The No-Nonsense Guide to Streamline B2B Strategy

B2B sales do not have to be complex if you don’t want them to be. You don’t need some fancy 10-step strategy that takes months to implement in order to reach out to 1,000 leads a day. Here, I’m going to show you the strategy to reach out to as many people as you’d like in a day, as quickly and efficiently as possible.

The very first thing you need is a lead source. The place where you’ll find your leads depends on your industry:

• Apollo.io and Ocean are big databases for general B2B leads.
• For e-commerce, Store Leads is the go-to source.
• For local leads, Clay’s Google Maps Source is excellent. Just go to clay.com, click “create new table,” and find local businesses through Google Maps.
• For individuals, use Apollo, LinkedIn Sales Navigator, or Clay’s find people integration. These tools scrape LinkedIn to find people in companies based on your criteria.

Once you’ve found your data source, it’s time to move on to the strategy you will use to reach out to leads. There are three primary methods: cold email, cold calling, and LinkedIn outbound.

Cold Email

For cold email, the first step is to set up sender domains that do not match your main domain. If you work for Google, do not use @google.com as your domain. Instead, use something like @googlefriends.com. This protects your main domain from being sidelined by spam filters.

Next, use a tool like Instantly to set up these inboxes. Once you’ve created your email accounts, it’s crafting time for your cold email.

Big tips for your cold email:

1. Write a personalized first line that ties into your value proposition. E.g., “Hey, I saw that your site speed is slow, and I can help with that.”
2. Keep it short and concise. A fifth grader should be able to read and understand your email.
3. Focus on your offer. What can you provide that is so valuable it convinces the prospect to take action? What can you offer for free that will demonstrate your competence?

Once you’ve done manual scaling and seen some success, consider using a tool like Clay to scale your personalizations. With Clay, you can do research at scale. For example:

• Use Clay’s hundreds of integrations to enrich company data like their 10K filing.
• Feed data into an AI web scraper to pull specific details, such as net sales for 2023.
• Send personalized outbound messages based on this data through tools like Instantly.

“Connection is not just the relationship; it’s oxygen.” Your initial message must breathe life into your prospect’s interest.

Cold Calling

Cold calling involves writing a simple script to ensure a solid flow during the call. You can also use Clay to personalize your script just as you would with email, allowing for variability in your outreach.

Cold calling works best when leads have shown some interest in your initial outreach, as it enables you to engage them more personally. Priority contacts within your ideal customer profile (ICP) deserve cold calls for this reason.

Consider using an AI dialer like Orum. It can dial several people at once and detect voicemails or real voices, allowing you to reach out at scale.

LinkedIn Outreach

LinkedIn Outreach is similar to cold emailing but conducted on a social platform with lower message limits. Tools like Hey Reach and Lemlist act similarly to Instantly but are designed for LinkedIn.

To start with LinkedIn Outreach:

• Set up a flow to send LinkedIn connection requests.
• Send a series of messages similar in structure to your email outreach.

The positive response rates for LinkedIn outbound are higher than other methods because it’s a social platform.

For example:

1. Craft a personalized connection request.
2. Follow up with a value-driven message that is similar to your cold email but tailored for LinkedIn’s format.

As you can see, by using these simple and effective strategies, you can streamline your B2B marketing without the complexity. Start with a reliable lead source, choose the appropriate outreach method, and tailor your approach based on your audience’s preference.

Personalizing your messages using tools like Clay can make a huge difference in how your outreach is received. Cold emailing protects your primary domain while allowing you to reach many prospects. A direct script for cold calls keeps you prepared and flexible, ensuring you can maintain the interest of high-priority leads.

LinkedIn, with its higher response rates, fits perfectly into a well-rounded strategy. Remember:

• Use personalized connection requests.
• Follow up with meaningful messages.

Actionable takeaways from this approach:

• Utilize multiple data sources based on your specific needs.
• Personalize outreach at scale with the right email and research tools.
• Adjust your approach as you learn and gain insights from each method.

Happy prospecting! These foundational ideas can simplify the complexities of B2B marketing and position you for better results. Use these methods to bridge the gap between you and your prospects effectively and efficiently.

Key Points in the Video:

Lead Sources:

• Need to establish a lead source relevant to your industry, with recommendations such as:
• Apollo.io and Ocean for general B2B leads.
• Store leads for e-commerce.
• Clay’s Google Maps Source for local businesses.
• Apollo, LinkedIn Sales Navigator, and Clay’s find people integration for contacting individuals.

Outreach Strategies:

Cold Email:

• Use different email domains that do not match the main domain to avoid spam issues.
• Tips for crafting an effective cold email include:
• Personalize the first line based on company information.
• Keep emails concise and easy to read.
• Offer something valuable in exchange for a meeting.

Cold Calling:

• Write a simple script for consistency.
• Personalize your approach based on lead interest.
• Use an AI dialer like Orum to increase efficiency.

LinkedIn Outreach:

• Similar structure to cold email but entails a different platform approach.
• Use tools like HeyReach and L Growth Machine for automation.

1. Tool Utilization:

• Clay can be utilized for data enrichment and personalizing outreach efforts efficiently.
• AI tools can help scale operations and streamline the prospecting process.

Impactful Quotes:

1. “B2B sales do not have to be complex if you don’t want them to.”
2. “People do not like long convoluted emails that have a bunch of words.”
3. “Once you’ve done that, it’s time to craft your cold email.”
4. “The positive response rates for LinkedIn outbound are significantly higher.”

Meaningful Insights:

1. Personalization is Key: Personalizing emails and outreach strategies based on specific company data and leads significantly enhances the chances of a positive response.
2. Efficiency through Technology: Leveraging tools and software for data scraping and outreach can automate processes, allowing businesses to reach out to larger audiences without compromising personalization.
3. Choosing the Right Medium: Different outreach methods (email, calling, LinkedIn) can have varying success rates; understanding when to use each method can refine the prospecting strategy and lead to more fruitful connections.