Nate Stoltenow

Humble Co.

We grow B2B companies
Pipeline - Process - Coaching ➡️ DM me for a consultation

CRO & Founder

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L-inked

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Owner

Colectif

Plena

Helping B2B Companies Grow Revenue

I've worked in B2B SaaS sales for over 15 years

I helped grow a company from less than $1m to over $50m ARR

For years I've been a top performing seller and also led fast moving sales teams as VP of Sales (3x times)

-> Now I use my years of expertise to help companies grow massive pipelines

-> If you're a B2B business looking to create more opportunities and close more deals -- In order too:

- Infinitely scale revenue
- Sell your business for more money
- Raise money at better evaluations
- Stop cash burn

I can help

My website ➡️  https://l-inked.me/revenue

100% of sales emails that land in spam go unread in 2024.

One of the best ways to avoid spam is by not using spam words in your emails.

Here are 768 from 5 categories you should avoid.

Urgency 🚨 
Words that pressure your recipients, such as Urgent or Before it’s too late

Shady 🔞 
Unethical or legally questionable words, such as drug-related keywords

Overpromise 🤩 
Exaggerated claims such as 100% free or the 
best

Money 💰 
All things related to money or offers in general, 
such as $$$ or Earn cash

Unnatural 💬 
Words or phrases that don’t feel natural such as Dear friend or that are difficult to understand, such as: Multi-level marketing

Hope this helps

P.S. drop me a note if this was helpful. I'd appreciate the feedback.

#sales #b2bsales #coldemail #emailmarketing #marketing

768 Spam Words to Avoid in 2024

I hate the back-and-forth when booking a meeting.

For the last 15 years I’ve used the same process.

When prospects show interest and want to meet, here’s how I reply…

Hey {FirstName} - looking forward to meeting. Any of these times work?

- Wednesday @ 4pm MT
- Thursday @ 1pm MT
- Thursday @ 2pm MT

Otherwise - what’s best for you?

{Signature}

That’s it.

95% pick one of the times I proposed.

From there, I send over a calendar invite.

Done

5% propose a new time.

Again, I send over a calendar invite. 

Done

Curious. What’s your process?

p.s. I don’t like Calendly. Change my mind.

#sales #b2bsales #email #coldemail #emailmarketing

10 things I avoid when writing Cold Sales Emails.

1. Images
2. Flashy subject lines
3. Meeting links
4. Platitudes
5. Open tracking
6. Hyperlinks (including signature)
7. Click tracking
8. Irrelevant personalization
9. Gaudy signatures (Company logo, picture of yourself)
10. Opt-out links

✌ 

P.S. Let me know below what I missed below.

A growing company has the best buyers.

Why is that?

- They're hiring
- Revenues are up (more budget)
- Scale and growth are front of mind

and here's how you can find them on LinkedIn.

1. Open Sales Nav.
2. Narrow my ICP (Country, Company Size, Industry)
3. Remove irrelevant industries
4. Add "Company Headcount Growth"
5. Start my outreach

P.S. was this helpful? Let me know.

#sales #b2bsale #saassales #linkedin

How to find growing companies in LinkedIn

How I think about A/B testing cold emails in 2024.

1. Identify your ideal customer profile 

- Title
- Location
- Company size
- Etc.,

2. Build your target list 

- Email
- Phone
- LinkedIn URL
- Etc.,

3. Validate

- Only send to valid email addresses
- Bounced emails will kill your data.

4. Split your list in half

5. Write two emails

- Track what message works best.

6. Start testing your CTA 

(after you land on a message that’s working).

7. Test the subject line. 

- No emojis
- Keep them simple
- Boring subject lines, that blend in

8. After about 100 emails, you’ll start seeing trends. 

- Push all your chips in on what works.

That’s it. Have patience and trust the process.

What would you add? Let me know below.

P.S. BTW landing in the inbox is the most important part. A/B testing is meaningless if you can’t hit the inbox.

Early in my career my boss told me...

"When a co-worker changes jobs, pay attention"

Why?

Because selling to former co-workers is easier than selling to strangers.

This is so much easier in 2024.

LinkedIn Sales Nav. does this for you...

Here's how you can find them:

1. Open up Sales Nav.
2. Click “Lead Filters”
3. Narrow your ICP (title, location, company size)
4. Click “Past Colleague”

Here’s why it works.

1. Warm intros

“I see you’re at SAP now. I’ve been working with their data team for the last 6 months. But I’m unable to break into their BI team. Would you be able to intro me to Teri Anderson via email?”

2. Faster Rapport Building

When you have something in common, rapport building is easy. 

3. Insider insights

Past colleagues provide insights into your prospect's company, decision-making processes, budget, and key decision-makers.

P.S. curious, was this helpful? Can you let me know below?

I built a curated feed of people mentioning and talking about prospective companies.

And the best part? You don't need LinkedIn Sales Nav.

The search is simple and can be done in 6 steps.

It's called "Mentioning Company"

Here's how it works ▽▽▽

Track prospects with this simple search

How I build a LinkedIn prospecting list (in 30 seconds).

Also, I've included 2 additional tips that could change your pipeline.

Hope this helps.

✌️

P.S. did you know the link trip? Let me know below...

#sales #b2bsales #linkedin #marketing

Here’s the truth about prospecting on LinkedIn.

It’s harder than ever in 2024.

Yet there are some bright spots. Here’s how I locate the best buyers on LinkedIn in just a matter of seconds.

(and how you can too)

The best buyers on LinkedIn...

are people who recently changed jobs. Why?

Because they,

- Have fresh budget
- Need to make an immediate impact
- Don't want to inherit their tech stack

Hope this video helps.

#sales #linkedin

Cold email hack: How I avoid landing in Spam...

[and you can use ChatGPT - spintax 101]

My number one goal with cold email over the last 5 years has been to avoid spam.

Zero prospecting emails get read if they land in spam.

So, it's important to use ever trick, hack and tool you have to maximize your ability to land in the primary inbox.

Spintax is just one of the tricks you can use.

What is spintax?

Spintax spins words, phrases or sentences.

As an example, here is how you could use it instead of starting each email with "Hi"...

{{RANDOM |Hi | Hello | Hey | Hey there | Hi there | Hey how are you | Hi how are you}}

Hope this helps.

P.S. curious if this was helpful. Drop a comment below and let me know.

I need your help…

Below are 18 triggers I use to make prospecting easier.

But I’ll admit, they’re getting a little old.

What would you add to this list?

→ IPO
→ Hiring
→ Lawsuit
→ Ad on TV
→ In the news
→ Changed jobs
→ Raised money
→ Product launch
→ Company merger
→ Quote in an article
→ Viewed your profile
→ Headcount increase
→ Podcast appearance
→ Changed companies
→ Headcount decrease
→ Speaking at an event
→ Attending trade show
→ Following your company

✌ 

#b2bsales #sales #marketing #linkedin

Here's how to find companies with growing departments...

(why? because growing teams spend more money)

Once you've created your search. Don't forget to save it so you can reference it again later.

Click "Save search to get notified of new results"

Hope this helps.

✌️

P.S. let me know below if you're gonna try this.

#sales #b2bsales #linkedIn #marketing

Target growing companies in 2024 with LinkedIn

Cold email writing rule.

Don't waste valuable space with phrases like:

- Happy Friday
- Hope all is well
- Wanted to introduce myself
- My name is {firstname} and I work at {company}
- I'm impressed with the work that you've done at {Company}

Instead… 

- Eliminate fluff
- Get to the point
- Keep your emails short
- Avoid "me" focused content
- Share results and outcomes

What would you add here?

How do I deal with “Send me some info”...

(works best when using cold email)

1. Send a 1 to 3 minute video demo of your product.

Try to move fast and hit all the highlights.

Bonus: Make it interesting and don't be boring :)

2. Then re-enter them into a new sequence called “Video Demo Follow Up”

Your sequence should send an email every 5 days or so.

In each email, share valuable insights. Focus on things like,

-Revenue generation
-Savings
-Growth

Use,

-Outcomes
-Case studies
-Customer success stories
-Testimonials
-3rd party reviews

3. CTA’s

At the end of each email – don’t forget to ask for a meeting.

Use a soft CTA.

Something like,

“Interested in a chat?”
“Should I send over a few times to talk more?”
“Would it be helpful if I sent over a few times to chat?

Hope this helps.

P.S. Curious what you think, let me know below 👇

Happy Easter.

For 15+ years I've used the same sales framework

(and it's so simple)

Subject line (to sell the email message)
↓
Message (to sell the CTA)
↓
CTA (to sell the meeting)
↓
Meeting (to do discovery)
↓
Discovery (to find the problem)
↓
Problem (to close the deal 🔥)

Agree?

#sales #b2bsales #coldemail #marketing


Are you making this cold email mistake?

It’s common to want to share everything in an email.

But it's easy to confuse prospects when you:

→ Send a link to a white paper…
→ Then share an article… 
→ Then ask to schedule a meeting.

[All in the same email]

Instead keep it simple and straightforward.

- One link
- Or a single CTA
- Or one document

Keep it simple, and don’t ask for too much.

This is how you write a great cold sales email.

P.S. What would you add here?

#sales #b2bsales #coldemail #email #marketing

27 cold email metrics everyone should know 

(but only 3 really matter)

1. Open Rates
2. Sales Closed
3. Bounce Rates
4. Response Rates
5. A/B Test Results
6. Leads Generated
7. Spam Complaints
8. Conversion Rates
9. Number of Replies
10. Email List Growth
11. Email Reply Times
12. Unsubscribe Rates
13. A/B Testing Results
14. Optimization Efforts
15. Revenue Generated
16. Email Forward Rates
17. Forwarding or Sharing
18. Most Engaging Content
19. Conversion Funnel Stats
20. Unsubscribe Compliance
21. Subject Line Effectiveness
22. Click-Through Rates (CTR)
23. Return on Investment (ROI)
24. Follow-Up Email Engagement
25. Nurturing Sequences Success
26. CAN-SPAM/GDPR Compliance
27. Campaign Objectives vs. Results

What really matters?

→ Conversations
→ Positive replies
→ Revenue generated

#sales #b2bsales

How I think about sales prospecting in 2024.

1. ICP (ideal customer profile)

I start all of my prospecting list with my ICP.

- Title
- Industry
- Location
- Revenue
- Headcount

2. Email

Validate every email. Use something like: 

- DeBounce
- NeverBounce 
- or MillionVerifier

Next, I validate “accept-all” emails with something like:

- Scrubby 
- no2bounce
- and Google Sheets (people chips)

3. Phone

I use DNC(dot)com to validate phone numbers.

Avoiding any State or Federal "Do Not Call" lists.

→ Important: Never call any "Do Not Call" phone number. 

DNC fines are expensive (and a huge liability).

Bonus: DNC(dot)com also identifies mobile vs landlines.

4. LinkedIn

Choose a database that provides 3 LinkedIn data points:

- LinkedIn URL
- Open profiles
- LinkedIn Sales Navigator URL

a. LinkedIn URL

Use these to connect, follow and message.

b. LinkedIn Sales Navigator URL

Use this to send paid InMails.

c. Open profiles

Quickly find Open Profiles. I send up to 800 free InMails each month. 

How this helps

p.s. curious what I missed or what you would add. Let me know below ↙ 

#sales #b2bsales #coldemail #linkedin

I cold texted a guy and landed a $3 million dollar deal.

Here's how...

P.S. cold texting is just like cold email. It's all about timing. 

However, most prospects hate it. 

I prefer using text messaging for inbound.

Thanks Dee Acosta at Modigie for having me on your podcast.

#sales #b2bsales #coldcalling #coldemail

N1 reason salespeople fail is because of this problem.

(Yet it doesn't need to be this way)

The simple fact is that most salespeople don't have enough pipeline coverage.

And thats why they fail.

So, here are 3 ideas to change that:

1. Start more conversations

Step 1. More conversations = More meetings
Step 2. More meetings = More opportunities
Step 3. More opportunities = More closed won

2. Target 3x pipeline coverage

In order to know what your pipeline coverage should be...

Take your quota and multiply by 3.

$1,000,000 quota x 3 = $3,000,000.

$3,000,000 should be your pipeline goal.

3. Master something

Most never go deep on a particular facet of pipeline building.

- LinkedIn?
- Cold email?
- Cold calling?

These tools can change your future. 

Master at least one.

✌

p.s. what would you add here?

#b2bsales #sales #saassales #coldemail #linkedin 

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