lemlist

Head of Growth

folk

Growth Manager

Dougs Compta

Ornikar

ALCHIM.EE

Founder

DOCAPOSTE

Key Account Manager

Groupe Hôtels & Patrimoine

Digital Manager

Head of Growth @lemlist

T-Shaped growth guy with sales skills and marketing education 👋

Outbound is dying.
That’s why lemlist is acquiring Claap, to build what comes next.

Reply rates have collapsed.
Inboxes are flooded.
Volume tactics don’t work anymore.

The next era isn’t outbound.
It’s Smartbound: outreach powered by real buying signals.

lemlist already helps sales teams act on external signals:
funding rounds, job changes, hiring trends, tech stacks.

But the richest signal was still missing:
Conversations.

Every call, demo, and meeting reveals what prospects actually care about.
Pain points, objections, intent meaning the truth behind every deal.

Claap’s proprietary AI captures and structures that data automatically.
Turning every conversation into precise, actionable insights.
No more manual notes. No more guessing.

Together, lemlist + Claap are building the operating system for Smartbound —
where outreach is driven by real intent, not spam.

I’m genuinely thrilled about this.
Because it’s not just a product move, it’s a massive step forward for every sales team using lemlist.
We’re giving them the power to understand why people buy, not just who to contact.

And that’s the real superpower.

PS : for the rest of the week, I'll share 4 workflow on how to use Claap to supercharge your sales process with lemlist.

Erwan Gauthier

Outbound is one of the biggest reasons we reached $35M ARR at lemlist.
And one of our sequences played a massive role in getting there.

We built a workflow that turns LinkedIn engagement into booked meetings, automatically.
It connects marketing, data, and outbound in one seamless loop.

Here’s how it works 👇

Step 1 – It all starts with content

An influencer or team member posts on LinkedIn.
But not any post — content that attracts our ICP and sparks real engagement (comments, likes, shares).
That engagement = intent.

Step 2 – Scrape intent in real-time

We use Jungler to scrape everyone who interacts with the post.
They already know the brand — so reply rates skyrocket later in the sequence.

Step 3 – Centralize everything in Clay

Using n8n, we push all scraped contacts to Clay.
Clay becomes our data hub: enrichment, scoring, and workflow automation all happen there.

Step 4 – Score and deduplicate

Not every like is worth your time.
We use lead scoring based on engagement type, job title, and company fit.
Duplicates and existing customers are removed automatically.

Step 5 – Enrich for context

Clay enriches each lead with company size, tech stack, and recent activity — everything our AI icebreaker can use.

Step 6 – Personalize at scale with AI

lemlist’s AI variables generate custom first lines for every contact.
Each message feels like a human wrote it after 5 minutes of research.

Step 7 – Launch multichannel outreach

The sequence runs across email + LinkedIn using lemlist.
Every step feels contextual, not robotic.

Step 8 – Meetings booked
Because relevance always beats volume.

This workflow became one of our highest-performing outbound sequences ever.
It’s what happens when your content engine + automation stack + outbound strategy finally speak the same language.

Thanks to ColdIQ and Michel for the breakdown!

Ever wondered how a Sales Lead at lemlist actually uses lemlist?
He showed me the exact system that generated $10M in outbound pipeline this year.

We spent one hour with Conor, Sales Team Lead lemlist.
He walked us through the exact playbook that helped the sales team goes from 5% to 35% outbound sourced pipeline this year.

Want it? 

1️⃣ Add me 
2️⃣ Comment "lemlist"
3️⃣ I'll share it in DM 

Inside you’ll find:

→ The KPIs & benchmarks they track
→ How they source & qualify leads
→ Multichannel sequences that actually get replies
→ Real outbound success stories (with screenshots)
→ Copy-paste outreach templates

And the #1 move that stood out: how they use product in outreach to instantly stand out and drive replies.

This is not theory.
It’s the real system behind lemlist outbound success.

Want it?

1️⃣ Add me 
2️⃣ Comment "lemlist"
3️⃣ I'll share it in DM

li_at

JSESSIONID

Security Verification | LinkedIn

Grow | LinkedIn

Lilibeth brought lemlist’s affiliate program to $2M ARR.
Now I’m looking for the person who’ll take it to $10M.

lemlist’s affiliate program started as an experiment 2 years ago. 
Today, it’s one of our fastest-growing channels, with 1,400 active partners and $2M in ARR generated.

Here are 3 lessons we’ve learned building it so far 👇

1. Activation beats acquisition

You don’t need more affiliates. You need active ones.

We stopped chasing signups and focused on helping partners get their first sale fast with better onboarding, ready-to-share assets, and instant support.
Result? Higher retention and much higher ARR per partner.

2. Treat affiliates like a community, not a channel

We give updates, share product launches early, and celebrate top partners publicly.
People join because they love the brand, and stay because they feel part of the mission.

3. Creative channels drive growth

Most programs stop at referral links.
We tested co-marketing, webinars, collabs, even small contests.
Every new touchpoint turned into engagement and new customers.

Now we’re looking for someone to lead the next phase, scaling from $2M to $10M ARR.

If you know how to build partnerships, drive community engagement, and turn love for a brand into revenue… this role is for you.

→ Job desc to apply in the first comment ↩
→ 🙏 tag someone who should see this

Most deals don’t die because of bad demos.
They die because reps forget what was said.
Not anymore...


We’ve all done it:

→ “Follow up in 2 months.”
→ You forget.
→ CRM’s empty.
→ Deal gone.

That’s what Claap x lemlist fix,  the missing link between your calls and your pipeline.

Here’s the workflow 👇

Step 1️⃣ — Record every sales call

Use Claap templates like Sales Call Review or Deal Follow-up Notes.
Claap AI transcribes and structures everything: pain points, objections, next steps, timeline.

Step 2️⃣ — Structure insights automatically

Claap turns conversations into clean data:
→ “Hiring SDRs”
→ “Budget freeze until Q1”
→ “Needs CRM integration”

No more lost notes or vague summaries.

Step 3️⃣ — Trigger follow-ups in lemlist

Create Smartbound automations:
→ Tag = “Follow up in 2 months” → Auto-send personalized reminder in 60 days.
→ Tag = “Competitor mentioned” → Trigger competitor sequence.
→ Tag = “Budget confirmed” → Launch pricing campaign.

Step 4️⃣ — Keep the human tone

lemlist AI writes using Claap context:
“Last call you mentioned your SDR team was scaling. Here’s how we can help them book meetings faster.”

No guessing.
No forgetting.
Just perfectly timed, contextual follow-ups - done automatically.

The best sellers won’t be the ones who send the most messages.
They’ll be the ones who never lose context.

That’s Smartbound for Sales.

me visiting a pricing page and accidentally triggering 12 automations

Nicolas and Antoine 3x’d lemlist G2 reviews in 1 month.
And they’ll 5x them by end of November.
Here’s their exact playbook you can copy ⬇️

Step 1 – Find your happiest users

→ Export people who left a positive emoji in Intercom chats.
→ These are “micro-moments of delight.”
→ Reach out right after → the positive emotion is still fresh.

Step 2 – Target your power users

Filter for:
→ Paying for 12+ months
→ Launched 20+ campaigns 

These people already invested time and money. 

They want the product to succeed → so they give richer, more credible reviews.

Step 3 – Use the right incentive

Generic rewards (Amazon cards, swag) = low response.

→ Product-related perks = high response.
→ We gave extra lemlist credits (to be used in the apps for enrichment, AI features etc) to users who had just bought more.

Why it works: it’s instant value, inside the tool they’re already using → no external friction.

Step 4 – Remove all friction

Built a landing page that pre-fills the email field → https://lnkd.in/ePwnAC2x

Example: https://lnkd.in/eng3m2HF

No need to create an account, no multiple clicks. 
Add this link everywhere: emails, LinkedIn DMs, in-app banners.



Why G2 (still) matters:

1️⃣ It feeds the AI ecosystem

Reviews are a data source for LLMs. The more reviews you have, the more likely your brand shows up when someone asks ChatGPT or Perplexity “What’s the best tool for X?”

2️⃣ It builds mid-market credibility

SMBs might buy on hype. Mid-market and enterprise buyers check reviews before even booking a demo. Reviews can literally decide if you’re shortlisted.

3️⃣ It creates trust before sales

Your reps don’t need to say you’re good. The proof is already there, written by people who actually use the product.

4️⃣ It compounds across every growth channel

Outbound is easier when prospects already saw 200+ reviews.
Inbound converts better when landing pages link to G2.
Even pricing conversations get smoother because you’re seen as “proven.”

It’s not just “social proof.”
It’s the foundation that multiplies the ROI of everything else you do in growth.

Outbound bingo:
How many of these lies have you heard this week?

“Our sequences are personalized.”
→ You mean first name + {{company}}.

“We run multichannel.”
→ You send the same spam on LinkedIn, email, and InMail.

“Our reply rate is amazing.”
→ Two people replied last week. One said “stop emailing me.”

“We leverage intent data.”
→ You scraped job titles and guessed they might care.

“We A/B test subject lines.”
→ You tested ‘Quick question’ vs ‘Quick Question’.

“Our messaging is value-driven.”
→ You still open with “Hope this email finds you well.”

“We’re doing outbound at scale.”
→ You bought a 50k lead list from a random provider.

“We built a strong outbound machine.”
→ One SDR, five tools, zero process.

“Our open rate is solid.”
→ Gmail opened your emails. To mark them as spam.

“We take personalization seriously.”
→ You added “Congrats on your 3-year work anniversary.”

“Our LinkedIn outreach is authentic.”
→ Copy-paste pitch in the first message.

Everyone brags about impressions and likes.
But the 2 metrics that really matter on LinkedIn?

They’re hidden at the bottom of your analytics dashboard.

→ Saves = “this is so valuable I’ll need it later”
→ Sends = “this isn’t for me, but I know exactly who should see it”

That’s when your content goes from vanity → impact.

I looked at my last 10 posts.
Here’s what stood out:

Post about Reddit Strategy → 680 saves, 97 sends
Post about an Outbound Playbook → 625 saves, 234 sends

Why so high? Because both followed the same path: 

1️⃣ Numbers build credibility
In my Reddit post, I didn’t just share “thoughts.”
I shared 12 threads, 28 comments, +22% traffic.
Data = trust = saves.

2️⃣ Structure makes it skimmable
Both posts had clear bullets (“what we learned”, “inside the playbook”).
Busy people save what they can scan fast and reuse later.

3️⃣ Authority drives shareability
The ElevenLabs post leaned on a VP Sales doing $300M ARR.
People send that because it’s not my advice, it’s insider access they can gift to others.

4️⃣ Utility > engagement
Likes come from “interesting.”
Saves come from “I’ll need this when I launch Reddit.”
Sends come from “my team needs this playbook.”

The lesson: if you want to engineer more saves & sends, design content around 3 filters:

Would someone copy-paste this into their own workflow?
Would someone want to show this to a colleague?
Would this still be useful 30 days from now?

That’s the real compounding KPI of LinkedIn.

Most B2B companies burn money on LinkedIn ads.
Here’s how we spent last quarter at lemlist with Nicolas and what actually worked: 

The numbers:

→ €3K on static ads → average CTR, useful for warming audiences, little direct impact.

→Spotlight ads → CTR up to 0.95% (industry avg ~0.5%), CPM ~€10.

→ Thought leadership ads → 471K impressions (130K US / 341K FR). CPM €20 in US, €10 in FR. Frequency passed 1.3 after 30 days → clear lift in demo bookings.

What we learned:

1️⃣ Omnipresence drives pipeline.

Demo bookings started to move only when our ICP had seen lemlist multiple times. Thought leadership posts boosted as ads gave us consistent frequency, and once we crossed 1.3 impressions per person, we saw measurable impact on demos.

2️⃣ Spotlight is the cheapest testing ground

At €10 CPM and CTR close to 1%, spotlight ads let us test bold copy quickly. Once we knew what messaging clicked (literally), we scaled it into other formats. Without this, we’d waste budget on big campaigns with weak angles.

3️⃣ Static is only useful for retargeting

“All-in-one tool” and testimonial ads performed best, but only on warm audiences (pipeline deals, repeat visitors). On cold audiences, they blended in as noise. Static should never be the front line — it’s for staying top of mind with people already close to us.

The takeaway:
LinkedIn ads aren’t a silver bullet for lead gen.
They’re the control tower of B2B paid:

Spotlight → test
Static → retarget
Thought leadership → omnipresence

We’re still investing for the next quarter.
The 3 current formats can be optimized for higher impact without increasing budget. Our tests revealed insights that suggest we can push bolder creative on this channel.

If you have any recommandations, happy to have some!

If your day starts in Gmail and ends in Salesforce,
you’re not in sales, you’re in admin.

Every sales rep knows that feeling.

You finish a great call, and instead of celebrating, you open your CRM.
You start logging notes, updating fields, copying data from one tab to another.
By the time you’re done, your pipeline looks clean  but your momentum is gone.

That’s the reality for too many sales teams.
Their days are filled with admin instead of conversations.
Their tools make them track progress instead of actually making progress.

Now look at teams using lemlist.

Their outreach runs automatically in the background.
Replies, follow-ups, and reminders are synced in real time.
Every update goes straight into the CRM — without them doing a thing.

That’s the difference between being busy and being productive.
Between managing your pipeline and actually growing it.

And when you connect Claap with lemlist, it gets even smoother.
Your calls turn into insights.
Your insights turn into smarter outbound.
And every rep gets to spend their time where it really matters — selling.

The future of sales isn’t about doing more.
It’s about freeing time to do what humans do best:
build relationships, create trust, and close deals.

Your best campaign ideas aren’t in dashboards
They’re in your calls.
And here's how to leverage it at scale 👇

Every week, your prospects literally tell you what to say and you ignore it.

You chase metrics.
You run experiments.
But the real data? It’s already in your meetings.

Claap × lemlist turn those conversations into campaigns.

Here’s how 👇

Step  1️⃣ — Record key conversations

Use Claap templates like:
→ Demo Insights Review
→ Churn Analysis
→ Voice of Customer

Claap AI highlights what people actually say:
“Deliverability issues.”
“Low reply rate.”
“Lead quality.”

Step 2️⃣ — Identify recurring patterns

Claap clusters insights across calls:
→ 25% mention “deliverability.”
→ 18% “lead quality.”
→ 11% “personalization.”

That’s your live ICP data.

Step 3️⃣ — Build Smartbound campaigns in lemlist

Export those tags to lemlist as segments.
For each, build messaging around the exact words your audience used.

→ Tag = “deliverability” → Sequence: “How we fixed 70% inbox placement.”
→ Tag = “lead quality” → Sequence: “How to find 10x better leads.”

No copywriting. No guesswork. Just truth → action.

Step 4️⃣ — Automate the feedback loop

Claap keeps tagging new conversations.
lemlist auto-updates those segments in real time.

You’re not brainstorming anymore.
You’re building campaigns from real market feedback.

That’s Smartbound Growth:
listen → tag → launch → learn.

Your next campaign idea is already hiding in your last call.

Tired of running your outbound agency solo?
We’re hiring someone to build theirs inside lemlist with 5,000 customers waiting.

We call it Lemcoach, a 1:1 coaching program helping sales teams master outbound: better deliverability, sharper messaging, higher reply rates.

After a successful pilot, it’s time to scale it globally.
And we’re looking for someone to own it.

If you’ve built, scaled, or even failed at running an outbound agency, read this:

Running an agency solo means 👇

→ Prospecting nonstop to keep the pipeline alive
→ Managing freelancers, delivery, and churn
→ Rebuilding processes every quarter
→ Chasing invoices and fixing fires

Now imagine building inside lemlist instead 👇

→ 5,000+ active customers ready to be coached
→ Growth team already selling the offer
→ Freelancers sourced, trained, and ready
→ A brand trusted by 40,000+ sales teams worldwide

No prospecting.
No firefighting.
Just building.

Your mission?
Turn Lemcoach into a scalable retention engine that drives measurable impact on churn and revenue.

If you’ve ever thought:
“I’ve built this before for clients.
Now I want to build it once — at scale.”
This is your chance.

→ Tag someone who should take this leap 
→ Job offer in the first comment ⬇️

I’ve interviewed +100 people for growth roles in the last 10 years 
Here are 7 brutal patterns I’ve seen across every high-performer in growth I’ve hired 👇

1) They test ideas before they join

The best candidates already came with proof:
→ “Here’s a landing page I hacked together.”
→ “Here’s the outbound sequence I’d test for you.”
→ “Here’s how I’d double conversion with the same budget.”

If someone only talks in theory, they’re not growth material.

2) They value velocity over perfection

One of my best hires shipped a messy A/B test on day 3.
It wasn’t perfect. But it produced signal.
High performers never wait for the “perfect plan.”
They act, then optimize.

3) They compete with their own numbers

Great growth hires don’t wait for dashboards.
They track their own funnel metrics before I ever ask.
Average talent asks, “How am I doing?”
Top talent already knows.

4) They simplify chaos into clarity

Growth = noise: channels, dashboards, endless data
The best hires cut through it.
They can pitch a test in 60 seconds.
Or summarize strategy in 3 bullet points.
If you can’t explain it simply, you don’t understand it.

5) They escalate learnings, not problems

Average hires say: “This campaign flopped.”
High performers say: “This campaign flopped — here’s why, here’s the next test.”
They don’t just raise issues.
They turn failures into systems.

6) They protect their execution energy

Growth = infinite possibilities.
The best hires focus on the 2 things that matter, not 20.
They set boundaries around KPIs, active tests, distractions.
Boundaries aren’t weakness.
They’re what make velocity sustainable.

7) They thrive when things break

And in growth… things always break.
The best hires don’t panic when ads stop, deliverability tanks, or tracking fails.
They make it lighter.
With energy. With creativity. With presence.

Here’s the real takeaway:
You don’t scale growth with headcount.
You scale it with standards.

Every great growth hire raises your company’s velocity.
Every mediocre one slows it down, even if they “hit their KPIs.”

Treat hiring like experiments.
Test deeply. Filter fast.
And when you find a winner you can double down.

SDRs please stop saying "just checking in".
There is a smarter way to followup 👇


Every SDR’s guilty of it.
The deal goes cold, and the next message sounds like:
“Hey, just checking in.”

It’s not your fault.
You just forgot what the prospect said.

Claap × lemlist fix that forever.

Here’s the Smartbound follow-up system 👇

Step 1 — Record your calls in Claap

Template: Discovery Call Review or Outbound Response Recap.
Claap captures everything — objections, tone, timing.

Step 2 — Let AI tag insights automatically

→ “Budget delayed”
→ “Hiring SDRs next quarter”
→ “Need customer stories”

All structured automatically.

Step 3 — Trigger next steps with lemlist

Set up workflows:
→ Tag = “Budget delayed” → Pause → Auto-send reactivation in 30 days.
→ Tag = “Hiring SDRs in March” → Send outreach in February.
→ Tag = “Need case studies” → Send testimonial campaign.

Step 4 — Personalize the tone automatically

lemlist writes follow-ups that sound like you actually listened:
“Hey Alice, last time we spoke you mentioned waiting for budget approval — still on track for this quarter?”

Feels human.
Saves hours.
Never forgets.

Smartbound means AI doesn’t replace you — it remembers what you forgot.

That’s how SDRs win back time and replies.

Outbound is the only skill where success makes you feel like a genius and failure makes you blame everyone else.
Here’s how I learned to escape that trap ⬇

Most reps protect their ego when campaigns flop.
“It’s the tool.”
“It’s the data.”
“It’s the market.”

That mindset kills your pipeline.

Here’s what actually works when outbound doesn’t:


1️⃣ Stop blaming deliverability, start fixing messaging

I’ve seen reps spending weeks “warming inboxes” when the real problem is their email sounds like a pitch deck.
If your first line doesn’t show you understand their world, your email is dead on arrival.
→ Fix: Write 10 new first lines. Each one based on a different insight (job post, tech stack, content they shared). Run them in parallel.

2️⃣ Narrow your ICP until it hurts

Most campaigns fail because targeting is too broad.
“VP Sales in SaaS” is not an ICP. That’s a LinkedIn filter.
→ Fix: Break it down into micro-segments. For example: “VP Sales in Series A SaaS with outbound teams under 10 reps, hiring on LinkedIn right now.”
Outbound works when every line feels like it was written just for them.

3️⃣ Detach your ego, measure iteration speed

Bad reps say: “We sent 1,000 emails, it didn’t work.”
Good reps say: “We tested 5 subject lines, 3 angles, 2 CTAs — here’s what moved the needle.”
→ Fix: Define your test cadence. Every 2 weeks, change 1 variable (opening line, CTA, persona). Document reply rates. Never change everything at once.

4️⃣ Post-mortems > excuses

When a campaign tanks, it’s free data. But most reps close the tab and move on.
→ Fix: Do a 15-minute post-mortem after each sequence.
Ask: Did my offer solve a real pain? Was it clear in <5 seconds? Would I reply if I got this email?

The hard truth:
Outbound isn’t broken because of the market or the tool.
It’s broken because reps protect their ego instead of running the hard iterations.

Outbound is a lab, not a stage.
And the ones who treat it that way?
They’re the ones booking the meetings.

Ever got a lead list with just “First name + Company” at an event?
No LinkedIns. No emails. 
Most reps give up but I got a solution for you 👇


Step 1️⃣ – Prep your list

Paste your CSV in Google Sheets with columns:
First | Last | Company | LinkedIn | Email | Confidence

Step 2️⃣  – Find LinkedIns

Google search:
site:linkedin.com/in “First Last” “Company”
Open results → copy the LinkedIn URL → paste in the sheet.
Expect ~70–80% success.
Automation option: Clay → “Find LinkedIn URL by Name + Company.”

Step 3️⃣ – Find emails with lemlist enrichment (80% matching rate) 

Step 4️⃣ – Split sequences for the reps in lemlist

→ Branch A: Email + LinkedIn
→ Branch B: LinkedIn only

Step 5️⃣ – Copy the exact messages we use for events

Email: 

Subject: Quick idea before Unleash

Hey {{firstName}},
Spotted you’re attending Unleash.
We mapped 3 big learning challenges for 2025 — and how top teams fix them fast.
Want the 1-page brief?
If it’s relevant, I’ll show you one play our reps use that saves 3h/week for L&D teams.
– Erwan, Growth @ lemlist

LinkedIn message: 

Hey {{firstName}},
Sent you our 1-page brief on [topic].
If you’re walking around Unleash, let’s grab a 10-min coffee — my treat ☕

Step 6️⃣ – Manual follow-up
Call Tier-1 contacts (speakers, finalists).
1 ring + 1 SMS reminder doubles meetings.

Stack used:
→ Clay(LinkedIn match)
→ lemlist (enrichment +sequence)

We built this workflow so reps stop waiting for “perfect data.”
Speed > precision.
That’s how you win in outbound.

If your first cold email asks for a meeting…
you’ve already lost. Here's what to do instead: 

I’ve reviewed more than 1,000 lemlist accounts
and coached 150+ clients 1:1 on their outbound strategy.

And this is the mistake I see over and over again:
→ Prospects getting pitched for a 30-min call in the very first email.

It feels logical.
You want a call.
So you ask for it.

But here’s why it fails:

→ You’re asking for too much, too soon.
→ The prospect doesn’t know you or trust you.
→ The email feels pushy and gets ignored.

Outbound isn’t about closing in one step.
It’s about building micro-commitments.

Here’s what I tell every client to do instead:

1️⃣ Use soft CTAs

Swap “Do you have 30 min this week?”
for “Want me to share how we solved this for X?”

2️⃣ Offer value before time

Share a case study, quick win, or proof point.
Make replying easier than booking a call.

3️⃣ Start conversations, not pitches

The first reply is the hardest.
Once they engage, you can move them towards a meeting.

4️⃣ Test multiple CTA styles

– Curiosity: “Want me to share the playbook?”
– Credibility: “Should I send you the results we got with X?”
– Commitment: “Would you be open to a quick chat if it’s relevant?”

When clients switch to this approach, reply rates consistently climb.
And ironically… they book more meetings.

Because outbound works best when it feels like a conversation.
Not a calendar invite disguised as an email.

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