StackOptimise

Founder

Clay

Helping sales teams leverage the most powerful tool for cold email outreach.

Partner

StreamNative

Enterprise Account Executive

Confluent

Account Executive

Enterprise Sales Development Representative

Sales Development Representative

Wiser

Business Development

Inside Sales Consultant

Founder | No.1 Resource for Sales-Tech

At StackOptimise, we've conducted the largest mapping of the sales-tech landscape to date, uncovering over 1,000 tools across 85 different categories.

Check it out - https://stackoptimise.com/sales-tech-tools/


Our services are designed to empower sales teams and enhance their efficiency using technology through two key offerings:


Do-It-Yourself:

➡️ A bespoke, step-by-step guide enabling you to build the optimal process and tech stack for your outbound sales function.


Managed Outbound System:

➡️ Utilising state of the art sales-tech, including Clay, workflow automations, sales triggers, OpenAI, multiple domain email infrastructure, waterfall enrichment, and intent data, we manage all aspects of your cold email campaigns.

➡️ Beyond emails, we empower your cold callers by supplying them with curated lists of relevant leads, complete with mobile numbers. This enables your sales team to dedicate more time to what they do best: selling. We leverage multiple phone number providers such as Apollo, Lusha, Cognism and more to ensure maximum mobile coverage.


DM if you want to learn more or schedule 30 minutes in my calendar - https://calendly.com/felixfrank/30min"

Yesterday 6sense threatened to sue me over a viral Linkedin post. Here’s a copy of their Cease and Desist and what they are demanding I do:

Their demands:

- Delete the LinkedIn post within 8 hours (this was 16 hours ago)
- Issue a public apology
- Tag the 463 commenters (who all hate 6Sense) in my apology

To recap, last Thursday I posted that 6Sense told us they were 3X-ing our pricing and my 6 theories why they didn’t want us using their tool. 

My theories are (and remain):

1. They know their data is terrible. 

Company-level resolution is inferior to person-level, full-stop. My team won’t use their product.

2. 6Sense is worried about what we’ll find when we compare their data to ours.

We compared 6Sense, Clearbit, and our data and there was tiny overlap. Interesting. 

3. 6Sense is worried about the VIRAL expansion of our free tool.

I wasn’t fully convinced of this until today. Nothing says FEAR like a Cease and Desist from a $1,000/hr attorney.

4. 6Sense knows their 3rd party intent signal isn’t a buying signal. 

Website visitor identity is the only real value they provide, and we crush them at it. Plus, our tool is free.

5. 6Sense pricing is just wrong, and they’re scared of the future.

Read through the comments of the last post. I’d be afraid too.

6. 6Sense wanted me to post about it. 

I’m not sure about the last post, but they MUST have known that I would post about this. 

_____

So 6Sense, what is my response? 

I’m not going to take the post down. 

I think that would be a disservice to all of LinkedIn, and to SaaS in general. 

Vendors like 6Sense need to be held accountable for employing unscrupulous sales tactics. 

Everybody is sick of the BILLION DOLLAR BULLIES suing their way to their desired outcomes.

Repost this if you’re sick of it too!!!

Felix Frank ⚙️

Cease and Desist 

How to Create an Outbound Machine in 2024 with Only 2 Reps ⬇

If you're just starting in outbound, take note. If you've already got an army of SDRs using Outreach, there's no hope for you.


STEP 1:
▶ Hire one Clay+cold email expert and one master cold caller (easier said than done for both!).

STEP 2:
▶ Have your Clay expert map your entire Total Addressable Market (TAM) and all relevant triggers and intent signals.
▶ Set up a high-volume cold email system with multiple domains and inboxes using Smartlead as your sending platform.
▶ Run two types of cold email campaigns (with multiple sub-campaigns within): one based on triggers (which will make up ~5% of total sending) and one generic for volume. Both are personalized in Clay and value-driven.
▶ Leads that express interest are pushed to sub-sequences to receive automated follow-ups, nurturing until they're ready for a meeting.
▶ Contact the entire TAM via email once every 4-6 months to maximize demand capture.

STEP 3:
▶ Auto-push all trigger-based leads (your hottest 5%) that don't reply to email sequences back into Clay to enrich with mobile numbers (pro tip - integrate Kaspr and Lusha APIs for better mobile data than Clay's native providers).
▶ Do the same for leads that replied with interest but didn't book a meeting off the back of the nurture sequence.
▶ If a number is found, auto-push into a HubSpot call sequence for your cold-calling expert to dial.
▶ Implement Salesfinity dialer to parallel dial (call multiple lines at once) straight from within Hubspot.

The End Result?
▶ The entire email channel is managed by one person, regardless of TAM size, sending relevant, personalized, value-driven emails that land in the primary inbox. They leverage this channel better than 50 SDRs using generic Outreach templates.
▶ Your highest intent leads are pushed to call sequences where your cold caller is making 5x the number of dials a day with a parallel dialer and without the distraction of email.
▶ Your caller spends all his time in HubSpot and never has to deal with list building, enriching, and bouncing between tools, etc.
▶ Your Clay expert manages all the technical nuances of cold outbound such as infrastructure management, list building, scraping, enriching and automations.

If you're interested in building something like this, let me know.


#salestech


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Felix Frank ⚙️ 

What's the best thing you can do when a lead replies positively to an email?

Call them.

It's the surefire way to get the meeting booked.

Here's the automation we use to make it ridiculously easy to find mobile numbers with Kaspr for our own campaigns and for our clients.

Kaspr has the best mobile data in EMEA, check them out - https://lnkd.in/exGjpJMT


#salestech

You can build an entire business off the back of cold email.


It is the most scalable and predictable channel for client acquisition.

But, you have to get the fundamentals right.


Here's what you need to optimise:

1️⃣ Deliverability - If your emails land in spam, you've already lost

2️⃣ List Building - Targeting the right prospects at the right time

3️⃣ Email Copy - Optimizing your copy with relevance and personalization

4️⃣ Offer - Make your offer as compelling as possible and provide free value


To truly execute effectively on this, you need to understand:

▶ Multiple domain infrastructure, DNS settings, inbox monitoring, campaign reporting, bounce rates, spam words, email validation, sending limits, email warm-up, scraping, triggers, intent data, enrichment, copy, AI prompting, lead magnets, webhooks, automations, and much more.

Either hire an expert or outsource to one, and you'll have an infinitely scalable sales funnel.

Get it wrong, and email will be a dead end.


#salestech


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Felix Frank ⚙️

Underrated tactic in outbound ⬇


Target the end-users of your product.

Most SDRs are only compensated for meetings with decision-makers, so they're actively disincentivized to do this.

But if your product directly improves the day-to-day role of an end-user, then they can be a great champion for you.

I was an SDR at a publicly traded company, and my team implemented a data tool off the back of my recommendation.

An internal champion has significant influence, even at entry level.

What’s more, none of these people are on the receiving end of outbound efforts.

They receive 0 cold calls a day and maybe 2 or 3 emails/LinkedIn messages a week.

If you can solve a problem that makes their jobs easier, you've got a great chance of engaging them and then taking the opportunity up the ladder.

Here's a campaign we're running for a client that got 1 positive reply for every 27 leads contacted, which is insane (the industry benchmark for cold email is 1/375).

We were very targeted with our messaging, and the client has a great offer which helps the end-user do better in their job and, in turn, helps the business.

A number of qualified opportunities have come from this, with the end users looping in their line managers

SDRs of the future will need to become proficient in technical skills. Here's a straightforward workflow for SDRs to practice data scraping:


1️⃣ Find a LinkedIn post relevant to your industry.

2️⃣ Use PhantomBuster or Findymail free trials.

3️⃣ Follow the steps to scrape the likers and commenters of the post.

4️⃣ Download this list as a CSV.

5️⃣ Import list into your CRM, sales engagment tool, or LinkedIn automation tool.

6️⃣ Create outreach sequence referencing the prospect's engagement on a post.


Some of this might seem confusing, but it's often simpler than it appears. Feel free to reach out if you have questions—my DMs are always open.


P.S For advanced workflows, you can auto-scrape posts daily, import the leads to Clay, filter out non-ICPs, and automatically push to your outreach tool.


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Felix Frank ⚙️

The sales enablement space is popping off.

AI uses cases in enablement are some of the best.

Why? 

They are all internal use cases designed to streamline processes for sales reps, instead of trying to replicate them.


Some cool AI enablement use cases:

▶ AI role play bots with Hyperbound or Replicate

▶ AI generated competitor battle cards updated in real-time with Kompyte by Semrush

▶ AI email coach with Lavender 💜 or Twain

▶ "Ask anything" enablement bots with GenieAI by Bigtincan


You can check out the full list of enablement tools here - https://lnkd.in/e-dfXbhQ


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Felix Frank ⚙️

3 strategies for more effective cold outreach ⬇ 


1️⃣ Offer a lead magnet ▶ what value can you give away in your email that someone might typically pay for?

2️⃣ Automated subsequences ▶ when a prospect replies, add them to a nurture sequence to add more value and touch points until they're ready for a meeting.

3️⃣ Pre-meeting VSL ▶ booking the meeting is only step 1. Reduce no shows by sending a personalised intro video 24 hours before the call is scheduled.


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Felix Frank ⚙️ 

Whats the best data provider?


There are a ton of email providers out there, and you should not be relying on just one in 2024.

A waterfall approach allows you to leverage multiple providers within a single tool like Clay, FullEnrich, or BetterContact.


At StackOptimise, we always use Icypeas as the first provider in our waterfall:

▶ It is by far the best value on a per credit basis.

▶ It is used in the back-end by a number of other providers that charge more per credit.

▶ While it doesn't have the largest database, it does not compromise on accuracy.


Running IcyPeas first, we get the most value for money from out waterfall enrichments.


#salestech

Leverage sales-tech to optimise the buyer journey ⬇ 


Pre-call VSL:

▶ Send a personalised VSL (video sales letter) before your first call with the prospect. I like Sendspark or Ubique for this.


Post call DSR:

▶ Create a digital sales room to manage all assets and customer plans from one hub. Try Valuecase or Recapped 🎯 for enterprise deals and Paage.io 😈 or Distribute for more simplified one-pagers.


Customer references:

▶ Earn trust by connecting your prospects with your top customers via direct intro. Check Deeto.


Seamless check out process:

▶ PandaDoc lets you send the proposal, contract and e-signature in one neatly organised doc. 


Automated onboarding:

▶ Once the invoice has been paid, automate any onboarding docs to be sent out e.g., Welcome email, on-boarding questionnaire etc. We use Make but Zapier and n8n are good options too.


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Felix Frank ⚙️

You should build all your lead lists in Sales Navigator. Here’s why ⬇


LinkedIn is the mother of all databases, boasting millions of people who add to and update it every day, in real-time.

As a result, LinkedIn has the most up-to-date data available.

Every other database scrapes from LinkedIn, meaning they are typically a few weeks behind and not nearly as comprehensive.

If they were, they would have to scrape every single LinkedIn record every minute of every day.

So, if you’re using another database, you're not only missing out on leads, but you're also working with leads that are more likely to be outdated.

There are limitations however, especially around scraping at scale. Apollo might be a better alternative for volume.

For any targeted campaigns though, unless you're prospecting niche industries, there is no better alternative to Sales Navigator.


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Felix Frank ⚙️

One of the most painful processes in building cold email systems is setting up the infrastructure.


You need multiple secondary domains.

You need to configure DNS settings.

You need to re-direct all secondary domains back to primary domain (your website).

You need to manage replies on every mailbox.


Historically this has been a very tedious, manual and time consuming process. That’s where Maildoso - email hosting built for outbound comes in.

It's an email hosting server built for cold email:

- free domains
- domain redirect setup
- multiple email accounts
- "out-of-office" email filter
- 1 master mailbox for all replies
- SPF, DKIM, DMARC, MX setup all done for you

A friend recommended it to me and I'll be testing further over the next few weeks and sharing my feedback.


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Felix Frank ⚙️

AI meeting summaries were just the start...


One of my favorite AI use cases is for transcribing meetings.

Anything that reduces administrative work to free up more time for relationship building is where AI really thrives.

The note-taker space is saturated, and I believe only a handful will survive in the long run.

I'm currently testing tl;dv - AI Meeting Assistant, and here's why I think they will be one of those:


With multi-meeting intelligence, they go beyond just meeting summaries:

▶ Auto update CRM deals with each meeting summary.

▶ Select every meeting summary from any one deal.

▶ Generate a custom report outlining the deal status.

▶ Schedule this report to be sent to you/leadership on weekly/monthly basis via Slack or email.


This is where AI note-takers go from being a nice-to-have for reps, to generating real business value for sales leaders and revenue teams. 


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Felix Frank ⚙️ 

Which digital sales room has the best API and native integrations with tools like Clay, Zapier, Make and N8N for automatically creating personalised DSRs? 

Keen to hear from you guys. 

Any DSRs I’ve missed, please tag them 🙏

trumpet 🎺 Dock Paage.io 😈  Aligned Distribute Loxo Recapped 🎯Valuecase Saad Khan 🎺 Rory Sadler Neil Gandhi Andy Mewborn Mark Fershteyn 🤙 Andy Sietsema Prelay GetAccept

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