Jen Abel: preference

Transcript context

…I'm going to take a quick tangent on tools. What's the state of the art on go-to-market outbound tooling? I don't use a tool because I believe in the manual and I'll explain why. Every single note I send is slightly different because I see a picture of them and I'm like, "Oh, I don't know if that's going to land. " Or I'm like, "Oh, they actually might appreciate this. It's weird." Visual cues are so helpful. A picture is a visual cue, looking at how long they've been in the role, looking how long they've been at the company. I use all of these little things and I seldom customize a note in a way that people expect which is that first customized sentence because AI does that, and everyone's doing that. So I go the opposite extreme, which is like remove it and I customize it with how I frame it or the subject line. So it's like if I'm talking to someone like a peer, I might say quick question like QQ. If I'm talking to someone that has a bit more experience, I might write a little bit of a tighter note, not all lowercase. So it just depends on who you're speaking to. And again, this is why it's okay to spend a little bit of time on this because it's a hundred thousand dollars. It's actually a million dollars at the end of the day because a $100,000 deal if you play your cards right turns into a million dollar deal over three to five years. I love how much you enjoy this. It's so fun to, so essentially what are you doing? You're sitting on LinkedIn finding folks to ping and then you cold email them one individually, manually.…

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