Regulatory updates with MLex, LexisNexis company

Most sales tactics are boring and outdated, agree?

"I feel pushy and salesy when I sell"
"I swear, if I hear the word 'funnel' again..."
"Do I really need to send 100 cold DMs per day?!"

You've probably thought the same thing at some point in your career, right? If you work in Marketing and Sales, chances are... you say these every day :)

But... sales doesn't have to be this "pushy" thing that makes you feel like you're cheating someone out of their hard-earned money.

Sales is human understanding. Psychology at scale.

What if selling didn't feel so salesy?
What if you made "funnels" fun and easy?
What if "sales" was more than just "cold outreach"? 

In my last 20 years working as a Marketing Manager and Head of Sales across companies of different size, I can tell you...

Sales CAN be fun.
Selling IS not that hard.
Marketing IS always needed.

Hey, if you've read this far...

I'm Iryna! Nice to meet you.

In my LinkedIn posts, I share lessons from my last 2 decades in business. And when I'm not on LinkedIn, I train my sales team members on how to a better job at growing the business. And when I'm not in the office, I like to speak on stages as a keynote speaker or look out which podcast I can jump on to talk even more... well... Sales and Marketing!

I love what I do. 

And I hope to share some of this love and lessons with you.

Thanks for reading.

------

For workshop and keynote inquiries, please send me a DM on LinkedIn or email at: irabgm@gmail.com

Iryna Begma

Work hard. Party harder. 

Grateful to be a part of an amazing LexisNexis Europe team. 

Dear customers, when you purchase LexisNexis solutions, look how many amazing (and talanted) people are working on the background 💃

2026 gonna be definitely fun 🤩 


Amine Chekili Edyta Czuprynska Liliane Dam Loubna Benachour Sébastien Bardou Stéphane Ouaki Benjamin Bloom Riad Bouchelouh Tanguy Quandalle Karine L'Eildé Clément CHARLES Yan Miranda Clara Eschenbrenner Nadir CHIBOUBI Lucie Gazo Odette Preira Arianna Valeriani

Marketing & Sales enthusiast | personal sales stories and women-in-sales support | Head of Sales at LexisNexis

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These are the exact steps I take in January to generate pipeline.

And no - it’s not about chasing new leads.

That’s where most people get it wrong.

They go prospecting in the wild…
…while their best opportunities are already in their backyard.

Here’s what I do instead - and what I’ll be doing this January 👇

1. Revisit last year’s closed-won clients.
→ Who grew? Who changed roles? Who’s ready for more?

2. Reopen ghosted leads.
→ 30% of “not now” deals turn into “maybe” - if you follow up right.

3. Audit all lost opportunities.
→ Why did they reject? Was it timing? Budget? Wrong contact?

4. Expand the list to 3 years back.
→ Even pre-pandemic leads can come back with the right signal.

5. Filter every inbound lead from last year.
→ Even the weak ones. There’s gold in those who engaged but didn’t convert.

6. Review your “champions” who moved jobs.
→ Former fans in new roles = the warmest intro you’ll ever get.

7. Mine existing accounts for expansion.
→ New teams. New regions. New budget. Just ask.

8. Leverage intent signals.
→ Hiring, funding, engagement, legislation - act when they care, not just because you want pipeline.

Build a “warm list” before touching cold leads.

You don’t need 1,000 new leads.

You need 100 warmed-up ones - with a reason to talk now.

What’s your move in January?

I used to think the perfect team was made of perfect people.

Top performers. 
Big resumes. 
Smooth talkers.

But I’ve been in sales long enough to know - that’s NOT what makes a team win.

The best teams I’ve been part of weren’t the flashiest.
They were the most committed.

People who wanted to get better. 
Together.

Even if they didn’t have it all figured out yet.

What matters to me: 

1/ Curiosity over credentials
2/ Coachability over confidence
3/ Consistency over intensity
4/ Ownership over ego
5/ Progress over perfection

Truth is…

You don’t build a team on paper.
You build it in the hard moments - when people choose to stay, try again, and help each other grow.

That’s what makes the difference.

Which one of these do you hire for?

A sign of a good break - 


when you cannot remember a password to your laptop. 

Working week 1 started. 
We can do it, guys.

Don’t do this during the discovery! 

A good discovery call is a set of questions to qualify the lead. 

If you do the pitch without a good discovery > you lose. 

How I structure my discovery calls - watch the video.

For a long time, I thought being great at sales was enough.
It wasn’t.

I was closing deals. Hitting targets. Coaching reps.
But nobody really saw what I was doing.

No invites. No speaking slots. No opportunities landing in my inbox.

Just more pipeline. More pressure. More staying behind the scenes.

Then I realized something:
Being great at your job isn’t enough if no one knows about it.

So I started sharing.

Not to brag.
But to document. To reflect. To connect.
To make the invisible part of sales work… visible.

And everything changed.

Inbound leads. Talent reaching out. Bigger opportunities.

If you’re a high performer stuck in the shadows - start talking.

You don’t need to go viral.
You just need to show up.

With so many free resources out there - podcasts, newsletters, tutorials, AI tools, courses…

Why do so many people just stop learning?

You might be great today.

But if you’re not evolving - especially with the pace of AI, automation, and tech shifts - you’re already behind.

Doesn’t matter if it’s:

Learning a new language (I’m currently learning two)
Mastering a new tool
Upleveling your sales skills
Understanding a new market

Being in a comfort zone is a choice.
So is growth.

And I’m surprised by how many talented people take their edge for granted.

If you haven’t planned what you’re going to learn in 2026 - now’s the time.

Start small. But start.

Three first steps I would take to build my pipeline. 

Easy. Obvious. Often ignored.

Outreach is super easy. 

You parse the list > draft email > push send > get banned. 

The story was supposed to be good but ended too soon. 

“I did not do anything wrong, but my domain was banned” 

“I created a list of prospects and got 0 replies, the list was good (I think)” 

You don’t need AI or shiny tools:

If your data is bad.
The timing is wrong. 
The people are not relevant. 

Prospeo.io V2 fixed a problem of data accuracy and created a database with:

- 24 filters to target the right people 
- job changes, hiring, funding, stack, and many more 
- double-verified emails + direct mobiles
- and a database which is refreshed at least every week 

If you’re in sales or running an agency, you’ll feel the difference.

P.S. Your reps don’t need more emails.
They need better entry points > and that’s where Prospeo.io V2 does help prospecting.

Not everyone starts strong in sales.

Some reps take off from day one.
Others? They struggle.
Doubt themselves. Almost give up.

This episode is for the second group.
And the managers trying to help them succeed.

🎙️ On this week’s Head of Sales Diary, I sat down with Henry Clayton Principal SDR at Allego.

We talked about what it actually takes to go from:
→ Struggling to hit target
→ To earning a spot in President’s Club

If you’re managing a team right now - or trying to grow into a top performer yourself - this is the episode to listen to.

📌 link to the podcast: https://lnkd.in/ee-NUBMt

PS: The biggest lesson?
You don’t have to be a “natural” to be elite.
You just have to keep going - and have someone who believes you can.

Open video: How to become a successful SDR on youtu.be

AI helps. But being human wins.

Confirmed by Henry Clayton (Allego SDR & President’s Club rep). 

We talked on the Head of Sales Diary podcast about what actually works in sales:

Coaching. Consistency. Staying human.

🎧 Listen now — link in comments.

Influ2

Companies like Snowflake and Crowdstrike use Influ2 to connect marketing with sales in ways most teams didn’t think were possible. We help go-to-market teams engage entire buying groups, shorten sales cycles, and stay relevant throughout long, complex deal processes.

• conducting comprehensive research on target enterprise accounts, analyzing industry trends, organizational structures, key decision-makers, and potential challenges
• composing personalized emails, and LinkedIn outreach to engage C-level executives, VPs, and key stakeholders in meaningful conversations
• developing and executing account-based strategies tailored to large enterprise accounts in collaboration with marketing and sales leadership

𝗔𝗰𝗵𝗶𝗲𝘃𝗲𝗺𝗲𝗻𝘁𝘀:

• achieved exceptional results in Q1 2025, hitting 100% of the quota, maintaining 90% SALs, and attributing $900K to pipeline contribution
• sourced $60,000.00 sales pipeline into closed-won opp

Enterprise Sales Development

• raised awareness and generated interest in the product through personalized emails and LinkedIn outreach
• launched and expanded outbound campaigns by identifying key target audiences, creating tailored messaging using Outreach and Expandi
• strengthened relationships with the ABM team to improve collaboration and drive more effective, tailored outreach efforts
• generated new sales opportunities for Account Executives and partnering with them to move  prospective accounts through the sales cycle
• anticipated and effectively handled objections by proactively identifying potential concerns, addressing them with thoughtful solutions, and maintaining a positive, engaging approach

𝗔𝗰𝗵𝗶𝗲𝘃𝗲𝗺𝗲𝗻𝘁𝘀:

• exceeded the quota by reaching 125% in Q4 2023, demonstrating strong performance in a competitive quarter
• achieved 140% of the quota in Q1 2024, driving significant growth and consistently surpassing expectations
• attained 110% of the quota in Q3 2024, with 90% of leads converting into Sales Accepted Leads, ensuring high-quality prospects
• delivered exceptional results in Q4 2024 with 184% of the quota, maintaining 90% SALs, reflecting outstanding sales performance

Sales Development

eTeam, Inc.

• researched and created targeted prospect lists based on ICP using LinkedIn Sales Navigator to ensure focused and effective outreach
•  reached out to curated, targeted prospect lists through personalized email campaigns, and LinkedIn to identify and qualify potential sales opportunities 
• guided qualified prospects onto the next stage of the sales process by booking a further conversation between the prospect and a Sales Executive

𝗔𝗰𝗵𝗶𝗲𝘃𝗲𝗺𝗲𝗻𝘁𝘀:

•  increased the Lead Generation process by 50% through proactive campaigns, personalized outreach, A/B testing, and continuous optimization of messaging
• defined ICPs, buyer personas, and value propositions to enhance conversion rates, including connection, open, reply, and bounce rates
• developed and maintained hypotheses and outreach sequences for Email and LinkedIn campaigns to optimize engagement and conversion
• elaborated a comprehensive Business Development Strategy Guide to boost brand awareness among target audiences through LinkedIn and email outreach

InStandart

• researched, qualified, and compiled a contact list of potential customers based on the ICP
• orchestrated potential client company profiles to build databases and a targeted client list
• researched potential client companies using LinkedIn Sales Navigator, Crunchbase, SimilarWeb
• engaged with potential customers through personalized outreach on LinkedIn and Reply.io to assess their interests, initiate conversations, and qualify leads by understanding their needs, pain points, and readiness to explore solutions 
• aligned with business goals and enhanced team performance by partnering with the Sales Development Lead to develop strategic plans and set KPIs

𝗔𝗰𝗵𝗶𝗲𝘃𝗲𝗺𝗲𝗻𝘁𝘀:

• built a database of over 2,000 hot leads for targeted email outreach, contributing to an increase in response rates and lead conversions
• optimized conversion rates through cold email outreach by identifying prospects' pain points and implementing personalized messaging tailored to their needs

Research Specialist

Crew Manning Agency "MIT-Ocean" LTD

• managed daily crew operations for allocated vessels
•	daily maintenance of incoming and outgoing correspondence with Greek shipowners
•	 searched, assessed, checked previous service (references, evaluation forms, sea service records) of seafarers
• checked that the proposed candidate is qualified, certified, and medically fit according to requirements of flag administration, international requirements and standards are within Company Quality System
•	 arrangement documents for crew dispatching (contract of employment, guarantee letter, crew list)

Crew Recruiter

Kherson State University

• prepared for and conducted a final lesson on English Practical Grammar, focusing on the topic "The Usage of Articles with Common Nouns", selecting didactic materials and creating visual aids
• coordinated an exhibition dedicated to English Language Week
• conducted a seminar on European culture during the Enlightenment era, incorporating interactive presentations to engage students 
• organized an exhibition installation, “Behind the Scenes of Buckingham Palace: The Life of the Queen,” that provided students with a deep dive into the royal life of Queen Elizabeth II

English and Foreign Literature teacher 

GRC Freight Agency | Greatwide Truckload Management

• managed daily operations with drivers and brokers
• kept daily maintenance of incoming and outgoing correspondence 
• handled objections with drivers via phone in English
• cargo delivery control
• arrangement documents for the Company

Logistician

• mastered various copywriting techniques, including creating catchy headlines, structuring content for readability, and using persuasive language to engage readers
• created content in English, Ukrainian, and Polish for scientific journals, ensuring clarity and accuracy in each language
• developed a consistent writing style while incorporating effective methodologies to ensure engaging and informative content
• executed own writing style to align with the expectations and preferences of target audience

Copywriter

Kherson Academic lyceum named after O.V. Mishukov under Kherson State University

• prepared for and conducted a lesson on the theme of Homer's "Odyssey," where I implemented creative teaching approaches, including pair and group work
• organized a class hour on bullying in schools, where I addressed its causes, consequences, and solutions
• developed and presented lessons in English, focusing on topics like "Appearance and Clothes" and "Feelings and Emotions," incorporating educational games to foster a well-rounded student development
• managed sociometric research and psychological tests to study the students' motivations and group dynamics

English and Foreign Literature teacher

Expert in Person-Based Advertising | ABM Strategist | Helping Tech Companies Supercharge Marketing Results 🚀

Greetings superheroes 🚀

I once dreamed of becoming a linguistic mastermind, decoding the mysteries of human communication with a PhD in linguistic analysis. But reality had a sense of humor. The salary of a laboratory assistant? Let’s just say it wouldn’t even cover my daily coffee habit.

𝗦𝗼, 𝗜 𝗺𝗮𝗱𝗲 𝗮 𝗯𝗼𝗹𝗱 𝗺𝗼𝘃𝗲: 𝗜 𝘁𝗼𝗼𝗸 𝗺𝘆 𝗽𝗮𝘀𝘀𝗶𝗼𝗻 𝗳𝗼𝗿 𝘄𝗼𝗿𝗱𝘀 𝗮𝗻𝗱 𝘁𝘂𝗿𝗻𝗲𝗱 𝗶𝘁 𝗶𝗻𝘁𝗼 𝗮 𝘀𝗮𝗹𝗲𝘀 𝘀𝘂𝗽𝗲𝗿𝗽𝗼𝘄𝗲𝗿. Instead of analyzing syntax, I started crafting messaging that actually influences decisions and changes the world for game-changer products.

𝗕𝘆 𝗤𝟰 𝗼𝗳 𝟮𝟬𝟮𝟰, 𝗜 𝘄𝗮𝘀𝗻’𝘁 𝗷𝘂𝘀𝘁 𝗵𝗶𝘁𝘁𝗶𝗻𝗴 𝗾𝘂𝗼𝘁𝗮 - 𝗜 𝘄𝗮𝘀 𝗰𝗿𝘂𝘀𝗵𝗶𝗻𝗴 𝗶𝘁, 𝗰𝗹𝗼𝘀𝗶𝗻𝗴 𝟭𝟴𝟰% 𝗼𝗳 𝗺𝘆 𝘁𝗮𝗿𝗴𝗲𝘁. The secret? I’d already done my homework. No generic outreach, just laser-focused ABM prospecting. I dug into intent data, decoded buying signals, and crafted tailored messages so they practically said, "Nice to meet you!". 

𝗚𝗲𝗻𝗲𝗿𝗮𝘁𝗲𝗱 𝗽𝗶𝗽𝗲𝗹𝗶𝗻𝗲 𝘃𝗶𝗮 𝘄𝗼𝗻 𝗱𝗲𝗮𝗹𝘀:

• Sourced $790,800 in closed-won revenue
• Contributed $68,400.00 Total Net New MRR against a total quota of $790,800

𝗡𝗼𝘄, 𝗺𝘆 𝗳𝗼𝗰𝘂𝘀 𝗶𝘀 𝗼𝗻 𝘁𝗮𝗸𝗶𝗻𝗴 𝗺𝘂𝗹𝘁𝗶𝗰𝗵𝗮𝗻𝗻𝗲𝗹 𝗼𝘂𝘁𝗿𝗲𝗮𝗰𝗵 𝘁𝗼 𝘁𝗵𝗲 𝗻𝗲𝘅𝘁 𝗹𝗲𝘃𝗲𝗹 - driving conversions, accelerating pipeline growth, and turning sales teams into high-performing powerhouse cultures. I enjoy working with 𝗽𝗿𝗼𝗱𝘂𝗰𝘁 𝗰𝗼𝗺𝗽𝗹𝗲𝘅𝗶𝘁𝘆 and crafting strategies that simplify the buyer’s journey, ensuring seamless engagement across every touchpoint.

My 𝗽𝗿𝗼𝗳𝗲𝘀𝘀𝗶𝗼𝗻𝗮𝗹 𝘃𝗮𝗹𝘂𝗲𝘀 are rooted in 𝘱𝘳𝘦𝘤𝘪𝘴𝘪𝘰𝘯, 𝘨𝘳𝘰𝘸𝘵𝘩, 𝘪𝘮𝘱𝘢𝘤𝘵, 𝘢𝘯𝘥 𝘤𝘰𝘭𝘭𝘢𝘣𝘰𝘳𝘢𝘵𝘪𝘰𝘯.

Outside of work, I’m passionate about 𝘱𝘴𝘺𝘤𝘩𝘰𝘭𝘰𝘨𝘺, 𝘴𝘱𝘰𝘳𝘵𝘴, 𝘢𝘯𝘥 𝘣𝘪𝘰𝘤𝘩𝘦𝘮𝘪𝘴𝘵𝘳𝘺. 

𝗣𝘀𝘆𝗰𝗵𝗼𝗹𝗼𝗴𝘆 helps me better understand human behavior and connect with others deeper, enabling me to craft outreach strategies that truly resonate with my audience.

𝗦𝗽𝗼𝗿𝘁𝘀 teaches me the value of discipline, focus, and mental fortitude. 

My interest in 𝗯𝗶𝗼𝗰𝗵𝗲𝗺𝗶𝘀𝘁𝗿𝘆 fuels my curiosity to understand how systems work, whether in the human body or in sales strategies.  

My credo? 𝘎𝘰 𝘣𝘦𝘺𝘰𝘯𝘥 𝘵𝘩𝘦 𝘨𝘦𝘯𝘦𝘳𝘪𝘤.

Let’s connect and make it happen.
viktoria.d@influ2.com

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Iryna Begma

Viktoria Dehtiarova

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The Battle

Iryna Begma

Viktoria Dehtiarova

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Iryna Begma's LinkedIn Performance

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Performance ScoreIryna Begma's LinkedIn Performance