#545 - How to Build 11 High-Reply Prospecting Plays You Can Run Today | Prabhav Jain ft. 11x

The biggest limiting belief is that this will kind of replace our jobs and take value out of our heads. I think it's a complete opposite. I think it will give you so much leverage and so much value that you will be able to generate revenue and demands of the business at such a large scale. I just couldn't even think was possible. Right, so instead of SDRs being this job that like no one really wants to do reviews of the stepping stone to getting to next step in the career, will actually become something with the most creative people who thrive. They'll be able to come in and basically be like, "Hey, I have ideas and not can execute at the speed of my thought, we just something that was just wasn't possible before." Good morning, everybody and welcome to this episode of 30 Minutes to President's Club. My name is Armour Farok and I'm here with my co-host, Nick Skelski. And folks today, we have a special episode that was honestly one of the most fun recordings we've had in a minute. So what we did is we interviewed the CEO of 11X Prabhav. And if you're not familiar with 11X, what they do is they basically have an AISDR that can send like thousands and thousands of frankly pretty damn good personalized cold emails. And so we are literally going to go through three real cold email examples and teach you whether or not you're using a tool like this, how you could go and build these emails yourself. Then we'll go through eight more triggers you can use to book meetings today. So basically 11 email examples with triggers for each. And then we'll talk about if you're using any of these tools that help you send, mask, nail, personalized emails, how your day can change as an SDR or as an AE. And what you need to be focusing on to make sure that as many of your activities as a seller are focused on revenue, generating activities, not lead scraping activities. So Nick, what do I miss? We got into a lot of like cutting edge forward thinking things, but we also talked a decent amount in this episode. If you're not working at one of these companies that is like cutting edge has all the newest tack out there, like we still talked about a lot of very practical things that regardless of your tech stack, you can do today to build more pipeline more easily. Already folks, let's roll. And a three, two, one, let's do it. Today's show was brought to you by 11X. You're 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. The best use unique signals, exactly linked in posts, negative product reviews, podcast appearances, and use those as their trigger. And we built a growth playbook with our friends at 11X breaking this stuff down. You can get it for free at 11X.ai/30MPC or grab it in the show notes. Today's show was brought to you by text us, which helps you move your deals forward faster when timing matters. The fastest way to move a feel forward is to avoid getting stuck in the inbox. And so my favorite way to get on a text basis is literally when your prospect requests a demo, just send them a confirmation text saying that you're looking forward to the meeting. And that opens the text channel for you to call back on it later. Folks, we put an entire guide on how to revive ghosted deals, nudge next steps, and use texting to keep deals moving forward with text us, check it out, it's free in the show notes. Today's show is brought to you by Insightly. The CRM helps you spot deal risk early. So pipe reviews actually drive your number. One question I ask in nearly every deal review is, what do we need to get in our next interaction with the customer? If my rep can't answer that question, the deal has risk, and I have something I can coach too. Now we built a guide with our friends at Insightly CRM on how to run pipe reviews that surface real risk and get deals moving again. And you can get it for free at the link in the show notes. Already, Prabhav, welcome to the show. We are going to go through 11 email prospecting plays that you can run to book more meetings. We're going to go through three in deep detail, like all like going through the exact emails and then eight rapid fire. Let's start with number one themed outreach based on identity. And in this case, we're going to use someone's alma mater or a sports analogy from an email that you actually sent me to get my attention before you were even working with us. Awesome. So first one we think about a lot is basically theme based outreach based on some unique portion of your identity. So think alma mater, think sports team. And so we actually tell our agent, hey, go find me alumni of the following NCAA division teams or FSB schools. And then we'll say, hey, for the signals we're looking for, make sure that the company this prospect works at is hiring for up on roles where I talked about some unique public facing sales initiatives. And then we can't tell our researcher confirm the prospects alma mater. Pull in 2025 or 2026 season projections, find relevant business context and identify kind of business rivals. This is what we're telling our researcher, right? And then we tell kind of our message writer, the person, the agent that's actually writing this, this kind of cold up on emails to use metaphors for schools or sports references and incorporate different themes in a multi step sequence. And so the reason this is just really interesting is I think we actually use this on you, Arman. I think we sent you an email using this exact play. And so I thought it'd be kind of cool to just read out what that you match it looked like. So basically when something like hairman pictured this, the number 29th USC was the UCLA stadium lights cutting through the LA night. 90,000 people on their feet, but the best part isn't the noise. It's watching a team that's locked in no hesitation, no second guessing, just clean execution from the first knob. That's the feeling when your outbound runs like Alice or near LSDR. She shows up every day, the same rhythm your top performers bring consistent, reliable, never grips from the play. They've seen teams cut a bunch of costs while hitting 80% better meeting conversion rates. Curious how the execution translates to your outbound game. So Arman, what stood out in that email? Because I remember you forwarded it to me being like, this is badass. Thank you, so much. You were really excited about it. What were the things that caught your eye in and receiving it? So the first thing that caught my eyes when I received this email, the subject line was November 29th, USC versus UCLA energy. And I was like, okay, like whoever, whoever, I have no idea what this is about, but whoever wrote this email clearly did some research on me. So I was like, I'll open it. And then there was a very clean transition to a story that felt very human. It was like, picture this November 29th, USC versus UCLA, stadium lights, cut in through the LA light. And I was like, I think I was actually at a game that kind of felt like this. And I was like, okay, I still have no idea what this is about, but like you have my attention. And then the second thing that caught my attention was the clear transition from USC, UCLA football to the problem or the product that was in play. And it didn't feel too much like an overreach. So that I found was quite interesting. The really important thing there is what Kyle Coleman on episode four, I think, taught us, which is the art of the segue, which is the ability to transition from non business personalization to a business message in a way that actually feels fluid. I go on LinkedIn and I see all this debate about like, oh, you should never personalize on something that's like just like about them. It has to be like business related. You have to say, oh, I see your hiring or I see that you're launching a new product because like no one cares where your alma mater was. That's true if you're not able to segue and connect the two. And so I actually think when folks grasp the fact that they can use both business and personal personalization, as long as they segue appropriately, it actually opens up a massive, massive pool for your prospecting personalization that you might not otherwise be able to access if you only focused on business things. So, Provalom, I'm curious when you had 11X in this case, Alice, your SDR agent building these emails. Is this how all of your prospecting emails are typically structured? Is it typically focused with personalization first, a new problem, a new solution, or are there other common like email structures that you see that get particularly high replies? We had a con of different email structures. I think as you all will know when it comes to cold up, you can't use the same structure for every use case. So, if I'm trying to get you to sign up for an event, if I'm trying to take a meeting with me, those are two very different things that I would try and do. And so we actually have our agent pick between a bunch of different structures based on the actual prospect we're reaching out to where they work at the size of that company, the industry. And so we give more agency to our agents and then it kind of learns very quickly what's working and what's not. And so even in this example, it was completely written by our agent. There's not like you're a man who actually wrote any of these emails. So this one flowed personalization into solution like a store like almost an analogy into social proof, which is this is how we call other teams, into an open ended question, which is curious how that execution translates to your outbound game. Right. What is an example of a different structure that might flow differently? Yeah, I mean, it could be a compelling use event that just happened recently. Hey, did you hear about XYZ that just happened? I'm sure this is top of mind for you as you think about whatever the kind of problem statement is right and then based on that problem statement, we go into like, hey, imagine if you could increase XY% similar to what your XYZ you know closest business rival whatever did. And so it is taking something that compelling that happened, talking about that using that as a call to action for why they must talk to us. All right, let's move us now to number two, which I think this one is very interesting. It is outreach based upon reviews of the company that you're reaching out to and what you see on like their Google or Yelp review page. So second one is actually really interesting because it kind of points at custom signals that makes sense for your business. We're too used to kind of these signals that kind of everyone has access to like someone change jobs or you raise funding. You know, when we raised funding, I had a million emails in my mailbox. I didn't read a single one of them, right? So we want to do is create a way for you to be creative and figure out what signals make sense for your business. So, you know, we have an inbound product. So one of the signals that we had was kind of review lead outreach, which is trying to find some evidence of public friction and use that as kind of a pain point when we reach out to a person. So in our case, we said, hey, find me services businesses with multiple branches that have Yelp or Google reviews that mention that it's difficult to get someone on the phone or that they're slow to get on the phone or that they're very calling someone picked up. Rest, that's a real compelling problem, right? And so in this case, you're referencing the exact pain points. We frame, you know, 11X as a way to eliminate that response kind of flag. And it worked well because the prospect knows that have that problem. I'm sure they've looked up that you know, Google and your pages. The great thing here is that our agent is actually going and actually find that evidence because it's available kind of public web. And so as an example of what an email would look like here is something like, hey, I was checking out your reviews and saw that it's been challenging to handle all the inbound demand you're getting. Like that's a great problem to have. We've helped similar businesses automate their inbound flow so your reps can focus on the highest quality, qualified leads. We're at the chat to see how we can boost inbound converges by more than 40%. Right? And so it's a short email. It gets at the pain point. It tells them how they can increase their conversions and it gives them kind of a proof point in a recent in-signal. Do you ever sense what the subject line for that might be? I don't know if you can come up on the spot, but I'm curious. Yeah. I actually remember, I was like, hey, I tried calling the actual phone number. Nobody picked up. Oh, that's good. Moving forward, it would be the equivalent if I was looking at my email and I saw someone say, Armon, I tried to call your phone number and no answered. I'm probably going to open it if I'm running a restaurant or a bar or some services business. Probably not for 30 minutes, the presence club because people are trying to sell me software, but I'd address. What is the art in tonality when it comes to calling out someone's bad reviews on Google or Yelp? Because you're very intentional in not ripping on them for having a bad Yelp review. Every challenge and every problem you have is really just an opportunity in hiding. So if someone is not able to pick up the phone, that means they probably, they're probably going well. They'd be, they have too few workers for everything they need to do. So we turned that into an opportunity. So instead of being like, hey, shame on you for not being able to do this, it's like, hey, you actually increased your revenue just by solving the small pain point that you have. You clearly offering the service people like which is why they're calling it. So I think the thing we always try to strike is like, hey, how much more could you gain if you were to fix this problem as opposed to like, that on you for having this problem? - I remember one of the things that our revops, we were hiring someone as a head of a revops at Carta and that head of revops did secret shopping with us. And our VP of sales was so pissed at the time. He requested a demo and he looked at the user flow and then he counted how many seconds, minutes, hours, days it took for the average SDR on each team to reply. And obviously it kind of freaked out our VP of sales initially. And we was able to say is like, look, these are the three that are actually in line with industry standard. You're doing great. If you improve these other three to this benchmark, here's how much more money you could make just by getting better at speed to lead. And so he framed as an opportunity, even though initially as VP of sales, like you don't want people like munking around with your speed to lead and like poking into your business. - Let's move to number three, which was career progression recognition. - Yeah, yeah, this one's a really interesting one. And the great thing that I was left to do is come up with like really creative ideas that people haven't thought of before and then I sat out. And so in this case, it's like, we asked our agent to kind of go and find sales leaders who started at their current company as an IC and now in like management or a leadership position. So we also gave our agents some more criteria around like a certain geography or certain revenue target. But the real great thing is that folks would open their emails because they know that someone was actually acknowledging their career milestones. And then we would drop parallels. This is the same metaphor thing that you were talking about earlier Nick. They drew parallels between their career consistency and the consistent app that execution that our agents do. Right, so again, the kind of smooth metaphor. And then the positioned Alice as handling kind of the prospecting fundamentals so that their teams could focus on closing and move them even further up kind of sales leadership track. And then we included customer proof points where very relevant. And so example of what this email could look like is like, hey, hang it. Going from an SDR to a sales manager while actively helping your network and land roles, that's not luck. That's someone who's earned their seat through results. If your approach to building teams mirrors what actually works in that bound, consistency, over short cuts, value before to ask Alice or SDR handles a prospecting grind. So you're up to focus on what you probably did best, which is closing. And then we say, hey, you know, BupShop saw 1.5x more SQLs per rep after implementing Alex worth a click look. That's awesome. I remember one of the biggest deals that I closed that paved in my first year came from an email that said from PayPal to Facebook. And it described this person's trajectory. And he was like the moment I saw that in the subject line, I was like, I know you know something about me. And whether it's someone getting promoted multiple times at one company or someone going from one great company to another company, some of this is just the art of showing someone that you are not a robot and that you actually took the time to look at them. And then having fun in the transition to whatever problem or product you solve. Before we jump into the remaining eight emails, in your first prompt, it said use metaphors for school, yadi yadi yadi, incorporate different themes for each email in a five step sequence. These were all talking about the first emails you would send in a sequence. Did you talk about the strategy for the next four? Both is there a story you're trying to tell? But then also you mentioned you don't want to fatigue them by using the same email structure over and over again. What's the right way to vary up the sequence over emails two through five? Yeah, it's actually interesting to use a lot of different variations of this because as you can imagine, different things work for different use cases. So we'll probably have one that emails in a sequence just like offer some value. Like hey, this is the exact strategy that X company used to scale their app bound. And it will offer a few strategies and say, hey, do you want chat about other ways that we could help? And so this will all be after some other analogy about the sports team. But we could also say, hey, of the five step email, only uses sports analogies in three of them. So it's not like Tyra and the person I would like trying to come up with something that some other metaphor for the exact same game. So we again give our agents some creativity, but basically give it parameters. We tell it, hey, five step sequence in three of them use these things and one just kind of give value about what's work for someone else. And another one kind of point them to this like newest thing that we've done recently. And so everyone is kind of as different structure as well. So it could be something like a two cententimal, very brief straight to the point. And then maybe you're the last step in the sequence could be like a breakup email. And so we kind of experiment with several versions of this. And what we also tell our agent is like here's eight and 15 different structures you can pick from. Choose and see what happens. To what extent are you using the thoughts or any thoughts bump email? Because I remember back in like 2020, step two and like step six in my sequence, we would use that because like the effort I would have to put in to finding a rubber piece of personalization or writing another custom email was too much. And you were better off just like resurfacing that original personalized email. I'm curious if you've run any experiments or looked at any data across your customer base about what's working versus not with that. You know, it's interesting. We've kind of had a lot of like internal debates about this, like what the best practices used to be versus what they should be today. And it's really hard to exactly what you mentioned Nick. It's really hard to like untangle which of those best practices were just a bit like save time because you had to prospect a lot of accounts versus actually best practices in terms of conversions. Right. I think if you sound like essays for every single step of the sequence, the really would be like, okay, this is like this is too much. Right. But like setting an email saying like thoughts question mark just feels like very lazy. It feels like like you could use that as a way to just offer some value. It could be small, but okay, check out this case state that we saw, you know, XYZ person scaling. And so even if it's like a one sentence email, we try to offer at least some value. This is another opportunity for you to keep some other interests that prospect may have. So let's go through the other eight plays rapid fire. So we went through three deep dive. Let's go all the way up to 11. So what are the other eight? All right. So eight quick rapid fire examples of plays could be running today. One, public filings, especially if you're going out for enterprise accounts and asking for something specific in their earning reports or public filings that hit kind of a compelling need. Podcasts and content signals, mining find specific nugget from a podcast that done our blog post ever in and use that as your hook to kind of get interest from that prospect. Custom kind of hobbies. So imagine a running metaphor. So fine leaders have posted. about running, use running metaphors to kind of as your hook and use that as a segue to get interest about the product or service that you're doing. Website visitor retargeting plays, there is so much data in people visiting your website. Pages are visiting them on a time just running on each page where they're coming from, how many times they come back, that's really valuable data you can use to really target them in hyper-specific ways because they have some intent that already on your website. Revisiting closed loss opportunities, if you look at a book of business for our sales rep, all of these closed-lock opportunities that have happened the past is just opportunities waiting to happen, but they haven't actually re-engaged them. These are always on campaigns looking at why you lost that deal. Using that as a hook to be like, "Hey, here's everything that's changed. We want to chat." Waked of dead. All these inactive leads that are just sitting there in dormant, there's no reason you can't be nurturing them constantly, but new information by your products or services or success you have gotten for other customers. Competitive takeouts, right? So targeting leads who have used or are using and considering the specific competitor, great way to show them more content about other folks who have switched from that competitor to your product and the kind of benefits that you offer. And finally, this is for all the marketing leaders out there who manage SCR and BDR teams, event registrations, follow-ups, no shows, automating all those pieces to make sure that you get more people to talk to funnel. So, above we've talked about 11 different plays that you can use as an SDR, as an AE to book more meetings. And in the prep, you were talking a lot about how the day of a salesperson, how the day of an SDR and AE looks completely different today and will look completely different in a year than it did in 2015 when people were sending emails one by one or sending mass automated, unpersonalized emails in 2015, for example. So could you give an example of what does an SDR's day look like? Are they approving these emails? Are they just editing the emails that 11X is drafting for them? Like, how do I, what does the job even look like now? Yeah, you know, it's something we spend a lot of time, I love it I was thinking about. And I don't know if you all familiar with this stat, but typically 40% of a company spend a sales of marketing. So we try to think about it, we can take all that spend and made all these SDRs, AE's, you know, super AE's and SDRs, what would that actually look like? And so, you know, we don't have any love SDRs at 11X, right? All this kind of work is done by either our growth teams or CSMs or AE's. And I think in the future, like a true SDR will probably just be managing a team of agents where each agent has a very specific job. So one agent will be just prospecting. They define the ICP, this agent is always looking and trying to find the best leads for them. Another agent is saying, all right, you found this audience for me. How am I going to be able to actually get the right nuggets of information in a specific campaign, right? And then what challenge I use to reach out to them. And so instead of like, reactively going after and trying to find these leads, it is defined what you care about and have your agents bring the leads to you. So it becomes much more proactive, right? So you're like managing like every SDR will become an SDR manager, right? And I think in terms of that your workflows, once you've had a creative idea in your head, from there, the ability to actually go from that idea to execution should be a matter of hours at max or minutes. It shouldn't be days or weeks or months, right? And so I'd imagine that this AI agent would already be trained in the company's brand voice and the tone and kind of messaging they like to use. So there's no reason for them to even be editing what they're sending out. That would be in my opinion, a failure of AI. Instead, this usually have context for the ages for what they're trying to do. See a few sample outputs looks good and that campaign is kind of authorizes. Right? So the kind of clock speed that you'll get in the number of iterations you'll be able to do as an SDR to test out messaging, test out new product launches, build pipeline is going to be 11X, no, what they can do today. So let's break this down piece by piece because you probably get to see teams that are doing like brick and mortar style prospecting. And then you see teams where it's like one rep is doing all of the prospecting that an entire sales team would do. So the first step in prospecting is oftentimes prioritizing the right accounts and leads that you want to work in the first place. So before what you would do is you would look at your book of 100 accounts. You would say these are my top five. These ideal prospects champions. What have you? And they'd be like, all right, here's like my target of like top five to 10 accounts, top five to 10 prospects on each them, right? What does that look like in a less manual world for teams that are literally doing today that want to do it more efficiently? You know, the the the kind of analogy I was used for this is imagine that you're the SDR manager on wearing the new SDR and tier team today. You probably give them some instruction and you give them some enablement. Hey, this is their ICP. This is the type of people you should be looking for. These are types of deals that convert a lot better than our other kind of deals. That is the instruction that you should be giving to your team of AI agents, right? And these agents will take that kind of language and that instructions that you gave it and bringing those leads and bringing those accounts and help you prioritize. But there's no reason why now you as a human have to go and do that manual work, do the triage, do the ranking. Instead, you're like, hey, these are accounts that should be going after. Great. Let me figure out how to break into those accounts. I remember we would make we always talk about shuttle running when we're training reps, which is if you've ever done shuttle runs in some sort of sport, you run the five yard lineback, 10 yard lineback, 15 yard lineback, 20 yard lineback. And when you're training SDR, oftentimes you should be doing the same thing, which is you make them go find five accounts. They bring them back. You're like, okay, those are good. These ones are bad. Okay, now go find the five contacts on each come back. All right. Great. Now go right the first five emails to those come back. Approve it, right? And that's how you make sure that an SDR three months later hasn't sent 10,000 bad emails is you put an all training work up front on your SDR. You calibrate a lot up front. And then they can sprint for the next three months once you've done all that up front calibration work. And so a lot of the times when people are using AI anything tools, I see them like plug in their first inputs, get a response that they don't like. And they say, Hey, how does it work for me? I'm just going to go to the manual. Are there other common mistakes that people make when they're training AI to write in their voice target prospects, etc. That that people can avoid? You know, I think I think about this as there's like two insights we've had from our conversations with leaders when it comes to these pieces. One, sales teams are going to win into feature of the ones that have the ability to experiment and learn from their mistakes. Right. The world of AI is a very new thing. It's not going to work out of the box as you mentioned. So you have to put in those reps and figure out what works. Because once you figure out what works, it's going to scale better than anything else that you have. The second thing is let's say you were opening a new office in another country. You were hiring your first SDR though, right? You probably can't use the exact same strategy using another country at this place. You got to put in the reps. You got to learn what works for that specific geography, how the buyer is operating, how is your prospect in those buyers. The same thing with AI, right? When you have on board your first AI, you got to teach it. You got to understand and learn its nuances, right? And go through those reps. The great thing is that doesn't take months. It takes a few short weeks. At the same time, it takes more than, you know, one message or one prompt, right? It takes more than an hour. And so we always start customers to really see the value of this. Probably need one or three months, right? But you have to print those reps. You have to assume it's going to work because it is at some point, but you have to just print the reps up front. I'm curious about, I'm sure we have folks listening to this who are, Mon, you were talking about the spectrum. I'm sure we have some folks here who like, they're listening to this episode and they go on LinkedIn and they see all of this noise and energy around how AI is changing sales, specifically around building pipeline. And I've worked at some companies where I would describe like the tech sack they have and the way they think about technology is like being fairly dated. And I would imagine some of the folks who work at companies like those hearing or talking about today and being like kind of freaking scared. And so I guess other than being like, I'm quitting the company I've worked at for the last 12 years to go work at like a seed stage startup where I know they're going to be building this from stuff from scratch. What are some things that sales people or sales leaders listening to this episode can do today irrespective of their tech stack that will help them move in a direction to be able to succeed in like the way that sales is changing. Yeah, that's a great question. And I think the best advice I've gotten the best of way I've seen this transformation happen is picking one person, right? Maybe maybe that STR magic picks like one STR, right? Or one owner inside a company that says, Hey, your job for next few months, it's to experiment with these various pieces. And I think it has to be done away where it's not like, Hey, I was going to replace all our jobs. Yeah, I was just going to make us way more efficient and let us do our jobs way, way, way better. Right. When I talk to a STR, it's not they want spend all our time like researching leads, right? That's something they have to do for their job. But the reason I can't do that for them. So our sales department is getting to be creative and thinking about the current new accounts and like the old way is 94% of your time is just like the grind leads. Right. That's what lead is growing. And 4% like thinking creatively. So you're right. Like I actually think this, this allows you to lean more to the art of selling than the mind of it. But I interrupt you. I apologize. No, no, I think so I always tell sales that they're like, Hey, appoint someone and give them ownership and the ability to act experiment. For these things, right? Because at the very least they'll come back. I didn't learn a lot, right? Which will make your overall sales organization more efficient and better. And so I think, you know, sometimes it can feel daunting, but especially if you have a large sales organization to be like, Hey, had going to actually like call all this change to happen. You don't have to change everything at once, right? Like one small part of your team, take one person, have them go and experiment with them a very specific goal. Hey, drive me, you know, five meetings this month from an AI generator solution. Right? Start small. Give one person the agency and ownership in the build experiment and see what they come back with. Amazing. This has been a great episode. We've got time for one more question. So the final question that I have for you, I'm curious your most contrarian take on AI in sales, where you think the common perspective that most folks hold is holding them back. I think that the, I mean, I don't actually know this is contrarian, but the biggest trope I hear is that AI will kind of replace our jobs. We actually had this use case once where we sold this large company and the CEO kind of went on a podcast and said, yeah, we're going to replace our SDRs and the folks that were using our product in the company were SDRs. So that evaluation did not go very well as you can imagine, right? We obviously did not tell us the idea to say this, but he kind of just said it. And so I think the way the way I think about that, the biggest limiting belief is that this will kind of replace our jobs and take, you know, value out of our hands. I think it will give you so much leverage and so much value that you will be able to generate revenue and demands for the business at such a large scale. I just couldn't even think was possible, right? So instead of SDRs being this job that like no one really wants to do with the use of the stepping stone to getting to next step in the career, it'll actually become something with the most creative people thrive, right? They'll be able to come in and basically be like, Hey, I have ideas and not execute at the speed of my thought, which is something that was just wasn't possible before. Today's tactic is brought to you by attention, which uses AI to capture all of your sales interactions, your mate sales, busy work like CRM updates and flag hidden deal risks. So if you want to avoid ghosted deals and every discovery call with these three questions, number one, do you want to buy a K validate if the deal is real? Number two, when do you want to buy validate if it will close this year? And then number three, how do you buy validate that they will get you in front of power? We put together a guide on how to unblock the three biggest deal blockers in your pipeline. There's a link to get it down in the show notes. Thank you for joining us. Everybody stick around for a 60 second recap coming up soon. Artinic, it's time for a three step recap and one thing you can do. All right, three step recap. I'm actually going to give one signal, which is I loved this themed outreach based on my alma mater. Specifically, the subject line was November 29th, USC versus UCLA. And then the first paragraph of the email started with picture this November 29th, USC versus UCLA and dropped into a story. It felt human. You can do that regardless of what tools you're using. That's number one. Number two is throughout the sequence. Try not to use the exact same email structure. So instead of personalization problem, solution, CTA, you might do the second one as a two sentence email. The third one might be a breakup email. You might have an email that is problem, social proof outcome, vary up the structure. Otherwise, it will feel repetitive and fatigue your prospect. And then lastly, number three is if you are a rep or an SDR, what have you instead of looking at AI as this tool that's just going to like deliver everything for you perfectly on the first go, think of it as if you are the SDR manager and you're training your SDR. You're going to have to spend time calibrating the right leads to pull the right email tone, all that stuff, but spend the time up front to do that knowing that it's not going to be perfect on day one. And that is the thing that you are going to use for the next two, three, four, five, six, seven, eight, ten months to book way more meetings than you could do on your own. Already, Nick, what's one thing people can do? Actually, I have three things, depending upon sort of what type of org you're working at. So if you're a rep at an org that doesn't really have any of this fancy AI stuff, I recommend that you go run the metaphor play that we talked about in this episode where you can find a piece of personal personalization and then go to any LLM and get it to create a metaphor that segues from the personal personalization to the business problem that you solve. However, if you're a rep that is empowered with some of the AI and tech that we've been talking about on this episode, my assumption is at least one of the plays we talked about is new for you or new for your org. So go back and pick one play and go execute on that. And if you're a sales leader listed with this episode, one of the best pieces of advice that I think Prabhav shared with me was, if you're feeling like you might be behind or your org might be behind from an AI for sales adoption, pick one person on your team and go task that person with going and experimenting because that is how you're going to start to get some of this best practice stuff into your org. You don't need to do a massive $500,000 tech rollout in order at least take your first baby step in moving towards this stuff. And what's one thing people can steal? We talked a lot about like email best practices and it reminded me a lot of what we talked about when we did our cold email course with Jason Bay where Jason Bay breaks down like step by step everything from subject lines to personalization to deliver ability to your CTAs and he talks about how you can use AI to make all of those things faster, better, easier. We've got a link to that course we did with Jason Bay in today's show notes and maybe even a coupon code if you want to check it out. Thanks for listening folks. We'll see you next week on the show. So if you liked what we were talking about on this episode, be partnered with the team over in 11x to put together a three part outbound system that includes the signals, the email messages and the sequence that you can use. There is a link to go get it for free in today's show notes. Thanks for listening. We'll see you next week on the show.