Confessions of a Seller Podcast

Allbound Will Replace Your Outbound in 2026 (Fix it Now)

• Confessions of a Seller • Season 1 • Episode 5

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Outbound is not enough anymore.

Sales teams keep adding tools, sending more emails, and increasing activity. But pipeline is not growing the same way.

The problem is fragmentation. Disconnected tools, broken workflows, and isolated channels are making prospecting harder, not easier.

Allbound is the shift. A unified approach that connects outbound, inbound, signals, and automation into one system. The teams that adopt it are not just doing more activity. They are building smarter pipelines.

This episode breaks down why outbound alone is no longer enough, what Allbound actually means, and how modern sales teams are evolving their go-to-market strategy.

It also covers how platforms like Jason AI by Reply are moving in that direction, helping teams go from research to meeting booked inside one system.

In this episode, you’ll learn

• Why outbound alone is no longer enough to generate pipeline
• What Allbound actually means in modern GTM
• How fragmented tools are hurting sales performance
• How to connect inbound, outbound, and signals into one strategy
• Unique selling strategies with exclusive frameworks to apply
• How Jason AI by Reply is evolving the market in that direction

Thanks to the partners supporting Confessions of a Seller.

🔗 Jason AI SDR by Reply
Jason is an AI SDR built to help revenue teams move from prospect research to booked meetings in one system. It combines multichannel outbound, automation, and intelligence to reduce fragmentation and help teams execute a true Allbound strategy.

Exclusive Promotion for you. Apply the following codes at checkout, and you'll get an exclusive discount:

Code "COS10" → 10% off monthly plans
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Jason homepage
https://reply.io/jason-ai/?utm_source=CoS&utm_medium=referral&utm_campaign=CoS-Jason

Book a Jason demo
https://calendly.com/d/cygz-vtz-fqf?utm_source=CoS&utm_medium=referral&utm_campaign=CoS-Jason

Reply platform
https://reply.io/?utm_source=CoS&utm_medium=referral&utm_campaign=CoS-Reply

SPEAKER_01

All band is in everyone's mouth at the moment. To be a top performer, you need to have a multi-channel approach. We will discuss this in details. What is the perfect framework? How to set this up. And of course, before we start, Ellen, we want to thank our main sponsor, Reply.io, who actually practice not does not just practice what we are uh saying, they breach it. So they are an all-in-one outbound solution. And um yeah, they are helping us in this podcast, walking through those uh this amazing journey we're having here. Crazy thing. And um yeah, so thanks a lot to everyone who doesn't know reply.io, um comments, uh all the information you find in the comment section. So welcome to another episode of the Confession of a Seller.

SPEAKER_03

Yeah, we are in a confessionary one once and again, and we have a crazy topic today um that we are going to discuss. As you were saying, allbound multi-channel approach, infrastructure, secondary domains, how to be a top performer, what allbound means. So before we jump into one of each of them, I don't know how you would like to start, but I think that allbound is the big word right now, right?

SPEAKER_01

Definitely. I think um there are still a lot of systems out there or a lot of companies who sell in a silo approach. What do you mean by that? They um, you know, they they they build their sequences for everyone who doesn't know what is a sequence, they build like an outreach strategy. Let's say they just target uh certain their prospects per email. Correct. And um statistics says if you, for example, many sellers out there, they just send out one email and they hope that the prospect answers. There's a chance of one percent that the people answer you. That's crazy. That's crazy. So it's it's it's a proven stats that you have to have a multi-touch approach, not just a multi-touch approach by one single sequence, one single um outright channel. Exactly, like email. Yeah, you have to have uh, of course, multiple different channels in place to be able to reach the prospect and and get their attention.

SPEAKER_03

Yeah, absolutely, absolutely. In fact, what you're saying is critical in this all-bound world right now. Um, and what we are seeing is this hype and this FOMO about the word. Yeah. Uh a lot of go-to-market engineers, a lot of uh trainees and gurus out there saying, hey, you need to go all-bound. But basically, let's put it into simple words and what all-bound means for everyone that is listening to us. Allbound is the new way of combining and avoiding what you were saying, this siloed operational stuff. So instead of just going inbound and treat inbound independently and treat outbound independently and treat marketing independently, even growth at some point. What we are doing with allbound is or what it's called allbound sales slash marketing, is treating all the data as one. So you are combining the data that you gather from inbound, the data that you have from outbound and what you're going to do in your go-to-market strategy outbound-wise, and marketing and sales, revenue operations, and so on, and approach your prospects in that way. Why this happened, or at least this is my opinion, but the stats are backing us up, is that this happened because we are coming from the early 2020s or COVID. Since uh since that moment, everything was like, hey, here is the the data that you have, the list, start blasting emails. Yeah, it's supposed to start exactly like massive spray and prey, what we call exactly that it's not working anymore. We're going to share a lot of frameworks, strategies, and and options that you might have uh in order to say, hey, this is going to give me better reply rates, better conversion rates, better uh or more bookings uh within higher quality. But that's basically what ALBO means. What is your perspective with this shift and this change that is happening right now? And how do you see companies evolving if if they are evolving, right?

SPEAKER_01

Yeah, so I think, like I said, a lot of companies and um sales leaders, again, they are kind of lost, right? They they there was like first, like, okay, tailored personalized messages on uh on a low low scale, target the right people, personalize the message, um, and don't send out so many emails. Then it moves automatically to mass email that send out a lot of emails to the people, um, and now we are in this outbound um all bound um uh um uh period where um you should have have multi-touch approach, you should have um uh multiple stakeholders, and uh, I think today as well in this episode we talk a lot a lot about statistics. Yeah, so um methodologies and stuff. An important stat here is it was published by HubSpot. Um at least five touch points are needed to get to your meeting. That's crazy. So and imagine five touch points. If you send out five emails, it's people are getting yeah annoyed. And probably you're not even booking that meeting even then. Exactly. Right?

SPEAKER_03

That's why the multi-channel is key.

SPEAKER_01

Exactly. It's just one racetrack yeah, one direction. And you should have multiple racetracks at the same time for people who uh uh understand it uh in a better way. Yeah, so this is the the the the goal um about having this a better a better structure and of course as well targeted. That's one of the most important parts.

SPEAKER_03

Absolutely. In fact, what we are seeing right now, and this all bound it's it all comes down, and you mentioned a word that is blasting or sending mass emails. I think that the evolution came from hey, we have no tools, no intent data, no information whatsoever. Yeah. So it was like one-directional or one-way conversation where sellers or companies were selling or offering their products and was push marketing or push sales, right? Then the era of automation, this is exactly what you were saying. Like, still the inboxes and the phones were not so saturated. Yes. So people were doing like, hey, we have this beautiful tool, right? And we'll connect all these these ideas and the tactical things with how reply can solve it as well. But basically, we have all these beautiful tools that will help us to put a list out there, click one button, and send 1,000 emails at once. Be lucky to to someone else.

SPEAKER_01

Let's see if this You saw like at LinkedIn, you were able to see like, oh, we sent out fifth 15,000 emails and we put 300 meetings. I'm like, oh my god, what is that? Maybe that's a light point, right? You know, like it's it's everyone was trying to promote those those tools for mass emailing. That's automation, pure automation. Pure automation. But is it relevant?

SPEAKER_03

That's the main point. Yeah, that's what Allbound or Allbound is all about. So what we're seeing is okay, we had the automation. That was a good thing at the beginning, but got saturated again. And what we're seeing right now is allbound basically helps you to send the right message at the right time within the right um environment, let's say, to the right persona. Can you repeat that? Yes. Allbound, it's all about connecting all the dots and the points, about sending the right message at the right time to the right persona with the right data. And that's when we see, for example, there is a framework that we love frameworks. And before jumping into the framework, there is something that I would add to the to the stats that you shared, that it's crazy. And we are sellers and we can feel related about this. 80 plus percent of the meetings are booked after at least five touch points, as you were saying. The thing is, curiously, or not so curiously, sellers starts at one touch point, but most of them, plus eighty percent of them, um, quit it or quit uh after four touch points. Yeah. Means that the bar is really low. So the follow-up where the we we always hear this this uh phrase of the money is in the follow-up, right? Yeah. The thing is just sending emails for the sake of sending them, yeah, it won't help. So the framework here, here it comes. And it's called what we call the 7-Eleven framework, right? Love it. The 7-Eleven framework means seven touch points. So you are uh hacking the five touch points at some point uh within 11 days. Again, disclaimer this is not for every sequence, this is not for every type of outbound, this is not for every sales cycle. Can you explain touch points? Yes, right?

SPEAKER_01

Because touch points, what what does it mean and and what could be counted as a touch point of this in this 11 days?

SPEAKER_03

Absolutely. And this is key. I think that we will talk about this uh a little bit because touch points is not like send emails, and we will double down and break down everything in terms of what should we put, how should we uh reach out, when and why timing and relevance is important. But in order to answer your question, what is a touch point? Touch point is basically one, as the word says, one touch, one connection uh from me, seller, towards a potential prospect. Either an email, either a phone call, either a LinkedIn message, either a LinkedIn connection, either a DM, either an SMS, a WhatsApp, uh, whatever the channel level is.

SPEAKER_01

Even if you engage with the with the comment of the of the prospect on LinkedIn, it's it's a touch point.

SPEAKER_03

Exactly. And here is where the most radical difference is between three, four, five years ago and today. A touch point five five years ago, when we didn't have intent data or triggers or signals like we can find today, was basically an email sent.

SPEAKER_02

Yeah.

SPEAKER_03

Right? That's why after four touch points, four emails, you say, hey, I'm bothering. Yeah, I don't want to waste my time here. But right now, you have a lot of ways, and that's why all bound exists. You are warming them up before you are even reaching out to them with value. So I connect with you, I follow, I follow you on LinkedIn. Then this is the 7-Eleven, could be 8-11, could be 11-11 or 1115, as you define, right? It's it's about the framework. So then I send you an email with just some value added, some uh dropping of a case study or a success story or even a relevant resource that I know that you are following.

SPEAKER_01

And really, really inter interesting point because you let you already said like three, four touch points, right? Uh-huh. Uh I would love to elaborate for our audience quickly why this is an important part. Okay, go ahead. Because if you see uh a person's name multiple times over a certain period of time, automatically in your subconsciousness, yeah, you think, oh, I heard that name Ellen before. Oh, it sounds familiar. Sounds familiar. And then you hear it, you see another message from you, and then like, oh, okay, oh, that's an actually an interesting topic. Maybe I'm answering him. It's the human instinct which we try to trigger with this different touch point.

SPEAKER_03

Absolutely. I love it. So, in a natural, what you're saying, and I think that this needs to be cut it and use it and pasted in every single uh scenario in an office, that is basically, hey, you need to build some familiarity. The familiarity law that it's and we have a book here that is fanatical prospecting, that I love it, that that talks about it. So people feel more comfortable answering to something or to someone that they feel that they already know. Yeah. Right? Or that they already trust. And that's exactly what All Bound is about.

SPEAKER_01

For that reason, I love to answer your WhatsApp messages because I know you are.

SPEAKER_03

Exactly, man. And that's why you are not ghosting me yet. Yet. Yeah. But the idea here, and to conclude, and I want your your insight, I have a question for you that is basically so we have the framework 7-Eleven or the amount of days and touch points based on your cadence, on your offer, or on your angle. We will dig deeper there. Once you have that settled down, the idea is not be pure outbound. That's why, yeah, that's why all bound, because as you're saying, we get into your brain, we get into your subconscious, we get the stuff. Exactly. We warm you up a little bit, we tease you a little bit, and when we reach out with whatever the different angle, and we will talk about angles and and copywriting structures, yeah, you feel that my message is not a cold outbound one, right? And from there you start booking calls and moving the needle towards a potential uh closing, right? So in order to move forward into a okay, we understand multi why multi-channel is important, what all bone means, what's if you have to share one strategy, one one case study, one story from your side, yeah, that you would say, hey, you know what? I understand that this is working better than spray and pray over the last five years. Do you have something to share with us?

SPEAKER_01

Yeah, so I for example, when do I use it? Uh I love to use it, for example, when I have a roundtable event, which is uh like an event happening in a certain location, and I want to get companies in this specific territory coming to our roundtable event we are organized. Okay. Right? So invites and I first, of course, make a uh uh greater list or put it put it in in reply territory where I need the people, what kind of uh title, and then uh I build like a uh a campaign. Yeah, like an account list and then the campaign. And then automatically, of course, I ri enrich the data and then I I build this kind of flow, right? Okay. So what works pretty well for me is first um like in mail or like first an email, first uh first step um to uh invite them to our to our event, then I send them uh a LinkedIn request. Okay. Um if they accept it, automatically the sequence then sends them a message. So you have like a conditional logic within it. Correct. It's like a like a uh like a decision tree process. Exactly, a decision tree. Uh perfect uh um uh yeah wording. So it's uh decision tree. If they accept my my my LinkedIn request, automatically uh I send them a message to invite them again to the event. Um if they don't accept the message, I send another email, but with a generalized recorded video of myself. So hey hey, hey, hey there. Um I would love to invite you to our next roundtable event, which is happening on the 15th of March in Stuttgart. Exactly. Um, as a uh legal profession, I think it would be extremely valuable for you. And um, yeah, all information you find in this email with the link where you can reach it. Exactly. Again, personalization, people see my face, familiarity, people see my uh yeah. And then of course, um, if I see they open it, uh I I directly give them, I can give them a call. Exactly. Um, as I have the stats from the video outreach, okay, they watch the video completely. I give them a call. Just wanted to follow up. If you found uh how you liked my video, yeah, um, have us something which I can refer to, and then trying to push them to the invite that they come to our event.

SPEAKER_03

That's awesome. So basically, to put it into a nutshell or to recoup a little bit what you're saying, it's more it's your strategy, let's say, for this specific use case that is hey, I will be in this event, I want as much as possible people to join me. Your sequence is using can you repeat that? What's the steps? What are the yeah, and multi-channel basically?

SPEAKER_01

It's it's definitely multi-channel. So first email, um, second LinkedIn uh request, um, LinkedIn message, uh, video outreach via email, and then phone call. So it's around the five touches around all the different channels.

SPEAKER_03

Exactly. So you're leveraging the channels.

SPEAKER_01

100%. And then in the DAC region, I I I I'm always a little bit careful with the touches. Yes. Because um uh it's different. Yeah, yesterday I got an email like, where did you get my phone number from? Uh how do you answer that behind? Where did you um yeah, I was an easy one?

SPEAKER_03

When you answer those those objections, the common ones, but yeah, yeah, yeah.

SPEAKER_01

It's uh like it I'm straightforward. It's like look, I went to LinkedIn. There are different data providers who provide phone numbers or email addresses. In this case, we we use reply, by the way. And and then they say, ah, but it's not uh GDRPR GDPR uh uh comply. And I said, look, at the moment where you when you confirmed your LinkedIn profile, most likely you put your phone number in the phone. Information is out there. It's it's there, it's it's publicly uh available. So we that and the data providers just take your phone number. If you want to be taken from the list, I can send you an email uh where you can do that. Oh, yeah, that would be great. Uh I have you already in the phone. Would you mind um be interested to hear a little bit more what I was actually planning to tell you? And and then you get in the how you lower them are really you gave them something so they are more open to talk to you. You know, they come negative into the conversation and I try to twist it around.

SPEAKER_03

Man, that's that what you're saying here, besides all the topics, that's how a seller would uh approach a conversation, right? Like, hey, I'm roasting you. I don't want to talk to you, I hate you. Yeah. In fact, now that you mentioned that and a parenthesis, I remember once when I was working at Revolut as a sales manager, we were used to do like a round table of uh call calling, like a power hour of cold calling. I jumped into one of the uh sales executives that were working in my team, and we were doing one hour of calling, one this guy or this girl, one myself, one the rep, one the the one myself. In one of the calls, this guy started insulting me like crazy. I I got completely blocked and shocked and froze. And I was like, I'm so sorry, I just hung up. So I couldn't uh express or my expertise to my rep. I was completely blocked. And that's human as well, right? It's part of our business. So I said, hey, you know what? I remember his name. I said, hey, Alvaro, no worries, let's do it again. I will call this guy, I will use some humor and I will say something that at least we need to understand if it's a no or or maybe it's right in the right, in the in the wrong mood, right? So I call this guy again and I say, hey, we started with the left foot. Um I'm so sorry. Let me tell you where I got your information from. I basically work at Revolute. Maybe you already know the company. They are providing us with a lot of information from people that might be interested in something like the solutions that we have because we noticed that you and I mentioned some three things. And this is why I want to mention this, because this is connected to timing. You are mentioning a use case. And well, basically the conversation went amazing and so on. But the idea is you mentioned that, hey, when I go to an event, you don't reach out one year before or one year later. You reach out with relevant information about people that will attend to an event that you will be there, and that's timing, intent, triggers, relevant information. How do you see this all-bound and this intent stuff? Yeah, and this relevant information being applied, if any, by sellers, by companies, and what are the challenges that you see out there?

SPEAKER_01

It took a long time where we had no this intent data, which is really helpful to, you know, prioritorize certain prospects. And nowadays we can even uh find out, you know, who was visiting your website. Oh, I love this topic. Which is like an amazing information. Uh, and if you then have like a let's say an contact in your reply uh reply IO list, it would get a better ranking because they visit your website. So it's automatically like updated and reading everything. So all this information, right, which um which creates this intent uh in intent like website visit uh visitors, um download of of white paper, um engage of your link uh your so social content, yeah, um whatever. Um and all this information was never really available. Or it was really difficult to find. It was out there, it was not difficult to find, it was difficult to difficult to to collect and to use. Bring it in order.

SPEAKER_03

Exactly. So use it as an all-bound strategy.

SPEAKER_01

Uh exactly. And now that we have this AI area, it's now possible. Okay, that's the the the the beauty on on all um allbound, which was not possible to I love this topic. But what what is your opinion uh uh about it?

SPEAKER_03

I think that the biggest challenge is the biggest challenge or challenges, but but there is one specifically that most revenue sales um yeah, sales teams are uh found finding out there, is that they don't know exactly how to put this into implementation. Everyone wants AI, everyone wants no code tools, whatever, easy to use. No one understands why this will give me a potential result. And most likely they are still juggling within or between 50 tabs, like going through data enrichment, then jumping into LinkedIn, then jumping into ChatGPT. And that's exactly I think that that is relevant to mention that I mean, reply is our partner, but on top of that, we are using it. That's why I mean we we we preach what we use and what we do. And the idea here, and I've been implementing this within uh a lot of different projects and clients of mine, that it's not only needed to be used by gold-to-market engineers or tech savvy people. That's the challenge that at some point tools like Clay, for example, that are really good, but they need some level of expertise with reply to connect all the dots and then we can make a recap. What we are doing right now and what we're seeing is that we have like different stages. We need infrastructure, we can talk about it. Infrastructure is secondary domain, so we uh don't have any risk or any potential damage within our own URL main domain and primary domain. Uh, those secondary domains need to be warmed up, yeah, needs to follow a specific setup within uh DMARCs and more technical stuff, SPF, MX records, etc. Once we have the done. We need to again warp them up. And from there, we can start sending emails as long as the other channels when we use multi-channel strategy. So basically, you need a provider for that or technical team to do that. On the second hand, you need to start creating your offers. Yeah. Right? I want your insights right as well. So jump with me. Yeah. You need to start creating your offers. You need to start creating your uh point of views within your angle of what you're going to solve with your solution, who you're going to target, and you need another solution to build lists. Yeah. Then you need another solution to send the emails or the multi-channel approach and then inbox CRMs and more five plus five tools at least. Yeah. What we are seeing with Ripley is you that you have everything there.

SPEAKER_01

You have everything in a single tool, right? Everything in a single tool. But I really love as well when you may when you when you set it up the first time, right? You you you put your website, you put your products, you put your ICP.

SPEAKER_03

And you're scared because you think this is going to be technical. But it's not.

SPEAKER_01

It's not at all. It's like really filling, it's it's easier than filling out an immigration paper. Don't tell me, man. Don't tell me coming from Latin America. So it's it's really simple. Like uh put in your website, put in the the the the the different products offering what you have, the ICP, the the territory you want to target, the language you want to target them. It's like it it it it you can send out in multiple different languages and it it's all relevant. Yeah. So because uh when you then build the campaigns um or the sequences, it takes that the all the information from your offering uh and suggests you automatically starts creating different approaches, different approaches, different messaging.

SPEAKER_03

It's crazy. So it's it's crazy. So yeah, what we are seeing in order to conclude is how can we make this process easier, right? Like going from A to B and from zero to one, from inbound in one side, outbound on the other side to this all-bound process. And what we're seeing with reply, for example, connected to the intent as well, is that right now in 2026, and I will say this clearly, and I want people, if you want to shout at me or roast me in the comments or do whatever you want, you are not going to change my mind. Stop sending emails because of sending emails. And if you don't want to roast me, go and roast uh the HubSpot CEO that recently, like a couple of days ago. I saw the interview. Exactly. A couple of days ago, I listened and read something that says exactly what you mentioned, Kevin. That is a couple of years ago was difficult and not so integrated or even easy to use to find triggers, intents, or even signals out there from potential prospects that are looking at something that you're selling. Yeah. Right now, that's easy. So stop sending emails. And that comes to another challenge that I see right now that is managers preaching for do more, send more activity levels. Yeah. Stop sending more for two main reasons. Because that information is BS. And the second point is that when you're sending more, your conversion rates will go down.

SPEAKER_01

Right? Exactly what I'm saying. What the uh CEO of HubSpot said, she said, sending out relevant information which triggers the prospects of attention. That's it. You know? Repeat that.

SPEAKER_03

So wait, let me let me frame it as a question for you. We were used to send emails just for the sake of sending them and a lot of information out there, and then praying that someone will say, Hey, well, it's my timing, so or it's the right time. So, what is exactly what you would say it should be done or how it should be done right now?

SPEAKER_01

Send out emails which are relevant to the prospect um and uh trigger triggering their attention. Right? That's the most important. Absolutely. How you do that? With reply. Reply oh. Because they get this uh the intent, they have the data. The information where they have like uh the they they screen the prospect's um uh LinkedIn profile, the company information. You mentioned the website visitors as well. Yeah, website visitors. So they they they they they find this information to you, they even analyze how active the person you reach out to is actually on on LinkedIn. That's gives it give it a certain scoring. A thing which a lot of salespeople are scared, and you know, we all I think a couple of even a couple of months ago, or maybe it was a year ago, um, I received so many emails. Hey Lucas, um I I I saw that you are an angel investor from Happy Oceans Foods. Um, I would love to um sell it. Yeah, yeah. I was like, man, you know, it it's it's clear it's an automated message, it's uh uh not well done. Maybe it's not relevant, no, not not relevant at all. The AI tool maybe they were using got wrong information. Yeah, and how how you say the word alonistination? Um yeah, it means like their AI gives wrong information. Okay, so that's another thing which is pretty nice for reply. IO, they have this um uh the this specific feature which triple checks all the facts if the fact is actually relevant to your prospect. Make sure this doesn't happen, that there's a wrong name, there's a wrong company name, there is um wrong information which was collected somewhere from the internet, yeah, on Reddit, maybe. Yeah, um that could be fake or could be whatever made up. So your messaging is straight to the point and it's correct.

SPEAKER_03

The the beauty, I think that the beauty about this, again, it's what we are trying to share here at some point is how do we solve all the pains, the headaches, and the bottlenecks that sellers we do have or we did have with with the different tools that we use over the last decade. Yeah. And it's we don't want to juggle within 20 tabs anymore. And even more because the computers that the company are giving us, it's uh they are slow. So we can't use them. But we don't want to jump from top to top. We don't want to make sure, or we don't want to double check and waste a lot of time into hey, this tool is giving me this information, should I match it with this CRM? Should I match it with the other engagement tool? So, and this is where the crazy stat is. Do you know how much of their time in percentage reps are actually doing sales activities? Tell me. You you you made a bet.

SPEAKER_01

Like actually say uh how much time sellers actually sell.

SPEAKER_03

Like what percentage of your day or your weekend. I'm actively selling. Actively doing uh sales activities, like prospecting someone or reaching to someone or I don't know. 35%? Well, you're almost there. Yeah, it's a little bit less. It's 25%. Wow. Between 25 to 30, it depends at least on the seller and in the market, but average. This is crazy. So take this into consideration. I'm hiring you. You're a seller, and this is a pure confession, basically.

SPEAKER_02

Yeah.

SPEAKER_03

You're a seller. I hire you for you to sell and bring revenue to the company. What's happening? 80% of your time, you're doing whatever it is that is not selling or revenue activities. So you are jumping from tool to tool, creating beautiful sequences that no one replied, creating uh, I don't know, whatever, uh, finding intent data, trying to prospect as an SDR, trying to close as an AE, if you're doing full-side cycle, whatever. So this is exactly what we are trying to solve and what reply understood and said, hey, you know what, guys, you tell me what you do, and this is where our brain jumps in as well. Like it's not only about AI, it's how we use AI within the solution, right? It's like we will find the intent for you, you will be selling, you will be sleeping, you will be having a conversation or qualifying. And once we, with all these conditions, all these triggers, all this information, we find something that is relevant, we will make that happen for you. It's crazy.

SPEAKER_01

I think it's amazing, right? Because as an enterprise seller, I think you when you get your your 500 accounts, yeah, you have your dream list. Yeah, you have let's say you have your 10 companies where you want to get in, where you need to put effort, you need to put your brain, you need to um find ways how to get in, to maybe connections you have, all that stakeholders support. Try to get like a referral from a company you work already and get into this account, right? But then you have still like 450 other accounts, which you then potentially can target with this with this framework or with reply.io, which you know are not your highest priority, but you need to have those deals as well. You need to display but you you can focus on your priority accounts with your with your with your brain and getting in. Yeah, and then you have the other 450 which can run on on an autopilot and try to book you the meetings, right? Exactly.

SPEAKER_03

That's it's uh it's a it's an autopilot doesn't mean uh uh less quality because you are defining the strategy with the AI as well.

SPEAKER_01

And you can double check everything, right? It's not that it goes and runs. No, you you can say, okay, hey, I'm a person who loves to double check if if if if the messages are sent out, um you can uh check them and and and see if it's it's correct.

SPEAKER_03

That's crazy. And that leads me to one thing that I want to share that it's as I was what I call the three-layer, um, the AI three-layer um uh framework or or strategy. That is basically you have, and this is what we are doing with a lot of companies.

SPEAKER_02

Yeah.

SPEAKER_03

Basically, what they are saying is, hey Alan, I'm just starting with AI, I'm just starting with new tools, I'm starting to start building this old man motion. How do you suggest to do this? So you apply these three-layer steps. The first one, you have what I call the uh brain research or the brain orchestration research that is basically just using AI for heavily repetitive tasks at scale. So either within reply or using whatever the LLM out there, what you can do is hey, we have this list of accounts. I want you to bring me the 10K reports, the last three months of uh potential triggers that we can define. And uh we are going to talk about triggers, and I want you to your understanding could be uh recent funding, new hires, uh open roles, open markets, new opening in terms of offices, fundraising, et cetera. And whatever the information that you want from this company, right? Uh news, newspaper, everything uh posted on LinkedIn. So it's basically the AI, the AI doing this for you at scale, and then you use that information to create the sequences, to prioritize, and so on. Then you have the second layer. The second layer is, as I was saying, brain um research automation, let's say. And then the second layer is qualification. The third one. The second layer. The second, okay. The second layer is qualification, okay. Power, right? Within these two layers. Okay. The qualification layer, it's basically hey, I know what you sell, who you sell it to, your ICP criteria, your filmographics, demographics, your tone of voice when you are selling it and why you are different from your competitors. I understand everything as an AI. This is basically what we input into reply, yeah, and it already knows. So I won't give you just the information as a first layer. I will qualify in and qualify out based on some criteria. And I will make sure that you have already the ones that are prioritized. Some companies are not still there. They just want to do that manually to train their team and then implement the second layer. And the third layer is basically the full automation, the full map of process, that is calendar booking. That is within reply, for example, what you can say is hey, I want you to find this intent if you find it, check the website through the website visitors that are going through this process, understand if there is a new hire or a new open role on LinkedIn about these companies, then bring this the CRO, the head of sales, and the CEO. Once you have them and reach the information, it's crazy, man. But it's like that. And once you have that done, start reaching out to them. If that happens, only if that happens, it's layer three. So it's basically, and in a nutshell, the layer three will research for you, will qualify for you out and in, and once it's done, it will reach out on your behalf. And it will make sure that we'll book the meeting in your calendar, and that's when you as a seller jumps in to sell. Yeah. Wow.

SPEAKER_01

I think it's, you know, it's it's really like all the steps, what you just explained, right? If someone has to do this uh manually, or they will be fired. It's impossible. You know, like you would just for one single prospect, you would need hours, yeah. Yeah, hours to identify all this information. It's impossible. And then you need to have to have the right timing because if they visit your website in the evening, uh and one week later you say, hey, one month later.

SPEAKER_03

Yeah, it's it's it's impossible.

SPEAKER_01

It's impossible.

SPEAKER_03

It's impossible.

SPEAKER_01

It's it's we have there like I think a completely new era of how salespeople are able to sell. Okay. And how tell me about it. How how how um you know how the meetings can be booked on a on a level which prospects are not annoyed anymore. Because, you know, I I was annoyed at the time where like I get spammed with so many messages. But if they see for, for example, okay, he is looking for a new sales guy, okay. Um maybe I would need a new new tool um for my team to let's say manage a team in a in a better way, bam, automatically the right tool end up in your inbox. Exactly. Imagine.

SPEAKER_03

Yeah the thing is that the problem that we're seeing, and and man, this happens to you as well in the company that you're working, in all my my clients, the cost of labor is going up. Yeah. Right now, whatever the SDR, even in the for sure, depending on the country and region, but an SDR in the US, it starts, even a junior one, 2K, 3K per month. Yeah. Right? Minimum. Minimum. Right? Um, the thing is that you don't start there or you don't finish there. You need to train them, you need to enable them, you need to coach them, you need to invest time, you have the ramp-up process. So maybe in three, six months from now, they have some idea and they are fully operational. That doesn't mean that they are giving you a positive return on the investment of that employee. What we are doing here and what we are seeing within this new all-bound evolution, and I would like to jump into um specific examples of what are the copies, what are the triggers that we can use, and so on. But what we're seeing is companies saying, you know what? I want the seller, but I don't want the seller doing what I used to think the seller needs to do. Yeah. I want the seller enhancing or enabling these tools like reply and AI solutions, and then selling so we can decrease that amount of time that we are just doing nothing and putting into the right efforts, right?

SPEAKER_01

Exactly. How many times STRs out there or salespeople are walking in the dark, trying to identify the potential prospect they want to go after? If we can really handle the walking in the dark, um, bringing light to this moment and giving them the right option to have the right tool. And then really, if someone answers, bam, let's get uh get get in front of them and sell. Exactly. Exactly. That's the idea. That's the shift. Let's make the fun part. That's a shift. That's a shift. And that's that's uh extremely important. Yeah.

SPEAKER_03

I wanted to ask you. Serious question here. Tell me. Um, what are the the most successful in your experience triggers or signals or combination of all or int and data? And if you want to explain them briefly, what what are them? Yeah, yeah that you would say, in my scenario, I would use this one within this message or this approach.

SPEAKER_01

My all take your time. My all-time favorites is uh change of job position. So for example, I target, I give you a clear example in my in my scenario, right? Yeah, yeah, take your time. Um legal counsel. So my my um buyer persona or legal counsel, general counsel. And if I see a company who, for example, someone from a company already we work move to another company, which is not our client, this intent data is amazing because if someone moves to a new company, usually general counsel, they overlook the whole legal team, they want to have changes in the first couple of months in this organization.

SPEAKER_03

Like a new broom, uh they say, you know, like some someone new will shake things.

SPEAKER_01

Exactly. So they they they they they first of all see they bring tools or they bring even people who worked in the previous uh who are were effective in their in the previous job. Okay. So for example, um, if our solution was effective, the first thing they do will, oh, do you have a uh a brand protection solution in place? And then they say, no, we don't. But do you have issues with counterfeits or fake products? Um, yeah, we do. So why don't you have a solution? Bam. First time uh first day when he's there, I I text, I want to have the intent data.

SPEAKER_03

That's timing using connected to the intent. Okay. Do you think that it's better? Or when would you reach out to them? When you see that our company's hiring the general counsel or when they just move, as you were saying.

SPEAKER_01

When they just move or both. Yeah, I because I for me it's if I if I know that there's a new person already hired, if I see the job change, it helps me to go after the the right person at the right time. Okay. So and with this uh data, I can easily then reach out to them and say, hey, you used us before. Would you be interested? I say, Kevin, uh, give me some time. I need to settle down. Exactly. Um, but it's great that you did you let's catch something, right? Exactly. I'm the first one because if I wait too long, yeah, then competition.

SPEAKER_03

You said something interesting here that it's you're not only using intent, meaning, hey, this potential general counsel just joined this other company that might be a prospect of mine or feeding the ICP, also someone that maybe already hired you or bought from you in a previous company. So even more data and more power, let's say.

SPEAKER_01

Imagine people are changing jobs. Yeah. Imagine you have imagine you have 5,000 clients. Yeah. And if you are able to track those people that if they change, right? Your first connections. Easier expansions. Yeah. If they it's an easy expansion, you have at least, I don't know, um 10, 20, uh, yeah, 5, 10, 20% easy changes. Yeah, leads or opportunities just created with this uh easy intent data.

SPEAKER_03

Yeah. Okay.

SPEAKER_01

That's one of my favorites. Um another thing, um, of course, like in general, is someone is hiring. Yeah. Um so like the previous step, like the open role, right?

SPEAKER_03

Open role. Do you think that it's overused or not overused, but uh use it in the right in the wrong way, meaning the messages that is sent later? What do you think about this? Yeah, I have like a mixed feeling.

SPEAKER_01

I think it can be used pretty, pretty good in case like when when you when you find the right person as well to to target and say, hey, I see you're hiring people. It really depends on the messaging, right? You need to put it like your framework, right? One one one pain point, one solution at one time. At one time, right? If you bombard them with information, I think it's it's it's it's again might be too much.

SPEAKER_03

But how how you see that? You said you see it in a yeah, I have a mixed feeling there, and I and I love this topic. Uh, I I am a heavily user of intent. It's part of what we were saying about the the HubSpot CEO. Yeah. And she's always saying like this like don't send an email if it's not relevant. Yeah. And relevance is about timing right now. Yeah. 100%. I agree with that. I see this in in many different ways, and maybe I overexpand, so cut me off and ask me questions or or bring me your ideas. But basically, what I see is uh there are a lot of different ways of approaching intent, uh, triggers or signals. And let me first make a step back and explain what those means because they are not the same, but they are treated the same. Intent is when you actively see a company or a or people from that potential company that is your potential prospect, sorry, uh actively doing or making an action. So there is an intent when someone is jumping into your website, downloading an e-book, uh, leaving some information about um the pricing page, or commenting in a thread that it's about what you're selling on LinkedIn on another creator, or something like that. It's an active intent of something that you are solving. Triggers are what you were saying. That is different from intent. Triggers are milestones or events that are happening at a given point in a company, that doesn't mean that they are going to buy from you. Yeah. But potentially it's way better than just reaching out. For example, new hires, changes in leadership, uh, new uh offices or new openings of new offices, new launches or of product launches, product launches, new off new markets launches as well, expansions within their features. Um, whatever the thing that is happening internally, fundraising that could Potentially then move into another um another scenario. And then you have signals, right? That signals are the ones that are more connected to the intent as well. That it's something happened actively on their side that might tell me, hey, you know what? There is something here. Yeah. So having that into consideration, um I always try to apply the the what I mentioned regarding the AI layer, three layers. Well, the same about the combination. My framework is as much as you can combine, I have like a scoring system. So one trigger or one intent or one signal, it's X amount of points. If you start start adding and combining them, more points, different approach. Right? And and how did you do that before using a reply? Um, well, in fact, I didn't. Yeah. I was doing it that manually or using perplexity or GPT, not relying 100%, but it it was better than just sending mass emails.

SPEAKER_02

Yeah.

SPEAKER_03

What I'm doing right now, and basically it's applying replies, intent data, and signals, and that's basically running in autopilot after I put all the criteria. But from a sales perspective, basically, this is how I sell it. Yeah. And tell me what you think about it. Tell me. I always try to teach, coach, and do the following. So my strategy is if you are selling X businesses or X solution, don't sell the trigger or don't approach your solution connected to the trigger or the intent. Let me explain. If someone just hired a new head of sales, potentially the head of sales is going to shake things in the next 90 days, as you were saying, right? Instead of me saying, hey, congrats on the new role, maybe you are looking for optimizing your sales. Yes, everyone is looking for that at every time. What I would do is sell the problem that that trigger will bring in 90 days from now. For example. For example, that's when I use the signal stacking framework. Again, more a lot of frameworks today. So I connect different layers. So new head of sales and three role openings, for example, two SDRs and one AE. So I know by fact that when you have new new guys, and if you add on top of that, that they are just got a fundraising, this will happen 100%. Yeah so they have the money that they need to expend uh spend. Yeah. They just have a new head of sales that is basically expansion, expansion, expansion. You need to bring more revenue. Exactly. And you're hiring more sellers. That's in 90 days, it's a chaos of process, ramp-ups, learning curves, and potentially the impact will be uh pure poor uh quality pipeline. So I'm not selling the hey, let me train your team so they are better when you hire them.

SPEAKER_02

Yeah.

SPEAKER_03

It's like, hey, now that you got the money and you are new in the role, once you get these two or three people that you're hiring, this will happen if you don't do this. Love that. Right? Wow. Can you repeat that one?

SPEAKER_01

Just the last sentence. And then 30 seconds.

SPEAKER_03

Going through the negative, it's more important when you're using the stack signal framework. That is basically, I know that you just got money or got a fundraise, right? Or funding. I know that you just changed your role into this new role as a PP of sales, and I know that you're hiring people. So what I would say, instead of saying, hey, congrats on the new role, I can help you train your new hires in the future, everyone can do that. Yeah. I would say, hey, you have this amount of money that you just fund, uh. That money needs to be spent in expansion, some of the some of it. And that's your responsibility, emotional stuff for you. You are being tracked in that way. And if you don't have a clean process, a ramp-up process that it's amazing, and you don't have the right tools, in 90 days from now, your quality of your the quality of your pipeline will go down, conversions will go down, and most likely you will be fired in six months. Yeah. Wow. Why don't we start the conversation right now? Nah, that's yeah.

SPEAKER_01

It's I think it's that's that's how I connect all the dots, basically. It's I've I love the three three different uh points you you you put in and then and then you know having the impact at the end. I think it's it's it makes m much more sense to say, hey, um you're hiring three people. Would you like to uh buy our training session to train them? No, of course not.

SPEAKER_03

Like everyone's everyone, every coach is selling it like that way. Yeah. But let's let's make some other examples. Like in your case, so let's make some random examples. For example, a fintech company, easy to understand. Yeah. Or an e-commerce SaaS company. A trigger could be imagine that the e-commerce SaaS company, they are selling to e-commerces for sure. Uh, right. Uh so they see online that their criteria of ICP, one of the one or many, based on reply, we can we can filter out in autopilot all of them at the same time based on the criteria. They see that they are engaging with a competitor of yours. Oh yeah. This is a big one. If they are engaging actively, that's intent with a competitor of yours. So you say, hey, wait. They are male, maybe they are willing to understand, they are in the research mode about what can my competitor solve for them. So what we do is, hey, on top of that, let's find another trigger and we connect the dots. So they are finding for a solution. Yeah, go ahead.

SPEAKER_01

So they they they they have the the competitor. Yeah. Um, they they they liked or commented on the competitor. Exactly. It's it's it's one one one intent. One intent, correct. The next intent could be they are uh launching a new a new a new business. Yeah, that could be trigger or that could be a trigger. We could do you that use that one, they're launching a new new collection or a new Exactly. So, okay, they hiring the they have the competitor, a new collection.

SPEAKER_03

Collection is about to come in summer or whatever, exactly. You use that as a trigger. And then um uh and hiring, for example. They just they just hire a new marketplace uh or e-commerce integrator guy, whatever, right? I'm not the expert. Perfect. So with these three intent, that it's impossible to do it manually. Yeah. And that's why we are exploding replies. All the credits and everything and all the premium account that we have.

SPEAKER_01

So we can we can track we can track our competitors, we can simply we can track our competitors' social networks. Um and other creators that are talking about the same solutions, whatever. Whatever. Then automatically we had to have the the news about the new collection will be launched and a new hire will who will be most likely responsible for bringing this new collection out to the market.

SPEAKER_03

Exactly. And with that, you apply the framework that I just mentioned. That it's I'm not going to talk to you about the three things that I discovered because those are facts. Yeah. I know that you were hired, I know that you are about to launch a comment uh new collection, I know that you are commenting in a competitor. I won't say that because that is creepy, right? I'm like a stalker, but I will use that to sell the problem. Yeah, right. That's what most sellers are doing wrong. So selling the trigger. Like, hey, congrats. You I just noticed that you this happened. No. So I would set the problem. Like, hey, be careful. If you are not on deadline, as I saw that you're just jumping into this company and the summer, spring, summer collection is around the corner, and you the deadline of launching those are well, whatever the date. I don't I I'm not the fashion guy. Yeah. Uh, and on top of that, I might feel that you might need a solution because I know you're you're reaching out to my competitor. Yeah. If you don't make this happen by these dates, most likely every day that you're not publishing, it's a waste of X amount of money. Your competitors are stealing uh clients from yours, whatever. Yeah. Should we start talking right now? Yeah. Yeah. Shifting the conversation too. Bam. Bam. And then everything, hey, reply, do your job. You do your job. Do you already know how I talk, how I sell, and start uh going through the conditional logic of my sequence, my campaign.

SPEAKER_01

Yeah, I think it's it's it's it's super super interesting. Uh and I think I love I I love this framework, to be honest. I didn't know it. Do you like it?

SPEAKER_03

I yeah, yeah, I had no clue about it, to be honest. It's basically selling the consequence, selling the problem, selling the cost of inaction. Yeah. Right? Um, yeah, it's it's a beautiful topic, and and I think that, yeah, I'm passionate. You can feel it. Yeah, I'm passionate about it.

SPEAKER_01

I I I assume that.

SPEAKER_03

No, I think so we we we covered pretty a lot of things, a lot of topics, right? That maybe um yeah, we went through intent data.

SPEAKER_01

Uh, we will talk about that later in uh one one thing which is quite interesting, right? Uh because you um a lot of a lot of people, no, a lot of people think like, wow, but guys, you you are telling about a reply, but you know, this takes most likely like uh a month until I set this up.

SPEAKER_03

How long did it did it take for you to uh there are two answers for that, but the short answer and the real one is like I don't know, like it to be honest, it could be less, but in less than two hours I did everything. Yeah, yeah. And I'm not a techie guy. No, I mean I'm a techie guy, but not a technical expert. Yeah. Right?

SPEAKER_01

That's why I was saying that you don't need a it's actually funny because two or three hours. Yeah, I have a friend of mine. She has her own, like, she's a so solopreneur, she she does coaching business and no clue about sales. So she asked me to be in consulting without not not selling yourself, right? Exactly. So and she asked me, Kevin, could you help me to, you know, first of all, set up my LinkedIn? Uh-huh. Um, because I have no LinkedIn. You know the game. Uh yeah, I I'm quite familiar with that. So and I helped her set set this up. And then she asked me, okay, but how should I, you know, how how should I reach out? And I said, like, look, this is a a tool. Reply. If you have no clue about sales, this can actually help you to use it, right? It's it's it's and she thought, wow, this is a game changer. Idea evolution. Because I had she's a single uh person, uh, want to grow her business. Yeah, she has a clear ICP defined um from her super narrowed down. Yeah, super narrowed down. One message, one offer. We found directly hundreds of people on LinkedIn. Yeah um, and I said, Look, we just set it up for you and let it run, you know? And she was she's super happy that she has her own, let's say, um uh seller out there, yeah. Um out there who help her to grow her business.

SPEAKER_03

Absolutely. I always say the same, and this is to be completely transparent. I I I never, when my clients uh reach out to me and say, hey Alan, I notice this tool and I think that will solve all my problems. Be careful. I'm not saying that tools are not useful. What I'm saying is that be careful. I don't get married to any tool. Yeah, I get married to how good we execute and we implement. The easier the tool, the better. The more all in one the tool, the better, because that's the trend that we always say that it's solve the fragmentation and have everything connected in order to make the all bound the better. Yeah. And that's exactly what I see with reply, and that's why we use it, and that's why they they they follow the vision that we have behind Confessions of a Seller. It's part of a family thing that we have here all together, but but that's the idea. The only topic that I think that we would uh maybe cover in a couple of minutes is infrastructure. That it's uh it's important for companies, it's important for sellers to understand what exactly means infrastructure means and why this is impacting their own performance. Do you want to uh start with that?

SPEAKER_01

Or would you go go uh and then I add my point to it?

SPEAKER_03

I think it's so basically in infrastructure, it's this is how we see uh right now outbound or all bound. That it's three pillars within um how to set it up. You have infrastructure, you have data, and then you have sequencing, right? Sequencing meaning intent data combining uh your offer, etc. etc. So most likely all the companies start the other way around. They know what they sell, like your friend, for example. Uh imagine that he and she understands, okay, I know what I sell, I know who I sell it to. I will put all that information of what I sell into an email or into a DM and I will start pushing it out there. Yeah. That's exactly the opposite of how it should be done. Yeah. And let's connect this with infrastructure. Infrastructure means the correct technical setup in order to make sure that you can start sending volume, not landing in spam, with the and not um warning, uh not um sorry, damaging or putting into risk your main domain. It's out deliverability.

SPEAKER_01

It's an extremely important factor, right? Because it's you can send out hundreds of well-crafted emails. Yeah. If hundred of the emails land in the spam folder, no one cares. No one cares, right? Exactly. How often do you go to the spam folder and look actually who wrote you, right? No, almost no one. Never just go directly, delete all, and that's it, right? Exactly. So it's really important that with the right infrastructure, um, you warm up, first of all, your your secondary domains, that you um have a healthy, uh heavy domain, yeah, and that your emails actually land in the inbox of the person. If you start directly sending out thousands of emails a week, your health um of your um um domain info via reputation of the domain, forget about it. It's fucked up.

SPEAKER_03

And to recover it, it's not that easy. No, um, forget about it. Like if you that's the thing. Like if you don't take that professionally and like a priority, everything that we spoke for more than one hour, I guess, yeah, forget about it. Like intent, data, copy, email, when to send it. Like, no one will read that unless you phone call them, right? It's like if you build a house, but uh no pillars.

SPEAKER_01

Yeah, the no pillars, the food fundament or like the base of the house is not it's not made of of cement, of a clear structure, yeah, it will collapse or it will not work, right? So it's exactly the same. So it's infrastructure is the key. Yeah. And it's extremely important to have it well set up and um well well structured from the beginning.

SPEAKER_03

I have, I won't say a framework because I'm not an expert here, but I have like uh uh something that people can use as a as a guideline or as a best practice. So it depends on the volume, and there are some calculations and some math that you can do. Again, it uh for sure I hear I know that people already know this and we already mentioned it, but reply take care of it. So once you have your domains, you either bulk them uh directly into reply, reply will uh warm them up for you, and then once you have that warm up that we recommend within three to four weeks and increasingly like scaling uh properly every single week the amount of emails that you send uh to warm up, and then after the week number three or week number four, you start reaching out like all bound process. Yeah, but having that into consideration, a general rule is for every new domain that you buy, you can send if everything is warm up already and ready up and running to use, you can send between 150 to 250, average 210, but it's between those numbers, emails per day. Those amounts of emails need to be split between the best practices for email accounts. Yeah, let's make an example. My account is Alan at alan.com, for example, right? Uh so my secondary domain, what is the secondary domain? It's a domain that it's not the first, that's not at alan.com. So it could be at goalan.com or uh getalan.com or alango uh.io or whatever it is. Yeah. So you have one extra secondary domain, or four or ten or five hundred or as many as you need. Each domain will have four email accounts. Each email account means what it's be before the at, right? So Alan, Alan.r, Alan Redstain, four combinations. Yeah. Right? At the secondary domain. So you start gradually warming them up in terms of amount of emails. Once you have that done, again, in a nutshell, between around 200 emails per day per domain, you split it into the four email accounts, and then you're safe. Rotate them, always have a buffer uh or a little bit more. So if some of them get blacklisted or spam or their reputation goes down, you stop using them and you use another one.

SPEAKER_01

And imagine there's so many companies out there who have no clue about it. They're just like they just all of mostly all of them, the ones that reach out to me. They do um uh they do their even marketing campaigns and then they do with the same domain. With the same domain. And then they think like, oh, but why no no one registered it in our webinar? Because they land all in the spam folder.

SPEAKER_03

So and and this is key, man. I mean, I love to highlight what you're saying. Yeah. That it's I have a lot of clients, and I I I can't stress this enough, coming to me saying, hey Alan, outbound and all bound is not for me. Okay, why? My first question. We are doing this, we have the emails, we have the templates, we have the frameworks, we are sending this type of messages and so on. Yeah. Can you tell me about infrastructure? First question. What is that? And then we see that everything lands in spam, the reputation is horrible, and so on and so forth. So, first, uh that's a second problem. Like they are having a huge, horrible experience. And the problem of that having that bad experience is that they don't want to do all bound again or outbound again. Yeah, the problem is that hey, the message was good, the ICP definition was good, your market is willing this, you have no idea how to set this up. Yeah. Right? And that's why again, reply can help us and so on and so forth. Anything else that you would like to recap or in a natural, like give like a golden nugget of whatever it is?

SPEAKER_01

I think specifically, yeah, the the the the infrastructure part, you know. I I think it's I we cannot stress enough. I think it's really a key that and of course you need to have the certain tools for that. Yeah, if you don't use the reply, because it's part of of the of the uh of the solution. But I think if you don't have that uh as your base, you will you will have a hard time. You have a hard time. You have you can have the best um structure of all your messages, ICP, whatever. If this is not right uh done, you you will have an issue. Yeah.

SPEAKER_03

So basically to put into a into a timeline or into a process line, but I said we have infrastructure that would be one of the most important things into the pillars. Then we have, for sure, as a business side of things, who you're selling to, all the ICP definition, market fit, etc. But from a all-bound standing point, we have the data. How do we get the right data, the right information from the right people at the right time in order to then create the right sequence messaging multi-channel approach? Yeah. The third one is basically the multi-channel approach, right? Or the all-bound.

SPEAKER_01

And relevancy, I think it's it's you know, it's it's it's definitely from the multi-multi-channel. Yeah. Yeah. So, you know, like um having the the right case studies in place, reference stories, all that you can add easily into your in your outreach strategy. So you you are relevant. Correct. So because relevancy is not just about having the right triggers or having the right, you have to have as well, of course, relevant information, data of your company, yeah, of clients who you have had a similar issue to to trigger their interest.

SPEAKER_03

No one wants to be the first in the in the in the row, even more in enterprise. They want to understand case studies, uh, solutions, results, kpis. And that's I have the the the magical. Uh nothing is magical here, or or the wisdom, but I have like this um mental map that I do. Yeah. That is asking, why now, why you, why you should care? Right? This is the the three questions that I ask myself every time that I'm launching a sequence or a new campaign. That is okay, why now trigger intent signals relevancy? Why you as a persona, what happens, what will happen if you don't do anything or or something that I can offer, and why you should care. Yeah, it is impacting directly, exactly.

SPEAKER_01

So, yeah, I think that we're covering there were quite a lot of uh topics in in this episode. I think like it's it's good to uh to briefly recap um from from from the beginning for for the audience. And uh you what we always love is to hear your feedback, right? Exactly. Because each of these topics we we were discussing, we can dig deeper, we can go deeper and analyze it and and and have have it even uh uh a whole episode about one single single topic like infrastructure, relevancy, so interesting um uh triggers, uh all these kind of points are uh uh super, super important for our daily job. Because if if the if you have it not done or you don't understand it, you will you will fall behind. Yeah, you will fall behind.

SPEAKER_03

I will fall behind. Can I say something that maybe and we didn't agree on this, but maybe you hate me, maybe you love me. But I can I can offer something here, yeah, like over the table. Do it. If you want, you can have Kevin, just Kevin, no, Kevin and myself for sure, in a one hour. Is it okay? One hour? Yeah, I think it's a good idea. Yeah, okay. So if you want us to help you to set up your campaigns, your sequences, your trigger, your frameworks, your intent, your domains, whatever it is within your reply, why don't you just uh leave us a message or comment? Uh and on top of that, reach out to Kevin or to me directly on LinkedIn and say, hey guys, even with the with the Subject line or send us an email. You have all our emails here with the subject line reply.io or something that we can identify and we can we can jump into a call. Uh we will make like a contest and we will pick a couple of them.

SPEAKER_01

Good idea. I like it. I like it because help. That's what I did to my for my friend, and she was super happy. I think there are many listeners out there. A lot of people, companies. Yeah, companies, even right, who have have a similar issue and they don't know where to start. Like if smaller startups, even bigger, bigger startups. Absolutely. I think it's a good idea. Don't hate them, man. No, no, no, no. Never, never. Not in this episode.

SPEAKER_03

Okay, that's a confession. Okay, so should we jump into one of the most beautiful parts? It's actually my favorite one. Okay.

SPEAKER_01

It's actually my favorite one.

SPEAKER_03

So should I should I explain it? Yeah, please explain. So we have here confessions of a seller card. Uh these cards have in each of uh of each card, basically, we have questions and uh from different categories. So, what we will do basically the game is super simple. You will ask questions to me, I will ask questions to you. Uh, we have to answer them in yes or no, and why we pick uh that answer in less than 60 seconds. Okay, so it's two questions each. Should we start? Let's go first. Okay, so as you can see, confessions of a seller. The category here is uh AI and go to market. So AI prospecting beats manual research in 2026.

SPEAKER_01

100%.

SPEAKER_03

We talk about it.

SPEAKER_01

Yeah, I think it's like there's no question about it. Um you cannot get this information on from a manual standpoint like what you can get if AI.

SPEAKER_00

And if it's correct, even better. Nothing else to add. AI and go to market. Okay.

SPEAKER_01

Are companies over investing in AI and underinvesting in trading? Yes.

SPEAKER_03

I would say that also they are underinvesting in AI as well. But they are willing to overinvest without any any any knowledge or understanding of how to implement and actually execute. Everything is about execution and how to put it. It's like the ideas. Oh, I don't want to tell you my idea. Yeah. Yeah. But then I'm not sure. If you don't tell, yeah, you need to. Don't tell me the idea, then what nothing happens, right? Yeah, exactly. I I love that one. I have this amazing business. I'm not gonna tell you. I cannot tell you. You know, it's like, okay, well, no problem. You you let me know when you become a millionaire and that's it. But who do you want to validate it? Exactly. This is the the thing. So they all want to invest into AI, and they think that just a tool will solve their problems. The thing is how we use it, how we enable it, how we implement it, how the market is aligned to my market as well and the way that I offer. So I'm answering yes, they need to make sure that whatever they implement needs to be enabled to the team that will use it.

SPEAKER_01

And one point is as well, like it's such a fast moving environment, right? The go-to-market strategy for 2025, you cannot partially apply it and it's anymore.

SPEAKER_03

It's moving fast. Yeah. And that I love what you're saying. And and let me jump into the next question. That is basically this happened to a client of mine.

unknown

Yeah.

SPEAKER_03

They reached out to me uh August 2025, September 2025, with the idea of implementing AI solutions and new go-to-market strategies and so on, like re the the reply to AEO we were talking about, right? From the say to the go, uh around three to four months. Yeah. From the go to the implementation, another two or three months. So when we officially launched the project, we needed to re-scope everything. Yeah. Like what we thought back in that day has nothing to do with the reality. Yeah.

SPEAKER_01

So if you move, move it fast. Great point. And uh another uh one here as well. I was testing it two years ago, an AI S TR, right? Okay. Don't spoil. Don't make the spoiler. I did it two years ago. Two years ago. Was bad. Yeah. Horrible. I was really bad. It sucked. It it it it it broke. Yeah. You know, like it broke your prospective. It took me so much time, and then I I I put all the data in then and it didn't capture the right data. It didn't. So you want to make a spoiler alert? It's now. Just a spoiler alert. Well, I think there is another company now, reply with Jason AI, which is uh AIST, which is I have to say be careful, be careful. Pretty good. Okay, we will talk about it. I I I'm not uh saying more. Okay, I'm not saying more.

SPEAKER_03

Yeah, we will talk about that. Okay, this has more about uh sales category and sales skills.

SPEAKER_00

So the best reps talk less. Yes. Why? There's the 70-30 rule, which is I love this framework.

SPEAKER_01

Yeah. Let's let um the prospect speak 70% and the salesperson should speak 30% because then they feel much more comfortable, right? If a person is if a person talks or a prospect talks, they tell you everything what you want to listen. So let them talk. Yeah, don't interrupt them. Like maybe some short questions and then let them consume. Basically, the information is powerful, right? So it's if you are able as a salesperson to sit down, which is really difficult. I I I had to learn it by myself because I love to talk by your tongue. I yeah, I I love to talk, and they say something. I want I want to say it, uh won't put my comment, but no, let them talk. So the the best salespeople definitely talk less. The power of silence. Yeah, power of silence. I love that one. You know, I ask a question, shut up, and then I don't say anything, and then I wait. Wait.

SPEAKER_03

They will fill the gap. It's it's the uncomfortable silence that someone will feel.

SPEAKER_00

Exactly. It's so psychologically speaking.

SPEAKER_01

It's really uncomfortable sometimes. And I my my my STR next to me, like, say something. Say something. No, no, no.

SPEAKER_03

I wait, I wait. If you want to test this, not you, you know, you know the game, but you as a seller, um, my hack, because I speak uh in Spanish, we say something that is uh I speak uh like even from the elbows, right? Yeah, like we speak, I speak every single day, I can speak a lot, but basically, mute yourself if you're selling online, like through Zoom. Yep, I mute and then I I keep speaking, and sometimes like, what are you saying? No, no, no, just go ahead, right? So that's a hack, but yeah, go ahead.

SPEAKER_00

It's a good one, it's a good one. Um pipeline. More activities solve pipeline gaps.

SPEAKER_03

No, no, no, no, no, no. No, 100% no, because that goes aligned with everything we've been talking for the last yeah, uh, yeah, the last episode. It was like this. It was like this. But in fact, it it didn't solve not every time solve the pipeline gap, but solved at least that sense of you do more, it's about the effort of putting out their the activity. But answering the question straightforward, it won't. Sometimes it will, it's the exception. It won't. What it will solve your pipeline gaps are the re is the relevancy, using time, yeah, uh being on time with the message, using intent, triggers, signals, everything that we mentioned. I won't um uh redo and resay everything, but it's basically uh being more um yeah accurate and and and narrow down into the why now, why you why you should care.

SPEAKER_01

Yeah, yeah. No, I I I agree. Like, but I remember when I when I was uh starting as Nestia 10 years ago, yeah, there were now really like this trigger and and no rules, just call. It's like go and call and call as many as you can and find everyone get a life, yeah, yeah. Get a life, exactly.

SPEAKER_03

All right, so man, I think that we it was a great episode. Yeah. Uh I still have a lot of things that I wanted to talk about. Wait, wait for the next ones.

SPEAKER_01

We we have to have uh keep some topics, otherwise it does.

SPEAKER_03

But we have so let me let me finish here and conclude. So, everyone that is watching, hope you enjoyed uh as we did. Uh, this is a topic that I loved so much. So, just to conclude, um feel free to leave a comment again if you want some help. Uh, we can jump in within uh you and your company, your team, and help you set this up. The second thing, what are you waiting for if you didn't do it before? Subscribe right now, hit that button, hit that bell so you don't miss any episode. Um, next episode, we will talk in the in the upcoming episodes, we will talk about something that Kevin just mentioned that is AISDR. So bear with us because if you're a seller, you need to learn this. You need to understand how uh the the go the world is going and how the sales is operating. And lastly, and one more time, thank you. Um reply for being our colleagues, partners, family, uh, and saving us sellers from all this mess that it's uh selling right now. Yeah. So, yeah, thank you. See you in the next one. And yeah, go subscribe and see you in the next one. Thanks, guys.