Lead Generation Techniques

In the last 10 days via Instantly.ai: ✅ 18 appointments booked ✅ 9 leads generated in a single day from 1 campaign ✅ First clinic partnership secured for a client Here’s what actually made the difference beyond just “personalization”: I didn't even use Clay. 🔹 Tight ICP filtering – Instead of targeting everyone in our target industry, we narrowed to decision-makers at mid-size companies that recently posted hiring signals, and confirmed their ability to take on additional work. Fewer contacts, higher hit rate. 🔹 Problem-first messaging – Instead of opening with “who we are / what we do,” every sequence started with the cost of their current status quo (missed appointments, staffing gaps, wasted pipeline). That framed the outreach as relevant instead of salesy. Trigger events > endless pitches. 🔹 Structured follow-up cadence – Most replies didn’t come from Email 1. They came from emails 3–4, where we shifted tone: lighter, more conversational, sometimes even with a short one-liner but always built urgency and displayed the ROI of the offer to the prospect. Consistency > cleverness. Outbound isn’t about “sending more.” It’s about sending smarter. If you’re only relying on referrals or inbound, you’re betting on luck. Cold email gives you control over pipeline. 👉 I’ll keep sharing breakdowns like this—so if you’re building outbound, follow along. #coldemail #instantlyai #outbound #GTM

I analyzed 12 months of ABM campaigns that actually worked. Here's the data: Most Account-Based Marketing fails before it starts. After analyzing 12 months of successful ABM campaigns (and plenty of failures), I've identified the patterns that consistently drive pipeline. Here's what the data shows: 1. Timing matters just as much as content Accounts that received 3+ touches within 48 hours of showing buying intent converted 4x better than those that received the same content a week later. 2. The magic number is 6.2 (for this brand at least) The average closed-won deal had 6.2 stakeholders involved. Yet most ABM campaigns only target 1-2 personas per account. Expand your reach. 3. The "champion experience" is everything The accounts where we delivered a memorable experience to a single champion (personalized video, custom research, direct exec outreach) had 3x higher conversion rates. 4. Sales and marketing misalignment kills ABM Our most successful campaigns had sales activity within 24 hours of marketing touches. When this alignment slipped to 72+ hours, conversion rates dropped by 48%. 5. Personalization at scale actually works But not how most people do it. We tested 4 levels of personalization: - Generic (18% engagement) - Industry-specific (27% engagement) - Company-specific (42% engagement) - Individual + company-specific (63% engagement) 6. Direct mail isn't dead But swag is worthless (or at least it didn’t work for this audience 🤷♀️). Our highest ROI direct mail: Personalized research reports addressing the account's specific challenges. $250 spend → $45K in pipeline (average). 7. The "Double-Down Effect" When an account engages with ANY marketing touch, immediately increasing the frequency and personalization level produces a 3.5x lift in conversion rates. The companies getting ABM right understand it's not a campaign—it's a complete go-to-market strategy. P.S. I'm working on a new episodic ABM show in collaboration with Clay, so stay tuned 🤗

Spending over 23% of your day on LinkedIn as a founder or coach but still stuck with less than 10% conversions. Your services and products are not being recognized and sold even on one of the biggest B2B platforms. Based on my recent client experiences, I have included 5 strategies to resolve your issues below. Lead gen on LinkedIn is more like going to the gym. → As in a gym, you don't jump onto 20 kg dumbbells for your workout; similarly, when you think of lead gen it's not about $5,000 clients on day 1. → As in a gym, you focus on building a habit of walking there; similarly, you should build a habit of talking to ICPs. Once you are onto this stage: 1) Write what appeals to your targeted ICPs. → Educational Storytelling → Value-based lead magnet → Before and after case study → Client case study with proofs → Emotional trigger-based content 2) Connect with ICPs without selling in the 1st text → Talk about their personality → Talk about something they are good at → Talk about what's wrong + how you can fix → Talk of their contribution + how to take forward → Talk how they have impacted your life positively 3) Connect with a set of ICPs through comments → Create a list of 50 people in an Excel sheet → Comment on 25 on alternative days → Write genuine words → After 4-5 days of mutual conversation → Send a connection request with an intent 4) Create a strong lead magnet for your ICPs → Find people who fit your ICP list → Send them a connection request. → Ask about a problem they are facing. → Showcase how your lead magnet can be fixed. → If they agree, send it to them and take it on. 5) Leverage the potential of reactions & comments. → Open profile of a big creator who fits your ICP. → Open recent posts & find reactions + comments. → Filter them out; they are the most active ones. → Send customized connection requests regularly. → And you’ve a list of active ICPs to contact daily. When you build a habit, you find new ways to strengthen, exactly how you go to the gym, and build a habit of better posture and mobility. Focus on building habits with better actions; you'll be surprised to witness the results. P.S. If you want to dive deeper into lead gen and become the top 1% in the industry through content, DM me.

“It’s not enough to just win,” an old boss of mine used to explain. “The other side has to lose, badly.” Nothing gave him more satisfaction than eating his rivals’ lunch - and his competitive nature was contagious. When I started my first business I adopted his approach. But I soon also learned that I had to ally that competitive spirit with a more nuanced approach if I was to retain clients rather than just churn through them. Unlike winning deals, retention isn't just about having the best product — it's about creating value and a level of reliability that rivals can't match. 1. Retain on value, not price: Competitors will use price to try and attract your customers. It’s tempting to drop your yield accordingly, but that’s a race to the bottom. Instead take time to make sure your client can see how much they get for every pound or dollar they invest. Adding extra value will always be more profitable than reducing your fee. 2. Add features before you’re asked to: Write a customer engagement strategy that involves adding useful new services or features for your existing customers at least once or twice a year. Use these to upsell, build loyalty and increase their pain of moving suppliers. 3. Build trust through relentless delivery: Unreliability is one of the top reasons clients will look elsewhere. Meet key clients on a regular basis to understand how their needs are evolving and pivot your offering accordingly. And always keep your promises. 4. Outmanoeuvre your competitors: Never underestimate how determined your competitors will be to knock you off your perch. Devote adequate time to learning from their approach so you know the threat you face. Match your instinct to win new business with an equal determination to retain customers. Crack that and not only will you eat your competitors’ lunch today but you’ll have it every day.

Too many marketers treat webinars like one-off lead gen plays. Run the event, send the recording, plan the next one. But the teams getting the most out of webinars treat them like content engines, using multiple touchpoints to promote them and creating multiple assets from each one. Here’s how: 🔹 Before: plan & promote. Design the webinar around what you want the final content to generate. Think about how you can pre-plan the moments to clip later. Start outlining that blog recap now. And when it comes to promotion, don't stop at email invitations. Find ways to embed the registration link into existing content channels — a new or popular blog post on an adjacent topic, the bios of all your social channels, etc. (At SparkToro, I can consistently add 100-200 extra registrants by embedding the registration link in a new blog post.) 🔹 During: reward active engagement. Having live attendees is nice; having active chat participants is even better. Invite people to engage directly in the live chat. Ask open-ended but simple questions that are easy for people to respond to. Make sure you're also using that chat in real-time — drop notes, reactions, answer quick questions that don't need to be verbally addressed during the presentation. 🔹 After: remix & reassign. One recap email isn't enough. A single well-run webinar should become multiple LinkedIn posts, a blog post, YouTube clips, and sales talking points — assets that serve social media, content marketing, and sales. Give each content asset a new job. This mindset has mattered a lot for SparkToro Office Hours, which typically gets ~1,200 signups. It’s also very aligned with how Goldcast talks about online events too — not just hosting webinars, but turning video into clips, blogs, social posts, and more. Link below in the comments to learn more. #GoldcastPartner

It's easy to fall into the "doing things just to do them" trap in demand gen and ABM.  👉🏾 Launching campaigns because "it's our typical approach." 👉🏾Creating content because "we have to."   👉🏾 Chasing every lead with the belief that "more is always better." But with AI and automation making it easier than ever to produce generic content, it's even more crucial to pause and ask, "Why?" ✔️Why this campaign? ✔️Why this content? ✔️Why this account? ✔️Does it truly align with our ideal customer profile (ICP)? ✔️Does it resonate with their needs and challenges? ✔️Does it get results on our goals? Generic #ABM is just...marketing. And generic #demandgen is a waste of resources. 👉🏾 To break the autopilot cycle, be specific about your ideal customer. Use tools like 6sense or ZoomInfo to gather rich data, going beyond basic demographics to understand their firmographics, technographics, and psychographics.  👉🏾 Then, map your content to the buyer's journey. Don't just create content for content's sake. Use tools like HubSpot or Marketo to address their pain points and provide real value at each stage. 👉🏾 Analyze intent data. Tools like Bombora or G2 Buyer Intent can tell you which accounts are actively researching solutions like yours, allowing you to focus your ABM efforts on those showing high intent. 👉🏾 Don't forget to make it a personalized experience. Use AI-powered platforms like Persado or Phrasee to tailor your messaging to individual accounts and show a deep understanding of their needs. 👉🏾 Finally, measure what matters. Track metrics that align with your goals, not just vanity metrics. Tools like Google Analytics or Bizible can help you measure the true impact of your ABM and demand gen efforts. 👉🏾 And most importantly, find someone to challenge your thinking. A colleague, a mentor, even a (kind!) competitor. Someone who asks: ✔️Why are we targeting this account? ✔️Will this content truly resonate? ✔️Does this campaign align with our overall strategy? Break free from autopilot, be intentional, and be strategic. Then, watch your ABM and demand generation results grow. What tools or strategies do you use to focus on the "why" behind your marketing? #b2bmarketing #marketingstrategy

Everyone is talking about AI for outbound. Nobody is talking about the bad data feeding it. Garbage in. Garbage out. Pipeline dead. I have seen GTM teams spend thousands on AI tools and still get 40% bounce rates. The problem was never the tool. It was the list going into it. So I built a system to fix the data problem first. I ran it through Icypeas, and it changed how my agency does outbound completely. Here is the full breakdown: 1/ Filter and Match - Upload names and domains - Icypeas matches verified emails and scores each one by confidence level - Your outreach starts with signal, not guesswork 2/ Verify Before It Costs You - 1 catch all domain can tank your sender reputation for weeks - Icypeas scans every address and removes risky ones before they do damage - This single step has saved entire campaigns I have inherited 3/ Enrich and Segment - A name and email is NOT a lead - Pull professional data, standardize it, build tiers - This turns a cold list into B2B outreach that actually converts 4/ Domain Scanning for SMBs - Decision makers at smaller companies rarely have listed emails - Scan domains for role-based addresses like info@ or contact@ - This opens up a segment 80% of teams completely ignore 5/ API Enrichment on Autopilot - Raw leads go in, enriched GTM ready contacts come out - Zero manual work - This step alone saved my team 6 plus hours a week 6/ Score and Prioritize - 70% of outbound underperforms because teams treat every lead the same - Rank by quality, focus on the top tier - Let data sharpen your ICP over time 7/ Personalize at Scale - Enriched profiles turn into smart segments - Smart segments turn into outreach that feels one-to-one even at volume - This is where reply rates actually move What makes Icypeas the tool I keep recommending to GTM teams: → High accuracy on verification, so bounces go down, and deliverability stays up → Pricing that works for agencies running real volume → Over 1 billion refreshed records and an API that does not break when you scale Here is the part nobody wants to admit... → 4 out of 5 teams are one bad send away from landing in spam. → Almost everyone blames the copy. Almost nobody checks the data. → Only 1 in 10 outbound teams run a full pipeline system before sending a single email. The ones who do? They are booking meetings while everyone else is A/B testing subject lines into the void. Fix the data first. Everything else gets easier. Where does your outbound pipeline usually break? A) Bad data  B) Wrong ICP  C) Weak copy  D) No follow up Drop your answer below. Curious where most people are stuck.

We've been doing weekly review calls with clients since 2019. Sounds basic, but it's probably the only reason our retention sits above 80%. Every Friday. Same time slot. Doesn't matter if campaigns are crushing it or if we're just maintaining. We show up. When we started LeadsNLatte, this wasn't negotiable. Tanvi and I decided early that we'd rather over-communicate than assume everything's fine because numbers look good. Most agencies only talk to clients when there's a problem or a renewal coming up. We saw how that played out with other founders we knew, clients would leave even when results were strong, and nobody could figure out why. The answer was obvious: people don't leave because work failed. They leave because they stopped feeling like anyone was paying attention. What these calls actually do: → Small misalignments turning into deal-breakers. A question they didn't ask because it felt minor. A priority shift we didn't catch. → Keep us aligned without guessing. What we think is working and what they think is working aren't always the same thing. → Make them feel like a priority, not a contract. When you only show up for renewals or problems, people notice the gaps. Clients stay when they know someone's consistently paying attention, not just when metrics dip. PS: When's the last time you talked to a client when nothing was actually broken? #ClientRetention #AgencyLife #ClientExperience #FounderLessons #BusinessGrowth

My morning routine post got 30,000 impressions. My case study got 6,000. Guess which one generated 20 demo requests: A while back, I posted about cold plunges, productive habits, the whole morning routine thing. → 30,000 impressions → Solid engagement → Zero leads Around the same time, I posted our notus case study breakdown with Jesse Pujji about scaling his founder brand. → 6,000 impressions → 20 demo requests → LinkedIn DMs, website bookings, immediate pipeline 5x fewer eyeballs but 20x more business impact. The difference was: one cast a wide net, the other spoke directly to the people I actually want to work with. Here's what I've learned about balancing both: 1. Broader posts (personal stories, behind-the-scenes, lifestyle moments) build brand. They make people feel like they know you. They have their place. 2. ICP-specific posts (case studies, tactical breakdowns, niche pain points) generate pipeline. They attract buyers, not just followers. The key is knowing when to use what. If you're early and need pipeline now, go niche. Talk to the very specific pain points of your ideal customers. When you do this well enough, the algorithm figures it out. Hit an outlier, and it serves your content to more of the same people. Hormozi referenced a woman with 2,000 Instagram followers, maybe 500-1,000 views per video, but she's making $1-2M because every piece of content attracted her exact ICP. She then drove them to her newsletter, and converted them into buyers. That's the game now. Niche audiences are winning because relevancy beats reach. P.S I'd track which posts generate real signals from qualified buyers, not just likes. That data tells you what to post more of.

In October 2021, we generated 250 sales leads in 2 hours without coding, AI, or sales expertise, and we have never looked back. Here's exactly how we’ve used webinars to generate $3M+ in pipeline since launching our company. A week after launching Chezie's ERG platform in August 2021, we hosted a simple webinar that changed everything. The idea came when we noticed most ERG content online was outdated (think black-and-white websites from 2014; it was dark out there). We saw an opportunity. Here’s our process: 1. Find your topic     Look for LinkedIn conversations in your niche. Use tools like Perplexity to research what people are actively searching for.     2. Get the right host     We reached out to my friend Morgan Matthews (she/her), who was working as a DEI Manager at Peloton at the time. Your host should either have a strong following, work at a notable company, or ideally both.      The more notable your speaker, the easier it is to drive signups.      3. Structure your event     We titled ours "From Intent to Impact: How to Get the Most Out of Your ERGs." Morgan gave a 45-minute presentation and left 15 mins for Q&A.      Keep it simple – a fireside chat format lets your host prepare answers in advance.     4. Capture leads strategically     Have attendees share key info during registration (company size, current solutions, etc.). This helps you qualify leads before the event.     5. Execute and follow up       Some tips for a smooth event:       • Host on Zoom (everyone’s familiar with it by now)   • Pay attention to which participants are most engaged   • Share recordings after via email to warm the inbox   • Focus follow-up on qualified leads      Fast-forward to today: We've hosted 60+ events and turned webinars into our #1 go-to-market channel, even as we've expanded to other strategies. If you have questions about the process, qualifying leads, or anything else around webinars as a GTM motion, comment below; I’m happy to help! 👇🏾