Iurii Znak's Linkedin Analytics

There's gold buried under the "we'll get to it later" pile that B2B teams often forget about: Leads in your CRM. While everyone's obsessing over cold outreach tools, they forget the warmest leads are already in their database. Your CRM holds the signals you desperately need to get the prospect's attention: → Why deals fell through → Last conversation sentiment → Previous pain points mentioned → Relationship history This is intelligence that no cold outreach tool can give you. Quality outreach isn't about more contacts. Use the context you already have first, and you'll see how much easier it is to get the desired response. When was the last time you audited your CRM?

If you could focus on one thing to improve the outcomes of your outreach in 2025, I’d bet on precision targeting. Because here’s what I’ve started noticing from our outreach campaigns lately: The shift from treating your ICP like a monolith to using audience signals is what drives the results. What I mean is: Your ICP is just the starting point. Not the complete picture. Two VPs of Marketing who match your ICP perfectly on paper can be in completely different buying journeys. To understand these journeys, you should invest in awareness. When you do it, you gather valuable signals. These signals reveal genuine intent and readiness to engage. Think: → Profile and website visits  → Content engagement (likes, comments, shares)  → LinkedIn Insights Tags and ad engagement  → Company page follows and inbound connection requests  → Content subscriptions (blog, newsletter, video, podcast)  → Recent prospect activity (hiring, job changes, promotions) Each of these signals reveals something powerful about your prospect's current challenges and priorities. Something you can use to start a conversation that prospects deem worthy. Investing time upfront in awareness content and tracking these signals isn't an extra expense. It's a strategy that typically delivers:  → Higher response rates  → Shorter sales cycles  → More qualified opportunities  → Greater campaign ROI For instance, when a prospect follows your company page after engaging with content about sales AI agents, you have a natural opening to discuss that challenge. So, the question isn't whether you can afford to invest in awareness. It's whether you can afford not to. What do you think?

Building something genuinely useful isn't enough anymore. One AI startup we worked with had everything going for them: solid backing, innovative platform, clear market need. But they faced the challenge every B2B founder knows: How do you cut through the noise when your buyers are drowning in "revolutionary" solutions? Here's what we discovered worked: Focus on outcomes, not features. Instead of leading with "AI-powered platform," we helped them start conversations around the real challenges their prospects were dealing with every day: → Wasted time on manual market research → Campaigns that don't connect with each other → No access to expert AI marketing & sales strategies The results over 5 months: → 3,835 qualified connections established → 320+ meaningful conversations with decision-makers → 46-60% connection acceptance rates across LinkedIn profiles → Strong foundation for their next growth phase And here's why it worked: They didn't try to do everything themselves. While focusing on their expertise (industry knowledge, content creation, prospect conversations), we handled the mechanics (research, automation, campaign optimization). ↓ If you've built something valuable that people don't know about yet, the solution isn't louder pitches or bigger ad budgets. It's demonstrating value before asking for commitment. Show prospects what you can do for them using their own challenges as examples. Because in a world full of "revolutionary" solutions, buyers trust what they can see working for their specific situation. Not what sounds good in a demo.

10 ways to build (better) long-term relationships with the clients: 1. Listen. 2. Educate before you sell. 3. Engage with their content regularly. 4. Share insights that address their specific challenges. 5. Build a consistent content presence that shows your expertise without self-promotion. 6. Use data to understand which topics resonate with your ideal clients and create more of that. 7. Develop a systematic approach to relationship nurturing that combines personal touchpoints with valuable content. 8. Create opportunities for two-way conversation rather than one-way broadcasting or selling. 9. Focus on delivering unexpected value at every stage of the relationship, from first connection to long-term partnership. 10. Measure relationship development as carefully as you measure sales metrics: track engagement, content resonance, and strengthening connections over time. Relationships built on value don't require constant selling. They make the opportunities come naturally. What would you add as #11?

“Social selling is just traditional outreach with content sprinkled on top.” Not even close. Because social selling flips the script entirely: Build credibility first, chase leads second. Most sellers have heard about using LinkedIn for business, yet 70% still use it to talk about themselves rather than help their audience. Meanwhile, the quiet buyers (the ones who actually matter) are scrolling through, noticing who consistently shares valuable insights versus who's just pushing for a demo. There are four things I’d focus on to get closer to a “social selling” mindset: → See content as your trust-building tool, not just another marketing task → Use your personal brand to open doors to your company's solutions (people trust faces, not logos) → Spot which prospects are already showing interest before you reach out → Start conversations only after you've shown your expertise through helpful content The smartest B2B teams today get it: in a crowded market, being trustworthy beats being loud. They've stopped asking "How can we reach more prospects?" and started asking "How can we become the clear choice when prospects are ready?" Today, people don't go for the brand they see most often. They choose the one they trust as the expert. Would you feel better about a brand if they focused on becoming that trusted voice first?