Yurii Veremchuk

Outbound = (ICP + (buying signal x critical event)) x email copy x scale There are 3 critical parts to an outbound motion: 1. Relevancy → (ICP + (buying signal x critical event)) 2. Message → (Email copy, cold call script...) 3. Scale → Amount of outreach you do And IMO I see too many focused on scale when relevancy and message aren't set as the foundation yet. It's no rocket science either, if your email copy sucks, you're not sending it to the right ICP, and/ or aren't using relevant triggers... scale has limited value. Changing those should be your priority over scaling up the numbers. How do you go about those? With relevancy, the real question is: what problems do we solve and what can we use as visible proxies for those problems? Some common ones:  - Open vacancies as a sign of investment in an area  - Headcount by department  - Case studies that mention x (You can use AI to interpret them) - ... The difference between good vs great is found in leveraging the right buying signals, that's where tools like Clay come in to automate this process. Email copy or message is a real A/B testing game, my recommendation would be to start with a template from someone you trust/ worked in the past and iterate on it. Idea → test → feedback → idea → test → ... Don't scale before you find a hit on relevancy and message. PS. I would add Offer to the formula as well but didn't want to make it too complicated. In reality, it's probably more like "relevancy x message x offer x scale".

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Stop wasting time on boring questions in discovery calls. 🚀 Here are 7 steps to make your discovery calls impactful. 1. Understand your client’s goals and problems. 🤝 2. Bring a clear solution to the table. 💡 3. Review all notes and information before the call. 4. Have a strong perspective on how you can help. 5. Engage in meaningful business conversations. 📈 6. Identify all potential stakeholders early on. 🔍 7. Help the customer make a confident yes or no decision to proceed to the next call, if they are not sure give them an easy out and let them sell the next call to you. 🔥 p.s. If you’re an Account Executive looking to fill your pipeline and exceed quota in 90 days or less, then send me a DM saying "90". #SalesTips #AccountExecutive #DiscoveryCalls #B2BSales #SalesExcellence

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How we are launching new sales tools and technologies??? (so many of you have asked for this post) "How do you keep innovating in sales?" "What new tools are you launching?" "How will these tools help our sales team?" The short version is: We keep evolving :) The long version? 1. Research phase → Identify market needs 2. Development phase → Build the tools 3. Beta testing → Test with select users 4. Feedback loop → Gather insights 5. Refinement → Improve based on feedback 6. Training → Equip our sales team 7. Launch → Make tools available 8. Support → Provide ongoing assistance 9. Updates → Keep tools up-to-date 10. Review → Measure impact and success Will this post be helpful for you? I don't know. All I know is every time we launch new tools, our team becomes more efficient!!

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רגע לפני שאתם מגייסים את ה SDR הבא שלכם ומוסיפים שורה בתכנית היעדים ל 2025 עם עוד 16 לידים בחודש...הנה כמה מחשבות על SDR/BDR שכדאי לקחת בחשבון Let's face it, no one answers cold calls these days, and cold emails frequently end up in the lost kingdom of unopened messages. In today's dynamic market, the traditional approach of measuring success solely by volume—number of calls made, emails sent, meetings set—is no longer effective and those companies who compensate on volume are those who struggle with low SDR productivity and efficiency. The old playbook of bombarding prospects with 16-email sequences and 100 calls a day is obsolete. Spray and Pray is dead, long live the targeted accounts Update your operating system - Super SDR should focus on research, wisdom, and analysis. Your SDR is your intelligence officer. Your SDR is your intelligence officer. It’s all about targeted accounts, and leveraging advanced AI tools to gain deep insights into prospects' pain points. Here's how you can unleash the full potential of your SDR team: Focused hit list: Encourage your Super SDRs to map out verticals and create a short hit list of high-potential accounts to pursue. Set clear and details criteria for accounts to go after to maximize the chances to hit. Deep Dive into Account Insights: Empower your Super SDRs to delve into account details such as size, pain points, business vision, and ecosystem, they should own the vertical, deeply understand the eco system, competition, and challenges, and become industry experts. Leverage Existing Connections: Collaborate with your super SDRs to tap into existing networks and identify key connections within targeted accounts. Engage them to check with CS for referrals, with channel partners, with founders, board members and anyone who might be a good door opener to the account. Craft Tailored Engagement Strategies: Work together with the Super SDR to develop personalized account attack plans, incorporating inputs from Customer Success, Marketing, and use data tools such as Bombora, Tweeter and linkedin scraping to learn what are your targeted personas are talking about. Embrace Creativity: Set your Super SDR spirit free. From TikTok campaigns, old fashion postcards to personalized fortune cookies, let them find innovative ways to capture the attention of targeted personas and start a discovery dialogue. Crafting a Detailed Plan: Collaborate with the Super SDR to develop a comprehensive plan for each account. Implement a recurring routine to meticulously follow up on the plan, ensuring no aspect is overlooked. This plan should encompass every stage, from initial engagement to successful closure. The Super SDR is now an integral part of the entire sales process, moving away from the hit-and-run approach. Selling to large B2B accounts has nothing to do with spraying cold emails. Unlocking your Super SDR powers is not about the quantity of emails and calls anymore—it's about the quality of engagements.

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+$100M B2B SaaS company doesn't know how many leads & how much pipeline they have. 𝗕𝗼𝗮𝗿𝗱 𝘄𝗮𝗻𝘁𝘀 𝗚𝗧𝗠 𝗺𝗲𝘁𝗿𝗶𝗰𝘀 𝘆𝗲𝘀𝘁𝗲𝗿𝗱𝗮𝘆. They just signed with us. They have:  - ICP/Buyer Personas barely defined  - No definition for an MQL  - No definition for an SQO  - No Sales Methodology  - No Sales Process  - No Forecasting  - Salesforce IS Implemented  - But no real usage of Salesforce  - No (accurate) reports in Salesforce (Kudos to them for having such a great product they broke $100M despite all this though, right?) It could take months, or years, to define the process, drive the team to adopt the process correctly, iterate it until it's right. We have 1-2 weeks! How are we going to do it? Here's how: 𝟭. 𝗔𝘂𝘁𝗼𝗺𝗮𝘁𝗲 𝘁𝗵𝗲 𝗕𝗮𝘀𝗶𝗰𝘀  - Every demo request is an MQL  - Every demo delivered is an SQO  - Build basic lead and pipeline reports  - Build a basic Revenue Metrics Dashboard Is this why I founded this company?  - To hack together some sloppy metrics?  - Absolutely not! But is this better than what we have today?  - Absolutely! This gives us a start, some basic visibility.   - It's also easier to populate historic data if desired  - Can't really do that with a methodology like MEDDIC 𝟮. 𝗧𝗵𝗲𝗻 𝗡𝗮𝗶𝗹 𝘁𝗵𝗲 𝗕𝗮𝘀𝗶𝗰𝘀 𝗱𝗼𝘄𝗻 𝗿𝗶𝗴𝗵𝘁  - We'll skip ICP/Personas for now  - It's "good enough" but needs attention soon  - We'll start defining the lead and sales process  - This could take us a few more weeks or months  - But by EOQ we'll have FAR more accurate metrics We want to get to "good" as fast as possible. Then we can worry about getting from "good" to "great" 𝟯. 𝗧𝗵𝗲𝗻 𝘄𝗲'𝗹𝗹 𝗱𝗼 𝘁𝗵𝗲 𝘀𝗮𝗺𝗲 𝗳𝗼𝗿 𝗖𝗦 𝗮𝗻𝗱 𝗢𝘂𝘁𝗯𝗼𝘂𝗻𝗱  - The basics need attention there too  - They also want this done "yesterday"  - But we have to take it one step at a time  - We'll nail ICP/Personas, other basics across GTM  - This sets a solid foundation across their entire GTM 𝟰. 𝗧𝗵𝗲𝗻 𝘄𝗲 𝗰𝗮𝗻 𝗺𝗼𝘃𝗲 𝘁𝗼 𝗺𝗼𝗿𝗲 𝗮𝗱𝘃𝗮𝗻𝗰𝗲𝗱 𝘁𝗵𝗶𝗻𝗴𝘀  - They already bought CPQ  - They already have accounting integrated  - They DESPERATELY want to forecast accurately  - They want to drive more revenue from each channel  - But these things take FAR more time  - We need the basics first We can't start with CPQ and ignore deals we're losing that we shouldn't, that we could win in just a few weeks if we get the right foundation in place. That's how we're tackling this. How would you tackle it? 🤔

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𝗪𝗵𝘆 𝘄𝗶𝗹𝗹 𝘀𝗼 𝗺𝗮𝗻𝘆 𝗕𝟮𝗕 𝘀𝘁𝗮𝗿𝘁𝘂𝗽𝘀 𝗰𝗼𝗻𝘁𝗶𝗻𝘂𝗲 𝘁𝗼 𝘀𝘁𝗿𝘂𝗴𝗴𝗹𝗲 𝘄𝗶𝘁𝗵 𝗴𝗲𝗻𝗲𝗿𝗮𝘁𝗶𝗻𝗴 𝗹𝗲𝗮𝗱𝘀 𝗶𝗻 𝟮𝟬𝟮𝟱? ⬇️ I’ve worked with many different companies in building reliable End-2-End sales processes. One of the most crucial parts is their lead generation. Because if there are no leads in the top of your funnel, you will have nothing to convert. I observed that there is a repeating pattern when companies are struggling to generate sufficient leads to fill their pipeline: 𝗨𝗻𝗰𝗹𝗲𝗮𝗿 𝗜𝗖𝗣 👪 Many companies are not sure who their ICP is. Their ICP is too broad. Their ICP looks good on paper, but isn’t actually who they should be targeting. Example: You want to sell to banks, but the way better target is Fintechs or industry verticals. 𝗨𝗻𝘀𝗽𝗲𝗰𝗶𝗳𝗶𝗰 𝗺𝗲𝘀𝘀𝗮𝗴𝗶𝗻𝗴 ✉️ ❌ The messaging is way too broad. When companies address prospects, they fail to trigger interest just because they don’t hit their prospects' nerve. Or in simple terms: What they say is irrelevant. Example: I sell employee benefit solutions and think my prospects care about being tax-compliant. But rather, they care about a solution that is easy to use and has broad coverage. 𝗟𝗲𝗮𝗱 𝗴𝗲𝗻𝗲𝗿𝗮𝘁𝗶𝗼𝗻 𝗶𝘀 𝗻𝗼𝘁 𝘁𝗮𝗸𝗲𝗻 𝘀𝗲𝗿𝗶𝗼𝘂𝘀𝗹𝘆 😵 Depending on your industry, generating a single hot B2B lead can cost you up to 15% of the ticket size. Yes, you heard that right. Having leads in your pipeline is what keeps you alive. Don’t be stingy with it. Example: Companies are letting the intern write some emails or LinkedIn messages with 0 budget for tools. 𝗡𝗼𝘁 𝗵𝗮𝘃𝗶𝗻𝗴 𝗮 𝗹𝗲𝗮𝗱 𝗴𝗲𝗻𝗲𝗿𝗮𝘁𝗶𝗼𝗻 𝗽𝗿𝗼𝗰𝗲𝘀𝘀 𝗶𝗻 𝗽𝗹𝗮𝗰𝗲 🦾 Generating leads has to be your bread-and-butter exercise. That’s why all great salespeople are treating it as a priority. This is not an “every now and then” task. Block 1-2 hours a day and walk the walk: email, telephone, LinkedIn. Example: Companies surprisingly have no leads because they send 3 emails a week only. Sales is a numbers game, ramp it up. 𝗡𝗼𝘁 𝗵𝗮𝘃𝗶𝗻𝗴 𝗮 𝗹𝗶𝘀𝘁 𝗼𝗳 𝘁𝗮𝗿𝗴𝗲𝘁 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝘀 💌 “To be prepared is half the victory.” Miguel de Cervantes knew it. And because he’s a guy that lived a while ago and wrote books, you should listen to him (I guess). Most companies have no wish list and are just “cruising” around with whom to approach. Spend the first weeks of January building a list of accounts that you REALLY want to get meetings with. And then focus on getting a foot in the door. Research them, learn what they struggle with, and get to work. Example: I guess you won’t need one here. Struggling to generate leads is so 2024. Let's do it better in 2025 🙂. __________________________________________ Hi, I am Chris 👋🏽 I share my hands on experience about to grow faster as an early stage startup on LinkedIn 📈. Like this post? Ring the 🔔 on my Profile 🔝 Connect with me

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Sales Leaders - Avoid this Mistake! Please don’t give your SDRs access to Smartlead/Instantly and ask them to manage multichannel workflows like LinkedIn touchpoints and cold calling. It doesn’t integrate well with your CRM, dialler or data provider meaning it will make a simple workflow very complex. You might actually be better off with a traditional sales engagement platform like Outreach, SalesLoft, or even Lemlist (even though you're hearing something else from Linkedin.) Instead you should think of SmartLead/Instantly as an additional SDR on your team that can send emails at such a high volume and low cost. Use it to reach out to your Tier 3 and some Tier 2 prospects where the average deal size doesn't justify having a dedicated SDR. ----------------------------- Hi, I am Leo, former head of sales now agency founder of the The Playbook Agency

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Old deals in pipeline, not deals with ICP? 🎯 As a sales director, having a fresh pipeline is crucial! Check out the Pipeline Structure Analysis in SalesGang app - if you use Pipedrive CRM, enjoy a free trial. Gain insights on your deals based on age or value perspective in my latest article (screenshots included) : #Sales #CRM #PipelineAnalysis

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SDRs, if you're struggling to access Snr decision-makers in your outreach, try this... 1. Create a low-lift ask Too many SDRs ask for time with CXOs, especially when outbounding. Instead ask something like "𝘎𝘪𝘷𝘦𝘯 𝘺𝘰𝘶𝘳 𝘦𝘹𝘱𝘦𝘳𝘪𝘦𝘯𝘤𝘦, 𝘸𝘩𝘰 𝘪𝘯 𝘺𝘰𝘶𝘳 𝘵𝘦𝘢𝘮 𝘸𝘰𝘶𝘭𝘥 𝘐 𝘣𝘦 𝘣𝘦𝘴𝘵 𝘴𝘩𝘢𝘳𝘪𝘯𝘨 𝘢𝘯 𝘪𝘯𝘵𝘳𝘰 𝘸𝘪𝘵𝘩?" 2. Exec outreach Matching titles with your target prospect is a great way of sourcing meetings. Ghost write an email for your CRO, CXO and have them send it with you in CC. 3. Speak to SENIOR value Avoid getting into the bells and whistles of your solution or service. Speak to the bigger picture of ROI, revenue growth, bottom-line savings. --------- For more help, consider RevRocket's coaching options Send me a DM to learn more.

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Automate Your Sales Operations Using AI Part 1 ⬇ Sales reps spend 28% of their time selling 72% of their time is spent doing manual tasks that could easily be automated by AI Employees If you are currently doing lead gen the manual way and you are doing: - cold email - cold dm / dm prospecting - paid ads - virtual events / lives / webinars - organic content - cold calling - etc And you would like to learn how to maximize your conversions from existing lead gen efforts while leveraging AI and automation First watch this video below. Today I covered: - KPIs to track for your current lead gen efforts - Lead nurture sequences you should implement right away Tomorrow I will go into how AI helps with appointment setting. Found this helpful? 1. Go to my profile 2. Click the "follow" button 3. Hit the bell notifications 🛎 4. Come back tomorrow for part 2 ps. comment "masterclass" and i'll share with you the replay to a 40 min. training where I share the exact steps we automated in the sales process which enabled us to generate over $30M+ for one of our clients in less than 90 days using our AI Employees & automation

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What's the State of AI & Automation in B2B Sales? Simple insights you can’t miss. In our session yesterday, we presented the initial findings of the Sales Efficiency Report. Here are the key highlights: 🚀 Manuel presented on Inbound-led Outbound VS Traditional Approaches: He took the stage, tackling the age-old debate. The verdict? A balanced blend of inbound and outbound is key. Our survey (n = 132) also revealed: 📈 Lead Engagement: Trade shows & conferences remain vital for industry presence. Personalised emails are still king for staying in touch with leads. 💡 I had the pleasure of showcasing the 2️⃣ most popular AI use cases that increase value for B2B companies (n = 130): 1️⃣ Practical examples of CRM enrichment (CRM regularly synchronises with AI data providers for up-to-date insights) 2️⃣ and Follow-up Automation (AI continuously evaluates feedback and personalises follow-ups), demonstrating how these processes can be streamlined using AI. 👏 Many thanks to our speakers Manuel, Florian, and Valentine for sharing their expertise and insights. If you missed it, don't worry, here's the ungated recording https://lnkd.in/eN9Zd7jW and we are sharing the full report soon. 🔍 What was your favourite takeaway from the webinar? #B2BSales #AI #Automation #SalesWebinar #LeadGeneration #MarketingAutomation #SalesEfficiency

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SDRs + AI > Traditional SDRs. 6 AI tools that will change SDRing forever. 1. Crono Find, Enrich & Reach leads on the same platform [no more 2728 tabs open]. 2. @claygent AI web scraper that can visit websites, find & summarize anything, and report back [no more researching companies 1 by 1]. 3. Trigify.io Find the perfect lead at the right time. [no more searching for triggers for hours] 4. Bardeen A complete suite of AI Agents. [no more repetitive, boring tasks] 5. Hyperbound AI Sales Roleplay Agent [no more cold call roleplay's with your boss]. 6. Sendler.ai Record and upload 1 video that automatically personalises to 1000s of prospects [no more re-recording very bad quality videos]. These tools aren't replacing SDRs. They're removing the work we aren't good at. AI is your friend. What's your fav AI SDR tool? PS. Shout-out to my friend Noam Nisand for inspiring this post [follow him].

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I prepared a list of tips to help you increase your win rates. Win rate remains one of the most critical and straightforward metrics in sales. Every sales leader, SalesOps, or RevOps team puts a lot of effort into improving win rates and closing more deals. In times when selling in B2B has become extremely challenging, it’s essential to know all the tips and tricks to win more deals. The document attached contains specific tips and recommendations, avoiding general advice like "build a sustainable sales process." I would love to get your feedback. Is there something missing from the list? #salesprocess #salestips #salesops #b2bsales

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cold outreach is the worst channel for sales. well, in case you are doing it wrong - then yes. With the long e-mails, random databases, no solution selling or value proposition. but the truth is that if you want to proactively sell, you have not much choice left... cold emailing cold calling LinkedIn outreach offline events various strategies work if they are done wisely. so experiment with what you do, apply different approaches, follow the best in class. there are many of cool creators on LinkedIn who provide so many tips for free. and remember - there will always be a "yes" after a dozen of "no's" #coldoutreach #prospecting #outbound

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90% of sales reps do cold outreach without clarity and craft. Gurus will tell you: 1. Choose their Favorite Tools and Send Thousands of Cold Outreach 2. Personalise the Cold outreach with vague triggers 3. Download their templates for cold emailing, DMs, posts And nobody will tell you that: 1. Just automating cold outreach at scale will waste your accounts, and time. 2. You will have to actually work hard for a winning ‘craft’. 3. Warming up the prospects using content, or messaging is a key before pitching. Right Craft and Right Framework is more important than tool. You think your sales will grow by growing the outreach volume and ad budgets? But in reality, you are slowing down the acquisition process. Because instead of focussing on ‘what your prospects want to know’, You are trying to reach more and more prospects (same with Ads). And you know what comes next? You pay the interest: -> Once you know that you have attempted more buyers but with wrong message. -> Some of them were engaged by your competitors. -> Speed and ROI made no sense. Thats when it hits you: 👉 I should have built authority with content. 👉 I should have nailed the messaging before thinking of volumes. 👉 I should have built the right funnels for consistent and quality traction. 👉 Organic is not actually cheap, without the right approach and systems. Thats how you get results like: 👉 Qualified meetings every month consistently. 👉 Reduced CAC. 👉 Increased sales conversions. 👉 Clear about how to make $10M, and at what ROI. In fact, an Industrial IoT Founder opened two new markets coming inbound through his LinkedIn DMs, which he would have never considered, And eventually helped him close 4 large accounts. #SocialSelling #SDRs #ColdOutreach #ColdEmailing

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Harsh truth (for B2B sales teams): ✔️ You can have the best CRM ✔️ You can have the best sales pitch ✔️ You can have the best marketing team But if you don't have: ❌ Accurate B2B data ❌ Strong lead quality ❌ Fantastic follow-up processes You won't have successful deals. Therefore, you'll have to rely on quantity over quality. So you can keep finding new leads to replace the bad ones. Because the cost of acquiring leads is only going up. So, instead of chasing ever-increasing lead volume targets. Focus on the basics. Treat each lead like your last chance to close a deal. Then, use tools like Bookyourdata to highlight what's already great about your sales process. Remember: ↳ 97% accuracy matters more than 1 million wrong contacts ↳ Real-time verification beats sending emails to dead ends ↳ Pay-as-you-go flexibility trumps wasted subscription fees Want to see how good data can transform your sales? Get 10 free credits by clicking on the link below and try Bookyourdata today. https://lnkd.in/dWi54TDF  Let's make every lead count.

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There are 34923242342 Cold Outreach tools out there Here is my outreach set-up: Email automation: Smartlead I used also for verification) Saleshandy Database: Apollo.io or Prospeo.io Cold Call: Salesfinity All in one Solution: lemlist For Enterprise companies: Reply Bonus: If you can book Demo, you need Spiky.AI to make sure everything is recorded and analyzed. So, what does your outreach setup look like?

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