Chad Burmeister, the CEO of XHumn.ai and BDR.ai, sat down with us last week to share the power sequencing templates and best practices that he uses to help bay area tech companies build a better sales pipeline. In the current economy, the land & expand sequencing is particularly powerful to help companies grow their install base more effectively. Some, but not all of the important topics covered in the webinar included:

Death of Third Party Cookies

By now, you will have heard that Third-party cookies are being phased out. What are third-party cookies? Third-party cookies are cookies that are set up by a website other than the owner of the website you are currently on. Not quite following?

Cookieyes gives this example: If a user plays an embedded YouTube video on a website, the YouTube server will set cookies on their device. These cookies track user preferences and suggest similar videos when they visit YouTube. So say a friend sends you a video called “Easy 5 minute vegan recipes”. Minutes, hours, or days later, you start to get ads for a CSA box. That’s one of the tools behind the “magical” recommendations that pop up!

Many companies are heavily reliant on third-party cookies. 41% of marketers believe their biggest challenge will their inability to track the right data. Companies will have to increase their budget to reach the same goals as they did in 2021. 

When Linkedin began, it started out as site for professionals to find jobs and connect with peers. In current times, not only are professionals on the site looking for opportunities, but companies are often using Linkedin as an avenue for outreach and building cross-organizational relationships.

Give, Give, Ask Strategy

Chad’s team tracked the top 50 clients who use LinkedIn at scale (25-100 connection requests a day). They saw a rise in an acceptance response from 29% to 42% using the Give, Give, Ask strategy. What is the Give, Give, Ask strategy?

Traditionally, most people will click on or search for a person that they are interested in speaking with on Linkedin and immediately make their ask. However, this is not necessarily effective, especially in this day and age when people are inundated by requests. The Give, Give, Ask strategy is as it sounds. When speaking with a person on Linkedin, give them something of business value to create trust, and the following week, give them another thing to create trust, and as many as you can offer, BEFORE you ask. A 13% rise in acceptance response can be the difference between hundreds of thousands of dollars in profit and connections or none.

Are you tracking your Linkedin data? 

Knowing how many people are in your network, how many people you have reached, and more about your audience is important in order to set goals and reach them. Most companies don’t have any idea how many connect requests they’ve made, their acceptance rate, or reply rate, however, technology can come in and help with this aspect. 

Valuable resources like ZoomInfo and Linkedin Navigator are available as a place for businesses to identify and reach their target audience. But what’s next? Relationships need to be nurtured and doing so takes valuable time and resources. Well, Chad has a solution for that! Watch the recording to find out more.