Binal Raval’s Post

How to grab your prospect's attention and stand out from the crowd with your prospecting messages? 🤔 😑 This seems like quite a challenging question, isn't it? 😑 Yet, we have some creative solutions inside the Impasto.io dashboard. 😎 Meet Impasto.io personalization tools! 🍹 1. Variables, such as {Name}, {Company}, {Position} to personally treat your every prospect in your messages. 🥂 2. Personalized image feature for adding the same variables you use for messages to your any image in the outreach campaign. 🍸 3. Hyper-personalized link preview is a unique feature that attaches a personalized image to the link you add to your message. 🍾 Want to know how to use personalized images and link previews for your outreach campaigns? 🍴 Check out our blog post for the details. 🍰 https://lnkd.in/dWjUCgVW Denys Zernyshkin, Denys Martynov, Dmitriy Martynchuk, Ucha Gasviani, Illia Rudiuk

There is nothing more disheartening than moving a deal to "Close Lost" that you've worked on for months to never hear from them again 😢 however.......... ...there is hidden gold in these deals 👀 💰 Accounts that have previously interacted with your company and have been through a sales cycle are more likely to: 🩵 Still be interested in your company 🩵 Interested in new feature releases 🩵 Or, might even be thinking of reaching out to your sales team again. Here's a simple way to find those accounts using Dreamdata's Audience Hub 👇 𝐈𝐝𝐞𝐧𝐭𝐢𝐟𝐲 𝐎𝐩𝐩𝐨𝐫𝐭𝐮𝐧𝐢𝐭𝐲: Show me all companies that have reached the "Closed Lost" stage. 𝐓𝐚𝐫𝐠𝐞𝐭 𝐏𝐫𝐞𝐜𝐢𝐬𝐢𝐨𝐧: Filter to only accounts that have previously been identified as target accounts (ICP). 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭 𝐓𝐫𝐚𝐜𝐤𝐢𝐧𝐠: Highlight those accounts that have visited our website 3 times in the last 90 days. 𝐀𝐮𝐭𝐨𝐦𝐚𝐭𝐞: Simply sync this data effortlessly with just a click to both LinkedIn and/or Google Matched Audiences. Alternatively, empower your sales team with tailored insights for their personalised outreach. - No coding. - No waiting. - Just dynamic, actionable insights 🤩

The MQL (Marketing Qualified Lead) is still the number one KPI for most marketing departments. But does that go far enough? What I believe the authors are recommending is an approach to marketing that moves past rough estimates of buying propensity based on demographic data and rigid touch points and, instead, using the marketing funnel as a way to do deeper discovery in advance of sales engagement. https://buff.ly/47U4VJt #Marketing #MQL #LeadGeneration #DemandGeneration

Are you still chasing a massive number of leads with low chances of converting? 🎯 It’s time to shift your strategy. Unified intent insights (our unique blend of enriched first-party intent data + intent insights from intent leaders Bombora and LeadSift) help you identify and target high-value accounts actively researching solutions, so you can focus your efforts on prospects ready to make a purchase. By leveraging intent signals, you can: • Uncover in-market buyers • Enhance your outreach and campaigns • Improve lead scoring and prioritization Don’t waste time on cold leads—optimize your outreach and drive higher conversion rates. Let's explore how our intent-powered solutions can transform your sales and marketing strategies. https://lnkd.in/eSkbvMVb #IntentData #B2BMarketing

If you're not running surveys as part of your sales & marketing strategy, are you really doing marketing? I don't think you are. Last chance to join me and 25+ other marketing pros to learn about why and how you can do surveys as part of your sales and marketing strategy. 2PM EST today, Friday, September 29th. Just join here: https://lnkd.in/e4FqmBHS Attached is a sneak peak of part of my deck with my thoughts on why you should do a survey as part of your sales and marketing. Here's my 6 reasons: 1️⃣ Lots of touchpoints you can leverage to engage [even cold] prospects 2️⃣ Positions yourself as someone who is staying on top of what’s happening 3️⃣ Positions you and your company as experts 4️⃣ Creates unique content that starts even more conversations, gets referenced/shared and ranks 5️⃣ Creates business process benchmarks that sell for you: Lets prospects realize that they are missing out on something 6️⃣ Ultimate goal: Combine it with KPI benchmark group (https://lnkd.in/efK_5xKf) to understand why certain companies outperform others. See the deck for an explanation of each...

Do NOT make these cold outreach mistakes 😬 I guarantee most sales reps or founders doing any sort of cold outreach are getting this wrong. Or not even doing it at all. And that's tracking your data. But not just any data... But the RIGHT data! If you want to see success with your outbound campaigns it is crucial that you track all your outreach data This is so you can: 🎯 Optimize your campaigns correctly 🎯 Identify specific areas of improvement 🎯 Make data-driven decisions rather than just making decisions based on emotion Usually, when you launch your first outreach campaign, you'll likely need to make a few changes to your campaign i.e. your offer, contact data, copy, etc. But if you don't track the RIGHT data you'll never know what to you need change, Here's an example of what I use when running campaigns for my clients. This allows me to 📈 Understand why a campaign might not be performing correctly. 📈 Understand why campaigns are performing correctly and do the same with other campaigns. 📈 Understand what changes I need to make in order to improve performance. Now if you want a copy of this exact spreadsheet to track your data, Comment "Data" and I'll send it straight to your DM!

Impatience is the killer of personalization. Personalized outreach means you have 2-3 unique data points on your prospects. Data points you can reference in an email or call to make specific and timely points. These unique data points are almost never something you can access in bulk from a database. It requires slowing down. Going to their company website. Their LinkedIn profile etc. and recording it in a spreadsheet. It can take weeks to enrich a lists with this data. This is where personalization dies. We are in such a rush that we favor blasting a list now, and accepting sub par results. Those who slow down, win. #sales #listbuilding

B2B intent data is like voodoo... it can curse you just as fast as it blesses you! Do THIS instead of using B2B intent data to define your target accounts... One of the biggest mistakes companies make when using B2B intent data is that they use it to define their Target Account List (TAL), and then they START to engage those accounts already showing intent. If you have a relatively long sales cycle that requires deep trust for your customer to buy from you, then "showing intent" is way too late to engage with an Account. All this does is to guarantee that you're introducing yourself to a buying team who is in the middle of a buying journey already and probably already has a preferred vendor. You can steal some of those deals, but you're likely to reach them when they've already made a decision... or you're at least playing 2nd fiddle to a competitor who has been there from the beginning. Instead, your TAL should be full of Accounts that are good fits and are likely to be in a buying cycle at some point in the next 6-24 months, or so. You should Tier those Accounts based on relative value. And ONLY then should you use intent data... to PRIORITIZE those Accounts! Use intent data to decide which of your EXISTING Targeted Accounts should get a little extra attention from your sales team, should be moved into a Bottom-of-Funnel (BOFU) program, etc. This was video 4 of 4 in a series I hosted called "Lists 101," put together by Intelligent Demand (the #1 Account-Based Experience [ABX] agency in the US). I've worked work at/with ID for almost 6 years. Hit them up if you want a completely integrated AB program that crushes your revenue goals. https://lnkd.in/gF8RujpN

Watch our full recap on leveraging intent data for smarter outreach: https://utm.guru/ugKEb No forms to fill out. Just jump right in and start learning! We cover how sales and marketing can work together to identify the right buying signals and arm your sales team with the data and personalized messaging they need to prospect.

Reasons Outbound is Broken: 1. Lack of Relevance  - Messaging isn’t relevant to prospects  - It’s not specific to their industry  - Not specific to their size  - Not specific to title 2. Lack of Personalization  - Prospects know you’re not making effort  - Why would they invest time if you wont?  - It’s not worth 5 mins to tailor emails  - But we’re asking for 30 mins? 3. Poor ICP Definition  - We’re casting too wide a net  - Trying to be all thing to all people  - We lack a clear focus on the right ICP  - Which means messaging isn’t relevant 4. Poor Buyer Persona Definitions  - We go after everyone  - We don’t target specific roles  - Which means messaging isn’t relevant 5. Poor Process Mapping  - We don’t have a tight process  - To research and personalize messaging  - To take prospects through an optimized journey 6. Poor Capacity Planning  - We don’t know how long the process takes  - We don’t know how many accounts an AE can handle  - So we give reps far more accounts than they can cover 7. Not Leveraging Data  - Without a tight process  - We don’t leverage our own data  - We don’t leverage external data  - To identify the best possible targets  - And focus on our energy in the right places What am I missing? 🤔