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Outbound alone won’t make your business successful. Harsh truth. Outbound is amazing for small businesses, but after a certain size, you start to get a good amount of inbound leads. Especially if you post a lot on LinkedIn like we do at ColdIQ. Our closing machine, Fivos Aresti, was spending so much time on unqualified leads because traditional booking forms force you to choose between asking enough qualifying questions while keeping friction low. Now, with Default, as soon as someone enters their email to book a meeting, we run an API call to enrich their company data in the background. We instantly know if the lead is qualified. Based on the information we get, we can create different workflows—like redirecting them to one of our products or showing a calendar of someone else from the team. Outbound gets you started, but inbound workflows will get you to the next level. Time to level up your inbound game. PS: Ivan Falco is becoming our in-house Default expert, should we ask him to share some of the workflows he built? 👀

A vendor lost a $15,000 deal with me. By not allowing leads to schedule a demo directly from a website. I found the vendor from the Google ad, and I requested a demo. “Thanks! We’ll reach out to you.” A few hours later, I received an email with a scheduling link. PUFF! My excitement vanished. I ended up scheduling a demo with another vendor. I bet my experience wasn’t unique. Not allowing qualified buyers to schedule a time directly on the website is crazy. Not allowing qualified buyers to schedule a time directly on the website is expensive. Not allowing qualified buyers to schedule a time directly on the website is inefficient. Imagine this… - Marketing created the best content. - Demand Gen launched the best ads. - Sales reached out to a few stakeholders. - Finally, a decision-maker visited the website. Ready to engage. Yet they have to wait. - They have to wait for the sales manager to route to the next rep. - They have to wait for the rep to see a Slack notification. - They have to wait for the rep to research the account. - They have to wait for the rep to write an email. Use Default.

Our website converts at 2.4%. Part of it is luck, but the rest is growth-engineered. Here are 3 things we’re doing differently and why they work: 1/ EMAIL FORM We ask for just an email in every CTA. Default enriches the email, pushing the prospect to a scheduler or asking more qualifying questions. This way, we get : → an email to send nurture campaigns → higher conversions due to clearly outlined next step 2/ PRICING PAGE Most pricing pages show pricing or plan details. Ours restates the offer and highlights what a prospect is getting. I noticed that most prospects visit the pricing page before booking a demo, so I made sure to: → show a ballpark price → restate the value they’re getting → explain why they need to sign up right now 3/ PROBLEM SECTION Clear positioning that shows how well we understand our customers builds more trust than a dozen logos. Adding a clear description of the problem we solve helps: → disqualify bad-fit prospects → provide context for why we’re better or different. . What's something you tried that skyrocketed website conversions?

50 demos booked at an event is a feeling everyone wants. Yet, most teams never break even. In the next 12 months, I expect us to book hundreds of demos from events. I asked sellers, CEOs, and marketing leaders which booths draw attention and what tools they love using. Watch that video — it’s worth your time. The results may surprise you on who had the best booth and why. Here are some other things I noticed that work on me (as a buyer): DINNERS The best ROI or relationships are built at those happy hours. I hosted one and attended one on a golf course. The more unique the experience, the better. Wine and dine still works. BOOTHS When it comes to booths, the best way to stand out is to already be known. I don’t think I looked twice at companies I saw for the first time. I’d try to build awareness online before the event and use booths as a way to convert prospects. SWAG I noticed I was naturally drawn to booths that displayed their swag like a store. A showcase of headphones and Lego sets goes so much further than a printout. Shoutout to Alysio and the Runway team for killing it with swag this year. OOH (Out-of-Home Advertising) Rippling launched Uber ads in the area, and while we waited 15 minutes yesterday, I definitely clicked on the ads. CommandAI rented a plane to fly above the SaaStr venue. Default rented a truck to drive around the venue during rush hours. Clay launched ads at SFO airport. All smart plays — if you combine them with a larger campaign. What’s in your events arsenal?

Got Frankenstack? 🧟♂️ Kill the monster with Default.

We couldn't get an airplane or helicopter to fly above SaaStr. So, we rented an oversized truck with a billboard instead.

I can’t really cough up $100k to get a booth at SaaStr. Here’s what we’re doing that I hope will bring the same results for 1/10th of that budget. Our main objective is impressions. The thought process is that if we can get 100k impressions by spending $10k, it’s a win. I’m normally getting about $40 CPM, so getting a $10 CPM is a bargain. Of course, the secondary goal is to network and meet existing customers and prospects.   I wanted to do something unique but still on brand. Our big idea is a Frankenstack. Essentially, we (Default) are fighting against the stitched-together tech stacks that are killing your pipeline—hence the Frankenstack. As much as I love the swag, we can’t just wear and give away cool t-shirts. So on top of that, we have a few other things in play. One is a surprise that I’ll share tomorrow. We will also run ads on LinkedIn, Instagram, Twitter, and Google, targeting the venue’s location with the same theme. If you’re going to SaaStr, I’d love to meet up!

18 months ago, I joined Default as the first GTM hire. There was no team, no pricing, no website, and no revenue. We had fewer than a dozen customers. Fast forward to today, we are growing the GTM team faster than ever, generating over $10 million in pipeline and preparing to scale. We’re growing quickly, and our customers are growing even faster with Default. We qualified 88,047 inbound leads and booked 19,493 meetings in the past 12 months for our customers. We’ve put on our detective hats and dug into inbound leads routed, qualified, and scheduled by Default. Here are the top three insights: 1. Form questions: Companies with 3-5 form questions on demo request pages see 2x higher conversion rates than those with more than 5. 2. Website scheduling: Adding scheduling to demo forms for target accounts or qualified prospects can improve speed-to-lead by 240x. 3. Auto follow-up: Auto follow-up sequences for unbooked demo requests increase meetings booked by about 14%. Check out the full research here: https://lnkd.in/dRk8sKuB P.S. Repost if you love inbound leads.

18 months ago, I joined Default as the first GTM hire. There was no team, no pricing, no website, and no revenue. We had fewer than a dozen customers. Fast forward to today, we are growing the GTM team faster than ever, generating over $10 million in pipeline and preparing to scale. We’re growing quickly, and our customers are growing even faster with Default. We qualified 88,047 inbound leads and booked 19,493 meetings in the past 12 months for our customers. We’ve put on our detective hats and dug into inbound leads routed, qualified, and scheduled by Default. Here are the top three insights: 1. Form questions: Companies with 3-5 form questions on demo request pages see 2x higher conversion rates than those with more than 5. 2. Website scheduling: Adding scheduling to demo forms for target accounts or qualified prospects can improve speed-to-lead by 240x. 3. Auto follow-up: Auto follow-up sequences for unbooked demo requests increase meetings booked by about 14%. Check out the full research here: https://lnkd.in/dRk8sKuB P.S. Repost if you love inbound leads.

Send the d*mn calendar link! As my quest for vendors goes on, I wonder why it's a cat and mouse game of "whats your availability?" Please just send me a calendar link. It's your best shot at getting me AND other important stakeholders on the call with you to vet your solution. Thanks for coming to my TED talk. That's it. That's the post. 😂