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Tag: Organic

FV 15: The Decline of Outbound, Founder-led Content & Social Growth | James Hanzimanolis

Posted on by Will Yuste

Will sits down with James Hanzimanolis, founder of Outbounder and Erudite, to discuss the shift from traditional outbound sales to founder-led content and inbound marketing.

James tells us about how he shut down his outbound agency, citing the challenges of modern outbound sales and the rising power of personalized messaging and strategic research. He points out the effectiveness of organic social media, podcasts, and partner marketing for building a pipeline while giving us some expert tips for getting ahead of  LinkedIn’s algorithm and maximizing engagement.

The conversation also compares LinkedIn and X as platforms, their strengths for different audiences and posting strategies. James emphasizes that consistency, authenticity, and patience are the secret weapons for success in today’s sales and marketing landscape.

Takeaways:

  • Outbound sales are declining, giving way to founder-led content and inbound strategies.
  • Modern outbound success relies on research, personalization, and strategy.
  • Organic social media, podcasts, and webinars are game-changers for pipeline generation.
  • On LinkedIn, the first 15–20 minutes of a post matter most—use strong hooks and post 18+ hours apart.
  • LinkedIn is becoming more pay-to-play, but it excels for enterprise and upper mid-market targeting.
  • X allows for faster, more frequent posting, making it ideal for startups and smaller businesses.
  • Tools like ZoomInfo boost outbound efficiency by providing valuable data and intent signals.
  • Social media success demands consistency, authenticity, and patience to build engagement and trust.‍

TIMESTAMPS:

‍00:00 Introduction and Background

‍03:58 The State of Outbound in 2024

‍08:33 How James got into Inbound (ft. Seth Godin)

‍15:00 Founder-Led Content and Inbound Marketing

‍21:36 Organic vs Paid Social and Pay-to-play in Social Media

‍26:00 How to Master LinkedIn Organic Growth and Inbound Sales

‍33:00 LinkedIn vs. X: Differences in Thought Leaders and Target Audience

‍44:17 How James uses ZoomInfo for ABM & Outbound Sales

‍54:33 The Importance of Organic Social Media Efforts

‍59:56 Consistency, Authenticity, and Patience in Building a Social Media Presence

FV 14: Inbound-led Outbound, Organic Social & Founder Brand | Adam Robinson @RB2B.com

Posted on by Will Yuste

Adam Robinson, founder and CEO of Retention.com, shares his experience with building a lean B2B company and using the power of organic social media to his advantage. He stresses the critical role of having a standout product that drives word of mouth growth while pushing back against the pressure to over-hire.

Adam also explains why outbound marketing struggles in today’s saturated market and how an inbound-led-outbound strategy can disrupt at VC scale, especially for high-ACV products. He put emphasis on founder branding as a key trust-building tool and explains how creating “unmeasurable” content can establish authority and amplify reach.

The discussion rounds out with thoughts on RB2B’s performance, its match rates, and features of its paid plan, teasing some interesting upcoming launches.

Takeaways:

  • Remarkable products fuel growth: A great product warrants word-of-mouth success and higher revenue per employee.
  • Stay lean: Avoid unnecessary hiring by focusing on efficiency and a small, effective team.
  • Organic social is a multiplier: Quality content paired with interest-based algorithms gives you exponential growth.
  • Outbound struggles in saturated markets: Inbound-led-outbound strategies offer scalability for high-value products.
  • Founder branding builds trust: Positioning the founder as an authoritative, relatable figure resonates with audiences.
  • RB2B insights: Its US traffic match rate is ~8%, with room for improvement using tools like reverse IP lookup.
  • RB2B paid plan perks: Features include visitor insights, ICP filtering, and integrations with tools like Slack and HubSpot.

TIMESTAMPS:

‍0:00 The story of how Adam got into video

‍24:11 How to get to $1-2M in ARR per employee

‍39:20 Why is organic social media so powerful right now

‍42:30 Diminishing response and deliverability rates in outbound

‍46:05 Inbound-led outbound as a GTM motion

‍49:25 Outbound (push) vs inbound/organic (pull)

‍50:50 Chris Walker’s playbook vs Adam’s

‍1:02:50 Is inbound-led outbound only for low-touch/PLG SaaS?

‍1:14:14 Resolving and accuracy/match rates: RB2B vs Clearbit vs 6Sense

‍1:19:10 What the RB2B paid plan gets you