Sumeru 'Sumo' Chatterjee 🤞🏽's Linkedin Analytics

Things I didn’t know in my 20’s: What fancy titles actually mean. Here’s the gist 👇🏽 VP at Investment Bank = Sales Partner at Law Firm = Sales GM at Fortune 500 = Sales Startup founder = Sales Tech co CEO = Sales VC = Sales All big jobs come with a responsibility of increasing the bottom line of the company. That's pretty much it. After 12 years in various roles in tech, my new goal is to better at sales

Marketers love to come up with "Buyer journeys" But actual buying? Happens completely differently. The wild part, marketers themselves don't buy products the way they describe them in buyer journeys. It's mad to me. Literally look at how YOU buy products. 👇🏽 How marketers think people buy: 1. Buyer sees ad 2. Buyer clicks ad 3. Buyer purchases vs how people actually buy: buyer sees ad buyer ignores ad buyer gets distracted by the next post. buyer forgets about brand. buyer sees organic post from founder 3 days later. buyer likes organic post. buyer scrolls on... buyer goes to work 2 days later. buyer sees another ad. buyer clicks and browses site. buyer gets distracted. buyer scrolls on. buyer forgets about brand... buyer sees favorite influencer talking about brand. buyer looks up brand buyer starts following founder buyer clicks and browses site. buyer adds product to cart. buyer gets distracted. buyer scrolls on… buyer forgets about brand... buyer hears friend talking about brand 7 days later. buyer searches email for discount they got. buyer shops Amazon for cheaper price. buyer gets distracted by Amazon. buyer scrolls on…. buyer forgets about brand... buyer is awake late at night after drinking too much coffee. buyer is doom scrolling. buyer sees another ad. buyer clicks and browses site. buyer gets sleepy. buyer falls asleep. buyer forgets about brand... buyer's girlfriend makes offhand comment about their biggest insecurity 7 days later. buyer clicks and browses site. buyer goes to their cart. buyer finally purchases. 😂 IFKYK 🤞🏽

This ChatGPT prompt is absolutely nuts Warning: Do not do it if you're not ready This prompt helped me break down my career-limiting patterns and find out what's really holding me back. If you have 30 mins and a quiet space, I highly recommend doing this exercise 🤞🏽 --- 📤 If you like it, please share with someone you know going through a career transition. You may help someone and it helps boost helpful content.

What is the difference between a Junior and a Senior Marketer? Both can typically: - design a good strategy - come up with creative campaigns - ship things and iterate - measure results But the difference? 1. Knowing WHEN a strategy/campaign: - is bad one and needs to be dropped OR - needs more time to show results 2. Knowing WHEN to: - pull in someone external to get help OR - roll up sleeves and getting it done 3. Knowing WHEN to: - use A.I. and automation OR - use an experienced person who’s done it before 4. Knowing WHEN: - the campaign strategy was flawed OR - the campaign execution was flawed 5. Knowing WHEN: - there is a motivation gap, management needs to change OR - there is a skills gap, team needs to change There is no shortcut here. This needs experience, taste and judgement

The most underrated asset for startup growth? The case study. It’s not flashy or sexy like AI SDRs, messaging or thought leadership. Its a submarine - lying beneath the surface but doing heavy work One REAL case study can help you scale from 0 to $1M, even $10M The case study determines: - Who you compete with - What you can charge - Who you sell to - What customers expect when they buy How startups do case studies today: - “Client X got 400% ROI in 30 days” - Client Y dropped cost by 250% in 40 days” - “We have a case study for every industry and every department” These don’t work because they don’t mean anything to prospects. They can’t “see” what you actually do and how you help them today. How to do a case study: A case study is a story in 6 parts: 1. Project - What project was this person trying to accomplish? 2. Context - Why was this project on their critical path vs everything else they need to do 3. Options - what options did they consider 4. Results - what did success look like to them aka how do they know they accomplished it 5. How - how exactly did they complete the project 6. What - what did they buy / use Notice the first 4 are about your buyer. Only the last 2 are about you and your product. If you nail this case study, you get on a prospect call saying “do you want this to be you?” Simple. It makes the sale straightforward and less salesy. h/t to Rob Snyder for the original framework. —- If you’d like the full case study framework just say “case” and I’ll DM it to you (must be following) I sent over 100 DMs last week with my launch canvas. —- P.S. I’m Sumeru and I help startups launch and grow. Follow for more startup marketing ideas. ♻️Re-post with your network to add value 📥 Send this to a startup who needs to grow

Huge shout out to my friend Vivian Liu for getting into Techstars SF. Her company, Mae - Making Auto Easy, is focused on making the car buying process less daunting for women. I saw Vivian win a pitch contest in Vancouver, and she was electrifying. If you are in auto / mobility / driving tech, especially in SF, connect with Viv. Kudos Vivian 👏🏽 👏🏽

Middle Managers have it the worst right now in tech Employees want: - Remote work - Work life balance - Less micro management (reporting) - More autonomy = less managers Execs want: - Return to office - Higher productivity - More predictability (reporting) - Flatter orgs = less managers Give a middle manager a hug if you see one. 🤞🏽

That’s it. I’m going all in on learning A.I. over the next 30 days. And if you’re interested, I’d love to do it together. After reading the Shopify CEO’s internal memo yesterday, I decided I can't just “flirt” with AI tools every day. I need to come up with a plan, and dedicate time and effort to growing in this area. So I sat down yesterday and designed a 30-day A.I. learning plan, based mostly on what I want to learn as the owner of a marketing agency. This learning plan covers: > A.I. Marketing Tools > A.I. Sales Tools > A.I Automation Tools > General Purpose Tools Here’s the plan: - I’ve picked 30 tools I want to learn - For each one, I’ve designed a real world project - Each day I will spend 1 hour tackling the project - Will post updates each day Ideally, I’ll do this along side other people so we can share notes, ideas What this is NOT: a. This is NOT me teaching you. I’m learning myself b. This is NOT a paid course - it’s completely free to join c. This is NOT affiliated - I have no affiliation with any of the tools If you’re interested in joining me (completely FREE): 1. comment “30” under this post 2. follow / send me a connect I’ll add you to the Notion page that has all the projects. Hoping to start this week itself. 🤞🏽 --- Also, please let me know if I am missing some major tools, would love to update as we go.

If I only had 3 months to grow B2B SaaS startup, here’s what I would do: Rules: - You have 3 months - Need to impact revenue - Spend under $200/mo Here's what I would do: 1. Create a “laser focused” account list: a. Go to Keyplay b. Build out Sales 200 → 200 companies I want to sell into c. Import the list into Sales Navigator and run a lead search d. That should give me ~700 people. 2. Analyze 10 Closed Won / Lost deals a. Upload the transcripts of 10 Closed Won deals into ChatGPT b. Prompt: Analyze the key reasons why prospects bought from us in these deals. Organize and rank them c. Upload the transcripts of 10 Closed Won deals into ChatGPT d. Prompt: Analyze the key reasons why prospects didn’t buy from us in these deals. Organize and rank them 3. Design a “mini-offer” (cold friendly) a. Use the two insights above to design a mini offer. A mini offer is something that your prospects see and say “I need this right now”. In the early stages, this isn’t usually your product. Your standard “book a demo” or “let’s get on a call” isn’t going to cut it (Some ideas to get you started are in the pdf 👇🏽) Once you have that, you can… 4. Outbound to get mini offer out a. Use lemlist or Closely to warm up some email domains ($100/mo) b. Create a sequence across LinkedIn, email and calling for three lists: > Warm companies > Cold folks that are 2nd degree connections to anyone at our startup > Cold folks that are not 2nd degree connections c. Manually send the sequence to warm d. Use Closely to send the sequence to cold prospects across LinkedIn and email 5. Content for air cover I’d pick LinkedIn as my primary “PR” channel. When someone sees something from you, the first thing they do is go to your LinkedIn profile and see what you talk about. To provide “air cover” for the outbound campaign, I would create inbound content across 3 pillars: > Value Driven Content > Curation Driven Content > Founder and Employee Led Content (details in the pdf below👇🏽) 5. Set up tracking, analytics and automation a. Set up Google Analytics, Hotjar and connect to CRM b. Use Miro / Funnelytics to map out the entire funnel c. Find and map out all the “dead-ends” d. Pick 3 key metrics to track across the funnel e. Automate follow up email, calendar scheduling and website chatbot -- Summary: 1. Create a “laser focused” account list: 2. Analyze 10 Closed Won / Lost deals 3. Design a “mini-offer” (has to be cold friendly) 4. Inbound for air cover 5. Set up tracking, analytics and automation — P.S. If you want to workbook below with all the exercises and tools, comment “canvas” and I will DM you the entire playbook on how to do this (must be connected or following)

I made my first meme! (took like 2 hours lol) This is how I think the A.I. wars are shaping up currently. Meta has access to 180T tokens from conversations on FB, IG and Whatsapp compared <40T across the entire open web. They might be slower in the race now, but have a proprietary data advantage. What's your take?

I've written over 500 posts on Linkedin and I will never use AI to write my posts here’s why 👇🏽 There are 3 reasons why I write on LinkedIn: 1. To help me think clearly 2. To communicate my ideas to others 3. To find and connect with like minded people ChatGPT can definitely write my posts and comments, but it will hurt me in all three areas. Let’s break it down: 1. Thinking clearly (60% of the value) This is the most valuable part of writing online. Writing means you have to sit down and get clear on what you want to say. It forces you to take a stance - one way or the other - about your ideas. It forces you to distill random thoughts and ideas into coherent, structured prose. Doing this repeatedly is invaluable. Most business (sales, marketing, eng) is ultimately about writing effectively. Using A.I. to write your posts robs you of this practice. 2. Communicate effectively (15% of the value) When you post online, each post becomes a mini lesson in how to communicate your ideas. You get instant feedback on your writing, which ones resonate, which ones are helpful and how people consume and understand ideas. That feedback helps make your next writing clearer and more effective. Over time, this changes how you communicate ideas altogether, and one day you find yourself a clear writer and communicator. Using A.I. to write your posts avoids this learning loop 3. Finding like-minded people (25% of the value) When you post what’s really on your mind, you’ll be surprised at how quickly you find and connect with others who are thinking the same thing, but just didn’t find the time / words to write about it as well. These connections are what make the internet invaluable. You can find connection over literally anything, from large topics to the most obscure (looking at your Reddit). These connections go on to become clients, bosses, employees and co-founders. It’s the whole point of writing on a social network. Outsourcing your writing to A.I. means the ideas you post aren’t truly yours. So the connections that come from it will always be weaker, because you don’t have conviction over them -> you wont feel the attraction to someone else who shares them A.I. is good for a lot of things. Outsourcing your thinking is not one of them. 🤞🏽 --- P.S - I'm Sumeru 👋🏽 I write every day about how startups win in the new economy Follow along for the ride 🔔