Lightyear

True enterprise outbound motion. Building from the ground up. Helping refine targeting, messaging, processes and tooling.

Booked meetings with 3 of the F500 so far.

Q1 '24 - #1 in outbound sales accepted meetings

Enterprise SDR

Clay

Growing the next generation of outbound with Clay as a content producer and community builder. 

Use this link to get 3000 credits when you sign up :) - https://clay.com/?via=e74565

Partner

Lazy Sales

Want to know why your oubound efforts are failing? DM me. 

I work with teams who do full contact sales not just spam cannon blasting.

Bespoke outbound - either done-for-you or done-with-you. Integrating the latest email, AI, and phone tools to get you actual meetings. Hope isn't a strategy.

Founder

PandaDoc

Helping pioneer a new and sustainable outbound motion within PandaDocs Midmarket and Enterprise Teams.

Strategic Enterprise SDR

- #1 in pipeline generated for Q1 '23 on a 10 person SDR team. ($1.6 million)

- #1 in pipeline generated for May '23 across the entire 50+ person sales org ($570k)

- #1 SDR in April '23 in opportunities created. 

- #1 SDR in May '23 in opportunities created.

- #2 SDR in July '23 for opportunities created, #1 in total accepted pipeline

- #1 SDR in August '23 in opportunities created.

- #3 SDR in September '23 in opportunities created. (Was sick for a week)

- Prospecting into MM and ENT accounts (201-1000+)


Tech Stack:

- Salesforce 
- Salesloft
- ZoomInfo
- Slack
- Gong
- LinkedIn Sales Navigator
- Chilli Piper
- Drift

Midmarket SDR

iMotorsports

- Average Quota Attainment: 116% (17.4 out of 15 units a month)
- #1 Earner for 40% of my tenure.
- Over $1,500,000 in sales.
-  iMotorsports was the #1 Indian dealership in the Tampa Bay area during my tenure.
- Upsold customers on Finance and Insurance offerings.
- Created a streamlined process that decreased the sales cycle and increased ACV
- Sold B2C as well as B2B.
- #4 out of #34 Indian Dealerships in Florida during my tenure. Only beat by dealerships with much larger territory. Top dealership based on sales to square miles in territory.

Sales 

Various Companies

Worked in a music education startup on the product side.

Ran my own recording studio business.

Worked in restaurants and warehouses. 

I am not afraid of getting my hands dirty - literally. Working these jobs is what makes me great at what I do now. I know how lucky I am to be able to work from home and get paid a good wage. I'm not some trust fund kid who has only ever worked at big SaaS companies and never bussed a table or handled a mop.

A bunch of Random Jobs

🔌🛜 Preventing Big Telecom from lying to IT leaders | Text Me: 727 637 2778 | Follow to find out what the heck Clay.com actually does

SDR that is willing to pick up the phone but also isn't a luddite and knows how to setup a fresh domain. Also pretty ok with Clay tables. Hmu if you have questions about any of that or my phone script that actually works. My website lazysales.xyz has free pdfs about how to get jobs, talk on the phone, and analyze sales triggers

The entire Apollo.io community team quit practically overnight

Why? I think there's something weird going on

Daniel Cmejla Taylor Bogar Meryoli Arias What really happened over there

Did they make you guys sign an NDA saying you quit?

Or something else.....

I forgive you for kicking me out of the Apollo slack channel for saying that sending from SEPs hurts deliverability, even though it's true.

🏍benyamin ㅤ

Experience with full cycle deals exceeding $50,000.

Auto sales vet --> SaaS seller.

Sales methodology knowledge:

- Sandler Selling
- Challenger Sales
- SPIN Selling
- MEDDPICC

Tech Stack experience:

- Salesforce 
- Salesloft
- ZoomInfo
- Gong
- LinkedIn Sales Navigator
- Chilli Piper
- Apollo
- Gen AI and LLMs
- Clay/ChatGPT/MidJourney
- Usergems
- Orum 
- Slack
- Hubspot

"Until you make the unconscious conscious, it will direct your life and you will call it fate."

Steven Morell

mfers be selling hotdog stands and putting "Founder, 2x Exit" in their headlines

🏍benyamin ‎

What's it looks like to SDRs on the zoom meeting when the SE and the technical buyer are talking

RB2B? This shit is bananas 🍌 And maybe not in a good way. Not sure.

I'm having fun seeing who is on my website not downloading anything - I don't really have anything to sell them so I'm not messaging them or reaching out based on this. Honestly been considering how I want to use this data - if at all.

A few predictions on how person level identification will impact sales, assuming it stays legal long enough to have an impact:

• People will be afraid to visit websites because they know they'll just get a phone call for even looking.
• Sites like Dimmo 🦖 will be preferable to visit over the vendors own site (until they start using RB2B to track what saas widget you were looking at 🤔)
• People in sales/martech will catch on to this FAST, people in more legacy industries like the one I serve (IT leadership for F500) will be much slower to adopt, but they're savvy buyers so they won't be far behind. 
• Possible increase in viability of software channel sales as vendor sales tactics become more and more unhinged due to the availability of high tech prospecting tools. 
• People will continue to be big mad at Adam Robinson 🤣 no matter what

I think one of the more innocuous and positive changes will be that my targeting will get better. 

If we know who is coming to your website you can make more educated guesses about what untapped segments of the market are interested in your business. 

My thesis: don't reach out immediately if you're using RB2B. Some people are more receptive to this than others so it just depends. I would delay outreach between 3-7 days. Not even mention that they were on the site. 

How is everyone here using it if they are? Did you guys get an ROI? Piss off any customers? 

P.S. HockeyStack I see you. No one is safe 👁️

#sales #sdr #outbound

Just turned down $2k a month influencer marketing deal. 💰

Why?

If someone is paying for your content they have a say. Especially, in this case because it would be a segment in a larger content engine.

Actually think if I was going to do something like that I'd want equity + cash. I know that's asking a lot but one thing I'm realizing is all this  UGC (and even paid influencer content) has a huge part in building some of these companies and the top creators should be considered stakeholders. 

This is a serious example: but think about how a lot of people think 🦾Eric Nowoslawski created Clay hahaha. Me and some friends were joking about this but there's seriously people out there who think he founded Clay. I hope he's got some equity! 

I'm betting me driving my own content strategy independent of any partnerships will be more profitable over the next few years, even if I theoretically did a whole year and got 24k. 

Plus I'm trying to shift my content more towards exploring the relationship between enterprise IT buyers and sellers and the proposition I got wouldn't align with that. There's a lot more money to be made than 24k if you can actually tap into your market on LinkedIn

I've always said I don't take money to post... but that was the most money anyone ever offered me. So it was definitely tempting and I was definitely interested. The brand was pretty good too 👁️ But after thinking about what I want long term I decided it wasn't a good idea.

I'm SORT of posting this as a humble brag but I'm also trying to let other sellers know that LinkedIn as a tool transcends just being a resume, or just a place to pitch slap, or just a place to post memes for likes. Or even a place to monetize your audience through the form of partnered content. 

I mean... It is all those things, but only in the past few months have I started to realize that there is potential, at least for me, to create thought leadership around a few particular topics that both my peers and prospects are interested in. 

The holy grail of LinkedIn is to be able to use your content to sell your W2 products to your buyers as well as build solidarity and business opportunities with your peers in the form of coaching/consulting or  helping them build GTM motions.  

This last week my impressions exceeded 130k. I think I had about 130k impressions all of 2022. What's the CPM on that? I get questions allll the time from other reps that has resulted in a few opportunities to help them and their companies with outbound. 

Now imagine that I can leverage that same sort of content generation to create relationships with enterprise IT leaders? Imagine being able to create content that resonates with them by tackling issues in procurement that Lightyear deals with. Being able to align that with a company rather than just my own interests is an even bigger skill I can add to my toolkit. 

No need to take any money to get distracted when there's so much to gain by focusing :)

Made a youtube 👀

Gonna start copying 🦾Eric Nowoslawski and posting long(er) form tutorial content on here...

I realized yesterday I actually have a backlog of video content from stuff I posted on here and know how to do this stuff so I might as well throw it on youtube for the normies that aren't on LinkedIn. Wait maybe LinkedIn is where the normies are... idk anymore. 

Speaking of - I'm probably at my limit of what I can effectively do without my content creation starting to have a negative effect on everything else in my life lol.

Who is the best person on LinkedIn to follow when it comes to automating management of YouTube? I might have to actually pay someone to optimize youtube. Not sure. 

Honestly starting a youtube is scary. I've posted youtube videos in the past on other topics but never got any traction. Maybe the B2B sales automation niche is small enough that even with my limited understanding I could make a good go at it?

Anyone else do B2B youtube stuff on here? I know Matthew Lucero does - great follow. 

Here's my channel btw - https://lnkd.in/epb5iHPG - go subscribe :)

Not a paid post. Posting out of desperation

I desperately need my fellow sales reps (especially those selling into IT and government) to stop taking advice exclusively from sellers who have never bought a solution before.

If you want to know how sellers sell... Ask a seller. If you want to know how buyers buy... ask a buyer. 

That's  why when Sanford Hess was offering free 30 minute sessions I knew I had to jump on it. 

He bought IT solutions for local government for over 10 years. As a seller, we all know government and IT are two of the most punishing sales cycles. 

This is how we will bridge the divide between IT sellers and buyers. Empathy, understanding, deep knowledge of our buyers worlds and not just a list of firmographics that describe our "ICP". 

Specifically, he's helping IT and SLED orgs not get screwed by greedy vendors, and helping thoughtful reps refine their demo processes. 

I've been on the receiving (and probably giving 😆) end of some bad demos before. It's one of the hardest skills to perfect, and I'm sorry, but your sales manager isn't the end all be all of giving demos. 

You need to talk to someone who has actually sat on buying end. Someone who has had to make hard decisions about their IT orgs budget. 

Jon Santee, John Knight and Samford - what are your cardinal sins of bad demos as buyers? 

I think on LinkedIn, we talk a lot about how bad the outreach is to IT and cyber, but not as much about the middle of the funnel. Running a deal cycle - engaging stakeholders - signing a contract. What really burns you guys up about that part of the process? 

If you want to schedule some time with Sanford use this link to get a free 30 minute session - https://lnkd.in/exGYZzJJ, or DM him on LinkedIn. 

And if you know a seller or IT leader that could use some help with any of this - feel free to tag them! 

#IT #sales

Why I don't think there will be any Claygency's in 3 years:

Ok maybe there will be a few... I suspect the more successful ones will consolidate into consulting/automation firms. 

the skill floor will be brought up by Clay. 

Soon you'll be able to type in a boolean string describing the table and workflows you want. No operator needed. 

Under 3 years this will be a reality and the tables will be incredibly accurate. You'll be able to dream up basically anything you want. Only limitation will be your creativity. 

Ex: "Pull me a list of all F500 companies and their annual reports. Find all reports that mention expansion of retail locations as a goal. Extract location data to find the most geographically dispersed orgs.

From those orgs who have those initiatives, pull a list of all IT Directors located in the US who have "networking" in their experience, write an email about Lightyear.ai that references expansion being a priority and how we can help them better procure and manage network inventory".

You will even be able to tell the AI what smartlead campaigns to enroll them in based on vertical or seniority.

I think anyone trying to build a competitor has a really tough road unless they can see the horizon like this.

I predict these operators will go in house. the current economy for Clay operators is scarce. none of them want to take on full time jobs when they can work for 3 or 4 clients with fewer strings. Why would they?

Companies will no longer need a genius visionary to operate outbound infrastructure when Clay as a platform basically makes you one with the machine. 

Btw congrats on your funding. Kareem Amin Varun Anand

⚠️WARNING: Unboxing ASMR in this video

Guess who sent me a little package 👁️

Swear to God Clay is going to be written about in sales and marketing textbooks in the future, cuz this is how you treat partners and promote the creation of UGC.

Anyways I really wanted one of the little clay dudes and I finally got one 😭

Thank you Puneet Sabharwal and the entire Clay team

I've gone full saas-bro and started to build a Family OS. 

I've always been disorganized. Been "diagnosed" with "ADHD" (not sure it's real but whatever don't @ me ). Recently life stuff has been getting in the way of work stuff and so I've decided to get organized - hence this basic Gsheet to-do list. 

Not pictured: like 9 tabs of banking information being imported to Gsheets from Tiller Just connected all my accounts (including student loans and Robinhood where I keep my Roth IRA) so we can track ALL spending on a Gsheet. You can track auto payments as well, will check on mortgages soon. 

I'd say one of the biggest benefits so far is just being able to take inventory of my spending. Lots of people out here flying blind not paying attention to how much is coming and going from their accounts. 

The truth definitely hurts after looking through all my transactions. This allows you to import ALL transactions from all sources into the spreadsheet. Definitely enlightening. 

That's how they want us 👁️

Just spending and eating. Drive big truck. Eat borger. Don't worry about how much money you're making cuz you have a credit card. Anyway... tin foil hat aside, I digress. 

They say part of being married is accepting someone for who they are, which I'm assuming includes how much money I spent on GoDaddy domains last month 🤔

Honestly I feel like this would be something really easy to productize. The banking info is just a bunch of APIs calling back transactions and balances. All of the analysis is done by Gsheets scripting. 

That plus an expanded to-do list, maybe one that could forecast costs you input ie. office chair will be $500 - deduct from "stuff" category. Or that kind of thing. 

Also will be putting a goals sheet in here that my wife and I can update, stuff like health, savings goals... hikes??? 🗻

Anyone else use something similar and had luck with it? 

Curious to check out everyone elses spreadsheets for this stuff or if they have any other suggestions for family banking apps - especially if they populate Gsheets. 

P.S. Rachel O. Chase you need to go put your banking details in so we can stop spending so much money on tacos 🌮

Me 6 months ago: JSON? Who tf is Jason? 🤔

Me now: Watching a Chris Fry video on how to automate domain name registration and DNS setup for cold email (need that airtable tho Chris)

Other project for today: Learning the Twilio API and how to automatically check HQ phone numbers pulled from a Clay table and determine what carrier the company uses at that location. 

I have a theory about cold outreach at Lightyear. Thinking if we can see who is using what provider we can say something like "If you haven't reshopped your T Mobile contract at the New York site you could be missing out on some serious savings. Telecom costs go down 10-15% a year. Big telco doesn't want you to reshop. They just want to have you paying 2020 prices in 2025 because you're on a 5 year contract" 

Thinking of this workflow

Google search column in Clay for HQ phone numbers at {{company}}

Send phone number to Twilio Lookup API

Return {{carrier}} to Clay

... Profit?

What are yall working on this Sunday?

Like this post if you are a sales rep who has violated 2 party consent recording laws

How to: enrich inbound form fills from personal emails with Make, Clay and gsheets.

This one is for all you solo creators out there who want a better way to follow up with ebook downloaders who use their gmails.

In this case I'm using my Squarespace product downloads as the source for contact information.

Squarespace -> Gsheets
Gsheets -> Clay

Using google search column to try to find LinkedIns related to personal emails.

Worked halfway decent too. You could skip this by only allowing work emails to download the ebook too, if you wanted to be an asshole 🙃

Ultimately, you could take this a step further and even automate a Sendspark video creation based on the product they downloaded and automatically enroll it into a LinkedIn automation campaign in Prosp (once their API goes live, which will happen soon)

If you want the JSONs preconfigured as well as half-baked Clay table, go on over to my website here - https://lnkd.in/exEDY4CN - to download these modules for FREE. As always... my sales training material will stay free. 

Another random question - is there a better way to do email blasts than Squarespace? I heard my emails from there were landing in spam. 

Thinking about just keeping my subscriber list automatically updated in the same way as I'm doing here and sneding out emails from Smartlead or something instead. 

Should I make a video on that next?

Anyway.. enjoy. 

#sales #automation

How my Friday is going  📆

Things you don't know from looking at this:

• The first 8 calls were from inbound form fills

Don't believe everything you see on LinkedIn 

Stay woke comrades 👁️

Triggers 201: Beyond Growth is LIVE 🔴

in it:

- Over 30 advanced triggers across various industries to educate and inspire

- 4 Clay workflows

- A BUNCH of ideas about how to track outbound signals and use that in your outreach

- A guide on how to use RSS feeds to automate prospecting. 

- Lots of stuff around getting location data with Clay since [redacted]s location data is total garbage

I procrastinated on this because I wanted to make sure it wasn't just 3 linkedin posts strung together. I think I did alright. 

Check this out and all my other free sales training material @  https://lnkd.in/ex3zs4jF

#sales #outbound #ai #clay

finally a cold email that really gets me

genuinely curious Shaaban Rizvi how you knew I would understand this 👁 

Since my name is technically Hebrew but I'm Pakistani

Or maybe it just seems like you knew and every John Smith in 🇺🇸 got this same email and probably was like "I thought only lamb was halal, not investing"

Repeat after me:

I will not take payment to shillpost on LinkedIn

From the FTC guidelines:

"When the advertisement represents that the endorser uses the endorsed product, the endorser must have been a bona fide user of it at the time the endorsement was given."

"When there exists a connection between the endorser and the seller of the advertised product that might materially affect the weight or credibility of the endorsement (i.e., the connection is not reasonably expected by the audience), such connection must be fully disclosed."

Not only is it a bad look but it's also illegal. I mean... I know people on 𝘓𝘪𝘯𝘬𝘦𝘥𝘐𝘯 would never break the law... but just in case they do. 

Unless you are an actual employee of the company you're posting for I just think it's a really bad look. 

It's sort of like being in congress. They should pay people a high enough wage to where they don't need to take lobbyist (b2b saas influencer program) money. It would reduce corruption. (Please don't turn this political lol it's just an analogy) 

Even my own company has never "asked" me to post anything and they pay me a lot more than random SaaS companies influencer programs lol. 

Think twice before you post anything for anyone. It's sort of like how if you go to prison you don't accept gifts. Stuff always comes with expectations 

Stay woke 👁️

P.S. Do companies actually get an ROI from influencer programs? It seems like a giant money pit

👁️

They know. 

Are you Chat Engine Optimization (C.E.O.) ready?

This means:

• Not using Cloudflare to prevent AI bots from scraping your site.

Unless there is some very specific reason ie. proprietary paid on your site, you want it to be scraped for AI training so it can direct people to your websites.

I wonder who will pioneer the first CEO agency. Who will crack the code about how the AI's prioritize search results? 

It literally linked 👨‍🍳 Elric Legloire's podcast episodes that I was on lol. 

Wonder how people will make their podcast be the one that is referenced when someone looks you up.

We're really in a whole new world here. 

Also I should really depricate my SoundBetter page haha. I'm definitely not in college anymore 🤣🤣

One of Clays underrated/misunderstood features. If you don't know this you're not using it to its full potential.

Eric Iannello Chris 🦄 Cicconi Anis Raissi ya'll asked me about this a while back, hope this helps.

The problem that I see with most people is they are trying to fit these huge longform workflows into one table. That's not really effective. 

The pros (I'm not a pro just to be clear lol) are doing stuff way more sophisticated than this - referencing other DBs, sending info in and out of Clay for processing at various parts of the workflows. 

This is an "intro," to those sorts of functions. 

The way multi-table workflows solve this issue, at least in this case is pretty simple:

Instead of "findcompaniessearchforjobsfindsdrleaders" in one cramped workflow you'd do this. 

- 1 table to search for SDR job openings at companies

- Send the Linkedin URLs of those companies with job openings to a 
separate table (I think this step can be skipped somehow I'm not sure yet)

- Then "find people," from those companies, whoever you're looking for. In this case SDR leaders/VPs of sales/Sales Directors etc etc. 

How are ya'll using multi-table workflows today? 

#sales #sdr #outbound

What the email gurus want you to do:

• text only
• no links
• hyper personalized
• 1-3 emails per sequence then rest 90 days

What Scrubby | Validate all your risky emails safely at scale does:

• 10 million images
• marketing spam
• 9 million links
• clearly an ad
• Sends this monstrosity of an email FROM THEIR MAIN DOMAIN HOLY F%*K 

And yet still lands in the primary 👁️ LOL

Maybe we've got it all wrong. 

Also Scrubby... Sorry but I have to report this as spam. I'm doing it for all of us. I hope you'll forgive me. 

As sales reps, should we be reporting more spam? I think it's the only way to clean up the streets and elevate the profession. This kind of stuff is the reason my well thought out f#$%in handwritten emails to IT directors with quotes from their annual report don't land in the primary.

Cuz of stuff like this.

How can we be part of the solution and not part of the problem? 

I sincerely want to rebuild the bridge between buyers and sellers as trusted advisors and business partners and not annoying spammers.

Taplio

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