Mohan ‎Muthoo 💬 🇬🇧 🌍

Spring Drive

Founder

Instantly.ai

Instantly Certified Expert 🏅

Smartlead

Smartlead Certified Expert 🏅

Clay

Certified Clay Expert 🏅

Apollo.io

Official Partner 🏅

automate rev.ops.

Program Mentor

Timely

Full-cycle outbound account executive, selling CRM SaaS to small businesses.

Outbound Account Executive

INFUSEmedia

- Managed a team of BDRs across the EMEA region.
- Built and led training and development for individual reps 
- Built cold outbound strategies and tactics to execute effective campaigns across the team

EMEA BDR Team Lead (Manager)

- Refined and executed cold outbound sales development focusing more heavily on Enterprise accounts.
- Fastest ever firm promotion from BDR to Senior BDR
- Only BDR published on company website

Senior Business Development Representative

- Managed and executed cold outbound campaigns across a range of industries in the EMEA region, from SMB to Enterprise accounts.
- Focus on cold calling, emailing and social selling
- Broke the firm record for most meetings booked in a first month as a BDR

Business Development Representative

doovice

- Wrote copy for cold outbound social sales messages landing a 50%+ conversion rate for UGC
- Recruited and led a team of 10+ volunteer marketing and sales reps at universities across the UK
- Used outbound selling strategies and tactics to generate organic promotion that led to 5,000+ unique monthly visitors within 4 months (no paid marketing)
- Managed back-end CMS and content editing

Founder @ Spring Drive | Driving Growth for B2B SaaS/AI | Multi-Award Nominated | 4th Ever Official UK Clay Expert | 👉 springdrive.co

Hey there 👋 

I'm the Founder at Spring Drive - we Book You B2B Sales Meetings so you can Scale your Business without Hiring More Reps 🛠️

We've worked with B2B service agencies, Y-Combinator backed startups, globally recognized SaaS brands featured in Forbes and the Apple Store, B2B ecommerce companies, and everything in between.

We have a ton of case studies and accolades, having been nominated twice for our work (Finalist in the Standout Use of AI category at the UK Digital Excellence Awards, and for the GTM10 Awards), plus been recognized as Official Expert Partners by numerous top companies in GTM and Outbound.

Head to 👉 springdrive.co 

OR

DM me, I will reply 💬

Mohan ‎Muthoo 🇬🇧

I am looking for a GTM Engineer to join Spring Drive. 

Could that be you?!


You'll be trained by me personally getting the inside scoop on how to create successful campaigns as a Smartlead, Instantly.ai, & Clay Official Expert.

If you have experience using Clay, are meticulous and organized with an eye for detail, and are looking to build a career as a GTM Engineer, this could be for you.



Interested?

Find the application link in the comments.

Mohan Muthoo

I had a chat with Kellen Casebeer, Founder at The Deal Lab, a few weeks ago to discuss the future of personalization in outbound.

When it comes to this subject, Kellen is one of those people I just listen to really carefully.

He thinks about this in a deeper way than most who are following 'classic' structures.

He made some really interesting points I think everyone can learn from:


- Markets cluster themselves around beliefs and its always easier to sell someone what they already believe in.

- Thinking not just about using personalization but WHAT personalization you're using


There's a few more v interesting insights from him in the video below.

I think real operators who want to stand out need to think in a more sophisticated way about messaging and Kellen is one of those people to follow for exactly that.

Thanks Kellen was great to talk as always.

B2B SaaS companies - listen up.

Here's how Spring Drive is different to Apollo/Zoominfo/Clay/Lemlist.


I get this question a lot and it's actually quite concerning because it reveals something deeply interesting about the market.


Apollo, Zoominfo, Clay, Lemlist etc - these are TOOLS.

They provide YOU with the ability via a platform to DO certain tasks.

They're superb.

But they can't do those tasks for you.

They aren't actually *building* campaigns and delivering you real pipeline.


Apollo and Zoominfo provide data.

Clay allows you to work data (enriching etc)

Lemlist allows you to send emails.


But these tools cannot:

Find the right leads, pull them, do the segmenting, come up with creative outreach strategies, write the copy, manage the inbox, reply to queries, book onto your calendar, strategically iterate on the A/Z tests, etc etc


Spring Drive is an agency offering an end to end service where we do the work of delivering you pipeline, using such tools in the process.

I get companies complaining that these tools 'aren't delivering results'.

Like what...they are tools, you have to deliver the results with them.


This is like buying a frying pan and a kitchen knife and then being shocked when you come home that evening to find they haven't cooked you a fried egg.

You good?


You need a chef.

We are the chef.

Anyone tested out SmartProspect yet?

With data sourcing changing all the time, this is interesting.


Smartlead just released SmartProspect which basically means we could get tons of verified leads already in our sequencer without having to pay for the usual databases.


I'm looking at it now and it's very promising, but wanted to test coverage given that ultimately we want to ensure we aren't going to miss any part of our TAM if we use it.


I did a test of CEO:

SmartProspect - 2.1M people

Apollo - 1.9M people


Then I did a test of HR Director:

SmartProspect - 225,753 people

Apollo - 203,156


Then I did a final test of Head of Sales:

SmartProspect - 152,147

Apollo - 174,555



This is not to say that SP is *better* than Apollo - Apollo is a great database.


But I'm very pleasantly surprised at the coverage SmartProspect has - and of course the added benefit that it's right inside the sequencer is pretty neat.

Great work Vaibhav and team.

Increase B2B SaaS sales by 25% with one cold email trick.

CTA Framing. Here's the guide:

Most CTAs are lazy and generic (and smelly): 

Want to see a demo?
Interested in learning more?
Are you hearing me you owl?

Not ideal.

These feel like copy-paste. Your prospect knows it.

Here's some examples of reframes for you:

a) Do you want to see a case study?
b) Do you want to see the case study that outdid every other client we've ever worked with?

It's curiosity ladsssss.

Here's another:

Let's say you're contacting a Marketing lead at a Data Analytics SaaS.

a) Would you like a PDF on the top ways to get leads with Google Ads?
b) Would you like our PDF on how the 3 biggest data analytics companies in North America generate 50-100 leads each month with Google Ads?

Specific.

Curious.

A little bit arousing.

You get it.

The difference is stark.

This can genuinely make the difference between a 15% positive reply rate and a 30% positive reply rate.

Which would double your pipeline.

Double is pronounced "doobleh" btw.


DO YOU DO THIS OR NOT THEN GUYS?

Booking meetings every day for a B2B SaaS at Spring Drive

And it's cold outreachhhhhh


Yes that's right, it's not dead - despite what you might hear on the radio!

If anyone got that joke i'd love to know.


Anyway, the right Resonance Strategy can mean massive pipeline value - daily, weekly, monthly.

Just pick the right partner and give it time to cook.

Your lead magnets suck - if they're not getting tons of positive replies.

Here's the 4 tenets to transform them into ones that people love.

In a lil video.

Just a lil vid.

We 'compel' prospects to book meetings with our B2B SaaS clients.

Their words, not mine. Here's how:


Balance theory.

You need to assess your assets in the context of your market to understand how to become compelling.

Assets
- Social proof
- Lead magnets
- Offers
- Pain data
- Personalization

You need to cross reference these and ask yourself, do any of our assets here STAND OUT in the CONTEXT of our market?

Genuinely though.

If you think your ebook on how to improve ad performance is stand out to ecom founders in the US, you don't understand your market at all.

Most people do not build stand out assets at all.

They simply do what they think LinkedIn is telling them will work.

"let's use this trigger and add pErSoNaLiZaTiOn'

seriously...?

If have genuinely intelligent personalization that hardly anyone else is likely to be using and its relevant...

Then yes, hammer it son.

9/10 - this is not the case.

At Spring Drive we use our messaging strategy framework and experience to spend a lot of time ideating insanely stand out ideas for our clients that we can A/Z test heavily.

That's how we get results whilst everyone else is testing personalization and triggers and getting confused as to why nobody cares.

Don't believe the hype.

Balance theory.

Screenshot below from a client campaign at Spring Drive.

Okay guys I'm going to share this one because it's very decent even though I don't normally do these posts.

Smartlead are doing a Black Friday Flash Sale for both Smartlead and Non-Smartlead users:

 - 100% free Admin Google & Outlook mailboxes for the first month.

- No Minimum order size

- The email infrastructure setup is done for you.

- US IP Mailboxes

Doing outbound properly means a robust infrastructure and that can add up, so this is pretty neat.

Also btw, this is absolutely the time to stock up on a ton of inboxes too because everybody should be warming up infra over december to launch hard at the start of Q1.

Cart time.

To convert a lead to a booked meeting, you need a Pipeline Variant.

Here how to do it in 3 steps:


When a lead replies positively, there's still work to be done to book them to a meeting.

But most companies just follow up asking them for a meeting.

Hounding them like, like a, a, hOUnd dog.


The issue with this is you're not making them *want* a meeting.

Which should be your goal.


Nobody wants to give you their time - you have to convince them.

The prospect will think: 'well i'll just check them out online and gauge if I care based on that'


So you need a distinct strategy in place for why they should attend a meeting.

I call this the Pipeline Variant.

And I expect royalties.


Ask yourself:

'What can you give/show them in a virtual meeting that they cannot reasonably expect to find online?'


This dramatically increases booked meeting numbers.


The concept is maintain some balance - don't give everything away in the email, precisely so you can hold something back to book the meeting.


Ideas include:
- audits (have to be framed correctly)
- building their custom setup together on a call
- showing them proprietary data unavailable anywhere publicly

Get creative and you can really get people wanting to put time aside for you.

About to tell prospects about your B2B SaaS's features?

 WAIT - read this first.


I think we've moved passed generalized outcome statements in outreach.

Focusing on the end result, in many cases, leads to trite messaging like:

'10x your revenue' or 'saves you 15 hours per week'.


The market is too mature for that now (in 90% of cases).

But the fallback for many companies is to say, well, let's tell everyone about our amazing features.

This is even more common in complex SaaS tools where summarizing its core value is actually quite difficult because there's just so many ways it can help.

The issue there of course is that, guess what - nobody actually cares about features, inherently.

They do, in fact, care about outcomes.

hmm, tricky.


So what do you do to book prospects into more sales meetings?


Specificity.


You should still focus on outcomes and results, but they HAVE to be framed with specificity.

Look at these examples:


"Our tool saves you 10 hours per week manually sending invoices" - 2/10 (Bad).


"Our tool saves you 10 hours p/w sending invoices with our AI sequence generator" - 4/10 (still pretty bad, just AI washing)


"Our tool uses AI to cross-reference your clients with the right retainer values and puts together a 7-step email sequence to chase payment with easy-pay links embedded, reducing payment time to under 5 days and boosting cashflow".

Now we're talking.

It cuts through both features and outcomes with far more sophistication.

It visceralizes for the prospect precisely what outcome they're getting.

And how it does that, at the same time.

The outcome. The experience. The opportunity cost. The time saved.

All embedded in a line built around specificity.

Will you book sales meetings with AI-led B2B SaaS outreach messaging?

It depends on this 1 question:


A lot of B2B SaaS companies are, understandably, integrating AI into their tools as part of their product offering.

Makes sense.

I'm talking front-end customer use, not back-end for the company.

But, the wave of AI washing over the market is gaining pace rapidly.

And the messaging will get trite if it hasn't already.



So, to know if adding that AI feature into your messaging will work

Ask yourself this:


Does the AI function you've added solve something which was not possible or feasible before, or which was possible but costly (time or money) 

AND 

which customers were trying to do anyway because it was that necessary to them?


The final part is really crucial.

I see a lot of AI functionality which is really adding negligible value.

"Here's something you didn't truly care about, but you can do it now really quickly and cheaply with AI"

Day 1: omg that's so cool

Day 2: yeah it works decently

Day 3: i really need to get back to focusing on what matters to running the business


It's fun to play around with, and then nobody truly cares about it.


These can be great lead magnet use cases - don't get me wrong.

But pipeline conversions will likely suffer without a robust strategy behind the feature.



Just something to think about.

Earlier this year we were selected as a Finalist at the UK Digital Excellence Awards.

For a cold email campaign. This was it:


We were shortlisted as a Finalist along with 2 other companies for the 2025 UK Digital Excellence Awards under the category Standout Use of AI.

This was for one of our outbound campaigns that generated over 130 leads and 2 closed deals for a client in the first 4 weeks.

Part of the reason we were selected was a conditional logic workflow using AI to find relevant information on prospect websites, scoring them, and then using AI to format the wording so they could be inserted seamlessly into an email and sound completely human.

We did this with Clay.

And we continue to run great campaigns that generate pipeline for clients at  Spring Drive.

But here's something you should know - not every offer is built for cold email.

If you're targeting IT decision makers? Forget about it.
Only targeting Enterprise domains? Use is manually with multi-channel.
Got no social proof for a results-based service? Forget about it.

And ALWAYS A/Z test.

Booking sales meetings for B2B SaaS daily at Spring Drive.

With Resonance Strategy.



Want to know how? DM me.

(screenshot chat with a client of ours below)

You should not use cold email to grow your B2B SaaS/AI.

IF this is true:


Cold email is still in my opinion of the most powerful ways to scale revenue fast.

For many companies, cold email is the difference between 5 closed deals a month and nothing.



But if any of the following are true, you might not be a good match:


1. Your ICP is IT focused

IT generally hate sales outreach - we turn down companies that mostly target them.


2. Your TAM is small.

It's just harder to create sustainable pipeline from.

Fancy workflows you see getting 20 leads from 280 contacts looks great - but these campaigns usually do not replicate at scale month over month.

You might have a great month or two - then you're lost.

We like to work with companies that have at least 80k prospects minimum in their TAM.



3. You're afraid of rejection

Being told 'don't contact me again' in sales is like getting a bruise in sport.

If you're scared of getting a bruise, sport isn't for you.

Giants like Salesforce built billion dollar companies off the back of sales teams getting rejected constantly.

They just built systems to close the deals that did come through...

And didn't get shaken when someone said no.



4. You're not committed to A/Z test and be creative

If you haven't tested something in the market, you don't know what will happen.

The best results are usually the most recent - because you only getting better from a/z testing and iterating over time.

Companies that want to see amazing stuff from day 1 usually suffer because they never give themselves the opportunity to reach pipeline momentum.


But, if these don't apply, you could be getting 10-30 meetings every month and closing deals, scaling your B2B SaaS easily just with cold email.

Leads vs Meetings - do you know the difference?

A warning to B2B SaaS companies:


If you're considering hiring an agency to deliver you 'leads' - be sure you know what that means.


I once told a company I'd expect we'd deliver around 10-15 meetings a month for them, and they replied:

"But the other agency said they would deliver 30 at around the same cost?!"


I asked them...'Meetings? Or leads?'

Them: 'what do you mean? They said 30 leads.'

Me: 'A lead is someone who has replied with interest - they haven't yet agreed to a date and time to meet with you. They may not agree at all. How many meetings are people agreeing to from those leads?'

Them: 'Oh right yeah, I think its positive replies. Leads.'


Nothing wrong with leads as value btw - but you should always ask an agency you're considering working with: 

'what do you mean by a lead?'

Different agencies use the word leads in different contexts, but the value can be massively different.

Just a gentle notice.

Very gentle.

Cold email rewrite time...

How a simple offer got complicated.

Here's how Spring Drive helps B2B SaaS & AI companies drive growth.

In a nutshell:


We run outbound email and LinkedIn campaigns for you that drive growth, either via sales pipeline or PLG motions.

We do this with best-in-class GTM Engineering and our own Resonance Strategy framework that we constantly iterate on.


We've got a ton of case studies, reviews & testimonials, expert badges, award nominations, and global recognition for our work.


We work on a retainer but you can start with us on a pilot first.


We work with both Founder-led teams as well as sales and marketing teams, supporting Founders, reps, and AEs, by delivering pipeline for them to close.


If you're a B2B SaaS or AI company that wants to drive revenue without spending more on ads or hiring and managing more reps, you can find out more at springdrive(dot)co.

Denis Acia

Co-Founder at SaasFluence | B2B Influencer Marketing for SaaS Brands

I’m Denis, Co-Founder of SaasFluence

We’re an influencer marketing agency helping B2B tech brands drive demand and visibility by partnering with LinkedIn influencers.

Currently — with over 200 influencers, we manage influencer marketing programs for B2B sales tech companies like Maildoso, Icypeas, Saleshandy, Fowla, and others.

Why We Started SaasFluence

Before SaasFluence, I ran an outbound agency, Applus Leads. Through that experience, we worked with some incredible B2B tech brands — companies with fantastic products and real value to offer. But despite outbound efforts (cold calls and cold emails), they weren’t getting the traction they deserved.

A big reason?

Their LinkedIn presence and engagement were minimal. Most had only a few hundred page followers and very little visibility in the market.

That lack of recognition made it hard to convert cold leads. Without social proof or brand mentions, prospects were hesitant to engage — especially in the highly competitive sales tech space.
What they really needed was a new approach — one that would:

1. Build credibility
2. Earn trust
3. And drive demand by establishing them as trusted solutions in the market.

That’s where SaasFluence comes in.

Our mission;
To help B2B tech brands leverage influencer marketing to drive demand, increase sales, and grow.

How We Can Help

☑ If you’re a B2B tech founder or business leader with an influencer marketing budget of at least $10K/month,
 ☑ And you don’t have the time to run campaigns or manage influencer partnerships,
We’ll handle it for you.

We’ve launched thousands of LinkedIn-sponsored campaigns, and our clients are seeing exceptional ROI.

If you’re curious, DM me and I’ll share a few of our client case studies so you can learn more about our systems and results.

Or, visit our website to explore further:
 👉 www.saasfluence.co

Lead Generation Partner - Outbound

Here are 5 Linkedin comment frameworks I use to get more profile clicks:

(You won't like these if you think LinkedIn is a resume)

1. "Yes And"

Don't just agree - agree and add one smart thing.

Example: "Fr! And I think people also forget that you need to fix your offer first. Good point."

2. "Friendly Fight"

Disagreement gets attention but don't be rude. Be nice about it.

Example: "Hmmm I see where you are coming from. But in my experience small creators convert better than big ones. 

Maybe it depends on the niche?"

3. "Mirror"

Tell them a quick story about how this happened to you.

Example: "Lol this happened to me last week. I sent the wrong link to a client and I wanted to disappear haha!”

4. "Specific Hype"

If you want to compliment, point out exactly what you liked.

Example: "Thisssss 💯. Especially the part about the onboarding email that is genius man!"

5. "Curious Cat"

Ask a question that shows you read the whole thing. The creator will answer you.

Example: "Wait… does this strategy work if you have zero budget? Or do you need ads?"

Do you notice something? These 5 templates all have one thing in common:

They are human.

Which style do you use the most?

Commenting Frameworks

Founders who say B2B influencer marketing doesn't work…

I have a few questions for you. Did you:

→ Hire practitioners who use tools like yours every single day?
→ Vet their audience to make sure it was full of buyers not other creators?
→ Give them a brief which was easy to get?
→ Give them a unique offer to share with their audience?

And did you:

→ Give them the creative freedom to speak in their own voice?
→ Have a clean system for handling contracts and payments?
→ Run the campaign for at least 90 days to build momentum?
→ Ask your sales team if their calls felt warmer afterward?

And also, did you:

→ Repurpose the best content in your ads and onboarding emails?
→ Check their past partnerships to see if they're selective about who they work with?
→ Set up a shared Slack channel so communication was easy?
→ Get their feedback on the campaign angle before you started?

The campaigns that work for our clients are built on these simple things.

Influencer Marketing Checklist

Most creators have no clue how 1,000 comments on a single post can kill your next ten.

It sounds crazy but over the years we’ve seen it happen….

Have you seen those "comment for my guide" posts? They go absolutely wild. 

And you get this huge flood of new followers overnight. 

But a lot of those people, they did not follow you for you. They followed you for the free thing.

I love to call them "ghost followers."

So when you put out your next post, a post that's not giving something away, these ghost followers scroll right past it. They don't engage.

And LinkedIn looks at this and its brain thinks, "hmm, a big chunk of this person's new audience doesn't care about their content." 

So it slowly starts showing your future posts to fewer people.

You accidentally traded a quick sugar rush for long-term sickness.

So should you never do these posts? No. That's not what I'm saying.

It only becomes a problem when:

→ The free thing you're giving away is so general that it attracts everyone.
→ The new followers you get are not the people who you want to talk with.
→ You don't try to provide any value to them in your next few posts.

The smart way to do it is to make your free thing so specific, so niche, that only your absolute dream customer would ever want it. 

That way the new followers you get are the right followers. And your account grows with the right people.

I visited a SaaS website today and I instantly got a headache. 

It said: 

“Empowering teams to elevate operational excellence through intelligent workflows.”

I read the headline and I stared at my screen for a full minute trying to figure it out.

What does that even mean?

Do you sell a project management tool? Do you sell a chat app? A CRM?

I have zero clue.

It hurts to watch because I know this company spends thousands of dollars on ads and influencers. They send humans to this page every single day.

And I'm pretty sure most people leave in five seconds because nobody has time to solve a riddle.

Of course I am not an A-list copywriter. 

But you don't have to be an expert to see why this is killing their business.

Now compare that to the website headline from Aimfox.

"Supercharge Your LinkedIn Pipeline. At Scale."

And then the subhead says:

"Reach thousands of leads per day with an end-to-end tool that gives you access to unlimited LinkedIn profiles for scale."

You read that and you instantly understand what you get.

The #1 rule of marketing is that you need to be understood.

Did AI make us forget that?

I sell B2B influencer marketing services.

Here are 5 reasons you should not hire me:

1. Your product is not ready yet.

If your current users are confused, or they are not happy, you have a product problem. 

Marketing a confusing product will just make more people confused faster. 

2. You need sales today.

Influencer marketing is for building trust and being seen over time. It is not a "get demos now" button. 

If you need to sign five clients to make payroll next week, you should run ads or do aggressive outbound instead.

3. It's hard to understand what your product does.

If it takes you a 30-minute demo to explain what your tool does... a creator cannot explain it in a one-minute video. 

You need to simplify your message first. 

4. You just want to test it out with a tiny budget.

This one is tough but I've seen it a lot. A founder wants to "dip their toe in" with one creator but this never works.

It's like doing a single exercise and expecting to be fit. More creators in your industry = more reach.

5. Everyone in your market already knows who you are.

If you are already the big, famous name in your space, like a HubSpot or a Slack, a big campaign to spread awareness wouldn't be as effective.

Influencer marketing is a great tool but you have to use the right tool for the right job.

Can you explain what your SaaS does in one simple sentence?

I get a lot of questions about how we handle the process after a prospect shows interest.

Here’s the exact tech stack we use the moment a lead wants to know more:

Flowla → We send them a page that holds our case studies and proposal. All you need to know about how we work is there.

send.co → This lets us see who is spending the most time looking at our stuff. It's a simple way to know who is serious and who is just browsing.

Icypeas → If they go quiet on LinkedIn, this helps us find their email. It's always good to have a second way to follow up.

Loom → Sending a video of a success story feels more personal than a PDF.

GetSales → We use this to set manual reminders for our team to follow up. Follow ups need to be human and I don’t like to leave it to the AI.

Cal.com, Inc. → The goal is to make booking a call as easy as clicking a single button.

These 6 tools make the process simple for them and clear for us.

What's one tool you rely on to close deals?

Please don't replace yourself with AI if you care about your followers.

(I see people do this every day…)

They go to ChatGPT and ask it to "write a post on 5 ways to boost email reply rates."

And the AI spits out the same generic advice that thousands of other people have already posted.

So here is how I use a tool called MagicPost without repeating the same redundant ideas.

1. I hunt for the winning topic.

I go into the "Inspiration" tab in MagicPost. Maybe I see that a post about "Why Cold Emails Fail" is going viral.

I don't do cold email. I do LinkedIn.

So I think "Okay, I will write about Why LinkedIn DMs Fail." The logic is the same.

2. I copy the structure.

I click "Generate Draft" based on that topic… but I don't post what it gives me. I look at the structure. It uses a list of 3 examples? Good structure.

3. I inject "pain."

The AI writes: "Don't be too salesy in your message."

I delete that immediately.

I replace it with: "I sent 500 DMs last month. The ones where I pitched in the first line got X replies. The ones where I asked a question got a X reply rate."

That is how you use these tools. 

You let them build the skeleton because they are fast but you have to put the meat on the bones.

If you want to try this workflow, magicpost.in has a free trial.

Replace yourself or clone yourself?

I think most SaaS marketing teams are sitting on a goldmine and they don't even know it.

I see marketing teams locked in a room trying to brainstorm the perfect headline for their next campaign.

Meanwhile, down the hall, your sales team is on a Zoom call and they are hearing the exact words your customers use to talk about their problems.

They hear:

→ Honest frustrations. 
→ Honest objections.
→ Moments when a prospect goes from confused to "aha, now I get it."

And yes, I know an AI can give you a summary of the call. But it cannot grasp the excitement when they finally understand your solution.

Give your marketing people the headphones and let them listen to one call a week.

The angles they will find are a thousand times more valuable than anything they could brainstorm on their own.

Now, would you rather guess what your customers are thinking or hear from them?

Did you hear about the new brain LinkedIn is using to show us posts? It’s called 360Brew and here’s what I think is about to happen…

For years, you were told you had to trick the algorithm.

The gurus, they all told us to write these long stories. About your childhood dog, your first lemonade stand, your first rejection, your villain arc. 

The whole point was to make people keep reading. They called it 'dwell time'.

And it worked for a while.

But this new thing... this new brain is not counting the seconds someone stays on your post.

It's reading the word like a human.

It can tell when your long story is a big fluffy blanket hiding a tiny valuable point.

And this is the part that makes me so excited…

It means we can stop performing.

We can stop trying to be professional storytellers. We don't need to wrap our one good idea in a 10-paragraph story about a lesson we learned in kindergarten just to get the algorithm to notice us.

The new game about who can deliver the most value in the shortest amount of time.

A long story or a straight point?

SaaS founders… please stop trying to turn a creator into your sales rep.

(I see this happen in so many campaigns.)

As a founder you probably love your product so much. I get it. You spent a lot of money on the dashboard and the reporting and the mobile app.

So you want the creator to mention all ten features in a sixty-second video.

But this kills the campaign.

It makes the post feel like a sales demo…

And nobody goes to TikTok or LinkedIn to watch a sales demo.

Here is how I look at this:

Maybe your software has Feature X and Feature Y. And maybe you love Feature Y because a lot of effort was put into it.

But the creator runs their whole business using Feature X. They use it every single day. They don't even touch the other one.

And that is okay!

If you force them to talk about Feature Y, they will sound fake. They will look like they are reading a script. 

But if you let them just talk about Feature X…

They will speak with passion. They will show how it saved them time. They will sound like a friend recommending a tool they love.

It is better to be remembered for one thing than forgotten for ten things.

Explain everything or the “relevant” thing?

I want to tell you why sending a PDF as a lead magnet is a mistake in 2025…

I see so many people doing this. A prospect asks for your guide or your case study.

And you attach a PDF to the email or you send a generic Google Drive link.

Here's what happens:

The prospect opens it on their phone. The text is too small. They have to pinch and zoom. They get annoyed. They close it and they forget about you forever.

We stopped doing that. Now we use a tool called Flowla.

It lets us create a "Deal Room" which is basically a personalized webpage for that one prospect.

Here is exactly how we do it when a SaaS founder asks for our list of top influencers:

→ We go into Flowla and duplicate our template.

→ We change the room name. We name it "Influencer List For [Company Name]."

→ We customize the list. If they sell a sales tool we filter our database and only put sales-focused creators in there.

→ We add our simple process next to the list so they see how we work.

→ We put our Cal.com, Inc. booking page inside the same window.

They open a single link. They see a list made exactly for them. 

And if they like what they see, they can book a meeting with us without even closing the tab.

We give this away for free.

Maybe they take the list and run the campaign themselves. That is fine.

Maybe they see how organized we are and they hire us. That is also fine.

But we never send a PDF anymore.

Send a file or send an experience?

If you are a LinkedIn creator, can I ask you something?

I see a creator's list of past brand deals and sometimes it makes me a little sad.

They show us this long, long list of all the brands they've worked with and it is impressive.

Then I look closer at the list and I see their audience is full of sales leaders. 

But they did a post for a tool that helps Shopify stores. Or a post for some crypto thing.

And this is the part that breaks my heart a little bit.

Because I know the best creators protect their audience like a fortress. 

They know their audience's trust is the only thing they have and it’s not surprising…

I think you would agree that a single bad recommendation can burn down years of work.

So when a creator who has only ever worked with sales tools for a sales audience... it tells me they have a deep understanding of one world.

And I’m 100% sure their followers trust them with their recommendations.

What's the one red flag that makes you run from a brand deal?

4 reasons why your LinkedIn DMs might not be booking meetings…

(I am not going to say it's because you are too salesy)

I have sent over 5,000 LinkedIn DMs and I booked I don't know how many meetings. But it is a lot.

Here are the 4 biggest lessons I have learned…

1. Don't try to be their friend.

They know why you are in their inbox. You know why you are there. They don’t want to hear empty compliments.

Can you help them? Can they help you? Good. Just say what you offer.

2. I book meetings months after the first message.

People who say you should disappear after 3 follow-ups aren't booking any meetings. 

Send a few follow-ups. If you don't hear back, set a reminder for a few months from now. 

Then follow up respectfully. 

A lot of prospects are too busy or the timing is off. They don't want you to give up on them.

3. Stop sending 100% AI messages.

This is cliche but it has gotten so bad. People just want to chat with other people here without talking to robots. 

Everyone has used so much AI that they can spot a bot instantly.

You can use AI for help, but please edit your message so you look like a human at least.

4. Use multiple touch points.

Don't just reach out to a single person in the company. Reach out to several of them. 

Even non decision makers because they will direct you to the right person. 

It is common sense but the more people you reach out to the higher your chances of booking a call.

What is your #1 linkedin advice? Tell us below 👇

Linkedin DM tips

I want to show you the simple tech stack we use to manage a live campaign.

We have 150+ creators, different post dates, and a lot of money moving around.

And it can get really messy if you're not organized. 

Here's how we keep it from turning into a nightmare:

Airtable → This is our command center. It holds posting schedules, creator's payment info, and everything else. 

Slack → This is where we talk to the creators. It's so much faster than email. A quick message, a quick reply. 

Wise, Stripe & Deel → Getting creators paid on time is the most important thing. We use these to send money to anyone, anywhere in the world.

Google Docs → This is where we write the campaign brief. 

Favikon → Helps us track the performance of the posts after they go live. We can see the likes, the comments, and who is engaging.

Make → Sends automatic reminders to creators for invoices or sharing their post impressions. It saves us a ton of time.

What's the one tool you use to stay organized?

You are the most valuable asset on LinkedIn if you fit this description.

We call this the "Golden Creator."

Brands are desperate to find people who look exactly like this:

1. You held a job title in the industry.

A former VP of Sales with 8,000 followers is gold to us. A generic "business coach" with 200,000 followers is often a gamble.

The VP speaks the specific language of the buyer while the coach usually shares general advice that appeals to everyone. There is a big difference in trust.

2. You teach specifics instead of motivation.

We love creators who teach. They share how-to guides and specific playbooks on how to solve a problem.

3. Your comment section is full of buyers

If the comments are full of random fans saying "Great!" that is okay.

But the Golden Creator has comments from potential buyers. You see other VPs asking specific questions about the tool.

4. You post enough to be part of a daily routine.

Posting once a month is not enough to build a relationship. They show up 3 or 4 times a week and become part of their audience's daily routine.

Which one of these is the hardest to build?

Should SaaS companies pause their influencer campaigns for the holidays?

I have been thinking about this a lot today…

A lot of people say B2B slows down now. They say decision makers are on vacation or they locked their budget until next year.

And they are right.

If you need to close a deal this week, December is tough. It is hard to get a sign when the CFO is skiing.

But think about what happens when work slows down.

People have more time. They scroll on LinkedIn and watch cat videos.

They are paying attention more because their boss is not bothering them every five minutes.

So here’s what I think:

Do not run a campaign if you need immediate revenue right now. You will be disappointed.

But if you want to be the first product they call in Jan/Feb... then you should definitely keep going.

Basically you are preparing for Q1.

What is your plan for this month? Pause or push?

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Denis Acia

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Denis Acia

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