Providing the following consulting and operational services - Outbound sales consulting - CRM/tech stack optimization - GenAI/LLM consulting for sales teams - Messaging construction - Cold calling assistance - Inbound pipeline flow construction - ICP development
St. Petersburg, Florida, US
Lazy Sales 🛋 reposted this
Wrote an article about the biggest issues with the SDR function in 2024 along with some proposed solutions. This will be the outline for the video I'm releasing a little later today - if this article was helpful or interesting please tag someone who should see it and let me know what other topics in this realm you might like me to cover. This is one of my first attempts at longer form article content on here so hope it's valuable!
Lazy Sales 🛋 reposted this
If I were offering coaching services and trying to crack outbound this is what I would do The problem with most coaching services is that it's not like a CPG product, it's not like a software product. Hell it's not even like lead gen where you can show some results from other clients. It's an almost intangible service that you can't really "hand out" samples of. I've gotten some emails/linkedin dms from these people and mostly just ignored them. Not hating but I'm definitely not their ICP anyway. When I sat down with Townsend Wardlaw he said he doesn't do any outbound to clients. He just lets people come to him. Which is great for him but that's not everyone's situation 😆 So if I were a coach trying to do outbound via email and LinkedIn this is what I would do • Put together a bunch of content - podcasts, blogs, youtube videos etc etc. I know this easier said than done but someone getting to know YOU is what makes them want your help. People want a coach because of who they ARE, not just because of what they do, and certainly least of all what they say. That's been my experience seeking mentorship anyway... • Segment your market. Do you only coach male executives with families? Or do you have a broader set of clients? If so, you need to segment your messaging for each of these demographics and tailor a roster of content that will resonate with each of them • Find fast growing companies that may not be able to coach their ICs, managers or other leaders, whoever you cater to. You need to identify a need in the market. Maybe scrape their employees LinkedIn posts (plenty of ways to do this) to look for posts complaining about lack of leadership. Now most people won't be so bold as to publicly say that kind of thing but you never know what you'll find. Easy to have AI identify what you should and shouldn't look into further. Possible Clay use case here. • Automatically enroll these individuals into a Prosp campaign. DON'T pitch slap. Offer value. Simply say "Thanks for accepting my request, noticed you're a {{role}}, thought this {{podcast/blog/interview}} might be of interest!" Just start a conversation. Coaching services aren't the kind of thing you can pitch slap someone with. I don't even know if "outbound," as we'd typically refer to it is the answer for this kind of thing. If you're going to do it, you really need to take the idea of a lead magnet to heart. Offer a framework for first time managers to run 1:1's with their reports. Offer an eBook with 5 stories about other first time IT leaders involved in their first buying side experience. You get the picture. Offer value. If you give away for free what others are charging for, you will build trust, you will build an audience, and eventually people will start asking for your help.
Lazy Sales 🛋 reposted this
⚠️WARNING: Unboxing ASMR in this video Guess who sent me a little package 👁️ Swear to God Clay is going to be written about in sales and marketing textbooks in the future, cuz this is how you treat partners and promote the creation of UGC. Anyways I really wanted one of the little clay dudes and I finally got one 😭 Thank you Puneet Sabharwal and the entire Clay team
Lazy Sales 🛋 reposted this
How to: enrich inbound form fills from personal emails with Make, Clay and gsheets. This one is for all you solo creators out there who want a better way to follow up with ebook downloaders who use their gmails. In this case I'm using my Squarespace product downloads as the source for contact information. Squarespace -> Gsheets Gsheets -> Clay Using google search column to try to find LinkedIns related to personal emails. Worked halfway decent too. You could skip this by only allowing work emails to download the ebook too, if you wanted to be an asshole 🙃 Ultimately, you could take this a step further and even automate a Sendspark video creation based on the product they downloaded and automatically enroll it into a LinkedIn automation campaign in Prosp (once their API goes live, which will happen soon) If you want the JSONs preconfigured as well as half-baked Clay table, go on over to my website here - https://lnkd.in/exEDY4CN - to download these modules for FREE. As always... my sales training material will stay free. Another random question - is there a better way to do email blasts than Squarespace? I heard my emails from there were landing in spam. Thinking about just keeping my subscriber list automatically updated in the same way as I'm doing here and sneding out emails from Smartlead or something instead. Should I make a video on that next? Anyway.. enjoy. #sales #automation
Lazy Sales 🛋 reposted this
bout to drop a 24 page guide on tracking b2b sales triggers with Clay and AI 👁 there's a lot of trigger guides out there but they mostly just list triggers and don't explain how to track them in detail. mine does too, but I think they're a bit more diverse and interesting than most of the guides I've seen. I'm hoping to both inspire and inform people with this guide on how to find out when your buyers have an active project without spending thousands of dollars on one of the signal based selling tools I honestly believe building the infrastructure to track triggers yourself is a better way to go. If you want to be notified when it drops sign up for my mailing list on the link below. https://www.lazysales.xyz/
Lazy Sales 🛋 reposted this
If you're selling into CIOs/CISOs/CTOs like I am you can't just spam them. I mean really it shouldn't matter who you're selling into, you can't just spam them. If you're selling to IT directors and CIOs like I am, just remember if your email pisses them off they can just blacklist your domain from ever reaching any inbox in the company ever again. That's one more point in favor of multiple rotating inboxes and not sending emails from the primary. And yes, I've sold to companies that had blacklisted my domain before who came inbound. "You said you sent me an email but I didn't get it?" Turns out someone in the past had pissed them off enough to blacklist our entire domain 🙃 Personally I have a lot in common with these guys. I put a lot of effort into my outreach and making sure I know who I'm talking to and why, so when I get bad emails with lazy AI personalization I just block them. And guess what? Maybe one day I'll be the SDR manager or move into sales operations or something at my company and now they've lost a chance to ever send me a well crafted timely cold email. And yes I read all my cold emails. Selling to security and IT you need to have your shit together or simply not show up. Shout to Brent Deterding, Clark Barron and Jon Santee for helping sales reps talk to their buyers better and suck less #sales #outbound #sdr
great writeup on what could get AE's to do more prospecting
Why don't AEs consistently prospect and built their own pipeline? Before we get into lets set aside the debate of "should they," or "shouldn't they" Some should, some shouldn't. If you have a million hot inbound leads and your calendar is full it doesn't make much sense to hit the phones does it? If that's the case and you still do, more power to you. You're part of the minority of people that understand larger deals come from outbound than inbound. Another fact: I've seen some posts suggesting a KPI should be "% of pipe self-generated" Dumb idea. You should hire people that want to win and don't care what it takes. If that's self-gen pipeline, that should be something they know in the interview process. Doesn't matter where the bus is going, only who's on it. This is largely a hiring problem that is very pervasive in sales. Most people don't know what a good sales rep looks like on paper. So... My belief based on my own experience is not that AE's dont hit the phones because they're lazy, though probably some are. I believe it's a confidence thing. Most sales reps in any industry lack a few things: • Upper management that doesn't know how to cold call • Very poor data quality - phone numbers, emails etc • A CRM that is less user friendly than a rolodex Add all that up and you have a sales team that has very low connect rates, doesn't understand how to do anything other than spam blast, and even if they DID have those two down, they don't have historical data on their orgs POV, as seen through sfdc notes from calls, emails etc, on how we can help them and what kind of current state their prospects might have. I would propose the solution start here - stop relying on Apollo or Zoominfo data exclusively. Waterfall enrich from any of the tools out there. Clay, Fullenrich, Leadmagic. There's a bunch to choose from. Go pick one. And yes I start in Apollo to build lead lists but these days I'm trying to double verify emails so I'm not hurting my companies domain health or wasting my time. That's another reason AE's don't prospect and just spam blast, why write a personalized email if it's going straight to spam? To me cold calling is like playing the guitar. If you KNEW you were good at it and that it produced results - wouldn't you do it? I would. I do. That's WHY I do it. If I sucked at it, yeah I'd probably focus more on Linkedin or emails or something. It's a massive confidence problem that can't be solved by spiffs for pipe gen. Spiffs don't work anyway. The people at the top don't care about them. The CRM issue I'm not sure how to solve but I suspect there's probably an AI tool that can do it's own research as well as read your CRM data to come up with a holistic POV on the people you're reaching out to. Would be curious if someone tagged such a tool in the comments. P.S. - Pic is where I was cold calling from yesterday on the 4th floor of the Grand Cypress Hyatt in Orlando. #sales #outbount #AE
solid chance to win some clay credits!
Who wants to get 𝗖𝗹𝗮𝘆-𝗽𝗶𝗹𝗹𝗲𝗱? 💊 I'm giving away 25,000 credits total. 5,000 to 5 lucky winners. Old way of prospecting: broke💔 Prospecting, enriching leads, and automating workflows with Clay: woke 👁️ Conditions: • Must comment on this post (preferably something related to the Matrix 🧑💻) • Must have a paid clay account or sign up for one. Winners will be chosen exactly 7 days from now, so you have until May 3rd at 5PM EST to enter the giveaway. Winners will be announced the following Monday May 6 at 2PM EST. Good luck out there my fellow pod people! cc Thomas Colitsas
great and easy way to scrape websites!
Thanks everyone for the positive feedback on my free list of over 160 YC CEOs and founders with ✅ verified emails. Want to know how I did it? Check out the video below. Very simple. 1. Scrape info from YC website with Clay chrome extension 2. Enrich company names with Linkedin pages 3. Find people from company Linkedin and extract to new table 4. Enrich founders emails from Linkedin pages, waterfall as needed 5. ... Profit? Hope this helps! P.S. If you want to try this yourself, this link will give you 3,000 free credits when you sign up. https://lnkd.in/e8qZkR-k
great example of how to write cold emails with Clay. DM me if you're interested in learning how to do this.
People suck at writing emails with Clay This is the problem - they trust the AI to write a whole email instead of do what robots are actually good at: repetitive manual tasks that are boring and can be easily automated. This is now what the tool was designed to do at all. Actually sit down, and write email. Take 20 minutes to manually research it and make it relevant. Now take that template, take the data points or information that you spent time researching, and have Claygent or any of the other enrichment tools in Clay do that research. In my case I got retail location data from Apollo. Now plug those variables into your email. Viola. You now have an email that looks like it took 20 minutes to write and is only relevant to the person who is reading it. Take my example - variables in red. • Number of locations the company my prospect works for has. • The location city of the closest site to them. • The address of that location. (normalized with AI) Now it looks like an actual person did some research, knows where they are and what location they are probably responsible for. On top of that it's got an offer that is actually nuts. Right now it takes forever to get all the information I'm offering to send them for free, no strings attached. Number one way to do better emails: give away your product in the first email. For us, our proprietary data set is one of the most powerful tools we offer. Giving a sample of it is actually a draw. Second most important thing is to say something that ONLY you can say that is ONLY relevant to the person reading it. P.S. if you're interested in giving Clay a spin, use this code for 3k free credits when you sign up - https://lnkd.in/e8qZkR-k #sales #clay #outbound