StackOptimise

Co-Founder

Birdie

Account Executive

Oxwash

Sales Manager

Senior Account Executive

Mallow & Marsh

Selling a premium FMCG product to cafes and convenience stores.

Opened over 30 accounts in 3 months during the hottest summer on record. Exceeded target by 100%.

Field Sales Intern

The Dealer App

Selling a discounter platform that allowed cafes, deli*s and restaurants to sell surplus food, minimising their waste and maximising revenue.

Closed 16 accounts, predominantly independent cafes. Delivered in-person platform demos to ensure a smooth onboard.

Conducted a multi-channel B29 campaign targeting University students, resulting in over 100 sign-ups.

Co-Founder @StackOptimise | Everything Sales-Tech ⭐️

Only read on if you want to future-proof your sales process. 



Are you overwhelmed by the wealth of sales tools out there?

Are you looking to incorporate AI into your go-to-market strategy? 

Are you worried your sales tech stack simply isn't optimised? 

Enter StackOptimise - the no.1 resource for all things Sales-Tech ⚙️

Built by my brother (Felix) and I, sharing over 15 years of experience in B2B sales, StackOptimise exists to demystify the ever-evolving catalogue of sales tools and ensure you have the best foundations to maximise growth. 

We help B2B companies supercharge their growth by leveraging all the latest and greatest sales-tech.  

EMAIL: Penn@stackoptimise.com ✉️
INSTAGRAM: www.instagram.com/sellme_this_penn/ 📷
NEWSLETTER: https://stackoptimise.substack.com/ 🚨
BOOK A CALL: https://calendly.com/penn-stackoptimise/30min?month=2024-05 📞

After 6 months of posting, we now generate 300k impressions/month --- here's how we do it: 

We use proven templates that convert like crazy.

And now, we’re giving them away for free.

I’ve put together a resource of our top 26 highest converting LinkedIn templates.

CONNECT + MESSAGE me to receive 🚀 



StackOptimise ⚙️

Penn Frank ⚙️

The no.1 resource for all things Sales-Tech ⭐️

Overwhelmed by all the tools out there?
Looking to incorporate AI into your sales process? 
Worried your stack is sub-optimal?

Enter StackOptimise ⚙️

Built by me and my brother Felix, sharing over 15 years of experience in tech sales, StackOptimise exists to demystify the ever-evolving catalogue of sales tools and ensure you have the best foundations to maximise growth. 

EMAIL: Penn@stackoptimise.com ✉️

INSTAGRAM: www.instagram.com/sell_me_this_penn/ 📷

NEWSLETTER: https://stackoptimise.substack.com/ 🚨

BOOK A CALL: https://calendly.com/penn-stackoptimise/30min?month=2024-05 📞

We're giving away all our LinkedIn secrets FOR FREE. 


We've grown our monthly impressions on LinkedIn to 300k after 6 months. 

And now we're giving away all the latest tips and tricks to 𝗯𝗲𝗰𝗼𝗺𝗲 𝗮 𝗻𝗶𝗰𝗵𝗲-𝗱𝗼𝗺𝗶𝗻𝗮𝘁𝗶𝗻𝗴, 𝗮𝘂𝗱𝗶𝗲𝗻𝗰𝗲-𝗲𝗻𝗴𝗮𝗴𝗶𝗻𝗴, 𝘃𝗶𝗿𝗮𝗹-𝘀𝗽𝗮𝗿𝗸𝗶𝗻𝗴 𝗺𝗮𝗰𝗵𝗶𝗻𝗲:  

⭐️ Top 50 Algorithm Hacks to Explode your LinkedIn in 2024 ⭐️

MESSAGE ME to receive 🚨

Golden example of how to formulate a compelling cold email. 

Perfect balance of relevance + personalisation ✅

Great job Julie Tennyson - I’d expect nothing less from team Gong ⚙️



StackOptimise

7 steps to create 100s of AUTHENTIC LinkedIn posts at the push of a button: 


1️⃣ Download ChatGPT desktop app. 

2️⃣ Open the app and click the microphone icon in the bottom right to enable 𝗖𝗵𝗮𝘁𝗚𝗣𝗧 𝗩𝗼𝗶𝗰𝗲 - so you can now have a physical conversation. 

3️⃣ Explain to GPT, "Please run an interview to gather information on myself, so I can create a personal knowledge base to generate LinkedIn posts from. To guide your questions, these content themes tend to well on LinkedIn: [enter themes]. Before you dive in, here's a little context on myself: [enter your background]. 

4️⃣ Carry out the interview and guide the GPT on questions if need be, to keep on track. 

5️⃣ Once completed, extract the transcript and paste into a Google Doc. 

6️⃣ Login to Claude and create a Claude Project (equivalent of customGPT). Add the google doc to the project and set the custom instructions (the default prompt) according to LinkedIn formatting (200 words max, spaced out, compelling hook etc). 

7️⃣ Fire away with your prompts i.e Please generate 5 diverse LinkedIn posts about my experiences as a field sales rep 7 years ago...


All business leaders should be posting on LinkedIn. 

The benefits are numerous - from recruitment to retention to growth to fundraising to industry recognition - it remains THE most underutilised marketing weapon and with the tools available now, there's no excuses for neglecting. 

StackOptimise ⚙️

How I generated 12 sales opportunities in 1 hour: 


4 Steps: 

1️⃣ I created a free resource to help people do something that I provide as a service. The resource was 26 LinkedIn Post Templates and I provide LinkedIn content creation services. 

2️⃣ I scraped all the profiles that engaged via PhantomBuster.

3️⃣ I qualified the list via Clay, leaving me with 52 business leaders to reach out to.

4️⃣ I reached out with the message "Happy to jump on a call to evaluate your LinkedIn profile, your current LI strategy and feedback on your last 10 posts". 

There's two lessons here: 

⭐️ It would typically take 3 weeks to generate 12 opportunities via traditional methods like cold email and cold calling. This took me an hour. Providing free, valuable resources (lead magnets) to your audience, on a regular basis, should comprise a core pillar of your GTM strategy. 

⭐️ Tailor your lead magnets to your service. All those that converted on this lead magnet indicated that, whilst they're not necessarily in the market, they definitely have a need for LinkedIn content creation. 

P.S Thinking of launching a lead magnet agency - thoughts? 

StackOptimise ⚙️

Have you ever heard about the greatest salesperson of all time? 


Not Jordan Belfort. 

Not Grant Cardone. 

Not even the legend, Zig Ziglar. 

In the Guinness World Records, Joe Girard is bestowed with the title of: 

𝗧𝗵𝗲 𝗚𝗿𝗲𝗮𝘁𝗲𝘀𝘁 𝗥𝗲𝘁𝗮𝗶𝗹 𝗦𝗮𝗹𝗲𝘀𝗺𝗮𝗻 𝗼𝗳 𝗮𝗹𝗹 𝗧𝗶𝗺𝗲. 

He sold 13k cars between 1963 and 1978. 

Which translates to 6 cars per day when you factor in holidays and weekends. 

His secret? 

He'd send a handwritten card to every single prospect every single month, often tailoring the message to the time of the year (i.e Xmas). 

So whenever his prospects were ready to buy, Joe was top-of-mind. 


There's an important lesson here. 

Human-to-human connection is powerful. 

And it's the only thing technology won't be able to replicate, ever. 

If you're a sales rep, you should be doubling down on the skills that make you human. An AI bot cannot empathise with prospects or find commonalities. An AI bot cannot attend a networking event or build a community on social media. 

Relationship-building has always been an integral part of sales. But now, with admin becoming increasingly automated, reps need to master human connection and communication.

The team at Commsor 🦕 have built their business on this premise - the age of the "Network Development Representative". 

As has Mike Adams, founder of introstars, as they spearhead the age of "B2B Warm Referrals". 

I frequently post about this AI-driven era, and I'm hugely excited by it, but let's not forget that at its core, sales is still about people connecting with people and the human touch is irreplaceable. 


StackOptimise ⚙️

How we 2x deliverability with one simple trick. 


The trick: Diversify from the mainstream email providers (Google, Yahoo, Microsoft etc.) ⭐️

Deliverability is the most important part of cold email. 

The most personalised, persuasive message is worthless if it never lands in the primary inbox. And with the introduction of AI spam filters and tighter regulations, it's a big challenge for outbound teams at the moment. 

We use reply rate to infer deliverability because tracking open rates often hurts deliverability:

Industry benchmark reply rate = 1.5/2% ❌

Since using Maildoso, our reply rate = 3/4% ✅

Maildoso is an email service provider (ESPs) specifically BUILT FOR OUTBOUND. 

After testing it for a few months, we're getting higher deliverability and it's proving to be a much more cost-effective solution in the long run, relative to the mainstream ESPs. 

They manage the entire setup from domain purchase to adding DNS records - the process is unbelievably frictionless - and provide IP rotation, which means using multiple IP addresses (unique numbers that identify devices on a network) to send emails so they don't get flagged as spam.

After testing for a few months, it is now an integral component of our stack for both internal campaigns and service delivery. 

StackOptimise ⚙️

By 2028, B2B companies using sellers as influencers and co-creators will outperform their competition by 40%. 

If you're not prioritising content and community in your GTM strategy, you will fall behind. 

1️⃣ An increasing numbers of B2B buyers are influenced by social media in their decision-making process (now 75%). 
2️⃣ An increasing number of B2B buyers don't want to interact with salespeople (now 53%). 
3️⃣ An increasing number of B2B companies are planning to invest in the the self-service, PLG model (now 91%). 

I've spoken to countless founders over the last few weeks and the realisation above is beginning to resonate. The reality is, most organisations are still just scratching the surface. 

So now's the time to get ahead. 

I'm happy to speak to any CRO's, CMO's and Founders for how best to leverage their voice AND incentivise their team to build personal brand on social media. 

StackOptimise

P.S Comment "Content" for a comprehensive report on all the most MUST-KNOW trends in B2B sales (with sources) 📈

Breakdown of our no.1 client acquisition strategy ⬇️


1. Create valuable content on LinkedIn, geared towards revenue leaders. 
2. Scrape and qualify ICP profiles that engage with our content. 
3. Target with a super soft CTA. 
4. Provide an evaluation of their tech stack, an evaluation of their outbound motion and sometimes a free lead list too. 
5. And if they bite, they bite!   

Value delivery should underpin your entire strategy from top-of-funnel to close. 

You won't necessarily convert everyone to a paying client. 

But you will convert everyone into a champion of your brand and a valuable member of your community. 

StackOptimise ⚙️

It was this time, 12 months ago, Felix and I first conceived the idea for StackOptimise ⚙️

We toyed around with different projects in the past.

Projects that deviated wildly from our expertise: the Uber for massages; meal prep stuff; AI solutions for luxury hotels. 

None of them really stuck.

So we hit the drawing board and reflected on our own experiences. Our own domain.

And our domain is sales. We've both devoted our entire career to B2B sales and share over 15 years of experience in the game.

So from there, a new foundation was laid.

Two brothers. Two sales enthusiasts. And a pre-established following on LinkedIn off the back of our careers.

So the next question...

How the hell do we combine all these elements to build a sustainable, profitable business.

This time a year ago, AI was exploding, sparking a tsunami of innovation. New tools, new features, new growth strategies hatching by the week. 

And all this change spelled opportunity. 

So we picked up the phone and starting speaking to sales leaders in our network, to better understand the tools they use to deliver their sales process (their tech stack).

And it became immediately apparent there was a huge disparity between the potential value and actual value sales organisations were generating from their tech stack. In other words, sub-optimised stacks… 

So we identified a problem:

Sales leaders lack the time to keep a pulse on all the latest and greatest developments in the sales-tech space and as a result, growth is compromised.

And since this revelation, we’ve been devoting all our time digging into the landscape, developing our technical skills, sharing our learnings on LinkedIn, embedding ourselves in the community and working closely with a multitude of businesses to optimise their tech stack.

There’s so much more we want to do, which makes it hard to ever feel satisfied but undoubtedly, it’s good to take some time to reflect. 

Here’s a snap of us at dinner last night, joined by our younger brother Milo, reflecting on both the W’s and L’s over the last year. 

Excited for what the next 12 months has in store and as always, thank you for all your support so far 🙌


StackOptimise ⚙️

Yesterday was a tough day in the office.


We lost 2 deals, and they slipped through our fingers in quick succession.

They were 2 of the most exciting opportunities we’ve worked on in a while.

One was with a serial entrepreneur in the UK, and the other was with a seasoned sales veteran in the States, both boasting over 60k followers on LinkedIn.

Big name, big deals, and we poured our hearts into the pitch.

Ironically, we had just celebrated closing two deals earlier this week.

But that’s sales for you.

One moment you’re on top of the world, and the next, you’re back to square one.

So you have to learn to detach yourself from the outcome. 

Don’t get too emotionally invested in every deal, because it’s demoralising and counterproductive.

And you can do that the hard way - by training your mind to stay focused and not let the losses weigh you down. And that requires a lot of mental application.

Or you can do that the easy(ish) way - consistently provide value to your audience, over a long enough timeframe, to generate a constant flow of leads which offsets the losses downstream. 

Just after 6 months of posting on LinkedIn, our inbound lead flow is now exploding and that gives us the peace of mind the pipeline will continue to deliver results, at a sustainable pace. 

StackOptimise ⚙️

Unpopular Opinion About AI in B2B Sales:



We are slowly entering the greatest era of B2B sales.

I speak to sales professionals everyday, from SDR's to leadership, and the sentiment generally ranges from indifference to skepticism to outright defeatism. 

And there's a pretty apparent lack of optimism. 

Because in reality, AI right now is just a very powerful copilot. And we should fully embrace it.

By 2028, 60% of the sales reps' remit will become automated (source below). 

The data gathering, data enrichment, data entry, reporting, researching, and recording of calls—all admin will eventually become automated.

Allowing us to spend more time on what we do best: 

Building relationships, networking, and selling. 

And selling with the data at our fingertips to enable much more meaningful conversation. 

A win-win for both parties.

There’s a lot of skepticism around AI, but for now, the future looks bright. 

You just need to ensure you have the systems in place to keep ahead...

Caveat: The increased level of automation, in theory, will lower headcount requirement. Sales roles, therefore, could become more competitive, and that paints a slightly gloomier picture. But for high-performing reps, your job is about to become a whole lot more enjoyable.

StackOptimise ⚙️

I help business leaders gain around 1k LinkedIn followers per month. 

Here's 5 of my favourite content themes: 

1️⃣ Employee-Centric Content: Employee milestones, team-building sessions, enriched with office/team photos. 

2️⃣ LinkedIn Shoutouts: Tagging key voices/influencers in their industry, list-style. Surefire strategy to generate significant engagement. Very effective for those with a small audience.

3️⃣ Bite-Sized Advice: Punchy, text-based posts, twitter-style, broadcasting a widely relatable message (generally only effective if they have a pre-established following), that's likely to spark debate.   

4️⃣ Event Coverage: Post updates and coverage of events or conferences your business attends or 1to1 meetups with fellow entrepreneurs, enriched with a selfie. 

5️⃣ Controversial Content: Your "Unpopular belief". 



P.S I recently released a new PDF: ⭐️ 50 Algorithm Hacks: To Explode Your LinkedIn in 2024 ⭐️

Let me know if you want it. 

StackOptimise

Since 2019, there's been a 5x increase in the number of touchpoints required to generate a deal. 

Deal cycles are much longer. 

Reps aren't hitting targets. 

Buyers don't want to engage with salespeople. 

The sky is falling...

Or is it? 

In my opinion, we're actually entering the golden age of B2B sales. 

The age in which reps can spend exponentially more time on what they do best. Discoing and demoing. 

The age in which reps can get real-time coaching and fast-track their development immeasurably. 

The age in which reps can deliver hyper-personalised emails AND cold calls, at scale. 

It is the best time to be in B2B Sales! 

On one condition - you have the tools. You have the tech stack.  

And very few sales organisations do, understandably, because there's so much change and so many options. 

This is why we launched StackOptimise. 

To facilitate the transition and keep you ahead of the curve ⚙️

Here’s a story for you...

Rewind to 2019.

I'd just joined a startup at age 20. My first task was to build out our tech stack, unbeknownst to what that means exactly.

All I knew was that I needed a tool to reach out to prospects. Lots of prospects. Efficiently.

Google search: "How to send sales emails to lots of people"

Enter Saleshandy 🚀

Back then it was just a sequencing tool, an alternative to Salesloft/Outreach, which helped us seriously scale our outbound efforts given we were doing most things manually.

Now, it's evolved into a complete cold email marketing tool, comparable to Smartlead and Instantly.ai, which we're testing at the moment at StackOptimise.  

While they might not have all the bells and whistles (yet), their value proposition is super compelling:

1. 𝗨𝗻𝗹𝗶𝗺𝗶𝘁𝗲𝗱 𝗶𝗻𝗯𝗼𝘅𝗲𝘀
2. 𝗨𝗻𝗹𝗶𝗺𝗶𝘁𝗲𝗱 𝗮𝗰𝗰𝗼𝘂𝗻𝘁𝘀
3. 𝗨𝗻𝗹𝗶𝗺𝗶𝘁𝗲𝗱 𝗰𝗹𝗶𝗲𝗻𝘁𝘀

You can essentially scale your outreach without worrying about hitting limits or incurring extra costs. The value for money is insane.

So if you’re on the lookout for a straightforward, cost-effective tool to reach out to thousands of prospects efficiently, Saleshandy offers an excellent solution.



StackOptimise ⚙️

The no.1 key to deliverability right now. 


Deliverability is a black box. 

Landing in the inbox is tougher than ever.

And there's a vicious cycle simmering: 

1️⃣ Email is becoming saturated. 
2️⃣ The path to success narrows. 
3️⃣ Prompting a surge in volume. 
4️⃣ Which leads to lower responsiveness AND stricter spam regulations. 

The recent disruptions with Microsoft and Porkbun, for example, highlight the vulnerability of relying on a single provider.

Tool diversification - using a range of "contingency" tools - is therefore the key to mitigate risk and maintain deliverability right now. 

Here’s our current configuration: 

Domains
Porkbun
Namecheap, Inc
GoDaddy

Inboxes
Maildoso
Google
Microsoft 

Outreach
Saleshandy
Smartlead
Instantly.ai

It is imperative to spread your stack across multiple providers.

StackOptimise ⚙️

Imagine getting all this intelligence on your target accounts, INSTANTLY: 


- Contact data 
- Market insights 
- Persona-based insights 
- 𝗧𝗮𝗶𝗹𝗼𝗿𝗲𝗱 𝘃𝗮𝗹𝘂𝗲 𝗽𝗿𝗼𝗽𝗼𝘀𝗶𝘁𝗶𝗼𝗻 (for your solution) 
- Company milestones/events
- Company overview + service breakdown 
- And over 50+ data points

We are entering the Golden Age of B2B sales.

I posted about this last week. 

As more and more admin becomes automated, sales reps will have more time do what they do best: 

Engage with prospects. 

And engage in much more meaningful conversation.

Because now we have the means to access all the necessary data on our accounts, at the push of a button, and focus strictly on problem solving and relationship building. 

And Aomni is facilitating this transition. 

This is one of the pioneering tools out there that's ushering in this golden age. 

𝗛𝗼𝘄 𝗶𝘁 𝘄𝗼𝗿𝗸𝘀 

1️⃣ Sign up and train the AI-powered platform on your business. 
2️⃣ The platform identifies accounts to target + manual entry of accounts/CRM integration. 
3️⃣ In real-time, the platform provides you with all the intelligence you need to truly connect with your prospects and anticipate their needs. 

There's lots of talk atm about lead gen and hyper personalisation at scale. 

But as that becomes largely automated and commoditised, the conversation will shift towards human connection: 

How do we leverage AI, as a supplement, not a substitute, to truly enable meaningful human connection.  

After using Aomni this month, they seem to be leading the charge on this one. 


StackOptimise ⚙️

By 2025, 35% of Chief Sales Officers will resource a dedicated "GenAI Operations" team as part of their GTM strategy. 

A team that understand how to leverage AI-powered tools to optimise lead gen, pipe management and drive accuracy and speed of forecasting. 

We've alluded to this concept repeatedly in the role of the "GTM Engineer". 

And it's indisputable. 

The top performing sales orgs will employ an individual or team, depending on their size, who 1) keeps a pulse on all the latest growth tools 2) understands how to build incredibly sophisticated automations for their sales process and 3) can harness Clay to its full potential.  

The reality is, with the advent of AI and the current level of innovation, the robustness of your tech stack has become exponentially more important over the last 24 months and it's only going one way. 

1️⃣ If you're new to sales, don't just read the sales books. Learn the tools. We have a new eBook which might be useful: Top 30 Tools for SDR's eBook. 

2️⃣ If you're a sales leader, I urge you to speak to any of the new lead gen services out there. That's where these experts live, or check out Clay's list of experts, which Felix has just been added to. 

StackOptimise ⚙️

Content-first is king. 

Everyone's talking about it for a reason. 

Buyers are becoming increasingly less receptive to ads and traditional outbound methods.

So double down on content and community. As Noam mentioned yesterday, it'll pay off handsomely in the long-term. 

Here's a number of underutilised tools to get you started: 

aiCarousels - hit up Fernando Pessagno
Supermeme.ai - hit up Sanjeev NC
Kleo - hit up Jake Ward
ReplyMind - hit up Zibran Zarif Amio


StackOptimise ⚙️

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