How I Run My Account Workflow

Last week, I joined a call with a founder who couldn’t explain why his pipeline was empty. The product was finished, polished, and ready to sell. He even hired an expensive sales rep to “start bringing clients in.” But the foundation was missing: no leads, no flow, no plan for consistent outreach. It’s a pattern I see way too often. Founders who want leads yesterday, but have no idea how to start building them today. And the fastest way to create it is still LinkedIn. Build your target audience using Sales Navigator. Draft messages. Then reach out manually, or automate the process for roughly $35 a month. If you want to add a second channel, choose email outreach. (Just never send it from your main domain, you’ll ruin your sender reputation fast). Buy a secondary domain, warm it up gradually, and start with 3–5 emails per day. Tools like Lemlist (€99/month) make this simple and safe. The third channel, content and personal brand, takes longer, but it’s the most powerful. And when your inbound starts catching up with your outbound, that’s when things truly scale. What’s your favourite channel for lead generation right now?

Everyone obsesses over getting the discovery call Businesses invest thousands in cold outreach, content creation, traffic generation, and fancy AI tools to fill their calendars. 𝐁𝐮𝐭 𝐡𝐞𝐫𝐞'𝐬 𝐰𝐡𝐚𝐭 𝐧𝐨𝐛𝐨𝐝𝐲 𝐚𝐬𝐤𝐬: Are you investing just as much into what happens AFTER the meeting is booked? What about your sales team and AEs? Are you giving them the systems and skills to actually close those meetings? Or are you just hoping they'll "figure it out"? 𝐈 𝐬𝐞𝐞 𝐢𝐭 𝐨𝐟𝐭𝐞𝐧: calendars might even be packed with meetings, BUT pipelines sitting empty, and sales teams drowning in misaligned responsibilities. The problem isn't just getting prospects interested. It's keeping them engaged after that first conversation ends. So I mapped out what actually needs to happen 𝐛𝐞𝐭𝐰𝐞𝐞𝐧 "𝐦𝐞𝐞𝐭𝐢𝐧𝐠 𝐛𝐨𝐨𝐤𝐞𝐝" and "𝐜𝐥𝐨𝐬𝐞𝐝 𝐰𝐨𝐧." 📍Pre-Call Flow: Before the discovery call even starts, your prospect should be receiving: ✅ Pre-framed emails (call agenda, what we do, case studies) ✅ Research on their company (enrichment data, pain points) ✅ Preparation materials that make them want to show up prepared 📍Discovery Call: This isn't just a chat. It's a structured conversation with clear next steps. Immediately After the Call (within 2 hours): ✅ AI summary sent to the prospect ✅ Follow-up email confirming what was discussed ✅ Next steps clearly outlined 📍Then: ✅ Set up next call (don't let momentum die) ✅ Send proposal with relevant case studies ✅ Keep them warm with nurturing content 📍 Either they close (won!) or they need more time. If they need more time, they don't disappear. They enter a nurturing sequence: ✅ Follow-up sequences ✅ Social selling touches ✅ Value-driven content ✅ Eventually, a 3rd meeting if needed 𝐇𝐞𝐫𝐞'𝐬 𝐰𝐡𝐚𝐭 𝐦𝐨𝐬𝐭 𝐩𝐞𝐨𝐩𝐥𝐞 𝐦𝐢𝐬𝐬: this isn't a linear path. It's a cycle. Marketing generates interest → SDRs book the meeting → AEs run discovery and close → Marketing nurtures the maybes back into the pipeline. Your calendar being full means nothing if prospects disappear after the first call. The real ROI isn't in booking more meetings. It's in having a bulletproof system for what happens between "great conversation" and "deal closed." Anything missing. Drop it in the comment👇

The Lead Funnel Isn't a Conveyor Belt—It's a Conversation. I've been thinking a lot about the Sales-Marketing dynamic recently, driven by several key discussions in the last few weeks. The traditional handoff model is breaking. Sales teams can no longer afford to be passive recipients of Marketing-Qualified Leads or rely on old trusted methods of sales outreach. We need them to be proactive conversationalists—which means leaning heavily into social selling. But I'm thinking that this shift also needs marketing to step up in a different way: We need to be the Content Engine, not just the Lead Engine. Providing the insights, data, and assets Sales need to be experts on their feeds. We also need to be the Brand Coaches. Training Sales on how to authentically build their personal brands so they become trusted sources, not just corporate mouthpieces that blindly repost the company posts. When Sales takes ownership of the need to develop their digital presence and Marketing supports them to do that then I think we have a real winning combination.. It's not about one department driving leads; it's about both departments fueling influence and conversation. So how do we do this? What programs are you using to empower your sales team as social sellers? I'd love to hear your insights! #socialselling #leadgen #precisionproco #contentmarketing

I once came across an idea that sales is like holding up a mirror. The more I thought about it, the more I realized - that’s exactly how great LinkedIn lead generation works too. Not about pushing. Not about proving. But about reflecting the buyer back to themselves. Here’s how we build that into our 3-pillar LinkedIn growth engine at LeadsTheWay: 𝟭. 𝗣𝗼𝘀𝗶𝘁𝗶𝗼𝗻𝗶𝗻𝗴 - 𝗧𝗵𝗲 𝗠𝗶𝗿𝗿𝗼𝗿 𝗜𝘁𝘀𝗲𝗹𝗳 Your profile should act like a reflection. When your ICP lands there, they should instantly see themselves in your positioning, story, and authority. 𝟮. 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 - 𝗧𝗵𝗲 𝗥𝗲𝗳𝗹𝗲𝗰𝘁𝗶𝗼𝗻 𝗶𝗻 𝗠𝗼𝘁𝗶𝗼𝗻 Every post should surface a thought or tension the reader already knows deep down.  The best content doesn’t “tell” - it helps your audience articulate their own challenges and realizations. 𝟯. 𝗢𝘂𝘁𝗿𝗲𝗮𝗰𝗵 - 𝗧𝗵𝗲 𝗜𝗻𝘃𝗶𝘁𝗮𝘁𝗶𝗼𝗻 Conversations aren’t about pitching. They’re about reframing perspectives and inviting prospects to step into a new context.  The right ones will lean in naturally. 𝗧𝗵𝗲 𝗽𝗮𝗿𝗮𝗱𝗼𝘅: The less you sell, the more the right buyers sell themselves. That’s what we mean at LeadsTheWay when we say we don’t just build funnels or scripts. We build mirrors.

❌Forget cold outreach. ❌Forget chasing leads. ❌Forget being stuck in the “hustle” cycle. Instead, let high-paying clients come to YOU. 💸 For years, I thought landing premium clients meant: 1️⃣ Sending endless cold DMs 2️⃣ Applying to job boards with zero response 3️⃣ Convincing people who didn’t even know I existed Then, I flipped the script. 🔄 ❌ I stopped pitching. ✅ I started POSITIONING. When you position yourself as the go-to expert, clients approach YOU—pre-sold, eager, and ready to pay. 🙌 Here’s the key: ❌Clients don’t buy services. ✅They buy solutions. So instead of posting generic advice, I started creating content that: 1️⃣ Pinpointed their biggest struggles (“Struggling to convert content into sales? Here’s why.”) 2️⃣ Delivered instant wins (“This post format landed my client $10K in 7 days.”) 3️⃣ Revealed what they were missing (without giving away everything for free) Example Post That Got Me a Client: “Your content gets likes but no sales? Try the ‘Invisible Funnel’ technique that turns followers into high-paying clients.” ⤷Why it worked? It called out a pain point, teased a proven solution, and sparked curiosity—leading to DMs from potential clients. 📨 Position yourself as the expert, and clients will come to YOU. 💥 #marketing #socialmediamarketing #digitalmarketing

𝗖𝗿𝗮𝗳𝘁𝗶𝗻𝗴 𝗣𝗿𝗲𝗰𝗶𝘀𝗶𝗼𝗻 𝗠𝗲𝘀𝘀𝗮𝗴𝗶𝗻𝗴: 𝗧𝗵𝗲 𝗦𝗲𝗰𝗿𝗲𝘁 𝘁𝗼 𝗡𝘂𝗿𝘁𝘂𝗿𝗶𝗻𝗴 𝗟𝗲𝗮𝗱𝘀 𝗧𝗵𝗮𝘁 𝗖𝗼𝗻𝘃𝗲𝗿𝘁 Most B2B prospecting campaigns fail — not because the product is weak, but because the message is too broad. When you try to speak to everyone, you end up resonating with no one. Precision messaging starts with ko clarity: Who exactly do you serve? What urgent problem do you solve for them? What is the measurable transformation you deliver? When you have this nailed down, your message becomes a magnet. Your ideal clients read it and think, “This is for me.” The nurture process isn’t about blasting reminders. It’s about building trust in stages: 1. 𝗔𝘁𝘁𝗿𝗮𝗰𝘁: Publish content that speaks directly to your market’s pain points. Show that you get it. 2. 𝗘𝗱𝘂𝗰𝗮𝘁𝗲: Share micro-insights, tips, and case studies that give quick wins. 3. 𝗘𝗻𝗴𝗮𝗴𝗲: Comment thoughtfully, DM with context, and ask questions that start real conversations. 4. 𝗜𝗻𝘃𝗶𝘁𝗲: Transition naturally to a discovery call or demo once trust is built. This approach shifts you from chasing prospects to guiding them. When done right, nurture campaigns shorten sales cycles and boost conversion rates — because by the time you make an offer, your prospect already trusts you. In 2025, precision > volume. The brands that win are the ones that deliver the right message to the right people at the right time. 💬 What’s your favorite way to nurture leads without sounding “salesy”? Drop it in the comments — let’s trade ideas and level up our pipelines together. #B2BMarketing #LinkedInStrategy #LeadGeneration #SocialSelling #B2BProspecting #ContentMarketing #DemandGeneration #MarketingTips #BusinessGrowth #SalesStrategy

Not all user signals carry the same weight. George from Restartt - LinkedIn Growth Agency breaks down the 4 types of signals that matter for B2B lead qualification: → Website signals: A pricing page visit tells a different story than a terms page view. Context matters, but intent levels vary significantly. → External signals: Your champion just moved to a new company? That's a warm door waiting to be opened. → Internal signals: When a user from a paid account hits their credit limit, that's a clear expansion opportunity. → Engagement signals: Interactions with your content (like LinkedIn posts) reveal genuine interest. Key takeaway: Signal intelligence is all about understanding which actions indicate real buying intent and which are just noise. What signals does your team track? #B2BMarketing #LeadQualification #SaaSMarketing #MarketingStrategy #TeamGPT

Cold emails vs. LinkedIn DMs – which one actually works for B2B SaaS outreach? 🤔 Most people get it wrong by: ❌ Blasting 100+ generic “Hi {first name}” emails a day ❌ Copy-pasting the same pitch on LinkedIn ❌ Rushing into a sales pitch on Day 1 Here’s what actually works 👇 ✅ Signal-based outreach – Connect when they post about product updates, get promoted, or announce funding ✅ Profile = Proof – If they check you back, your profile should show real results ✅ Context over generic – Reference something specific, not “Let’s connect” ✅ Strategic follow-up – Wait for signals like profile views, post engagement, or company news 💡 The winning formula? Start on LinkedIn to build trust + capture intent signals → Move to email when the timing’s right. Cold email = scale LinkedIn = trust + timing

My first lead generation strategy was sending 100 cold messages. The result? ❌ Most ignored me ❌ Some said “too expensive” ❌ A few never replied at all I thought lead generation was about chasing clients. I was wrong. Here’s what actually worked: ✨ Sharing valuable content so clients came to me ✨ Showcasing results so they knew I could deliver ✨ Starting conversations instead of pitching immediately Now, instead of begging for projects, I build relationships that lead to opportunities. ❓What do you think works best for generating leads outreach or content creation?

𝗪𝗵𝗲𝗻 𝗗𝗶𝗿𝗲𝗰𝘁 𝗛𝗤𝗟𝘀 𝗦𝘁𝗼𝗽 𝗖𝗼𝗻𝘃𝗲𝗿𝘁𝗶𝗻𝗴, 𝗪𝗵𝗮𝘁 𝗪𝗲 𝗟𝗲𝗮𝗿𝗻𝗲𝗱 𝘁𝗵𝗲 𝗛𝗮𝗿𝗱 𝗪𝗮𝘆 A few months back, we noticed something interesting. Some of our clients were generating direct HQLs, callbacks, or appointment leads, but the results just weren’t matching the expectations. The conversion rates were inconsistent, follow-ups felt cold, and the leads often didn’t seem ready to talk yet. At first, it looked like a delivery issue. But when we took a deeper dive, we realised the real problem was strategic, not operational. 👉 There was no proper top-of-funnel management. 👉 Some clients were skipping straight to expecting 𝑺𝑸𝑳𝒔 𝒐𝒓 𝒅𝒆𝒎𝒐-𝒓𝒆𝒂𝒅𝒚 𝒑𝒓𝒐𝒔𝒑𝒆𝒄𝒕𝒔, without the middle layer that actually builds 𝘢𝘸𝘢𝘳𝘦𝘯𝘦𝘴𝘴 𝘢𝘯𝘥 𝘪𝘯𝘵𝘦𝘯𝘵. In simple terms, they were trying to close the deal before the prospect even knew why they needed the solution. That’s when we at TaRaj Global decided to reframe the approach. We started focusing on 𝑴𝑸𝑳𝒔: 𝑴𝒂𝒓𝒌𝒆𝒕𝒊𝒏𝒈 𝑸𝒖𝒂𝒍𝒊𝒇𝒊𝒆𝒅 𝑳𝒆𝒂𝒅𝒔. Instead of rushing the process, we began educating the audience about the product, what problem it solves, how it fits into their workflow, and what ROI it brings. 𝑾𝒆 𝒔𝒕𝒂𝒓𝒕𝒆𝒅 𝒕𝒂𝒈𝒈𝒊𝒏𝒈 𝒆𝒗𝒆𝒓𝒚 𝒍𝒆𝒂𝒅 𝒃𝒂𝒔𝒆𝒅 𝒐𝒏 𝒊𝒏𝒕𝒆𝒏𝒕 𝒔𝒊𝒈𝒏𝒂𝒍𝒔, 𝒃𝒆𝒉𝒂𝒗𝒊𝒐𝒓𝒂𝒍 𝒆𝒏𝒈𝒂𝒈𝒆𝒎𝒆𝒏𝒕, 𝒂𝒏𝒅 𝒊𝒏𝒕𝒆𝒓𝒆𝒔𝒕 𝒔𝒄𝒐𝒓𝒆. Then we nurtured them through personalised touchpoints — a mix of content, follow-ups, and context. 𝗔𝗻𝗱 𝘁𝗵𝗲 𝗿𝗲𝘀𝘂𝗹𝘁𝘀? 🗓️ The leads started responding better. 🗓️ Appointments became more meaningful. 🤝 Clients began understanding the importance of the full funnel journey. It wasn’t just about leads anymore; it was about building buying readiness. Sometimes in B2B, it’s not that leads aren’t working, it’s that we’re asking too much, too soon. When you build the funnel right, awareness, education, qualification, and then conversion, you don’t just generate leads, you generate trust. That’s what we focus on every day at TaRaj Global, turning curiosity into conversations and conversations into conversions. #MarketingStrategy #SalesFunnel #LeadNurturing #CustomerJourney #IntentBasedMarketing #FullFunnelMarketing #PipelineGrowth #B2BMarketing #LeadGeneration #DemandGeneration #MarketingQualifiedLeads #SalesQualifiedLeads #AppointmentSetting #B2BSales