This Is The Largest Opportunity & Biggest Miss When It Comes To Leads

Marketing School - Digital Marketing and Online Marketing Tips

Eric Siu and Neil Patel

Marketing, Careers, Business

4.6 • 1.4K Ratings

🗓️ 20 December 2023

⏱️ 6 minutes

🔗️ Recording | iTunes | RSS

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Summary

In episode #2637, We discuss the importance of smart prioritization and warm leads in sales development. We emphasize the need for sales representatives to be more thoughtful and personalized in their outreach, rather than blasting a large number of people with generic messages. We also discuss the changes in email marketing and the need for businesses to adapt to new platforms and algorithms. We highlight the importance of taking an omnichannel approach to marketing to avoid being dependent on a single platform. Don’t forget to help us grow by subscribing and liking on YouTube! Check out more of Eric’s content (Leveling UP YT) and Neil’s videos (Neil Patel YT) TIME-STAMPED SHOW NOTES: (00:00) Today’s topic: This Is The Largest Opportunity & Biggest Miss When It Comes To Leads (00:53) Importance of prioritizing warm leads and engaging with them first (01:32) Example of a successful cold email that referenced a LinkedIn engagement (02:12) Discussion about changes in Google and Yahoo that affect mass emailing (03:00) Need to adapt marketing strategies and take an omnichannel approach (04:09) Sales representatives need to be more thoughtful and personalized in their approach (04:36) Platforms make changes to optimize user experience (05:06) Introduction to the AI tool Gong for lead engagement and account-based marketing (06:01) That’s it for today! Don’t forget to rate, review, and subscribe! Go to https://www.marketingschool.io to learn more! Links Mentioned in Today’s Episode: Gong - Revenue Intelligence Platform Leave Some Feedback: What should we talk about next? Please let us know in the comments below Did you enjoy this episode? If so, please leave a short review. Connect with Us: Single Grain << Eric’s ad agency NP Digital << Neil’s ad agency X @neilpatel X @ericosiu See omnystudio.com/listener for privacy information.

Transcript

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0:00.0	All right, so this is actually the biggest opportunity and usually the biggest miss when it comes to leads.
0:08.0	So I'm going to kick this off. This comes from a post from a guy named Kevin Chu.
0:12.0	He's doing really well on LinkedIn right now,
0:14.1	as a co-founder of a company called Catalyst, and he says this over here and we can
0:19.2	react to this. So here's, here's, so most FDR, so sales development representatives waste a ton of time
0:25.4	researching which accounts and which contacts to to work in the first place and so
0:30.5	usually this is for people signing up for Apollo or Zoom in for whatever and then they're just blasting a bunch of people to use the demand base or six cents or whatever.
0:38.0	It's ABM stuff, right?
0:40.0	And usually I find it to be pretty ineffective,
0:43.2	but what he said is this, and I think this makes a lot of sense.
0:45.4	He's like, the biggest miss of all is smart prioritization
0:48.5	and warm signal leads as soon as you log in.
0:50.6	So let's say Neil and I are both sales representatives, right? So we
0:53.8	log into our companies and the very first thing we should be doing is for
0:57.0	example we should be taking a look at warm contacts with marketing MQL's
1:01.3	intent, right?
1:03.0	You know, who's the previous customer,
1:05.0	who's in the community apps, right?
1:07.0	And who has worked with a company previously
1:09.0	that's a current customer,
1:11.0	where the exec connections,
1:12.0	who is engaged with post, champion tracking LinkedIn like here's a cool thing me
	...

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