Implementing scalable sales motions in the transition from founder-led sales to team sales | Building Conquer Sales for community learning | Founder @ CharpStrat | Hubspot Provider

Most founders hit a point where intuition stops working and “hustle” isn’t enough to scale.

That’s where Conquer Sales comes in.

I help B2B founders and early-stage teams bring structure, clarity, and confidence to their sales motion. Through GTM strategy, Revenue Playbooks, and hands-on coaching, I help founders understand who to sell to, what to say, and how to run a repeatable sales process that actually closes.

My work focuses on:

1. GTM Strategy
Defining ICP, value narrative, buying triggers, and the commercial motion that fits the product and market.

2. Revenue Playbooks
Mapping the full sales cycle: discovery, qualification, messaging, objection handling, negotiation, next steps, and repeatable workflow design.

3. Founder & Team Coaching
Helping founders and early reps sharpen their skills, improve deal flow, and navigate high-value sales conversations with confidence.

4. Community & Education
Through Conquer Sales events, workshops, and accelerator mentorship, I support founders across the Baltics in building stronger commercial foundations.

Before launching Conquer Sales, I spent 20+ years in finance, enterprise sales, private equity, and startup advisory, bridging strategy with execution and helping teams implement systems that work in the real world.

If you want a GTM motion that feels structured, strategic, and scalable, that’s what we build together at Conquer Sales.

Cedric Charpenet

Michel Lieben 🧠

Founder / CEO @ ColdIQ | Scale Outbound with AI & Tech 👉 coldiq.com

I’m (Michel) the Founder & CEO at ColdIQ, a sales prospecting agency (+ we compare the latest sales tech, too!).

We worked with 100+ B2B organizations (including SaaS & Agencies!) and are using Clay, Prospeo, FullEnrich, Instantly, Lemlist, Ocean.io - alongside other great sales tools - to run outbound campaigns that flood 🌊 our (and our clients’) inboxes with interested prospects.


We can help you:

• If you’re a B2B business leader who doesn’t have the time to handle your prospecting engine or to hire and manage salespeople… You can outsource your lead gen to us, and we’ll transparently show you the exact way we run your campaigns. (We’ll provide SOPs, too… if it works so well that you want to build your in-house team).


• If you’re a sales leader or an outbound agency owner: We’ll help you set up the exact systems & tools we use to run automated ‘trigger-based’ campaigns that convert like crazy. 


• And… if you simply want to improve your B2B sales automation skills or learn to run these campaigns yourself, we’ll teach you by building a campaign from scratch together with you —from ‘idea’ to ‘running campaign’ (we’ve done it more than 50 times already, and the rumour says people ❤️ed it).


We've launched hundreds of campaigns, so you don't have to.


Thus - if you: 
- are a B2B service/solution provider making > $50k/month
- provide solutions with Lifetime Value > $10k
- want to shortcut your outbound success


We can help.

Send a DM, and I'll share more details.

Alternatively, reach out to michel[at]coldiq.com 
or via the website 👉 coldiq.com 


__________



And if you're looking to build your top-of-funnel tool stack... 
Check our curated lists of the best outbound tools here 👇

👉 coldiq.com/tools 👈
👉 coldiq.com/ai-sales-tools 👈

Performance-based B2B lead generation 💥 | coldiq.com
→ We help you scale your prospecting activities by implementing outbound sales systems in your business. We take care of sourcing leads, researching your ICP, crafting the sales messages, automating sending and ensuring the high deliverability of messages. We let you focus on what brings money into the business: closing deals.

Can you run your entire GTM with Claude Code?

We're answering that tomorrow.

We use Claude Code for:

Paid media.
Outbound.
Reporting.
CRM ops.

All through AI agents we built in-house and deployed across 70+ B2B clients inside our $7M ARR agency.

On February 26th, we're opening our terminals and showing everything. 
Live.

What we'll cover:

Outbound
→ ICP scoring & signal-based lead prioritization on autopilot
→ cold email sequences built from real performance data
→ AI reply handling in under 2 minutes

ABM/Ads
→ automated campaign creation, reporting & optimization
→ AI agents managing LinkedIn, Meta & Google ads
→ paid media run entirely from the terminal

RevOps
→ campaign diagnostics that took hours, done in 60 seconds
→ live dashboards pulling every data source into one view
→ bidirectional CRM sync: Attio, Lemlist & Instantly

What you'll leave with:

→ how to build your first Claude Code GTM agent from scratch
→ the architecture behind 32 skills, 12 agents & 2,108 files
→ which GTM use cases actually deliver ROI today

We'll demo the agents live.
Then break down the architecture so you can build your own.

Hosted by Ivan Falco (Head of Growth) & Kenny Damian (Head of GTM) at ColdIQ.

February 26th - 1:30 PM EST

In case you missed the event....

Here's the link to the webinar recording - https://lnkd.in/eqNfrT7b

Founder & CEO at ColdIQ | Tomorrow’s GTM Systems, Built for you 👉 coldiq.com

The anatomy of a $7M ARR lead gen agency:

From Marketing → Sales → Client Delivery ↓

Every step. Every tool. Every person behind it: 

1️⃣ Marketing Engine (40,000+ visits/mo)

A. LinkedIn (~10,000 visits)

20+ people in our team (~300K followers) post a combined 150+ times around prospecting, AI & GTM.

Ada, Pilar & Maria Luisa design our infographics.

Useful tech: Taplio, Scripe.


B. SEO (~12,000 visits)

Yevhen runs our programmatic SEO.

We publish:
- Standard blog articles
- Programmatic pages via AirOps
- Free mini-tools built with Claude Code (made by Sacha)

Useful tech: AirOps, Ahrefs, Claude Code, Webflow


C. Paid Ads (~4,000 visits)

Ivan runs our paid campaigns across LinkedIn, Meta & Google.

~$10K/mo to experiment across channels.

Useful tech: Airpost, Fibbler, Usermaven


D. Cold Outreach (~3,000 visits)

Kenny handles our outbound campaigns:

We run several plays, including:
- Value-based lead magnet campaigns
- Inbound-led outbound
- Lookalikes companies

All built on targeted lists of < 5,000 hyper-enriched prospects. 

Useful tech: Clay, Instantly.ai, lemlist, Prospeo.io, FullEnrich, Apify, Wiza, Common Room, PredictLeads


E. Others (~11,000 visits)

Monika runs our beehiiv newsletter.
Alex creates YT + IG videos.
Harry powers our webinars.


2️⃣ Lead Capture

To convert traffic, we run:

- Midbound, Vector 👻 to re-engage anonymous visitors.
- Email marketing via Customer.io.
- Lead magnet e-books pop-ups.
- Mini-tools to capture emails.

All data flows through n8n → scored via Clay + OpenAI + PredictLeads.


3️⃣ Sales Engine

Jan & Dujam close our deals.

These 2 are machines, and there's a healthy (or not 😅) competition that makes them both close much more.

Most deals are sales-led. 
2-3 Google Meet video-calls. 
$5- $10K/mo packages.

The flow =

- Precall: case studies, VSL, free video content → prospects qualified via Default.
- Discovery call: AE connects with prospect, sends connection request.
- Enrichment: lead research via Clay (funding, headcount, tech stack, tenure, reports).
- Proposal → (follow-up) → Closed Won

Useful tech: Attio (CRM), Attention (AI meeting notes), Hyperline (CPQ), Qwilr (proposals), Stripe (payments).


4️⃣ Client Delivery

Soheil leads our Service Delivery team, which sometimes onboards over 30 new clients in a quarter.

To stay on top of it, we:

- Automated onboarding processes via n8n.
- Synced GSuite ↔ Supabase ↔ Stripe ↔ Slack.
- Automated admin tasks (= Slack invites, sending onboarding links, secondary domains) 

…so our GTM Engineers only focus on what adds value to clients (custom ICP matrix buildout, creative campaign ideas, copy…)

Useful tech: Airtable, n8n, Slack, Google Suite, Supabase


Didnd't get enough space to go as deep as I wanted on each component… but the infographic below breaks it down visually.

Which part of this engine would you like more details on?

P.S: Wanna grow your agency? We have a coaching program that teaches exactly that 👇

Imagine only cold emailing leads who WANT to buy from you…

The closest way to do so? Leveraging buying signals:

The idea is that these signals help you:
- find relevant reasons to initiate contact
- re-activate existing prospects at the perfect moment
- surface new challenges to address in your messaging

… and much more.

There are several categories of signals:

1️⃣ First-Party Signals

↳ = Intent data gathered from your own business ecosystem.

These are prospects who already know you, actively taking steps like:

- utilizing your product
- browsing your website
- subscribing to your email list
- interacting with your brand on social platforms

Platforms that help you capture these signals include:

1. LinkedIn Signals: Clay, Expandi.io, Trigify.io, Jungler

2. Website Visitors: Instantly.ai, Clay, Midbound, Vector 👻

3. Product Usage: Common Room, Mixpanel, Pocus, PostHog

4. Call Transcripts: Attention, Fireflies, Claap

5. Gated Content: Distribute, Gamma


2️⃣ Second-Party Signals

↳ = Intent data sourced from your ecosystem, shared by partners.

Generally, prospects who have engaged with:

- your brand on a partner platform (e.g: checking out your listing on G2)
- your company, while employed at a different organization
- a partner of yours with an overlapping customer base

Examples include:

6. Champion Tracking: Clay, Common Room, Unify, UserGems 

7. Affinity Signals: Crossbeam, Reveal, The Swarm 🔆, PartnerStack

8. Ad Engagement: Fibbler, ZenABM, Factors AI

9. Software Marketplaces: G2, Capterra, ColdIQ


3️⃣ Third-Party Signals

↳ = Intent data sourced from external providers.

Thus, public signals indicating companies might benefit from your solution.

Examples include:

10. Technographic Data: Clay, PredictLeads, HG Insights, BuiltWith, Similarweb

11. Funding Announcements: PredictLeads, lemlist, Clay, Crunchbase, Owler, PitchBook, 

12. Web Data Agent: Claygent, Parallel Web Systems, Tavily, Common Room, Unify, Linkup, Perplexity, Manus AI

13. Job Openings: Common Room, PredictLeads, Clay, LoneScale, Mantiks, TheirStack, Lemlist

14. Custom Scraping: Apify, Firecrawl, Claygent, Instant Data Scraper

15. News Monitoring: PredictLeads, Google News, Exa

16. Ads Activity: Apify, Adyntel, Ahrefs

17. Firmographic Data: Prospeo, Wiza, Exa, DiscoLike

18. Lookalike Search: PredictLeads, DiscoLike


P.S: What’s your preferred tool for monitoring buying signals?

We recently crossed $7M ARR.

Here’s every tool we use to run our business:

1️⃣ Content Engine

LinkedIn generates 100+ leads for us every month.

This includes my account: Michel Lieben [67,000+ followers] 
+ other team members [300,000+ followers combined]. 

I use:

- Taplio for content inspiration & ideation.
- Notion for content planning & calendar.
- Scripe to draw inspiration from specific creators.

I crossed 2,200 YouTube subscribers from 15 videos. 

I use:

- Tella for async video production.
- vidIQ for content discovery & ideation.

We ship 2 articles/week and attract 100,000+ visitors quarterly.

30% now comes from SEO, thanks to free mini-tools we built for lead gen, & programmatic pages we created at scale. 

We use:

- Claude Code to build these out.
- AirOps for programmatic SEO.
- Ahrefs for keyword research.

We have ~10,000 active newsletter subscribers with 40%+ open rates. 

We use beehiiv to send our weekly issues.


2️⃣ Outbound System

We deliver Outbound & GTM services to 80+ B2B clients.

Our entire outbound engine runs on Clay for:

→ Enrichment
→ Personalization
→ Prospect research
→ Workflow automation
→ Signal-based targeting

We also use Claude Code for list building, email copywriting, and automating campaign creation.

Plus specialised tools for:

- AI Agents: Relevance AI, n8n.
- Outreach: Instantly.ai, lemlist, Expandi.
- Lead Sources: Prospeo, Apify, Exa, Openmart.
- Contact Data: Wiza, FullEnrich, Prospeo, LeadMagic.
- Intent + Retargeting: PredictLeads, Common Room, Vector 👻, Fibbler, Midbound


3️⃣ Operations Stack

Our team includes 35 FTEs & ~12 Fractional Freelancers.

We use:

- For internal automations: n8n, Claude Code

- For internal database & documentation: Airtable, Notion, Supabase

- For team communication: Slack, Google Meet, Norrsken Barcelona (office by the sea 🌊)


4️⃣ Inbound Funnel

We book ~100 qualified B2B meetings monthly. 

We use:

- Default (lead routing)
- GA4 + Wistia (analytics + VSL)
- Usermaven (analytics & attribution)
- Webflow & Vercel (website hosting)

For re-engagement:

- Customer.io (email marketing)
- Kondo: Superhuman for LinkedIn DMs (LinkedIn inbox management)


5️⃣ Sales Stack

We closed +$1,000,000 in new ARR last month. We use:

- Attio (CRM)
- Qwilr (proposals)
- Attention (AI meeting notes)


6️⃣ Billing & Finance

We’re integrating Hyperline for billing our productized offerings. It handles quoting, invoicing, and payment collection in one.

On top of that, we use:

- Ramp (expense & treasury management)
- Stripe, Revolut, Mercury (billing + banking)


P.S: What’s one tool we should absolutely try?

GTM Engineer is the hottest role in tech sales. We ramped up 100+.

Today, we’re launching a marketplace to help you hire them.

Now there's a reason why this role has exploded over the last 2 years:

A single strategic GTM Engineer can replace 5+ extra hires by owning the full data lifecycle:

- Data Aggregation: pulling signals from CRMs, intent data, databases, and 5+ sources
- Data Enrichment: filtering, scoring, and qualifying leads with AI agents and waterfall enrichments
- Data Activation: turning all of it into pipeline through outbound, RevOps, content & ads

The best ones master tools like: Clay, Apify, Claude Code, Relevance AI, lemlist, Instantly.ai, Expandi, PredictLeads, Common Room, Attio, AirOps... stitching them together into workflows that outperform entire teams.

The problem? Finding these people is still surprisingly hard.

Companies come to us every week looking to hire the kind of GTM talent we’ve built at ColdIQ. 

But they don’t know where to start. 

Meanwhile, talented operators are looking for their next opportunity in a space that’s evolving fast.

So we built something to fix that: 
→ A dedicated talent marketplace for GTM roles.

This isn’t a typical hiring agency. 

Our marketplace is integrated directly with ColdIQ, which means we’re already plugged into a network of world-class GTM operators. 

We know who’s out there, what they’re good at, and what they’re looking for.

Whether you’re hiring or exploring your next role... the process starts the same way.

P.S: Interested in hiring or getting hired? 
Link to the form is in the comments 👇

I tried way too many AI Sales tools in 2025

Here are the categories I’m closely monitoring in 2026:

1/ Workflow Builders

Why?

↳ They allow you to create advanced, multi-step, automated prospecting workflows.

Example use-case: Running a signal-based Clay campaign that ranks leads, segments them into several tiers, adds an AI-personalized first line… and then pushes contacts to your preferred sequencer. 

Examples include:

→ n8n
→ Clay
→ Outbond
→ Relevance AI
→ Enginy (formerly Genesy)


2/ MCPs

Why?

↳ They allow AI agents to execute actions by connecting to your tools. Without you needing to manually open them.

Example use-case: Connecting Claude MCP to Google Calendar so that it…

1. Checks how many sales calls you have today
2. Researches each prospect
3. Provides relevant talking points for the qualified ones…
4. Cancels meetings with unqualified leads.

All that, without opening your calendar app.

You can prompt via tools such as:
→ Cursor
→ Claude Code

And connect to your apps using:
→ Docker, Inc
→ Pipedream
→ Composio


3/ AI Coding Tools

Why?

↳ They enable you to write code in plain English. These can be leveraged to build complex workflows.

Example use-case: Build a phone number finder to collect email addresses.

My personal favourites include:
→ Cursor
→ Claude Code
→ OpenAI Codex

Other platforms include:
→ Warp
→ Cline
→ Replit
→ Lovable
→ Windsurf


4/ All-in-One Sales Platforms

Why?

↳ They consolidate all essential cold outreach capabilities into one software.

Example use-case: Warming up domains, assembling a lead list, monitoring relevant signals, enriching contact data & automating outreach within a single platform. 

Examples include:

→ Instantly.ai
→ Expandi
→ Artisan
→ lemlist


5/ Sourcing Agents

Why?

↳ They gather data autonomously, given a set of prompts.

Example use-case: Sourcing a list of Sales Leaders, based in SF, in VC-based startups that have > 5X’d revenue 2 years in a row within the last 3 years… by simply telling Exa, in plain English, that this is the list you’re looking to build.

Examples:

→ Parallel Web Systems
→ Relevance AI
→ Claygent
→ Linkup
→ Tavily
→ Apify
→ Exa


6/ Conversation Intelligence

Why?

↳ They record meetings & surface relevant insights from your business conversations.

Example use-case: Reviewing your latest 100 sales calls via Attention’s agent to identify the most frequent objections your sales team receives from prospects.

Examples:

→ Momentum.io
→ Fireflies.ai
→ Attention
→ Claap


7/ Signal Platforms

Why?

↳ They track intent signals to help you uncover prospects in buying mode.

Example use-case: Monitoring previous product buyers (champions) in Common Room, to pitch your solution when they move to a new company (that doesn’t use your product yet!)

Examples:

→ Common Room
→ PredictLeads
→ TheirStack
→ Clay

P.S: What AI Sales software category are you betting on in 2026?

AI Sales Categories (2026)

I asked 62 GTM leaders running $1M+ orgs what tools they use.

One tool showed up in 71% of stacks:

MOST MENTIONED:

- Clay (71%)
- n8n (48%)
- HubSpot (39%)
- Instantly.ai(35%)
- HeyReach.io (35%)
- Apollo (35%)
- LinkedIn (32%)
- Attio (32%)
- Prospeo (29%)
- Lovable (29%)


FEATURED STACKS:

Nikola Sokolov (CEO, influencers.club) - 54 tools
↳ Clay, Instantly, HeyReach, n8n, HubSpot +49

Charles Tenot (CEO, lemlist) - 40 tools
↳ Clay, n8n, Apollo, Ahrefs, HubSpot +35

Jaspar Carmichael-Jack (CEO, Artisan) - 25 tools
↳ HubSpot, Gong, Lovable, Ahrefs, Artisan +20

Benjamin Douablin (CEO, FullEnrich) - 19 tools
↳ HubSpot, Instantly, HeyReach, n8n, FullEnrich +14

Eoin Clancy (Head of Growth, AirOps) - 17 tools
↳ AirOps, Lemlist, Clay, Common Room, Attention +12

Kai Brandt (CEO, Enginy (formerly Genesy)) - 17 tools
↳ HubSpot, Claude, Ahrefs, Lovable, Loom +12

Pierre Herubel (Co-Founder, Content Path) - 15 tools
↳ Clay, Claude, Attio, Lemlist, Webflow +10

Roq Xever (Founder, PredictLeads) - 15 tools
↳ HubSpot, Clay, Claude, Cursor, Lusha +10

+49 more stacks broken down on our "tech stacks" page.
(Link in the comments)

P.S: Any tools surprise you?

44 data sources to find prospects in any niche...

...and 7 different ways to source this data:


1. Leverage sourcing agents

Use platforms like Airtop, Clay, Exa, Perplexity, Manus AI or Relevance AI and describe in plain/natural language what you're looking for.

Their agents handle the rest.


2. Use 'standard' B2B databases

Use filters such as “job title”, “location”, “employee count”, “headcount growth” within standard databases like Prospeo, Wiza, Apollo, LinkedIn & DiscoLike 

…or using niche databases like Openmart, influencers.club… 

to find your target data.


3. Target by technology

Use APIs like PredictLeads, or platforms like TheirStack, BuiltWith & BuyerCaddy to find companies using a specific technology.

Their use of this tech should suggest they’re a great lead for you.


4. Target companies showing buying intent for your offering category.

Monitor companies’ activity, including:
- Job openings
- Funding events
- Social engagement
- Tech/software changes

Via tools like Clay, PredictLeads, Common Room, and Trigify.io to infer potential buying willingness. 


5. Custom data extraction

Extract data from popular websites, specific pages, or any site using Apify actors or tools like Instant Data Scraper, Firecrawl, ZenRows & Airtop.


Once you sourced your target people & companies, you’ll want to:

→ Find their email addresses & phone numbers with point solutions (e.g: Prospeo, Wiza, LeadMagic) or…

→ Find their contact data via data waterfalls (e.g: FullEnrich, Clay, Enginy (formerly Genesy), Outbond)

More details included in the carousel below ↓

P.S: Who's your go-to to source accurate B2B data?

44 Data Sources

27 APIs to turn Claude Code into a lead generation machine:

1. PredictLeads

Example use case: use PredictLeads' API within Claude Code to monitor signals on target accounts such as hiring surges, funding rounds & tech installs.

2. LeadsFactory

Use case: find people by job title by providing a LinkedIn company URL as an input.

3. Exa

Use case: Describe your ICP in plain English and let Claude Code search the web semantically to find matching companies.

4. Jina AI

Use case: feed Claude Code any URL via Jina's API to convert the page into clean readable text (so that you can then extract prospect info, pricing data or company intel & mor)e.

5. Wiza

Use case: feed Claude a list of leads and Wiza's API finds verified emails and phone numbers.

6. Prospeo

Use case: build lead lists, find emails & find phone numbers via Prospeo's API

7. FullEnrich

Use case: run Claude Code's enrichment step through 15+ data providers in a waterfall to find verified emails and phones that single-source tools miss

8. Apify

Use case: let Claude Code run pre-built scrapers for social media profiles, company pages, Google Maps & other platforms.

9. Trigger.dev

Use case: let Claude Code kick off long-running GTM workflows (batch enrichment, multi-step sequences, CSV processing) that run reliably

10. lemlist

Use case: connect Claude Code to your multichannel outreach tool to automate outbound campaign creation.

11. Instantly.ai

Use case: let Claude Code push enriched leads into cold email campaigns.

12. Google Analytics

Use case: ask Claude Code to pull your website traffic, conversions and channel data to gather insights on your GTM activities.

13. DataForSEO

Use case: let Claude Code pull SERP rankings, keyword volumes and competitor data to fuel your SEO content strategy without touching a dashboard

14. Logo.dev

Use case: let Claude Code fetch any company's logo by domain to fill your sales decks or branded visuals.

15. fal

Use case: ask Claude Code to generate ad creatives, social visuals or video assets on demand using 600+ AI models through a single API call


...ran out of space here, but there are 12 more in the slides 👇


P.S: What's your favourite GTM API for Claude Code?

Top 27 GTM APIs for Claude Code

How to write cold emails like the top 1%:

(Frameworks we use at our $7M+ ARR agency)

1. "Right Person for Opportunity" by Kenny Damian

2. "Pain | Agitate | Solve" by Soheil Saeidmehr

3. "Trigger | Implication | Pain" by Aaron Reeves

4. "Content Assets" by Ethan Parker

5. "Quick Maths" by Thibaut Souyris

6. AIDA by Monika Grycz 💌

7. Similar Challenges" by Patrick Trümpi

8. Champion Play by Brian LaManna

9. AI Campaign Ideas by Dujam Dunato 
(inspired by Eric Nowoslawski)

10. Rhetorical Question by Leif Bisping

11. "Observation | Call-Out | Proof" by Nick Abraham

12. "Trigger | Process | Symptoms" by Tal Baker-Phillips


What’s your go-to cold email template?

Drop it below 👇


P.S: We compiled the best copywriting frameworks we used to book 15,000+ B2B meetings for 260+ companies into one Notion doc.

Want it? Let me know below, and I’ll send it over :)

Write like the top 1%

Snowflake hit $4,000,000 ARR with 60% of its pipeline generated by SDRs.

Here’s their strategy (and how you can reproduce it):

First, you need to ensure your departments collaborate towards the same objective.

For Snowflake: Marketing, SDRs & Sales sit under ONE SINGLE team.

They ran the experiment for specific regions.

- The ones that did it had up to 46% meeting rates.
- The ones that didn’t do this had 17% meeting rates.

1️⃣ Alignment

Marketing & Sales operate hand in hand.

Marketing collects insights to be leveraged by the sales team.
The sales team executes on them within 2 weeks.

Seems obvious, but truth is most companies have these 2 teams working in silos.


2️⃣ Intelligence

Snowflake leverage signals a lot.
Their rationale is to get in front of prospects as soon as they’re exploring their use cases.

They do that via:

- Third-party intent signals (job changes, funding rounds, web searches)

And further down the funnel via:
- First-party intent signals (product usage, email clicks, website visits).

They rely on tools such as Bombora to detect accounts showing interest in the background. I’d suggest leveraging Clay, PredictLeads or Common Room for this.

Accounts flagged as “high intent” convert 4x better than standard accounts in the CRM.


3️⃣ Activation

When accounts display enough buying intent, Snowflake’s teams deploy their “1-2 punch” play.

That is:

Weeks 1 & 2: ABM team nurtures target accounts with personalised campaigns (ads + emails + dedicated landing pages)

Week 3: SDRs jump in with outbound.

By the time an SDR cold calls a prospect… they’re already not cold anymore.

Result = 36% meeting rates on pre-warmed accounts (vs. 10% on cold)

4️⃣ Engagement

They reach prospects everywhere they are.

→ Calls
→ Cold Emails
→ LinkedIn DMs
→ Custom microsites

True multichannel orchestration.

(I’d suggest leveraging a platform like lemlist to replicate this omnichannel engagement)

5️⃣ Optimisation

They continuously iterate on what works and what doesn’t.

Performance metrics get shared between the teams in bi-weekly alignment meetings.

ABM, SDRs, & AEs are all informed of what works in terms of messaging & targeting.

But they don’t try to attribute who’s responsible for the deal precisely.

Instead, they measure impact at the account level and optimise the entire funnel together.

The outcomes speak for themselves:

→ Deal velocity multiplied by 2.
→ Tier-1 accounts convert 5x better.
→ 2-4X more meetings on ABM accounts.

… and you don’t need Snowflake’s budget or 200+ SDRs to start executing on it.

You can start by:

- Aligning marketing & sales on shared objectives.
- Tracking buying signals 
- Launch ABM campaigns 2 weeks before starting outbound.

… and measure impact at the account level.

And if it feels like too much at once, send a DM… we’ll help you implement this system.

P.S: This workflow breakdown comes from Elric's newsletter.

Snowflake $4B ARR

How to turn $233,000 in LinkedIn ad spend into > $1,500,000 in closed revenue?

We're showing the entire playbook today. Live

CONTEXT

AirOps had a great product trusted by Webflow, Ramp, Carta and LegalZoom. But their pipeline had been stuck at ~$536K/month for almost a year.

We built a full ABM motion combining outbound + LinkedIn Ads, hitting the same accounts from every angle.


WHAT WE'LL COVER:

Account-Based Outbound
→ Building and tiering target account lists with Clay using fit + intent signals
→ Syncing outbound and LinkedIn Ads to hit the same companies from both sides
→ Signal-triggered plays that changed based on account engagement stage

Thought Leader Ads
→ Why we put 80% of ad spend behind founder content, not product ads
→ Using webinars as an outbound play - 112 positive replies from input-request invites
→ Cross-channel feedback loops between outbound and paid

The Results
→ $7.8M qualified pipeline
→ $1.5M closed-won revenue
→ 164 deals created, 30 closed-won
→ 15x pipeline ROI on $233K ad spend
→ 1,058 outbound replies
→ Ad spend scaled 20x with positive ROI

We won't keep it high-level. We'll show the exact system: TAM to TAL to signal stack to coordinated touches to pipeline.

Hosted by Ivan Falco (Head of Growth at ColdIQ) and Eoin Clancy (VP of Growth at AirOps).

Today, March 12th - 1:30 PM EST

Link to register below 👇

P.S: Anything specific you'd like to learn about combining outbound with LinkedIn Ads?

taplio

The Battle

Cedric Charpenet

Michel Lieben 🧠

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Performance ScoreMichel Lieben 🧠's LinkedIn Performance

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The Battle

Cedric Charpenet

Michel Lieben 🧠

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Michel Lieben 🧠's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreMichel Lieben 🧠's LinkedIn Performance