✨Carly J. Cais’ Post

Here’s Every Tool You Need to Build a Winning Sales Operating System(OS) Having tested countless tools and built my own GTM sales OS, here’s the stack I rely on for allbound sales (outbound + inbound). 1. Data Providers Start with reliable data sources – they form the foundation of any sales strategy. Apollo.io is a fantastic all-rounder: affordable, reliable, and scalable for building large lists. However, if you need specialised insights for industries like SaaS or eCommerce, try: → BuiltWith: To identify tech stacks. → Storeleads: For comprehensive eCommerce data. → Crunchbase: For funding and company intelligence. Then you can export your data, extract domains, and enrich them back on Apollo for deeper insights. 2. Custom Data Scraping When databases don’t cut it, you’ll need to scrape data for unique insights. Tools like Clay, ZenRows, and Serper allow you to gather this context programmatically: → ZenRows: Scrape websites at scale for a fraction of the cost of enterprise tools. → Serper: Extract data from search engine results and web pages. Use these tools to gather details for personalisation, AI analysis, and lead scoring. 3. Contact Information Enrichment Enriching your leads is critical for accurate outreach. Here’s my setup: → MillionVerifier for validation and Enrichley for catch-alls: offering a good mix of cost-efficiency and accuracy. → Findymail or LeadMagic: Ideal for filling gaps in invalid emails. For direct dials, I take a cost-effective approach: Only enrich phone numbers after receiving a positive response. This ensures your data spend is optimised while maintaining an up-to-date CRM(I only do this because I am email first). 4. Buying Signals and Trigger Events Timing is everything in sales, and these tools ensure you strike while the iron is hot: Trigify.io: Tracks social triggers, like engagement or posts from key accounts, which you can automate into your outreach, RB2B: You can use this to identify website visitors which can be deemed as a potential trigger The above tools are the foundation of any all-bound approach You can also scrape for triggers as you're building your list 5. Email Sequencing For email outreach, Smartlead is unmatched. It’s built with a deliverability-first approach, helping you land in the inbox.

🔍 𝐒𝐚𝐥𝐞𝐬𝐟𝐨𝐫𝐜𝐞 𝐏𝐚𝐫𝐝𝐨𝐭 𝐯𝐬. 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐂𝐥𝐨𝐮𝐝: 𝐖𝐡𝐢𝐜𝐡 𝐢𝐬 𝐑𝐢𝐠𝐡𝐭 𝐟𝐨𝐫 𝐘𝐨𝐮𝐫 𝐁𝐮𝐬𝐢𝐧𝐞𝐬𝐬?  Deciding whether to use Salesforce Account Engagement or Marketing Cloud is a challenging process, but it all boils down to knowing exactly what your business requires. 𝐋𝐞𝐭 𝐦𝐞 𝐡𝐞𝐥𝐩 𝐲𝐨𝐮 𝐦𝐚𝐤𝐞 𝐭𝐡𝐞 𝐫𝐢𝐠𝐡𝐭 𝐜𝐡𝐨𝐢𝐜𝐞 𝐨𝐮𝐭 𝐨𝐟 𝐦𝐮𝐥𝐭𝐢𝐩𝐥𝐞 𝐝𝐞𝐥𝐢𝐯𝐞𝐫𝐲 𝐬𝐞𝐫𝐯𝐢𝐜𝐞𝐬 𝐢𝐧 𝐭𝐡𝐞 𝐟𝐨𝐥𝐥𝐨𝐰𝐢𝐧𝐠 𝐪𝐮𝐢𝐜𝐤 𝐛𝐫𝐞𝐚𝐤𝐝𝐨𝐰𝐧 👇   💼 𝐀𝐜𝐜𝐨𝐮𝐧𝐭 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭: 𝐁𝐞𝐬𝐭 𝐨𝐟 𝐁2𝐁 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐀𝐮𝐭𝐨𝐦𝐚𝐭𝐢𝐨𝐧  ▪️ 𝐓𝐚𝐫𝐠𝐞𝐭 𝐀𝐮𝐝𝐢𝐞𝐧𝐜𝐞: Great for B2B companies that generate leads and nurture them. ▪️ 𝐊𝐞𝐲 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐬: B2B focused reporting, automated nurture campaigns, lead scoring. ▪️ 𝐔𝐬𝐞 𝐂𝐚𝐬𝐞: When it comes to long sales cycles and personalized journeys to engage with the prospects, you simply cannot miss Account Engagement. Take your B2B marketing powerhouse to the next level and think of it as your lead moving funnel! 💡 𝐄𝐱𝐚𝐦𝐩𝐥𝐞: Account Engagement is used by a software company that cultivates enterprise clients and automates email drips and assigns leads to sales based on engagement and interest.     🌍 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐂𝐥𝐨𝐮𝐝: 𝐁2𝐂 𝐅𝐮𝐥𝐥-𝐒𝐜𝐚𝐥𝐞 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭 𝐓𝐚𝐫𝐠𝐞𝐭 𝐀𝐮𝐝𝐢𝐞𝐧𝐜𝐞: Ideal for B2C companies seeking omnichannel connection. ▪️ 𝐊𝐞𝐲 𝐅𝐞𝐚𝐭𝐮𝐫𝐞𝐬: Advanced cross channel campaigns (email, social, SMS), AI powered insights, advanced personalization. ▪️ 𝐔𝐬𝐞 𝐂𝐚𝐬𝐞: Marketing Cloud can help you if you have to reach out to customers through various channels with real time personalization and comprehensive data driven insights. It is designed for large corporations, doing marketing work for a consumer market. 💡 𝐄𝐱𝐚𝐦𝐩𝐥𝐞: Marketing Cloud is used by a retail brand that sends personalized promotions over email, SMS and social media in real-time, offering it based on the customer’s behavior.     𝐓𝐡𝐞 𝐁𝐨𝐭𝐭𝐨𝐦 𝐋𝐢𝐧𝐞?  ▪️ 𝐀𝐜𝐜𝐨𝐮𝐧𝐭 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭: Great for businesses that require long-term and relationship marketing to nurture leads. ▪️ 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 𝐂𝐥𝐨𝐮𝐝: For B2C or B2B companies with complex multi-channel engagement needs and shorter sales cycles. 𝐀𝐫𝐞 𝐲𝐨𝐮 𝐬𝐭𝐢𝐥𝐥 𝐮𝐧𝐬𝐮𝐫𝐞 𝐨𝐟 𝐰𝐡𝐢𝐜𝐡 𝐭𝐨𝐨𝐥 𝐢𝐬 𝐛𝐞𝐬𝐭 𝐬𝐮𝐢𝐭𝐞𝐝 𝐟𝐨𝐫 𝐲𝐨𝐮𝐫 𝐛𝐮𝐬𝐢𝐧𝐞𝐬𝐬? 𝐋𝐞𝐭’𝐬 𝐜𝐡𝐚𝐭! We at Dotsquares are here to aid and assist you when it comes to making that choice and maximizing your marketing strategy. 😊 #Salesforce #SFMC #SFAE #pardot #AccountEngagement #MarketingCloud #MarketingAutomation #B2BMarketing #B2CMarketing #Dotsquares #CustomerEngagement Dotsquares Salesforce Salesforce Marketing Cloud Omkar Singh Rathore Rahul Verma Pankaj Tahiliiani Ashish Gulati Ankit Rathi Vanessa Rainsford Akshita Singh Nirwan Pankaj Dave Shubham Jajoriya

MQL creates a gap between marketers and sales: 1. Marketers optimize their day to day to generate as many MQLs as possible (run easy optin campaigns) without focusing on lead qualification 2. Sales team complains about the "leads quality" and the lack of prioritization (big spreadsheets with weird emails) 3. Both teams are not aligned on a common metric (marketers want MQLs volume and sales want to close deals) I've seen this problem countless times for every business stage (early, growth, scale-up, enterprise). The 2 teams are NOT incentivized to collaborate. So they don't run shared programs: - They don't collaborate on case studies - They don't share customers insights - They don't build a unique narrative - They don't run ABM campaigns The business misses a lot of opportunities. Among all the possible solutions (redefining 'MQLs', using only 'SQLs', or attaching a $value to each MQL) I find this one the best: → Align both teams on "qualified pipeline" With this KPI, marketers focus on a metric that brings them closer to sales. And it's a metric that everyone understands (CFO, CRO, CEO). Everyone is tracking how much money is (really) in the pipeline. Here is how it works: - Marketers run programs (e.g. webinars) - They track utms source and self attribution - They analyze the program's pipeline in the CRM - They compare and combine the programs' pipeline On the other side: - Sales run their workflow (emails, calls...) - They add in the CRM a % of potential closing rate - A rate higher than 60%* is considered qualified (*Confirmed by a top SAAS Sales exec: In general, a salesperson who notifies a 60% closing rate is confident he can close it. If he doesn't, he will have to explain why in a CRM note.) So marketing-sourced deals with a 60% rate (and higher) are considered as "qualified pipeline". This way, marketers can: - Constantly know how much marketing-sourced revenue is in the pipe - Collaborate with sales to get insights on who are those prospects - Iterate on their marketing programs based on qualified pipeline - Create reports that talks to everyone (in $ not MQLs or SQLs) What do you think of this solution?

B2B Marketers & Sales Leaders: Ready to Supercharge Your Lead Conversions? At Sprout24, we’ve been diving deep into the world of B2B marketing tools, and one name keeps rising to the top—ActiveCampaign. This tool is not just a CRM; it’s a lead-nurturing powerhouse. Let me show you why. 👇 Here’s a real-world success story: One of our B2B clients, an AI software consulting firm, faced challenges nurturing leads effectively. Enter ActiveCampaign. By leveraging its advanced automation workflows, they started sending personalized emails tailored to each lead buying journey. 💡 The result? A whopping 60% increase in lead conversions in just six months. Incredible, right? So, what makes ActiveCampaign a trailblazer? ✨ Top-notch automation: Set it, forget it, and watch it drive results. ✨ Powerful CRM integration: Track every customer interaction like a pro. ✨ Detailed segmentation: Target by industry, job role, or even behavior. ✨ Scalable for growth: Whether you’re a startup or an enterprise, it grows with you. And don’t forget its multichannel capabilities—A/B testing, site tracking, and even SMS integration are all part of the package. If you’re ready to transform cold leads into loyal customers, it’s time to explore what ActiveCampaign can do for your business. 💼💥 🔗 Compare and select ActiveCampaign now at Sprout24. Your secret weapon is just a click away. 🎥 Check out the video for more insights! P.S. This Video is AI Avatar

How to build an effective B2B sales tech stack - let me try to help you out! 👇 Let’s face it—building a sales tech stack is both ridiculously simple and annoyingly hard. On one hand, tech has never been more advanced or accessible. On the other, the sheer number of choices can make your head spin. As a former consultant and founder of Dalil AI, I’ve lived this struggle so many times. This is why I have created this guide to help you navigate the different market options and find the right tools to build a cost-effective and efficient sales stack __________________________ I looked at tools across 3 key criteria: 1️⃣ Functionalities: does it do what you need—and do it well? You want depth, not just breadth. 2️⃣ User-friendliness & AI: is it intuitive for your team? Does it use AI to make life easier? 3️⃣ Price point: the perfect tool fits your budget and delivers value without breaking the bank. __________________________ Here’s a sneak peek at the tools I’ve covered: • CRM: Notion, Dalil AI, Pipedrive, HubSpot, Salesforce, Attio, Breakcold • Outreach: Instantly.ai, Apollo.io, lemlist, Smartlead, Salesloft • Automation: Zapier, Make (Integromat), Tray.ai, Workato • Data Enrichment: Apollo.io, Findymail, LinkedIn Sales Navigator • Content Creation: Canva, Fiverr, Taplio, Adobe Creative Cloud • Analytics & Reporting: Power BI, Tableau, Dalil AI, Google Data Studio If you’re struggling to build your dream sales stack, I hope this guide simplifies the process. Remember, the right tools should make your sales team’s life easier, not harder. 👉 Follow me for more actionable insights and let me know if this guide helped you! 🚀

👋 Is Your Sales Team Relying on GPT and CRM drip campaigns? It Could Be Costing You. Sure, GPT is great for quick research and CRM drips are good for mass outreach... But here’s the catch: Sales is more than just research. It’s about building genuine connections, understanding your target, and having dynamic conversations that resonate with a human touch. You need: ✌️ Personality 📊 Targeted Data ✍️ Copy That Feels Real Here’s the problem: 👇 GPT is a versatile tool but sales requires precision and personalization. That’s why we built Sellify AI. It’s not just another layer on top of GPT; it’s a true AI Sales Rep designed to elevate your sales process. Here’s how Sellify stands out: 1️⃣ Dynamic Follow-Ups—Fully Automated Forget manual follow-ups. Sellify keeps the conversation flowing without the risk of reps dropping the ball. 2️⃣ Persona-Based Outreach by Top Industry Agents It’s like having the best sales expert in the country on your team. Sellify goes way beyond basic “Dear {{first_name}}” templates for real, meaningful interactions. 3️⃣ Schedule Meetings and Close Contracts—While You Sleep Your AI Sales Rep works 24/7, ensuring you never miss an opportunity to connect and convert. 📈 Real results, real customers—all while you focus on growing your business. P.S. Curious how an AI Sales Rep can outperform your drip campaign sales strategy? 👋 Schedule a call with our team, and I'll show you how Sellify AI can help build a winning pipeline! >>>> sellifyai.com <<<<

Beyond Basics: Advanced Techniques for Identifying Your Perfect Leads In SaaS sales, simply knowing your customer isn't enough. As Sales Directors and Managers, you need to dig deeper to identify your perfect leads and outpace the competition. Here are some advanced techniques to elevate your lead identification strategy and drive sales success. Predictive Analytics: The Crystal Ball for Sales: Predictive analytics transforms your lead identification process. By analyzing historical data and behavior patterns, these tools forecast which leads are most likely to convert. Invest in a robust tool, integrate it with your CRM, and watch your sales team focus on high-potential leads with precision. Behavioral Segmentation: More Than Just Demographics: Track how potential leads interact with your website, engage with your content, and respond to your emails. Use this data to create segments based on behavior patterns, and tailor your sales approach to each segment. This ensures your messaging resonates more deeply, increasing the likelihood of conversion. Social Listening: The Goldmine of Sales Insights: Utilize social listening tools to monitor mentions of relevant keywords, industry pain points, and competitor activity. This helps identify leads discussing problems your SaaS can solve and provides context for personalized and effective outreach. Engage in conversations, offer solutions, and position your product as the answer they’ve been seeking. Dynamic ICP Adjustments: Keeping Pace with the Market: Regularly review and update your Ideal Customer Profile (ICP) to reflect the characteristics of your most successful customers. Gather feedback from your sales team, analyze market data, and adjust your ICP accordingly. This dynamic approach ensures you're always targeting the right leads and staying ahead of the competition. Referrals from Customer Advisory Boards: Insights from the Inside: Establish a Customer Advisory Board to gather feedback and recommendations from your best customers. Use this information to refine your ICP and identify potential leads with similar profiles. This approach improves your targeting and strengthens relationships with existing customers, fostering loyalty and advocacy. By integrating these advanced techniques, you'll set your sales team up for success. Predictive analytics, behavioral segmentation, social listening, dynamic ICP adjustments, and insights from Customer Advisory Boards are the keys to unlocking your perfect leads and driving growth in the competitive SaaS landscape. To learn more about how Upcall can help you with your outbound campaign, visit http://Upcall.com. To speak with us directly, book a zero obligation call at https://lnkd.in/dEi7yUG4

To scale a B2B pipeline by 4X using AI-powered insights, businesses need to harness AI to enhance lead generation, sales optimization, and data-driven decision-making. Here's a guide to achieving this 🚀:  1. Data-Driven Lead Scoring 📊   - AI algorithms can analyze vast amounts of customer data, identifying high-quality leads with precision. By tracking user behavior, demographics, and engagement, AI ranks leads based on their potential to convert.   - Action: Implement AI-powered lead scoring tools like HubSpot’s AI-powered CRM or Salesforce Einstein to prioritize leads with higher conversion potential, boosting pipeline efficiency.  2. Predictive Analytics for Sales Forecasting 🔮   - AI can predict future sales trends by analyzing historical data, seasonal trends, and market shifts. This allows businesses to make more informed decisions and proactively adjust their strategies.   - Action: Use predictive analytics tools such as Zoho’s Zia AI or Clari to forecast sales trends, helping teams allocate resources effectively to nurture leads and close deals.  3. Automated Lead Nurturing 🤖   - AI can automate personalized email campaigns, follow-ups, and targeted messaging across multiple touchpoints. This continuous nurturing keeps leads engaged and moves them through the sales funnel faster.   - Action: Use tools like Marketo or Active-Campaign, which leverage AI to send the right message at the right time based on lead behavior and preferences.  4. Personalization at Scale ✉️   - AI enables hyper-personalization by analyzing individual preferences, interactions, and needs. Tailored communication boosts engagement and improves conversion rates, allowing you to scale outreach without sacrificing personalization.   - Action: Use AI-driven personalization platforms like Dynamic Yield or Personyze to send customized content and offers, resonating with your prospects.  5. Sales Enablement & Intelligent Chatbots 💬   - AI-powered chatbots can engage prospects 24/7, answering queries, scheduling meetings, and even qualifying leads. These bots provide instant responses and help capture leads in real time.   - Action: Deploy chatbots like Drift or Intercom on your website to engage potential customers, qualify them, and route them to the right sales representatives.  6. AI-Powered CRM 🔄   - AI-enhanced CRMs provide real-time insights into customer behavior, allowing sales teams to adapt quickly. This ensures that leads are followed up at the optimal time, increasing the chance of conversion.   - Action: Use AI-powered CRMs like Salesforce Einstein or Zoho CRM to deliver actionable insights and automate workflows that improve sales efficiency.  7. Continuous Optimization with AI Analytics 📈   - AI constantly analyzes performance metrics to optimize marketing and sales strategies. It identifies bottlenecks in the pipeline, highlights opportunities, and suggests improvements.  

Unlocking the Power of Intent Data for Lead Generation: A Practical Guide for Marketing Teams #b2b #marketing #leadcapture #leadgeneration #sales