professionals: Fuzzy Sequence 🚀 is offering exclusive early access to our new AI-driven outreach tool. Be among the first to experience powerful personalization features and help shape the future of B2B communication. How to Enter: 👉 Follow our LinkedIn page ✅ Like & Repost this post 🚀 Comment - #B2BAI and tag a friend who needs to know about this! We’re excited to bring you along for the ride! 🎉 Winners will be announced on our page! 🎉 Don't miss this opportunity to transform your outreach strategy! #B2B #Sales #AI #EarlyAccess

Deeply understanding your buyer personas is an essential part of planning your outreach strategy, and enabling your sellers. No doubt you have done some research around your personas, and you may even have documented them into some nice slides. But too often I see these slides hidden away in a sales enablement platform or document repository - never to be seen again. More so, even when they are found, the slides themselves are difficult for sellers to internalise and understand how to incorporate what they learn into their own talk tracks and messaging. Having done the work to research your personas, I’d encourage you to think about how to bring them to life for your sellers. Here are a few ideas to consider: ✅ Customer interviews - invite real customers that hold the persona's job to your all hands or sales meeting. Walk them through their team, their role, their responsibilities, their challenges and the situations that led up to them considering your product. Record these for future use. ✅ Persona podcasts/video - if you can't get real customers, ask the person that holds that role in your own company to feature in an internal podcast or video. If you sell into a persona that doesn't exist in your company find a local drama college and grab an aspiring actor to play the role of "Supply Chain Director". ✅ Persona-based GPTs - build a custom GPT for each persona for internal use in ChatGPT, Claude or your preferred LLM (like the image below). Load it with everything you learned about your persona and your marketers and sellers can then discuss with it, helping to plan outreach and messaging for their own prospects. ✅ Persona role-plays - develop scenarios for two sellers to role-play amongst themselves - one takes the buyer role, one takes the seller role before swapping over. Provide background to the buyer persona so it comes to life for those in the role-play. ✅ Day in the life videos - if you sell into personas that don't spend all day behind a desk, ask existing customers if you can film a 'day in the life' video as you follow a facilities manager around the factory or a supply chain director as they visit key partners. Whatever you do - try and reach out to your sellers from behind that persona deck and bring it to life for them.