Identifying High-Value Leads

How I'd fill pipeline as an AE if I started fresh today. (Send this to your Slack group) Here is my plan: 1. Find Active Buyers The secret? Focus on prospects who posted in the last 30 days. Response rates are 2x higher from active profiles. Quick setup in Sales Nav: ↳ Create saved searches by seniority ↳  Build targeted prospect lists ↳ Update lists weekly for fresh leads Smart reps look for prospects who are active. 2. Strategic Outreach     Too many people say never do a cold dm, and tell you to sit back and wait. Please don't listen to this advice. Here's what I would do: ↳ Block 1 focused hour daily ↳ Send 20-30 targeted messages ↳ Be brief, brilliant, gone Example framework: "Reason I am reaching out [specific insight] → This matters to you because [direct benefit] → Imagine [concrete result/use ask] → CTA [simple, compelling next action]" The big fat pipeline is in the outreach. 3. Smart Engagement Don't just drop "Great post!" comments. Like real talk.. please don't do this. Start real conversations instead. The framework: ↳ Find a post ↳ Share specific insights from their content ↳ Ask one thought-provoking question Now if you did 20 messages a day check the math: 400 messages/month 10% conversion rate = 40 meetings/month There are no silver bullets. This is just an example, If you stay consistent what could happen. Stay prospecting my friends. ----- P.S. Mention someone who could benefit from this strategy. P.S.S. Which step are you going to use today?

Most SEO/ GEO discussions focus on rankings rather than revenue. Rankings only matter if your pages convert and attract the right audience. Lead generation SEO needs a different approach from content volume or keyword chasing. It starts with intent and ends with action. Search behavior in B2B and high consideration buying journeys is slower, longer, and more research driven. This means your content must help users progress through each stage, not just appear in search. Start by mapping your funnel. Identify which queries signal early research versus active interest. Build pages that reduce friction, answer questions clearly, and remove any uncertainty about what to do next. Technical SEO is essential but only valuable when paired with strong messaging, fast loading pages, structured headings, and clear calls to action. Many sites rank but fail to convert due to unclear positioning or slow response times. If you want stronger leads, align content, structure, and clarity. https://lnkd.in/dEg93Pj #seo #leadgeneration #digitalmarketing #b2bmarketing #contentstrategy

𝗔𝗰𝗰𝗼𝘂𝗻𝘁-𝗯𝗮𝘀𝗲𝗱 𝗚𝗧𝗠 𝗶𝘀 𝗻𝗼 𝗹𝗼𝗻𝗴𝗲𝗿 𝗷𝘂𝘀𝘁 𝗳𝗼𝗿 $𝟭𝟬𝟬𝗸+ 𝗱𝗲𝗮𝗹𝘀. The rules have changed—are you ready? It used to be exclusive—reserved for those massive, high-value accounts. Why? Because it was too manual, too expensive, and too hard to scale. But today, the game is different. With account data becoming more accessible (almost a commodity now) and AI tools automating deep account research, we can shift our focus. 𝗘𝗻𝘁𝗶𝗿𝗲 𝘁𝗮𝗿𝗴𝗲𝘁 𝗺𝗮𝗿𝗸𝗲𝘁𝘀 𝗰𝗮𝗻 𝗻𝗼𝘄 𝗳𝗶𝘁 𝗶𝗻𝘁𝗼 𝘆𝗼𝘂𝗿 𝗖𝗥𝗠. 𝗬𝗼𝘂 𝗰𝗮𝗻 𝘁𝗮𝗶𝗹𝗼𝗿 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲 𝗲𝗳𝗳𝗼𝗿𝘁𝘀 𝘁𝗼 𝗴𝗼 𝗮𝗳𝘁𝗲𝗿 *𝗲𝘃𝗲𝗿𝘆* 𝗯𝗲𝘀𝘁-𝗳𝗶𝘁 𝗮𝗰𝗰𝗼𝘂𝗻𝘁—𝗻𝗼𝘁 𝗷𝘂𝘀𝘁 𝘁𝗵𝗲 𝗯𝗶𝗴 𝗳𝗶𝘀𝗵. Sounds exciting, right? But let’s not sugarcoat it: pivoting to ABM is brutal. There are no real playbooks, and tactical resources are painfully scarce. But when we did, the results were jaw-dropping: → $350k in pipeline in just 90 days. → $7 in pipeline generated for every $1 spent. We are doubling down now—and shared the guide Here’s our ABM checklist: 1. Define your ABM goals & leading metrics. 2. Choose a level of personalization: 1:1, 1:few, 1:many. 3. Set up campaigns: account stages, scoring, and duration. 4. Select channels (LinkedIn was our starting point). 5. Build your target list: accounts, personas, etc. 6. Prep content, messaging, and ad formats. 7. Approve budget & resources. 8. Onboard tools/vendors to handle each ABM element. 9. Set up dashboards to track performance. Our unbundled tech stack? ~$1k/month across 8 tools: → HubSpot, Clay, BuiltWith, Apollo.io for list building. → Factors for ad pilot → ZenABM/Fibbler for intent recognition → Smartlead for prospecting. ABM isn’t easy, but the rules have changed. With the right tools, strategies, and mindset, it’s no longer just for the $100k+ deals. What’s stopping you from making the shift? #abm #marketing #gtm #saas

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

Yesterday, I watched a rep waste 6 weeks chasing a $15K deal while a $400K opportunity went cold in the same territory. Here's what happened. New rep gets 47 accounts. No system. No framework. Just "go sell something." He did what 90% of reps do … chased whoever responded first. Big mistake. After 15+ years building territories, here's the exact 4 step system that turns any territory into a revenue machine: #1 Foundation security Visit all Tier 1 accounts ($1M+ potential) within 30 days. These represent 80% of your quota. Assess relationship health, competitive threats, and expansion opportunities first. #2 Intelligence gathering During every discovery call collect: current usage, integration challenges, team growth plans, budget cycles, decision maker org chart. Pro tip: Always connect with the IT/Operations team. They influence 60% of buying decisions and know where the real pain points are. (Just don’t get stuck here) #3 Opportunity matrix Look for accounts doing $150K with you but $1M+ with competitors/in-house. High service volume = high sales potential. (adjust these numbers accordingly based on your ARR) #4 Land and expand Never try to replace everything at once. Week 1-2: Identify competitor/in-house gaps. Week 3-4: Lead with complementary solutions. Week 5+: Prove value with wins. Week 7+: Expand footprint. Priority scoring formula: 60% time on High Value + High Probability (existing customers with large expansion opps) 30% time on High Value + Lower Probability (large accounts with competitor/in-house entrenchment) 10% time on everything else This system helped teams increase territory performance 40%+ in 90 days. Check out the carousel for more details how this works. — Sales leaders! Want to run better QBRs?! Check this out: https://lnkd.in/gW9ApfMZ

"Let me know if you have any questions." "Happy to discuss further." "Looking forward to your thoughts." Every time you end a follow-up with these wimpy closes, you're asking busy executives to do work they won't do. They're not going to think of questions. They're not going to schedule a follow-up call. They're not going to send you their thoughts. They're going to delete your email and move on with their actual job. The fix is making the next step so easy that a drunk executive could do it. Instead of "let me know if you have questions," embed your calendar link directly in the email. One click to book time. Instead of "happy to discuss further," Create a simple yes/no decision box: "Ready to see the ROI calculation? Yes | No" Instead of hoping they'll respond with their availability, give them three specific time slots to choose from. The most powerful follow-up technique? Use their exact words from your call. When Jessica said she's "bleeding money on software licenses," don't paraphrase it. Quote it exactly. Reference her Thursday board meeting. Add one insight she didn't know. There's nothing more impossible to ignore than hearing your own words reflected back with new value attached. Your generic templates sound like every other vendor they're ghosting. But your personalized follow-ups that reference specific moments from your conversation get responses. Stop making prospects do the work of figuring out next steps. Start making it obvious how they move forward. Every follow-up is life or death for your deal. Most AEs are committing suicide with their own emails. Don’t be like most AEs.

I have over 15 years of SEO experience, But if I had to start from scratch in 2025, Here's exactly what I'd do: (Warning: This is NOT for agencies or those chasing vanity metrics, but for SEO strategists looking to attract real, high-quality leads without spending all day on SEO). 1. Forget chasing keyword rankings every day → Focus on high-quality content that serves your audience’s needs. → SEO is a long-term game, and consistency over time will get you results faster than obsessing over ranking shifts. 2. Stop over-complicating your SEO strategy → Document your SEO journey. Share real wins and failures—people value authenticity over perfection. → People are more likely to connect with you if they feel like they’re getting the inside scoop. 3. Ditch the fancy SEO tools for now → Use your own experience and your client’s pain points as a starting point. → Write about what you’re learning, not just what you think others want to hear. People love real stories and actionable insights, not jargon-filled tips. 4. Forget perfection on website design or visuals → Focus on text-based posts that offer value and clear takeaways. → Professional pictures > fancy design work. Your expertise is your value, not the aesthetics. → Share screenshots of actual SEO work to show the process. People love behind-the-scenes looks into real business work. 5. Implement this 20-minute content system → 10 mins: Write about 1 thing you learned today about SEO (whether technical or content-related). → 5 mins: Edit for clarity using a tool like Claude or any AI editor. → 5 mins: Add a hook + CTA (call to action). The truth? Most "SEO experts" will tell you to spend hours perfecting every detail. But after helping several business owners level up their SEO strategies, Here’s what I’ve learned: The ones who succeed treat SEO like a conversation, not a sermon. It’s not about rankings, it’s about genuine connections and providing value. That’s it. That’s the “secret.” P.S. - Now that you know it, what are you going to change? Follow me, Kapil Ochani, for all things SEO. #SEOForLeads #SEOInsights #RealSEO

One week into January, and the results are rolling in. Since January 1st, I’ve had: 20 inbound inquiries – people who DM-ed me OR booked a call immediately. 17 warm conversations – with people who engaged with my content, viewed my profile, or connected with me. 10 cold(er) conversations - tried something new; I DM-ed people I’ve never spoken to before! And so far... 12 calls booked! (with 4 more on the calendar for next week). The best part? These leads are QUALIFIED. They already know me, they trust me, and they’ve been absorbing the value I provide through my content. By the time they reach out, we’ve skipped the part where I have to prove myself. Instead, we focus on THEIR problems and how I can help solve them. Here’s how you can do the same: 1. Optimise your profile to attract the right people (duh!) ↳ Your profile should reflect who you help, how you help, and what makes you unique. When your profile speaks directly to your target audience, it becomes a magnet for the leads who are ready to speak to you. 2. Create valuable content consistently (duh x2!) ↳ Content is king. But more importantly, content that is tailored to solve your audience’s problems positions you as an expert. This helps build trust and credibility over time. 3. Engage and nurture your network. (do I even need to say this?) ↳ Engage with your audience, be active in your feed. This builds familiarity, keeps you top of mind, and strengthens the relationship before they reach out to you. 4. Utilise polls, free resources, and CTAs. ↳ Polls are super underrated, they’re a great way to spark conversations and get people involved with your content + gives you a sneak peek into what your audience is thinking. ↳ Offering free resources gives people a taste of the value you provide, so when they’re ready, they come to you. ↳ ALWAYS Make sure your CTAs guide them to the next logical step (whether that’s a call, a freebie, or even just an ongoing conversation). 5. Personalise your outreach. ↳ Don’t just send a generic pitch. Refer to their interests or recent activity to create a conversation that feels human and relevant. 6. Lead with value. ↳ When you focus on providing value rather than selling, people start coming to you. The more you give, the more you receive in return. You don’t have to chase people. When done right, your LinkedIn profile works as an organic lead generation machine, attracting qualified leads who are ready to speak with you. P.S. Sharing valuable content is key to building an inbound pipeline. 𝗖𝗼𝗺𝗺𝗲𝗻𝘁 𝗦𝗬𝗦𝗧𝗘𝗠 on this post, and I’ll share my 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 𝗠𝘂𝗹𝘁𝗶𝗽𝗹𝗶𝗰𝗮𝘁𝗶𝗼𝗻 𝗦𝘆𝘀𝘁𝗲𝗺 to stay consistent and never run out of ideas! 👩🏼💻 𝘋𝘔 𝘮𝘦 “𝗪𝗔𝗜𝗧𝗟𝗜𝗦𝗧” 𝘪𝘧 𝘺𝘰𝘶 𝘸𝘢𝘯𝘵 1:1 𝘴𝘶𝘱𝘱𝘰𝘳𝘵 𝘵𝘰 𝘵𝘢𝘬𝘦 𝘺𝘰𝘶𝘳 𝘓𝘪𝘯𝘬𝘦𝘥𝘐𝘯 𝘵𝘰 𝘵𝘩𝘦 𝘯𝘦𝘹𝘵 𝘭𝘦𝘷𝘦𝘭. ♻️ 𝘐𝘧 𝘵𝘩𝘪𝘴 𝘳𝘦𝘴𝘰𝘯𝘢𝘵𝘦𝘥, 𝘧𝘰𝘭𝘭𝘰𝘸 𝘮𝘦, Mariam Gogidze, 𝘧𝘰𝘳 𝘮𝘰𝘳𝘦 𝘤𝘰𝘯𝘵𝘦𝘯𝘵 𝘭𝘪𝘬𝘦 𝘵𝘩𝘪𝘴.

Ever felt like landing high-ticket clients is as rare as spotting a unicorn? You’re not alone. But the truth is, with the right outbound lead generation strategy, it’s absolutely possible. Let’s break it down step by step using Sales Navigator. Step 1: Identify Start by defining your ideal high-ticket client. What industry are they in? What challenges do they face? What buying patterns do they follow? The more specific you get, the better. Use Sales Navigator’s advanced search filters to pinpoint the right prospects. Step 2: Connect Once you have your list, don’t just send a generic request. Personalized InMails can make all the difference. Show them you’ve done your homework, understand their needs, and have a solution that makes sense for them. Step 3: Provide Value Before you even think about selling, offer something valuable. Share insights, industry trends, or helpful resources that address their pain points. This builds credibility and opens the door for meaningful conversations. Step 4: Follow-up People get busy. Just because they didn’t respond right away doesn’t mean they’re not interested. Consistent follow-ups keep you on their radar and move the conversation forward. Step 5: Close By this stage, trust is built, and value has been demonstrated. Now, it’s about making the decision easy. Be clear, address objections, and ensure the transition is seamless. High-ticket clients aren’t won overnight. It’s a process, not a one-time pitch. But with Sales Navigator and a strategic outbound approach, you’ll be well on your way to closing bigger deals.

Years ago, I watched one of the best enterprise salespeople I've ever known lose a million-dollar deal simply because "𝗜 𝗱𝗼𝗻'𝘁 𝘄𝗮𝗻𝘁 𝘁𝗼 𝗯𝗲 𝗽𝘂𝘀𝗵𝘆". This brilliant, capable professional was letting million-dollar opportunities slip away because she was afraid of seeming aggressive. Sound familiar? Here's the reality I've found after analyzing thousands of sales interactions: The average B2B purchase requires 8+ touches before a response, but most salespeople give up after 2-3. 𝗧𝗵𝗲 𝘀𝗼𝗹𝘂𝘁𝗶𝗼𝗻 𝗶𝘀𝗻'𝘁 𝗳𝗲𝘄𝗲𝗿 𝗳𝗼𝗹𝗹𝗼𝘄-𝘂𝗽𝘀—𝗶𝘁'𝘀 𝗯𝗲𝘁𝘁𝗲𝗿 𝗼𝗻𝗲𝘀. Working with clients across industries, I've developed what some have called the "Goldilocks Sequence" – not too aggressive, not too passive, but just right for maximizing response rates without alienating prospects. It starts with how we view follow-ups. Stop thinking of them as "checking in" and start seeing them as opportunities to deliver additional value. For each client, we build what I call a "Follow-Up Content Library" with 5-10 genuinely valuable resources for each buyer persona – a mix of their content and third-party research addressing likely challenges. Having this ready means follow-ups can pull the most relevant resource based on the specific situation. The sequence itself has a rhythm designed to respect the prospect's time while staying on their radar: 𝗗𝗮𝘆 𝟭 is the initial value-focused outreach with a specific insight (never generic "I'd like to connect" language). Around 𝗗𝗮𝘆 𝟯, we send a gentle bump, forwarding the original email with: "I wanted to make sure this reached you. Any thoughts on the [specific insight]?" It's brief and assumes positive intent. By 𝗗𝗮𝘆 𝟱, we shift to an alternative channel like LinkedIn, with a personalized note referencing the insight, but still no meeting request. Around 𝗗𝗮𝘆 𝟴 comes the pure value-add – sharing a relevant resource with no ask attached: "Came across this [article/case study] that addresses the [challenge] we discussed. Thought you might find it valuable regardless of our conversation." 𝗗𝗮𝘆 𝟭𝟮 brings what I call the "pattern interrupt" – a brief email with an unexpected subject line and single-question format that's easy to respond to. Then, around Day 18, we send the "permission to close" message: "I'm sensing this might not be a priority right now. If that's the case, could you let me know if I should check back in the future? Happy to remove you from my follow-up list otherwise." This sequence generated a 34% response rate for an enterprise software client compared to their previous 11% using traditional methods. The key difference? Every touch adds legitimate value rather than just asking for time. And because it's systematic, it removes the emotional weight of deciding when and how to follow up. What's your most effective follow-up technique? I'm always collecting new approaches to share with clients. #SalesFollowUp #OutreachStrategy #PipelineGeneration