Podcast episode
Using Intent Signals in Cold Outreach | Florin Tatulea | 30MPC Hall of Fame
30 Minutes to President's Club10 Feb 202532 min
Description
ACTIONABLE TAKEAWAYS: Signal Prioritization: Categorize signals (e.g., high-intent, time-based) with different response SLAs to ensure timely outreach. Call Blitz Culture: Multiple weekly call blitzes with a virtual sales floor create a high-energy, team-building cold calling environment. Effective Personalization: Don’t rely on signals alone; combine them with company insights to craft personalized, compelling outreach. 80/20 Email Framework: Provide reps with an 80% completed template (signal, company insight, ideal state, light CTA), letting them personalize the final 20%. FLORIN'S PATH TO PRESIDENTS CLUB: Head of Sales Development @ Common Room Director of Sales @ Barley Senior Manager, Sales Development @ Loopio Manager, Sales Development @ Loopio RESOURCES DISCUSSED: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
page are all naturally going to be very high intent. If you have a PLG motion, I think free trials or whatever you define as an activation is another one where you should be hitting up those specific people with messaging and making sure that you're either getting them on a call or providing value upfront quickly. “Another one to give an example of high intent is socially engaged play.” So when people are asking questions or discussing topics related to what you're selling, whether that's on like LinkedIn, on any other social channels in your communities as well, and then you can start to prioritize other types of signals such as the more common ones.
If you're an enterprise or look through their 10K report, there's like a ton of different softwares now that can help you like summarize that very quickly. You can build a compelling reason to reach out to somebody on your website for 15 minutes. That has nothing to do with the fact that they were on your website. “It looks more as a coincidence and because it's top of mind, it actually converts better.” So customer comes on my site in some tool, I get a ping that this person's on my site. We route it to the right rep and we provide them a notification to go write an email. Do we write the email on their behalf and have them personalize it and send it?
Naturally, they're going to send out this email, but do you track speed to first cold call as well? Or is it just they got to get an email out as quickly as possible? The way that I've designed my sequences, it's a three burst first touch, essentially. So it's always the email that's first. It's the easiest one to really track. “So we send an email, the next step is going to be the call, and then there's some form of a LinkedIn touch as well.” So that's how we track, and it's always the email first. Today's show was brought to you by 11x, your all-in-one digital GTM team handling, creating, qualifying, and converting pipeline across every channel. If you are still using stale triggers, like congrats on the funding, you're getting blended in with everybody else.
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