
In this episode, our host Will Martin sits down with John Karsant, the founder and CEO of LevelUp Leads, about all things outbound sales.
They discuss the challenges of outbound sales for SMBs, how important it is to define your ideal customer profile (ICP), and some common mistakes companies make in their outbound efforts.
They also talk about the tech stack and data tools used in outbound sales, as well as the importance of good copywriting and strategy in cold outreach.
John Karsant goes on about the effectiveness of different outbound channels, with a focus on cold calling and email. He emphasizes the importance of instant feedback and the ability to make adjustments quickly when using cold calling.
He goes on about the value of conferences and events in generating leads, shares his strategies on how to approach different industries and points out just how important it is to have case studies and a proven track record of success.
John discusses the importance of hiring skilled SDRs and providing them with better training and compensation. Finally, he mentions the need for constant improvement and adaptation in the outbound industry.
TAKEAWAYS:
- Outbound sales is tough for SMBs—common mistakes can derail efforts without a clear strategy.
- Figure out your Ideal Customer Profile (ICP) to target the right job titles and pain points effectively.
- Simplify your tech stack to avoid overlapping tools and focus on solving specific problems.
- Cold outreach needs to be sharp: keep it short, relevant, and focused on pain points.
- Sequence length matters—four touchpoints often hit the engagement sweet spot.
- Cold calling provides instant feedback and helps you refine your approach quickly.
- Conferences and events drive leads if leveraged strategically.
- Case studies build trust by showcasing proven results.
- Skilled SDRs are key—train and compensate them well if you want better outcomes.
- Continuous improvement is essential in the ever-changing outbound sales game.
TIMESTAMPS:
00:00 Introduction and Background
00:43 Common Mistakes in Outbound for SMBs
03:38 How to Nail Down Your ICP (Ideal Customer Profile)
05:16 List Building Process and Data Quality
06:50 Do you Need to Outsource Outbound to Make it Work?
11:55 Outbound Tech Stack and Tools
18:13 Do’s and Don’ts in Cold Email Copywriting
25:13 Email is Down, Cold Calling is Up
27:46 New Outbound Strategies: What’s Working
39:32 Client Success Story: TDK
42:10 Offers that Win with Outbound
46:22 Future of Outbound Marketing
49:37 Conclusion and Final Thoughts