Zac Moser

Executives won't open cold emails, but they will open a package. This is my best advice for breaking into Tier 1 accounts... When we were trying to break into big enterprise accounts at Levelset, there was one approach that consistently worked. We sent our top prospects a gift in the mail. Most teams never try this. They send another cold email, another LinkedIn message, or another voicemail. Then they sit around wondering why nothing converts. When you’re going after companies that can change your trajectory, you have to operate differently. Start with the person you are trying to connect with. Before you buy anything, spend time learning about the prospect. Look at what they post. Notice what they care about. Listen for the problems they’re trying to solve. You’d be surprised how often people leave clues out in the open. AI is really helpful at pulling this together for you. It's important to understand what would actually matter to them. Pick a gift that shows you pay attention. It takes more effort to pick something thoughtful than it does to spray a thousand people with the same sequence. But you’re not going after a thousand people. You’re going after the handful who can meaningfully move your business forward. It doesn’t need to be expensive. It needs to be personal. Somewhere in the $25–75 range is enough to show you cared without feeling transactional. Include a handwritten card. Keep it simple. Three or four sentences. Tell them why you chose the gift. Tell them what it made you think about in their business. Then make a clear, easy ask. When everything else in their stack is automated, a handwritten note stands out. Send it in a bubble mailer. Nothing fancy. USPS works fine. A bubble mailer gets opened. People are curious. Just make sure the address is right. We double checked every single one. Full up after it arrives. Don’t assume they saw it. Don’t assume they connected the dots. Send a short email. “Just shipped you something. Should arrive this week.” Then follow up again after it lands. The follow up is where the meetings get booked. Did this work? At Levelset, this was our most reliable way to break into large accounts. The response rates were dramatically higher than anything we did through email or phone alone. And it wasn’t because we were clever. It was because we were willing to put in more effort than everyone else. Most reps won’t spend thirty minutes researching a prospect or writing a card. That’s fine. The ones who do will win the meetings with the best prospects. The Reality This work doesn’t scale. It’s not supposed to. You don’t run this play for your entire TAM. You run it for the hundred companies that would meaningfully impact your business if you earned their trust. For those accounts, a thoughtful gift is a small investment compared to the upside. And if you’re willing to do the work, you’ll end up in conversations your competitors never even get close to.

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We talk about appetite. We talk about pricing. We talk about speed. But the biggest issue in distribution is actually trust. - Brokers don’t trust that wholesalers will push their submission to the right markets. - Wholesalers don’t trust brokers to send complete, clean data. - Carriers don’t trust that submissions in their inbox reflect real opportunities. So what happens? Everyone adds more steps, more reviews, more paperwork (which only slows everything down further). Technology so far has tried to make the process shinier. But if the underlying relationships still run on uncertainty, it’s lipstick on a pig. The future belongs to whoever can build transparent, connected systems where every player sees the same data, the same submission quality, and the same placement path. Because when trust is built into the workflow, speed and efficiency follow.

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Your SDRs move slow. Your market doesn’t. In 2025, sales teams win with agility. Markets shift. GTM strategies evolve. New products launch overnight. And if your SDR team can’t keep up, your pipeline’s at risk. Bad news: Most internal teams aren’t built to move that fast. Good news: Outsourced SDRs are. Here’s why they’re built for the modern sales org: 🔄 Pivot to new ICPs without missing a beat 🚀 Launch-ready teams, no hand-holding required 📊 Real-time reporting to optimize on the fly 🎯 Performance-based models (not just warm bodies in seats) The future of SDRs isn’t in-house—it’s on-demand. Want to pick the right agency to keep your pipeline fast, flexible, and future-proof? We’ve got the guide for you 👇

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"How can CS be a revenue-driver when I can fire half my team and NRR stays the same?" Until Customer Success can find quantifiable evidence that they have a higher ROI than another AE hire, they'll always be a cost center. That's what happens when you solve for churn. You start playing not to lose. You meet with every account regardless of tier. You fret over each escalation, not by the amount of ARR at stake, but by how angry the account seems. Fear of conflict drives your decision-making. You have every customer insight at your fingertips. You have 360-degree customer intelligence. You reach out proactively at the first sign of trouble. But it doesn't make a difference. And it won't. Because the people who make CS tools are ALSO solving for churn. And CS can't be accretive with tools made for support and risk reduction. Just listen to the man himself: "Customer Success has gotten worse over the years. Much worse…We're seeing a fundamental shift where CSMs are expected to be revenue generators, but they're using systems designed for customer support." - Jason M. Lemkin If I'm honest, I'm kinda over Customer Intelligence. And I'm not even 100% sure what Commercial Intelligence is. We need Expansion Intelligence. #customerexpansion #nrr #customersuccess

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Top performers in sales aren't just naturally gifted - they're methodical masters of their craft. • They manage 164% more pipeline • Excel at discovery, with 55% better performance • Experience 217% fewer late-stage slips • Win rates are 43% higher than average Why? Because they've turned key processes into disciplines: - Discovery isn't a phase, it's an ongoing practice - Qualification is a science, not a gut feeling - Stakeholder mapping is their secret weapon - Objection handling is rehearsed, not improvised Want to elevate your team's performance? DM me so you can share some details, and then I’ll share a specific plan to engineer success, not just hope for it. #SalesExcellence #PerformanceOptimization #RevenueGrowth

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Building an SDR team or rethinking how you scale outbound? This 5-point comparison helps you see the trade-offs clearly so you can choose the approach that fits your goals. Inside the guide: • Cost breakdown you can actually benchmark • Speed to pipeline and how fast each model ramps • Expertise and process strengths to consider • Control and brand alignment differences • Scalability when your plans change Which approach has worked best for you? #SalesDevelopment #OutboundSales #SDR

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𝗧𝗵𝗲 𝗽𝗿𝗼𝗯𝗹𝗲𝗺 𝗶𝘀𝗻’𝘁 𝘆𝗼𝘂𝗿 𝗦𝗗𝗥 𝘁𝗲𝗮𝗺. 𝗜𝘁’𝘀 𝘆𝗼𝘂𝗿 𝘀𝗶𝗴𝗻𝗮𝗹. In most B2B orgs today, the real challenge isn’t effort or headcount, it's focus.  • SDRs spend hours chasing leads that aren't in-market  • Personalization often defaults to "Hi {First Name}"  • Sales cycles are longer than ever, while buyer engagement is happening behind closed tabs 𝗧𝗵𝗲 𝗿𝗲𝘀𝘂𝗹𝘁? Wasted touches, burned budget, and pipelines that look full… until the quarter closes. 𝗡𝗼𝘄 𝗹𝗲𝘁’𝘀 𝗿𝗲𝗳𝗿𝗮𝗺𝗲 𝗶𝘁: 𝘄𝗵𝗮𝘁 𝗶𝗳 𝘆𝗼𝘂𝗿 𝗦𝗗𝗥 𝘁𝗲𝗮𝗺 𝗼𝗻𝗹𝘆 𝗳𝗼𝗰𝘂𝘀𝗲𝗱 𝗼𝗻 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝘀, 𝗮𝘁 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗺𝗼𝗺𝗲𝗻𝘁, 𝘄𝗶𝘁𝗵 𝗺𝗲𝘀𝘀𝗮𝗴𝗶𝗻𝗴 𝘁𝗮𝗶𝗹𝗼𝗿𝗲𝗱 𝘁𝗼 𝘄𝗵𝗮𝘁 𝘁𝗵𝗲 𝗯𝘂𝘆𝗲𝗿 𝗮𝗰𝘁𝘂𝗮𝗹𝗹𝘆 𝗰𝗮𝗿𝗲𝘀 𝗮𝗯𝗼𝘂𝘁? This is where intent data becomes a revenue lever, not just another tool. According to Demand Gen Report:  • Companies using intent data see 2.5x conversion rates  • Sales cycles shrink by 28%  • 68% of marketers say it’s critical for ABM performance At S2W Media, we help marketing leaders solve this with a full-funnel, intent-driven strategy:  • 𝗜𝗻𝘁𝗲𝗻𝘁 + 𝗳𝗶𝗿𝘀𝘁-𝗽𝗮𝗿𝘁𝘆 𝗱𝗮𝘁𝗮 𝗳𝘂𝘀𝗶𝗼𝗻, pinpoint buyers already researching your solution or evaluating your competitors  • 𝗣𝗿𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝗹𝗲𝗮𝗱 𝘀𝗰𝗼𝗿𝗶𝗻𝗴, SDRs focus on verified, high-intent accounts  • 𝗛𝘆𝗽𝗲𝗿-𝗿𝗲𝗹𝗲𝘃𝗮𝗻𝘁 𝗼𝘂𝘁𝗿𝗲𝗮𝗰𝗵, informed by real behavioral signals, not assumptions The outcome? Predictable pipeline. Faster velocity. Higher ROI. No more guessing games. No more wasted touches. As marketers, we don’t need "more leads."We need better intelligence to drive a meaningful pipeline. If you're ready to align sales & marketing on who to target, when to engage, and what to say, let’s connect. 𝗥𝗲𝗮𝗱 𝗳𝘂𝗹𝗹 𝗯𝗹𝗼𝗴 𝗵𝗲𝗿𝗲 - https://lnkd.in/dq3Qbvzt

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