Impactable - B2B LinkedIn Ads Agency

As the Head of Revenue Operations & Strategy at Impactable, I focus on driving overall revenue growth through a blend of sales leadership, strategic account management, and cross-functional alignment. My role bridges the gap between sales, client retention, and strategic upsells, with a focus on maximizing first-year revenue and ensuring long-term client success.
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Key Responsibilities:

- Revenue Operations: I oversee the entire sales process, from inbound and outbound efforts to nurturing high-value leads and closing deals. My focus is on optimizing the sales pipeline and ensuring we deliver on first-year revenue goals.

- Sales Strategy: I work closely with the sales team to develop high-level strategies, ensuring that each sales rep is equipped with the tools, knowledge, and resources to succeed. From guiding discovery calls to refining our sales process, I ensure that we consistently drive quality revenue.

- Client Retention & Growth: Partnering with account managers, I help design and implement retention, upsell, and cross-sell strategies. By aligning services with client goals, I ensure we deliver measurable results while growing our share of wallet.

- Cross-Functional Leadership: I collaborate with team leads across departments to ensure seamless handoffs between sales and account management. Together, we focus on client success, minimize churn, and capitalize on growth opportunities.

- Data-Driven Decisions: Leveraging insights from performance data and account scoring, I help refine strategies that drive sustainable revenue growth. I also focus on continuous optimization, ensuring that our efforts align with both immediate and long-term objectives.
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My mission is to create scalable strategies that drive new revenue and ensure clients continue to see value in our services. I’m passionate about refining the way we work, aligning the right strategies, and ultimately growing the business.

Head of Revenue Operations & Strategy

Linkedin Ads agency caters to small and mid-sized companies looking for high-quality lead generation at an affordable price. 

Impactable has earned the title of the #1 Ranked Linkedin marketing agency on the world's largest RFP site (Upwork). 

We are a scrappy startup acquired by a data company in 2021 with some fantastic abilities on the horizon!

Our client service is unparalleled, with clients having access to our team of experts through email, Live Chat, zoom calls, and more. 

Specialties/keywords/topics: Linkedin ads, Linkedin lead generation, Linkedin advertising, Linkedin marketing, Linkedin ads agency, Linkedin advertising agency

Head of Strategy

LinkedIn lead generation service that specializes in using a blended mixture of automation and human touch to start conversations, gain interest and book calls/drive sales at scale for an affordable price. 

We offer coaching, consulting, and training as well as completely done for you service where you are basically handed 30-60 warm leads a month with little to no involvement from you.

Head of Product Strategy

The Modern Moses

During the day, I'm the Head of Strategy for a recently acquired and highly successful LinkedIn marketing and lead generation agency. However, at night, I'm actually still the same person, but I also help small to mid-sized businesses streamline their marketing tools, processes, and automation.

If you're trying to figure out how to structure your tech stack, which SaaS tools connect best with which platforms, or what will help you scale without giving you grief along the way, then I'm your guy!

While I've broken many things in my career, I've learned how to make them better (most of the time) and have lots of experience stitching things together.

Here's a list of tools I have experience with using:

Trello
Pipedrive
Google Sheets/Docs/Forms
Typeform
Notion
Asana
Basecamp
Gmail
Apollo.io
Hunter.io
LinkedIn Sales Navigator
LinkedIn Campaign Manager
Zapier
Slack
Calendly
ZOOM
PhantomBuster
Salesflow
Expandi
Skylead
Jared (formerly Jarvis)
Lynes
and many more!

You can find me on Upwork: https://www.upwork.com/freelancers/~0131cc2322c21b221e
Shoot me an email: jonathan@themodernmoses.co

Owner

Sprocketeer

We are Sprocketeers looking to level up our HubSpot + RevOps chops.
We fight obscurity with clarity & bleed orange Unicorn blood! 
For anybody that bleeds orange and starts dancing when the flywheel starts spinning.


#hubspot #hubspotSuperAdmin #superadmin #hubverse #sprocketeer #community #hubspotUser #hubspotPartner #growBetter #hubspotFlywheel #crm #marketing #technology #sales #service #operationsWe

I know a little about LinkedIn Ads | Head of Strategy @ Impactable 🧠

Most advertisers are fumbling the ball when it comes to LinkedIn ads 🤦🏽‍♂️

I say this with confidence because I audit dozens of accounts monthly. Want to know the top 3 mistakes I see?

1. Technical setups: Matched Audiences, Conversions, Campaign Settings – all used incorrectly.
2. Creative selection: Ad formats, types, sequencing – total misuse.
3. Funnel structure: Campaign Objectives, funnel layers, and efficiency – chaos.

Just one of these being off and you're throwing money into a black hole.

If this hit a little too close to home, shoot me a message. I’m happy to help (no charge).

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Now, a bit about me...

I’m JD (or Jonathan David if you’re feeling formal).

I didn’t start in marketing, but every job I’ve had taught me something about people.

And that’s why I thrive in the LinkedIn Ads space.

Knowing the platform is key, but understanding people is the real game-changer.

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At Impactable, I run strategy. Here’s what that looks like:

1. Crafting pre-sales strategy for prospects
2. Training my team to be B2B marketing ninjas
3. Working with high-value accounts to make sure their LinkedIn efforts pay off

My goal is simple: Make sure we’re working with the right clients – the ones who can turn LinkedIn into a powerhouse channel.

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Outside of work:

- I’m married to an amazing woman
- We have 6 kids and 2 fur babies
- I’m in the gym and sauna daily (because 6 kids…)
- Sour Patch watermelon and strawberry are my kryptonite 🤤

Want to chat LinkedIn ads, strategy, or just nerd out over marketing? 

🌎 www.impactable.com
📨 jonathan.g@impactable.com

JD Garcia

Is my CPM high? No - you are if you think it matters for this particular tactic. Here's the play:

Prospect wanders into our pipeline.

They're talking to us and either:

1. Deciding whether or not to do this in-house.
2. Deciding whether or not to pick us or someone else.
3. Trying to figure out how they're going to sell this internally.

In all of those scenarios, we win at a higher rate if everyone related to the decision-making process knows who we are.

So what do we do?

We show them:

- Why you should trust us
- How we think about marketing and #linkedinads
- Actual tactics and strategies we use to produce results

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So yeah, I'll gladly pay a $500+ CPM all day to saturate a small pool of prospects who are currently considering hiring us.

Everyone in that company is going to know who we are, and that's going to give us an edge.

I know a little about LinkedIn Ads | SVP of Revenue & Growth @ Impactable 🧠

When your primary investor says he likes your GTM vision.

For those who don't know...

Impactable was acquired a few years about by a data-heavy investor.

Since then, the company has gone through waves of evolution.

From an outreach agency

To a #linkedinads agency

To a multi-channel agency

To a tech-enabled partner with a focus on custom audiences

It's been one hell of a ride.

Recently, we've made the pivot to focus on mid-market advertisers.

Why?

They're the ones who tend to stay with us the longest.

They're the ones who we're best equipped to help.

They have the infrastructure to benefit most from our partnership.

This pivot has forced us to rethink our entire business model.

From our marketing and sales, to our offers, positioning, scope, and value prop.

It's essentially a new business even though our name hasn't changed.

For those of you who have gone through something like this

You know how hard it can be to build a new plan while in the air

But we're doing it.

The biggest contributor to the new GTM has been deep customer research.

It feels obvious, but this has been nights and weekends putting pieces together.

And I gotta say, it's been worth it.

If you spend all your time working in the business

You can't work on the business

Make the time to do the hard things

You'll be glad you did

Loving the Fibbler Slack community that Adam Holmgren started - some good conversations happening in there. Here's a good topic that came up around "audience penetration" and why it feels random to hit consistently:

Your biggest companies will always steal the bulk of your impressions.

Not because your targeting is wrong

But because they simply have more people who match your filters.

So if you’re running one big blended audience, your “penetration problem” is usually a distribution problem.

If you want a quick way to see what’s actually happening, go into your Company Hub:

- Filter by campaign
- Last 30 days
- Paid Impressions
- Then flip on “No Paid Impressions”

That list at the bottom?

Those are the companies that haven’t seen a single ad :(

And it’s almost always for one of two reasons:
1 - Your larger companies hogged all the impressions
2 - Those accounts simply aren’t active on LinkedIn

Both need solving

If it’s the first one, you can use impression capping to help even things out (only works under Brand Awareness).

Or segment by company size to give smaller accounts their own oxygen.

If it’s the second one, no amount of “LinkedIn best practices” will fix it.

They’re not active.

Your budget is being wasted trying to wake up people who aren’t even on the platform.

The move is to save that “no impressions” list as a dynamic audience and run a separate campaign to test it.

You’ll immediately see who’s reachable and who belongs on another channel.

Simple, but it clears up a ton of confusion.

#linkedinads

Update on my little #linkedinads experiment targeting pipeline 🧠

Objective Data:

- Manual bidding didn't hurt reach (at all!)
- CPM dropped significantly
- Introducing TL image/text posts helped with Reach slightly
- It's been the best $255.37 I've spent

Anecdotal Data:

- A prospect close to closing said that his team has been seeing us all the time
- A prospect is struggling with this specific use case and needs nuanced support to help increase conversion between deal stages

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Context:

We launched Deal Velocity campaigns to increase win-rates for pipeline.

In these campaigns, we use some of our best TL content to drive exposure, brand recognition, and show the range of capabilities.

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We're using these impression and engagement signals to craft touches and our follow-ups.

And using Aircall + HubSpot as another way to connect and speak to our prospects.

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I know this post is kinda all over the place, but I'm literally packing for a trip right now, so please forgive me 😅

But I personally haven't been the biggest advocate for using the phone -- mainly because I almost never answer mine (sorry, not sorry).

But I'm not everyone.

And some people actually prefer that - I spent an hour yesterday calling prospects and old closed lost deals, and after a few conversations, I realized that I've been sleeping on this for too long.

So if you see more posts about me on this topic, you'll know that it started here :)

You're almost never going to get it right the first time.

I have to fight this myself and often.

On one hand: preparation is vital to avoid careless mistakes

But on the other hand, you just need to get sh*t done so you can learn.

And there's a weird middle ground where you can feel stuck.

That's where progress goes to die.

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Instead of getting stuck on binary paths.

Focus on the one certainty: you are going to fail before you figure it out.

And that's okay.

Do something.
Start something.
Get moving and start learning.

Don't wait

Many of the people you want to target will 𝗡𝗘𝗩𝗘𝗥 log into LinkedIn.


Whenever I talk to someone who wants to run #linkedinads , I always start with the audience.

Nothing else matters until you can:

- define them
- identify them
- validate them (we'll cover this one today)

So I'm going to give you some practical tips you can use to figure out how many of them are reachable on the platform 💡

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Tip 1 - Run Text Ad campaigns

Yes, they're desktop-only campaigns, but they're cheap.

Use Website Visit as the objective and bid low.

Running those for several weeks can give you a good idea for how many of them are on the platform.

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Tip 2 - Check the Frequent Contributors attribute

Build your audience.

Go to Member Traits

Add the "Frequent Contributor" option.

If your audience size shrinks to 5-10%, then they're a decent-sized audience that you can reach on the platform.

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Tip 3 - Check Sales Navigator first

I know LSN gets some shade, but it is a really good tool

You can do Boolean and Semantic type searches that let you get really granular.

Use that search to check out how large the audience you want to target is and then look at the profiles to get an idea for how active they are on here.

If you see lots of profile photos, premium badges, and experience, then there's a good chance your audience is active on the platform.

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LinkedIn can be a bit of bubble.

You see all these people online and you get replies or engagement here and there and then think that the platform is infinitely scaleable. 

It's not.

I've seen companies throw tens of thousands at trying to convert an audience and walk away with nothing.

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Is this true for you?

As with anything in marketing, the answer is always "it depends."

The tips I shared can help you answer some of those questions you might be asking yourself.

But if you have specific questions, drop them here or shoot me a DM.

I hate running.

So I use it to get mentally stronger.

This pic isn’t pretty. 

But I wanted to see how hard I could push myself.

It’s basically my strategy to run the 26.2m in 3 weeks.

(Not keeping a 195+ HR for 4 1/2 hours - I would probably die)

But mentally pushing myself to do it.

Because I haven’t been training for it like I should. 

I love doing functional workouts. 

Weights - kettlebells - sprints

Not long, boring, monotonous running 🤮 

So I’ll do a few runs here and there to stay on it.

But I stay focused on keeping strong and tough.

If y’all don’t see me after December 7th, you know why.

No alternative text description for this image

I synthesized 50+ sales calls over the weekend to build a Prospect Insights Synthesis.

Not for “content.”

To get uncomfortably clear on how the people we sell to actually think.

Here’s the working hypothesis:

1. There are company-level triggers you hit with 1:many plays (#linkedinads, marketing content, etc.)
 2. There are persona-level triggers you hit with 1:1 plays (warm/cold outbound, SDR, leadership-to-leadership)

And if you’re a CMO / VP Marketing / Demand Gen lead - you live on the persona side of that split.

Your world (based on what they really said) sounds like:

- “I’m under a microscope. If I waste this budget, I’m done.”
- “I have to justify the new SDRs with real pipeline.”
- “Our growth is fragile. I need something I can actually forecast.”
- “Our last agency just executed. I won’t make that mistake again.”
- “I know content matters, but I’m underwater.”
- “If we target the wrong people, that’s my ass.”
- “If this depends on me owning every detail, it dies.”
- “Brand risk > lead volume. Don’t make us look cheap.”
- “If I can’t prove this works, my budget and credibility are gone.”
- “We’ve been burned. I’m not signing up for another science experiment.”
- “Sales is guessing. Our data is a mess. I’m embarrassed to show anyone.”

These are the things they don’t put in the brief - but they drive every decision.

So what’s the pattern?

They’re not looking for “more leads.”

They’re looking for career insurance:
> De-risked experiments (90 days, not 12 months)
> Signal-based targeting instead of spray
> A partner who brings strategy, owns the ugly technical pieces, and protects their brand

If your offer, your outbound, or your ads don’t speak to that?

You’ll lose to the one that makes them feel safer, smarter, and in control.

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I have way more info that I'm not sharing here, but if you want to know how I did this in a couple of hours, let me know and I'll make another post going through the process I followed using:

- NotebookLM
- Google Drive
- ChatGPT
- My brain

taplio