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That ABM consultant in Chicago told me to cut our list to 50 accounts, I thought he was crazy
Back in March we were casting a huge net on LinkedIn and getting maybe 2 replies a week. This consultant, Dave from some agency, said we should pick 50 companies from our CRM and build custom landing pages for each one, even the small ones. I fought him on it for a month, but we finally tried it and our demo rate went from 1.8% to 6.4% in about 6 weeks. Has anyone else had success with hyper-targeting instead of broad campaigns, or is this just a fluke for our niche?
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gray_roberts2mo ago
I read a piece a while back about how B2B buyers are basically drowning in generic outreach, so when someone actually shows they know your company's pain points it cuts through the noise instantly. The math makes sense too, if you're sending 500 messages and getting 2 replies, you're basically wasting 498 hours of your time anyway. Sounds like Dave knew what he was doing, and 6.4% is a solid jump, not a fluke, because that kind of lift usually means the message finally matched the market.
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