About B2B Demand Gen

Thanks @dawie, sales Nav is definitely awesome at B2B demand gen. Checked out your recommendation, looks cool! I’m using a similar tool called dux soup.

I have a different take on ads though. Yes it’s way more expensive but we’ve found some success with it for a very targeted niche (customer insights professionals)

My current process:

The “sales” part

1. I’ll filter out relevant audience in sales Nav. Then use dux soup to automate a soft touch connection. No hard sell. Messaging here is crucial. Key is for them to connect back.

2. whoever connects back will be followed-up with a 4 step cadence (goal being a meeting/call). I use dux soup to tag these ppl, so the automation is accurate. Only step 1 of cadence is manually sent, highly customized message.

3. Next, Download my LinkedIn data. That will give me their email addresses. Most of which are personal and could be used for retargeting in future once they “opt in”

4. During all these automations, I’m using dux soup points to exchange for more personal emails so I can still reach out to them even if they dun connect back. Worst case is i’ll use inmails.

With this 4 step method, I’ve built an email database of 10k highly niched audience

The “marketing” part:

1. These database will be retargeted with ads. Cost per qualified lead is $55 (industry avg is $90 and above). Best performing ads would be using relevant customer stories positioned as a roadmap for them to do the same. Guess the fomo works. My target market is Apac.

2. retargeting occurs across all social media and search as well.

While this is expensive compared to other platforms, my company’s customer lifetime value is $300k. So $55 per qualified lead is definitely a steal.

But the audience runs into ad fatigue pretty quickly because it’s such a small group. Nonetheless, as of this writing, I would say the more niche the better.. Linkedin’s Advice is to hit at least 50k-100k audience. If you are selling to a small niche, scoping down makes more sense. (Next step is to expand this audience and target C level ppl as they are part of the decision making process - Account based marketing)

Also, dux soup is starting to get “penalized” by LinkedIn. And more of our LinkedIn data is being blocked now, I can’t get as many emails as in the past.

My tech stack:
1 - Dux soup
2 - Sales Nav (plus inmails)
3 - ContactOut
3.2 - Findthatlead
4 - Demandbase (new - untested)
5 - Ad retargeting
6 - phantom buster

I’m not sure if this is the most efficient way, I’ve found moderate success but need to Faster growth.

Anyone else in a similar position for account based marketing? Thanks in advance everyone.

Thanks for sharing, I'll have to look into these as well

I liked the script.