Charles Tenot

CEO @lemlist & lempire. I share what I learn as the CEO of a profitable SaaS growing to $40M to $100M+. Follow me to learn from the journey.

I'm a business generalist who loves tech & running high-performing businesses.

Happy to meet Sales professionals
If you're:
- An SDR or Sales Rep
- A Sales Manager, Head of Sales, or Head of Sales Development
- A VP Sales or CRO

And you work at a B2B company between 50 and 1000 employees,

I’d love to connect for 30 minutes to chat about outbound strategy, share ideas, and learn from each other.

Don’t hesitate to drop an email on charles@lempire.co

COO / General Manager

Growing lempire from 20M$ to 100M$ while generating 35%+ EBITDA

lempire products: lemlist, lemwarm, Taplio, Tweet Hunter, lemcal - more to come

6x7 is infinitely better than 8x5.

I prefer working 6 hours a day for 7 days. 
Rather than the standard 8 hours a day for 5 days. 

The total time is roughly the same, but the result is completely different. Here is why:

→ On & offs are exhausting It is always harsh to restart the machine on Mondays. 
And it is difficult to disconnect on Saturdays. I prefer to keep a steady momentum.

→ Frequency beats intensity
Finishing earlier leaves real time for sports or passions every single day. 
It is easier to build a habit when you do it daily.

→ Weekends are for deep work
No emails. No Slack. No meetings. 
I get more done in 2 hours on a Saturday morning than in 6 hours on a Tuesday.

→ The "fluff" disappears 
The extra 2 hours you do during the week are usually low energy. 
If you cut the least 2 productive hours it almost doesn't move the needle for work. 
But it changes everything for your life.

Society has normalized the 9-5. 
But it is far from being the optimal setup, of course when your business allows it. 

Holidays are different. I take 10 days to fully reset and digest. 

But for the daily routine, I will take the 7-day week any time.

If you don’t love your job, try committing more to it.

It sounds counter-intuitive. 

Yet, every time I started doubting my role (even as a CXO/CEO), I realized it was because I wasn't giving my 100%.

It’s the "Little Prince" paradox. 

As the Fox says: "It is the time you have wasted for your rose that makes your rose so important."

When you hold back, you enter a negative loop: 

You do less → You have less impact → The job feels meaningless.

But when you fully commit, the dynamic changes. 

You become useful. 
You build things. 
You start to care because you are investing a part of yourself.

The hard truth: Unless the environment is toxic (in which case, leave), the boredom might not come from the job description. 

It might come from your level of engagement.

Don't do it for your boss, the VC, or the Shareholders. 

Do it for yourself. 

Action creates passion, not the other way around.

In 2016, I was Finance Manager and said to be a cost center, useless to the business. 10 years later, I'm CEO. 

While luck played a huge part, there is still one specific thing that helped me get there:

I never stayed in my lane.

Most people think career growth means becoming excellent at your job description.

That's wrong.

Your job description is the minimum.

It's what keeps you employed.
It's not what gets you promoted.

What got me from Finance Manager to CEO wasn't being great at finance.

It was doing finance fast enough that I had time left.

Then using that time to fix things nobody asked me to fix.

I automated reporting & order-to-cash process. 

Took me 3 months to build a system that saved me 10+ hours every week.

I used those 10+ hours to work on growth projects: running business operations.

Things that were broken but nobody had time to fix.

I asked for permission. 
I made sure I wasn't stepping on toes.

But I didn't wait for someone to expand my role.
I expanded it myself.

Then I showed the results.

Most people wait for opportunities.
I created mine.

---

The other thing that mattered was always network.
I found my last 3 jobs through people I knew and not by applying.

You can be excellent in silence.

But nobody will promote you if they don’t know who you are and how you are impacting the business. 

—-

In a nutshell, I see 3 main enablers to career growth:

1/ Do more than your job. 

2/ Make sure people know about it. 

3/ Build a network.

—- 

Hope that helps a few ✌

Stop asking your sales reps why they lost deals or you'll make strategic mistakes.

Not because they are dishonest. 

But because they are human.

When a rep loses a big deal they are frustrated. 

They want to move to the next one. 

They don't want to spend 20 minutes writing a thesis.

So they pick the easy option in the dropdown menu: "Lost - Pricing Reason".

And you end up making strategic decisions based on bad data.

This morning I didn't ask my VP of Sales for a report. 

I simply asked my AI.

I opened Claap and typed this: "Which deal with 5+ seats did I lose the last 10 days and why?"

The answer was brutal, but it was accurate.

It didn't look at the CRM notes. 
It analyzed the actual conversations. 
It gave me a direct link to the exact moment the prospect said no.

Claap AI shared things such as:
→ "Client A chose a competitor because of poor qualification and lack of decision-maker mapping." 
→ "Client kept their current solution because of a missing integration with their CRM."

If you want to fix your revenue you need the truth. 
You cannot rely on subjective reporting anymore.

We are entering a new era of management:
Where you don't blame people for bad reporting, but you just stop asking them to do a robot's job.

I don't believe in resolutions. But here are the 5 things I will improve to be a better CEO in 2026.

Waiting for January to change something is just an excuse. 
If you want to change you can and should do it right away.

But end of year is still good to take a moment to reflect. 

Here is where I want to get better in 2026:

1/ Talking to customers
There is no secret. 
You have to be close to your market. 
I will block 3 hours every week just for them. 
I will talk to current users and even the ones who left us.

2/ Speaking with the team 
We are now more than 100 people. 
I don't know everyone anymore. 
The best strategies don't come from meetings, they come from the people doing the work.

3/ Listening to sales calls 
This is where the truth is. 
The front line knows things I will never see from my desk. 
I need to hear what actually pisses people off.

4/ Being clear 
Vague goals create vague results. 
I need to tell people exactly what to do. Clarity always brings performance.

5/ Bringing focus 
We need to say no to good ideas. 
So we can say yes to great execution. 
Less is more when you actually ship.

We are moving from "Get Shit Done" to "Get Impactful Shit Done"

This is not a resolution. 

It is just continuous improvement 🧘

56% of our support tickets are now handled by AI, CSAT is 91%. 
Here’s what we learned that can save your some time:

12 months ago, we started using AI for customer support.

Today:
→ 56% of tickets are closed without any human
→ CSAT is 91% (vs. 93-94% for human responses)
→ 30% of human-handled tickets are answered using AI suggestions
→ Median response time: <30 seconds (vs. 5 minutes for humans)

But it wasn’t plug-and-play.

Here’s what actually worked:

→ Letting users choose: "Do you want an answer now from AI or wait a few minutes for a human?" Simple, but powerful.

→ AI is only as smart as your content. We spent weeks structuring the Help Center and Product Bible.

→ AI can only performed if trained and guided. 
We built up a set of guidances and escalation rules to get the best of AI and human duet.

→ As humans only handle the complex tickets, their CSAT naturally drops. And onboarding new agents takes way longer now.

→ AI also helps behind the scenes:
 (i) writing articles
 (ii) spotting gaps in the docs
 (iii) reviewing human responses

What’s next?

→ We’re now testing AI agents that help Team Leads:
 (i) spotting knowledge gaps
 (ii) identifying skill gaps in the team

→ We don’t believe AI will solve 100% of support.
But we do believe in a model where AI helps everywhere, all the time.
Maybe even inside the product:
 (i) guiding users step-by-step to download their invoice
 (ii) or set up their first campaign

We’re just getting started, and that's really exciting as AI enables better customer experience overall with faster reply rates, 24/7 and allows humans to focus on more complex case-handling, where a human touch can really add value.

Curious to see how voice can help in the future too when users are asking for a call (cc ElevenLabs 👀)

Big shoutout to our CX team: Julien L., Teodora Martić, Guillaume RIEU, and the whole crew.

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CEO @ lemlist & lempire

When HubSpot starts copying your narrative, you know something shifted.
A year ago, we said spray and pray was dead.

Today, they're saying the same thing.

But here's what they're missing about the future of outbound.

Outbound is not dying.

It's the most cost efficient channel for customer acquisition.

Show me another channel where you can deliver a unique message to one person at scale.

Inbound is about throwing money at the problem.

Outbound is about being smart. Being creative. Being technical.

And I'm genuinely excited to see HubSpot betting on this.

Because now we get to compete, and that will help the entire market level up and build better products for Sales teams.

Here's our vision:

→ Nothing will ever beat unique signals.
Companies with technical teams will keep building custom workflows with Clay, n8n, and other tools.

→ But most SMBs don't have those resources.
They can't build complex workflows.
They're stuck between enterprise tools they can't use and spray and pray that doesn't work.

→ So we're building something different.
Dozens of signals that you can set up in less than 5 clicks.
Zero technical skills needed.

Smart outbound for everyone, not just the companies with GTM engineering teams.

Can't wait to see how this plays out.

Nobody talks about this in sales: we analyzed 5,000+ sales deals and the data says that gender matching impacts conversion.

Here’s what we saw:
→ When women sell to women: 44% close rate
→ When women sell to men: 34% close rate

That’s a 29% difference 🤯

More broadly:
→ Women close 39% of their deals
→ Men close 36% of their deals

The worst results were when one gender sells to the other.
Same-gender conversations perform better.

I haven’t seen this talked about anywhere, have you? 
Curious if others have run similar analyses.

Tell me who you are hiring and I'll tell you what problems you have:

→ VP Engineering: My co-founder CTO is poor at management and we need someone who can fix this without hurting the CTO ego

→ CRO: I sold 100% growth to my board but things don't add up and I'm 50% short

→ CMO: I don't know what my marketing team is doing and I need someone to translate and build a plan

→ Head of People: Our best people are leaving and I have no idea why

→ Chief of Staff: I'm drowning in meetings and emails and can't think anymore

→ Head of Product: We've been building for months and nothing ships

→ CFO: My board wants a budget and I have no clue where the money goes

This is the reality of most executive positions.

You're hired to fix urgent problems.

Problems that nobody before you could solve.

With limited time, limited resources, and high expectations.

Good luck to anyone taking a new CxO role 😇

Don't forget to challenge your hiring manager as much as they challenge you and make sure there is a clear contracting in expectations.

While everyone is complaining about landing in spam, we just managed to reduce lemwarm's user spam rate to below 2% through R&D.

This means that our customers at lemwarm average less than 2% of spam, which is the best proxy we can have of lemlist's campaign deliverability for lemwarm users.

We achieved this by improving a few things in the algorithm.

I won't share publicly all our R&D but it includes templates, sending algorithm, and server management.

Really excited to see all our customers achieve better deliverability to ultimately book more meetings.

Big up to the team 🔥

A VC friend of mine said something that hit hard: "The founders who post the most on LinkedIn usually run the worst companies."

But then I see amazing founders like Alex (Deel), Arthur (Pennylane), Guillermo (Vercel) or Varun (Clay) crushing it on LinkedIn.

So, where's the truth?

Here’s my take:

Being great at running your company is 100x more important than writing great posts.

But the best founders do both.

The trick is not to confuse posting on LinkedIn with your *real* job.

Your real job as a CEO is to move the needle. That means:

→ Hiring and leading an amazing team
→ Talking to customers every single day
→ Setting a clear vision for everyone
→ Making sure the company has money to grow

Posting on LinkedIn isn't on that list.

But it can actually help with ALL of it. 

It gives you an incredible advantage in hiring, sales, and building your brand.

Most founders think they don't have time.

But you don't need hours.

With the right system, you can spend less than 30 minutes a day and generate millions of views in a few months.

There aren't many activities that offer that kind of return.

So, my VC friend is half-right:
→ If LinkedIn is your #1 priority, you're making a mistake.
→ But if you ignore it, you're leaving a massive opportunity on the table.

What do you think?

This weekend, I built an app with my kids to find the best cookie places in Paris.

None of us can write a single line of code.
But it took us less than 30 minutes to have a functional V1 we could use.
Thanks to Claude Code. 

What's happening in software right now is really interesting.

Warren Buffett said that brand is the most important moat.

I think the next 10 years will prove this more than ever.

Because building simple apps is becoming virtually free.
(I'm still curious how this will apply to complex apps and ecosystems.)

But one thing is clear.
More value will be in understanding user problems and workflows.

Branding and distribution will be increasingly critical.

Influence will be a strong lever. 
Look at the 1 billion dollar Khaby Lame deal.

15 years ago, you'd find geeky profiles in small businesses building custom Access databases.

I wouldn't be surprised to see more and more custom applications that fit user needs better.

Apps that can evolve fast with clean UI.
Apps that are much more cost efficient overall with almost no fixed fees.

The barrier to building is disappearing.
The question now is what you build and how you get it to people.

The average win rate after a demo is 20%. This campaign gets 73% reply rate, and I created a public version that you can copy.

I have worked with 100+ sales reps in my career.
What separates top reps from others is how they manage their time:
→ They know which deal to prioritize. 
→ They know how to optimize productivity via relentless organization.

In the quest for time automation is a must. 
But automation should look human or it just destroys conversion rates.

I recently spotted a campaign with a 70%+ reply rate. 

I dug in and noticed it was a post demo automation.

The flow is actually simple:
→ You run the demo. 
→ You let Claap fill in your CRM automatically. 
→ From the CRM you push the attendee to lemlist in a dedicated campaign.

To make it really perfect you use variables from your discovery questions. 

For instance if you use SPIDED, you can use Claap to automatically fill in the SPICED criteria. 
Then you use the SPICED in the email. 
Example: "You told me that you were experiencing {{Pain}}".

You could even use Claap to generate the full follow up email using a template.

You can adapt next steps depending on whether or not there is already a follow up meeting planned.

Sales reps don't need to spend 1 hour of manual follow up & prospect chasing after each meeting, and RevOps should clearly build these kind of workflows for their entire sales teams.

Sharing public link to campaign in comment 👇

A like or comment is appreciated if you think that's useful 🙏

PS: Nicolas Marchais from Phacet sent me one of the best post-demo follow up mail that I received in my life - 
Nico would you be open to sharing it publicly? 
Did you use AI to write it?

If your sales team is not hitting quota, maybe you don't have a sales problem but a lead generation problem.

In 2026, if your strategy is still to:
→ Let sales organize themselves with the CRM
→ Define territories as they want
→ Research accounts manually
→ Source prospects manually for each account
→ Decide which accounts they should engage with
→ Find phone numbers and emails on their own

You are far from getting 100% from them.

This might have worked in 2015.

But since then, CAC has increased by over 300% and competition has never been stronger.

Your competitors are doing it right with a Growth Outbound team (or GTM Engineer) who:
→ Maps the entire Total Addressable Market
→ Collects useful data on accounts (firmographics, technographics, etc.)
→ Scores accounts
→ Continuously monitors the existing TAM with signals and identifies new potential accounts
→ Sources all contacts in your target persona for each account
→ Defines engagement rules and territories
→ Assigns accounts on a weekly or monthly basis, or helps reps engage with the warmest and most promising accounts

This difference (which is usually 1 FTE) explains at least 50% of performance gaps.

The technology is here for all of this, eg: Clay, lemlist, Leadinfo, Warmly, n8n, FullEnrich, and more.

The problem is usually dedicating the resource and setting up a good methodology.

---

Thanks to Francis Brero for this amazing meme seen on Business Operations Network 🙏

"We have built territories so everyone has the same chance of success." This is almost never true. 

Here is the reality of most sales floors:

→ The best industries are reserved for 1 or 2 reps in the name of specialization.

→ The best companies are kept by historical AEs giving no chance to newcomers.

→ The same quotas are given on new countries with zero brand and a barely translated product.

Giving equal chances of success to all reps is the most important thing to do in any commercial organization.

This creates true and healthy competition.
And ultimately it maximizes business impact for the company.

If the game is rigged the players will quit.

⚖️

Marketing is not about acquisition. It is about Motivation.

We think marketing stops when the user signs up and Product takes over from there. 

But that is wrong.

Your marketing dictates your user's patience.
It includes your brand reputation and word of mouth.

Think about it: If users come with low conviction, they quit at the first bug. 
A confusing menu, a single bug, is enough to make them leave.

But if they have high conviction, they'll stick around and try hard.
They might ignore a few bugs.
They might read the docs.
They might contact support for help.


Great marketing doesn't just fill the funnel. 

It buys time for the product to be imperfect.

The problem is that Google Analytics doesn't measure "Motivation".
But it is often what separates successful users from early churners.

COO @ advancedclient.io | I help B2B companies build Go-To-Market systems

I help B2B founders build go-to-market systems that hold up in investor due diligence.

Most startups don’t fail because of product or market, they fail because revenue is fragile, founder-led, or impossible to underwrite.

What investors usually find:

- Sales driven by one person or one channel
- No documented or repeatable GTM motion
- Poor visibility into forecasting and revenue quality
- Growth rented from agencies, not owned internally

That might generate pipeline.
It does not increase valuation.

At AdvancedClient.io, we work with B2B startups and scale-ups preparing to raise or exit.

Instead of running lead generation, we install investor-grade GTM infrastructure inside the business.

Our work focuses on:

- Removing founder dependency from sales
- Designing repeatable, internal GTM motions
- De-risking single-channel acquisition
- Building real revenue visibility and forecasting
- Creating systems the team owns long after we leave

Everything we do is designed by reverse-engineering how VCs and PE firms evaluate revenue, risk, and scalability during diligence.

When we’re done, founders are no longer the bottleneck and investors see a business that can scale without heroics.

If you’re raising or exiting in the next 6–18 months and want your GTM to increase valuation, not just pipeline, that’s the conversation we should be having.

Louis Young

BirdDog drives 100-200 demos every month with a team of just two.

And they do zero outbound...

Three months ago, Birddog popped up on my feed.

It looked interesting, so I tried to book a call.

There were no available slots for two weeks.

Jack Porter & Noah Jacobs 🐦🐕  have mastered inbound demand generation.

Here’s their flow 👇

1 - Content

Birddog is bullish on content. Jack told me he posts three times a day.

At first, I thought that was a LinkedIn cardinal sin but he reminded me that one decision tripled their impressions.

All of this engagement drives site visits and direct messages.

2 - Capture

On their website, they have a direct Calendly booking link.

Because most of their traffic is inbound, they include pre-qualification questions on the form.

From there, each account is enriched and scored directly in HubSpot via Birddog.

Signals like:
- Recent funding
- Sales team size
- Recent sales expansion
(If you can imagine the signal, Birddog will find it.)

This allows them to enter every conversation armed with real-time account intelligence.

3 - Conversion

The discovery call takes place.

Any no-shows are pushed to MailerLite for a nurture sequence

Any stalled or closed-lost deals in HubSpot are closely monitored for new signals that could trigger re-engagement

---

150- 300 demos per month,

Zero outbound.

Hard to imagine the numbers once they launch an outbound motion.

Check the comments to see how we’re leveraging Birddog in a cold outbound motion 👇

I help sales leaders build investor-grade GTM systems before they raise or exit | Founder & COO @ advancedclient.io

Before you hire more reps…

Make these GTM upgrades. Your sales team will thank you.

If you can make your reps and sales teams twice as productive through better tech

You can produce 2x the pipeline

Now that's a line that will make you a very popular person in the office :)

Here's what we are recommending and installing to our clients who use legacy GTM tech

1 - AI powered dialer 

Avaya -> Trellus (YC W22)

Trellus automates all dispositions and manual work for your reps and embeds into any CRM 


2 - Intent/signals data 

6sense -> BirdDog

Birddog scans the web for signals that are useful to you and compiles it into a report 


3 - Data mapping

Zoominfo -> Prospeo.io

Prospeo has amazing data accuracy across phone/ email verification and access to 280 million contacts 


4 - Data sourcing 

Apollo -> Clay

Clay is a data sourcing and enrichment hub - you need this in your stack. Google sheets on steroids


5 - Linkedin outreach

Sales nav -> HeyReach.io

Best on the market to set up dynamic linkedin connect and messaging sequences    


6 - Website visits 

Hubspot -> RB2B

Previously account level detection, with rb2b you can identify 70% of US traffic on a personal level. Great data for the sales team

----

Most sales teams we speak to are using 1 out of 6 here, if that.

Upgrade your stack 

Your team will thank you :)

I scroll past 100+ new AI tools every month.

Here are 3 that I bet you'll get budget for...

I get asked all the time

What 3 tools will have the most impact on our outbound results?

Well... here are the 3 I would recommend

(you can use them all together) 

1 - Clay (data and enrichment tool)

The backbone of any good GTM motion

Clay allows you to build TAM lists, enrich data, find contact info and push to your sales team completely automatically  

I've spend thousands on it and helped 40+ B2B companies implement it 


2 - TitanX (phone number intent scoring) 

A necessary tool for any USA focused motion 

The US connect rate is really poor (5% on average). TitanX scores your numbers to check who is likely to pick up. This means your reps can dial less and research more. Get anywhere from 20-25% connect rates with them


3 - BirdDog (accounts AI signals) 

Bad lists = bad outbound. 
Zero research = worse results.

Birddog takes account lists and searches for custom AI signals (that you pick) and scores each account. Stuff like, 'check if company has hired a new CTO'. If you can imagine it, birddog will look for it. 

---

How to use them all together

1 - Build your lists in Clay 
2 - Use BirdDog to score accounts 
3 - Use Clay to enrich best fit accounts with contact info
4 - Score numbers with TitanX

You'll be left with 

- Accurate list
- Researched accounts 
- Highly contactable leads

Dream for any rep 

Do you use any of these? Let me know

3 AI Tools your boss will sign off on

CROs… the more efficient your reps are, the more pipeline you create.

Here’s how we 5x SDR efficiency using AI tools

Most SDRs aren’t underperforming.

They’re under-enabled.

We’ve worked with teams where reps were only having 5-10 conversations per week.

Not because they didn’t want to succeed but because the systems around them were broken.

They spend 75% of the time on revops tasks:
- Manually finding leads
- Manually finding phone numbers and emails 
- Sending dms and emails and avoiding the phone

Here’s what we did to 5x their activity (and results):

1. Automated lead sourcing with Clay

- No more scraping.
- Clay builds and updates live lead lists daily.

2. Accurate contact data with Prospeo.io + LeadMagic

Reps don’t waste time hunting info.
They get valid emails + phone numbers in seconds.

3. Instant validation with BounceBan (Verify risky emails without sending messages) + ClearoutPhone

No more calling dead numbers and emailing catch-alls that land in spam

4. Contextual insights powered by AI

We auto-generate lead + company summaries so reps show up sharp - without wasting 30 mins on LinkedIn. (can be automated in clay)

5. Real-time signal stacking

We track things like:
 → Website visits
 → Ad clicks
 → Job changes
 → Social engagement

6. Trellus.ai for high-speed dialing

- Auto-logs outcomes.
- Auto-syncs to Salesforce.  (or any CRM really)
 
Reps go from 20 dials/day → 200+.

----

Your reps will thank you for this - or you'll find the ones that hate the phone as they can't hide behind the 'i've got all this admin to do' excuse 

----

Top top - hire a technical Rev-Ops manager to help set this up and maintain it's effectiveness 

Lot's of tooling here and things can get messy 

(DM me if you want help setting something like this up for your company) 

----

Happy hunting :)

0 outbound to 17 enterprise meetings in 60 days

Here's some of the tools we used

We recently onboarded a large client who’d relied solely on referrals.

They sell only to UK companies with 1,000+ employees (small TAM) and didn’t believe outbound belonged in their GTM.

We proved otherwise by booking 17 enterprise meetings.

Here’s the tech we used (and recommend) for teams:


1 - Phone number validation 

ClearoutPhone is our go-to for verifying phone numbers to get best connect rates possible 

Starts at - $31/month 


2 - linkedIn outbound campaigns 

HeyReach.io Is our go-to for running LinkedIn outbound campaigns. Great support, great pricing, and the best we've found so far. 

Starts at - $79/month. 


3 - ad reveal. 

With Vector, you can see who is lurking on your ad pages, find their contact information, and push them to wherever your reps call or email from. 

They have a free plan. 


4 - email and phone validation tool. 

Prospeo.io is our go-to for validating and finding email and phone numbers for our outbound campaigns has been Prospeo. Great data accuracy, and finds a phone or email 90% of the time. 

Starts at - $


5 - outbound dialer 

By far the best outbound power and parallel dialer that we've tried. Trellus (YC W22) also embeds into pretty much any CRM you can think of and automates the busy work that reps do. 

Starts at $55/month. 


6 - phone intent data 

TitanX is making noise in the outbound space with their phone intent data. They analyse lists and provide you with pick up likely numbers to increase your connect rate.

Demo for pricing. 


7 - account signals 

BirdDog is great for teams with smaller TAMs where every account matters. You can create pretty much any signal that is publicly available on the internet, and BirdDog will go and look for that piece of information and create a score for each account. 

Demo for pricing 


8 - data sourcing and enrichment 

Clay is the go-to data sourcing and cell enrichment platform in the outbound space. Clay integrates with pretty much any tool natively via API or webhook. 

Starts at $134/month 


9 - Website visitor identification. 

RB2B allows you to identify people visiting your website at the personal level, finding their contact information, and allowing you to act on that data. 

Starts at - $149/month 

---

Some of the coolest tech that we've used in the market at the moment. 

These will 100% make your sales team more effective.

Tools to 2x rep peformance

I speak with sales reps everyday and they tell me the same thing.

“I want to win but our revops is so clunky” 

This isn't a dig at you...

Sales changes fast and the tools of today won't be the tools of tomorrow 

But 90% of a reps success is how many conversations they can have 

Our aim with clients is to get their COST-PER-CONVERSATION as low as possible 

That's the main metric 

This has many benefits:


1 - More convos = more pipeline 

Even with a bad rep. If you can 2x convo rate, you can 2x your pipeline 


2 - Tighter feedback loops 

More convos means you can see where your rep is slipping up and coach them faster 

If you 2x convo rate, you literally 2x the progression and ramping of your rep 


3 - Better TAM conservation and long term sales growth 

A great conversation rate means you don't have to do 600 dials a day and don't have to automate emails. 

You can focus on each account and squeeze the most out of your TAM.


4 - Hire LESS sales people 

If your optimise convo rate you can scale down your sales team and save over $200k a year.

You've essentially made one rep as efficient as 2. 


Now I don't have enough words left to explain steps to getting a great conversation rate 

So...

Check the comment by me to see how we are optimising for conversations 👇

Want a $1M dollar pipeline?

Here’s the number 1 thing you need to be doing as a sales team...

Pick up the phone :) 

you know you need to do it

Simple as that 

Happy hunting

LinkedIn content day 1: 237 impressions

LinkedIn content day 30: 1,283 impressions...

LinkedIn content day 365: 178,810 impressions... (from one post)

If you're holding back on posting content because “it might flop”

Then you're missing the point...

I posted for 3 months before anyone even saw my content

Without those 3 months

I wouldn't have generated 1,578,074 impressions in the last 365 days

And wouldn't have closed over $100,000 from content alone.

At Advanced Client we are investing heavily into content this year 

It helped us book over 500 demos last year.

And we don't plan on stopping

Tom Grainger and I spent Friday afternoon In a WeWork meeting room filming a 2-hour outbound deep-dive

So...

Just start posting, your pipeline will thank you in 6 months time 

---

P.S. If your post flops, who's gonna judge you? they didn't see it ;)

CROs, you’re sabotaging your sales team with bad data.

No amount of talent can fix a broken system.

The goal of outbound is to have as many conversations as possible with the right persona.

You could have the best reps in the world, booking 15 meetings a week in their last roll

BUT if the system, and more specifically the data your reps are using, is bad, they won’t succeed.

Poor data leads to:

- Speaking to the wrong titles
- Emails landing in spam
- Low connect rates
- Zero fun for any sales team :( 

Here’s how we navigate this to give ourselves the best chance of having real conversations.


1. Use an accurate data platform

Most teams we speak to use expensive, legacy solutions that cost more than their rent.

There are many great options. One we’ve been testing since last week is Prospeo.io .

Their V2 release launched a database of over 280 million contacts and companies, including:
Intent signals

- Tech stack
- Funding
- Headcount per department

My co-founder, Tom Grainger, pulled a list of our ICP:

- Dialed: 32
- Connected: 11 (34.4% connect rate)
- Conversations: 7
- Activations (interested leads): 3
- Booked calls: 1

For reference, the average EU connect rate is 10–15%.


2. Verify all data

Getting the data is one thing. Verifying its accuracy is another.

If an email is invalid, you’re landing in spam

If a phone number is invalid, you’re not connecting

(Prospeo.io  also offers email and phone validation, which we’ve been using for the last 9 months.)


3. Iterate fast

If your reps are feeding back that leads:

Aren’t a good ICP fit

Don’t relate to what you’re calling or emailing about

Or simply aren’t reachable

You need to adjust your targeting or reassess your data provider.

----

The longer you wait:

The more frustrated your reps become

The less pipeline you generate

Sales leaders… before you get your team to build that 17-step n8n workflow…
 try automating RevOps admin for your reps instead.

You know the one.

The n8n flow that sends an email if someone accidentally whispers a “sales trigger word” in a Teams meeting.

The one that breaks by Friday.

And by Monday, nobody knows why.

Instead... automate your SDR teams admin 

So they can make 150 calls a day instead of 15

Might book more meetings that way 😉

taplio

The Battle

Charles Tenot

Louis Young

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The Battle

Charles Tenot

Louis Young

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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);}Charles Tenot's LinkedIn Performance

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