Tips For Nurturing High-Value Leads

Sending “Congrats on the new role!” to a past champion is the sales equivalent of liking your ex's vacation post and thinking you’re dating again. Most sales teams have zero systems for past champions. They rely on reps to remember names, scroll LinkedIn, and maybe send a “Congrats on the new role!” DM. Meanwhile, elite teams treat past champions like a high-value pipeline source...because they are. Here’s how to turn past champions into a repeatable, high-converting channel: 1. Assign ownership & score champions Not every past champion is worth your team’s time. - AEs: Focus on decision-makers at target accounts - SDRs: Mid-market & expansion accounts - Marketing: Long-tail nurture for non-core accounts Scoring system: - High priority: Decision-makers (Director+) in ICP accounts - Mid priority: Senior influencers who could champion you again - Low priority: End users...nurture, but don’t prioritize for outbound 2. Enforce fast outreach (SLAs matter) Most reps wait weeks before re-engaging past champions. By then, competitors are already in. - Day 1: Personalized email referencing past partnership - Day 2: LinkedIn connection request - Day 3: Voicemail - remind them why they worked with you before - Day 5: Direct mail (if high-value) No lazy outreach. Instead of “Congrats on the new role!”, say: "When we worked together at [past company], you told me [insight]. Is this still a priority at [new company]?" We build all of this in UserGems 💎's Gem-E so it’s automated. It can actually pull in additional context like any previous closed lost notes at their new company, like: "By the way, Jane Smith from your new Marketing team checked us out last year; you might want to ask her for some thoughts?" 3. Multithread immediately Your past champion alone won’t close the deal. They need internal buy-in. - Ask: “Who else needs to be involved?” - Find new influencers via LinkedIn Sales Nav - Secure an internal referral before competitors show up Gem-E can also surface, prioritize, and even craft emails to these buying group members on your behalf. 4. Make it a pipeline KPI Past champions should drive 15-20% of your pipeline...but only if it’s treated like an actual motion. - Track it in CRM -> How many past champion-sourced opps? - Enforce SLAs -> Follow-ups within 48 hours - Leaderboard & spiff -> Gamify re-engagement If marketing is tracking MQLs and SDRs are tracking dials, why aren’t you tracking past champions? This isn’t a play. It’s a system.

How To Connect With Your Ideal Client (Without Pitching, Pushing, or Pestering) Everyone wants “in.” - Founders want investors - Advisers want high-value clients - Jobseekers wants career opportunities. But here’s the truth: The people you’re trying to reach are bombarded with noise. And most outreach fails because it’s rushed, generic, or self-serving. If you want to connect with high-value decision-makers, do this instead: Lead with value: 1. Don’t sell - serve. Share insights, spot inefficiencies, flag risks, connect dots. 2. Study before you speak Understand their goals, their business model, their blind spots. Take more time and tailor everything. 3. Make their world a little better Introduce a key contact. Send a useful article. No ask. 4. Play the long game Follow up with zero agenda. Stay on their radar. Trust builds slowly - then suddenly. Be the person who helps first Not the person who pitches first. The people you want to connect with? They rarely respond to “Here’s something I want to sell you.” But they almost always notice: “Here’s something that might help you.” That’s how relationships start. That’s how business gets done. Good luck.

In 2020, the 102k deal that got me into accelerator territory was an account I'd marked closed/lost in August. I used the same techniques I was teaching my reps, which was to nurture qualified closed/lost deals. Every 3-6 weeks, at random intervals, I'd send the prospect something of value. - Webinar invite - External articles - Report we'd released - Offer to make an introduction 📌 CRITICAL - To make this nurture technique work you MUST follow these 3 steps. 1. Whatever you share with the prospect actually has to be RELEVANT to them. DON'T send them a case study that is a thinly veiled product advert. DO send them content that is focused on the problem you solve, not your product. 2. Don't overwhelm them. It's not valuable if you're asking them to do a bunch of work to get the value. DON'T send a 32 page report, even if it is relevant. DO send the report with a note along the lines of, "In June, you shared that X is a core priority. Scroll to page 17 in this report to see the summary of how ABC company approached X. Think you'll be excited about there results." 3. Never sell. Nurture campaigns work because you are giving while asking nothing in return. DON'T share a relevant, valuable resource and then ask for a call. DO give with an open palm. That is not the first time a nurture campaign turned into an unexpected deal for me and it surely wasn't the last. It's easy to forget how much decision-making is happening without sales reps being involved. All of these deals I've won via nurture are accounts that would be put into closed/lost re-engage sequences. I didn't wait to go through the motions. 📌 Take a look at your closed/lost pipe. How can you go above and beyond to provide value for those prospects without asking for anything in return?

Over the past year, The Lyndon Consulting Company had the privilege of partnering with several Fortune 500 companies, working on contracts and programs worth north of $12 million. These collaborations taught us valuable lessons on what drives success—and what doesn’t—when navigating high-value partnerships. Here are the core principles that guided us that we wanted to share going into 2025. 1. Be Human—Conversations Matter More Than You Think In an age dominated by automation and artificial intelligence, it’s easy to overlook the importance of human connection. While AI can certainly streamline processes, we’ve learned that genuine conversations are irreplaceable. We made it a priority to build relationships, ask questions, and engage deeply during the discovery phase of every deal. This wasn’t just about gathering information for a proposal—it was about understanding the nuances of our clients’ needs and creating a space for open, honest dialogue. Our approach focused on active listening and a commitment to understanding the human side of business—what keeps our clients up at night, what excites them, and what their ultimate goals are. Yes, technology can accelerate many things, but at the heart of every deal, there must be a real conversation. It’s the foundation of trust, collaboration, and long-term success. 2. Give Value Before Asking for the Deal One common mistake we’ve seen in business is the rush to “close the deal” before establishing a genuine connection. Too many companies focus on selling first, forgetting the essential principle of giving before asking. At Lyndon Consulting, we’ve always sought to provide value before asking for anything in return. Whether through guidance, insights, or simply offering advice, we believe that the act of sharing knowledge builds goodwill. While we don’t always win the business on the first go—sometimes the timing just isn’t right—we’ve seen the long-term benefits of this approach. By giving first, we create a foundation of trust. We’ve had clients who didn't choose us immediately, but when the time came, they came back. Others referred us to their peers or found new opportunities to collaborate with us. That’s the power of providing value upfront. It fosters relationships that last far longer than a single transaction. 3. Provide Clarity and Intentional Communication Miscommunication or lack of clarity can quickly derail any deal. We’ve learned that being clear and intentional in every interaction is key to success. Whether setting expectations or providing regular updates, transparency ensures all parties understand where things stand and what’s coming next. This clarity fosters alignment and helps avoid misunderstandings that can undermine trust. #learnings #thoughtleadership #communication #ai

Sales and marketing are no longer separate- they are merging fast. Yet, many sales professionals are stuck in outdated tactics, wondering why leads aren’t converting. I learned this the hard way too which is why this became my mission - to empower sales to learn marketing and marketing to understand sales. After nearly 20 years in sales, I had to pivot and rethink everything I knew about lead generation and closing deals. Now, I help businesses evolve how they attract, convert, and sell- not just to win more sales, but to stay relevant. Some clients achieved 26xROAS and beyond. Because in today’s world, if you’re still selling the old way, you’re not just losing deals- you’re becoming invisible (you know - leads MIA and not replying / responding). After training over 500 high-ticket sales pros and marketers, here’s what leaders and sales professionals must do to stay ahead, convert more, and grow 📈 their pipeline: 1. 𝐁𝐞 𝐚 𝐂𝐨𝐧𝐭𝐞𝐧𝐭 𝐂𝐫𝐞𝐚𝐭𝐨𝐫 Buyers research before they buy—be visible on LinkedIn, Twitter, and YouTube (yes, long form matters). 🪴 Post weekly insights, not just sales pitches. 2. 𝐓𝐡𝐨𝐮𝐠𝐡𝐭 𝐋𝐞𝐚𝐝𝐞𝐫𝐬𝐡𝐢𝐩 = 𝐅𝐚𝐬𝐭𝐞𝐫 𝐒𝐚𝐥𝐞𝐬 Your online presence should build trust before the first call. 🪴 Turn emails and sales conversations into LinkedIn posts or short videos. Lesson learned: I didn’t build this early enough, and I had to justify my value later. When done right, sales comes to you. 3. 𝐁𝐮𝐢𝐥𝐝 𝐃𝐞𝐦𝐚𝐧𝐝, 𝐃𝐨𝐧’𝐭 𝐉𝐮𝐬𝐭 𝐂𝐡𝐚𝐬𝐞 𝐋𝐞𝐚𝐝𝐬 Think like a marketer instead of just hard-selling. Attract, don’t chase—but value-led follow-ups with warm leads still matter. 🪴 Create demand with insights, not desperation. 4. 𝐓𝐞𝐚𝐜𝐡 𝐁𝐞𝐟𝐨𝐫𝐞 𝐘𝐨𝐮 𝐒𝐞𝐥𝐥 The best closers educate first. 🪴 Offer free assessments, webinars, or case studies to build trust. 5. 𝐒𝐦𝐚𝐫𝐭 𝐅𝐨𝐥𝐥𝐨𝐰-𝐔𝐩𝐬 > 𝐆𝐞𝐧𝐞𝐫𝐢𝐜 𝐌𝐞𝐬𝐬𝐚𝐠𝐞𝐬 “Just checking in” doesn’t work. Follow up with values and to serve 🪴 Track lead interactions and personalize outreach. 6. 𝐂𝐡𝐚𝐥𝐥𝐞𝐧𝐠𝐞 𝐁𝐮𝐲𝐞𝐫 𝐀𝐬𝐬𝐮𝐦𝐩𝐭𝐢𝐨𝐧𝐬 Many don’t even realize they have a problem. Don't be a servant, lead them 🪴 Ask: "What happens if you don’t solve this in six months?" Stop being customer service—start being a consultant. 7. 𝐀𝐥𝐢𝐠𝐧 𝐒𝐚𝐥𝐞𝐬 & 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠 Marketing fuels sales. Content isn’t just traffic; it’s data on what resonates with your audience. 🪴 Share case studies and insights weekly with prospects. 8. 𝐔𝐬𝐞 𝐄𝐧𝐠𝐚𝐠𝐞𝐦𝐞𝐧𝐭-𝐁𝐚𝐬𝐞𝐝 𝐅𝐨𝐥𝐥𝐨𝐰-𝐔𝐩𝐬 Monitor the Social Media Platform you're using to connect with ideal clients (i.e, LinkedIn, Threads, FB/IG, TT) for warm leads. 🪴 Spend at least 15 minutes daily engaging with potential buyers (you can’t outsource real relationships, you can scale but not outsource fully). ☕ Which of these are you already using? #highticketsales #modernsales #modernmarketing #conversionstrategies #hrdcaccreditedmodernsalesandmarketing

Here’s a little-known insight: automation can be just as personalized as human interaction when done right. Effective lead nurturing workflows leverage detailed audience insights to deliver targeted, impactful content. It's not about overwhelming leads with emails, it’s about understanding their needs and offering value at the right time. Here’s my approach: 1/ Every lead is different. I segment them based on behavior, interests, and buying stage to ensure tailored communication. 2/ I pinpoint key interaction touchpoints, whether that’s through educational emails, personalized offers, or timely check-ins. 3/ Even automated messages are thoughtfully crafted to address the specific concerns and interests of each audience segment. 4/ I set precise conditions for when each message is sent, ensuring it’s always relevant and timely. 5/ I continuously track the performance of each interaction, refining strategies to boost engagement and conversions. A well-structured automated workflow not only keeps leads engaged but also nurtures them into genuine prospects ready for meaningful interactions. What’s your approach to using automation in lead nurturing? Have you faced any challenges along the way? Let’s exchange insights. #automation #engagement #lead

You paid for the booth, wore the polo, and smiled for 3 days straight. And then you got home, opened 400 emails, and followed up 10 days later with "Great meeting you at [show]!" They had no idea who you were. The show isn't where you lose the ROI. The week after is. Here's what actually works: 1. Your follow-up starts before you arrive 👉 The directory is published weeks in advance. Your competitors aren't reading it. 2. Not every lead deserves the same follow-up 👉 Someone who spent 20 minutes with you is not the same as someone who grabbed a pen and walked on. 3. Tag leads hot / warm / cold before you leave the floor 👉 Hot lead: personal note, specific callback, clear next step. Warm lead: relevant resource, light ask, nurture sequence. 4. Include a photo of your booth in your follow-up email 👉 Faces blur after a full day on the floor. A photo jogs the memory before they read a word. 5. Record a 30-second testimonial on the floor 👉 Almost nobody does this. It's the most powerful content you'll make all year. 6. Make it about them, not about you 👉 Nobody asked how long you've been in business. They want to know if you can solve their problem. 7. Send a 60-second video instead of an email 👉 No script. No editing. The most memorable follow-up they'll get from anyone at the show. 8. Always end with a clear next step 👉 "Let me know if you have questions" is not a next step. It's a wish. 9. Follow up more than once, no reply isn't no 👉 Most buyers are busy, not disinterested. 3–5 touches over 3 weeks. 10. Connect on LinkedIn while you're still at the show 👉 One connection from the floor beats 10 cold emails sent a week later. 11. Post a "what we heard" within 48 hours 👉 Not about your product. About their problems. These posts travel. 12. The best content from a show isn't about your booth 👉 One sharp observation from 3 days on the floor will outperform any product post you write all year. The booth opens the door. What you do next determines if it was worth it. What's your favorite way to follow up? 👇 _________ Ready for more leads? Sign up for my free weekly newsletter here → https://lnkd.in/eRXtjQ_C

Want to win high-net-worth clients? Stop leading with investments. Most advisors walk into a prospect meeting and start with their portfolio strategy, risk management, or performance metrics. That’s a mistake. Clients, especially affluent ones, want the non-investment areas of their life handled first. ✔ Do I have the right amount and types of insurance? ✔ What happens if I die suddenly? ✔ Will my kids be okay? ✔ How do I protect my assets from lawsuits or taxes? ✔ Is there a plan if my spouse gets sick tomorrow? These are personal concerns. Emotional ones. When you solve those problems, you earn real trust. And once you have their trust, turning over the investment portfolio isn’t a big leap. It’s the natural next step. I built a 7-figure firm by doing things differently. I didn’t walk in the door as a portfolio manager. I walked in as a life architect. I positioned everything around their values, their family, and their fears. Not the market. Not performance. That’s what separates trusted advisors from transactional ones. So ask yourself today. Are you trying to impress clients with performance? Or are you connecting with what actually matters to them? Focus on the real priorities. The rest will follow. — Erin Botsford, The Advisor Authority™

One week into January, and the results are rolling in. Since January 1st, I’ve had: 20 inbound inquiries – people who DM-ed me OR booked a call immediately. 17 warm conversations – with people who engaged with my content, viewed my profile, or connected with me. 10 cold(er) conversations - tried something new; I DM-ed people I’ve never spoken to before! And so far... 12 calls booked! (with 4 more on the calendar for next week). The best part? These leads are QUALIFIED. They already know me, they trust me, and they’ve been absorbing the value I provide through my content. By the time they reach out, we’ve skipped the part where I have to prove myself. Instead, we focus on THEIR problems and how I can help solve them. Here’s how you can do the same: 1. Optimise your profile to attract the right people (duh!) ↳ Your profile should reflect who you help, how you help, and what makes you unique. When your profile speaks directly to your target audience, it becomes a magnet for the leads who are ready to speak to you. 2. Create valuable content consistently (duh x2!) ↳ Content is king. But more importantly, content that is tailored to solve your audience’s problems positions you as an expert. This helps build trust and credibility over time. 3. Engage and nurture your network. (do I even need to say this?) ↳ Engage with your audience, be active in your feed. This builds familiarity, keeps you top of mind, and strengthens the relationship before they reach out to you. 4. Utilise polls, free resources, and CTAs. ↳ Polls are super underrated, they’re a great way to spark conversations and get people involved with your content + gives you a sneak peek into what your audience is thinking. ↳ Offering free resources gives people a taste of the value you provide, so when they’re ready, they come to you. ↳ ALWAYS Make sure your CTAs guide them to the next logical step (whether that’s a call, a freebie, or even just an ongoing conversation). 5. Personalise your outreach. ↳ Don’t just send a generic pitch. Refer to their interests or recent activity to create a conversation that feels human and relevant. 6. Lead with value. ↳ When you focus on providing value rather than selling, people start coming to you. The more you give, the more you receive in return. You don’t have to chase people. When done right, your LinkedIn profile works as an organic lead generation machine, attracting qualified leads who are ready to speak with you. P.S. Sharing valuable content is key to building an inbound pipeline. 𝗖𝗼𝗺𝗺𝗲𝗻𝘁 𝗦𝗬𝗦𝗧𝗘𝗠 on this post, and I’ll share my 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 𝗠𝘂𝗹𝘁𝗶𝗽𝗹𝗶𝗰𝗮𝘁𝗶𝗼𝗻 𝗦𝘆𝘀𝘁𝗲𝗺 to stay consistent and never run out of ideas! 👩🏼💻 𝘋𝘔 𝘮𝘦 “𝗪𝗔𝗜𝗧𝗟𝗜𝗦𝗧” 𝘪𝘧 𝘺𝘰𝘶 𝘸𝘢𝘯𝘵 1:1 𝘴𝘶𝘱𝘱𝘰𝘳𝘵 𝘵𝘰 𝘵𝘢𝘬𝘦 𝘺𝘰𝘶𝘳 𝘓𝘪𝘯𝘬𝘦𝘥𝘐𝘯 𝘵𝘰 𝘵𝘩𝘦 𝘯𝘦𝘹𝘵 𝘭𝘦𝘷𝘦𝘭. ♻️ 𝘐𝘧 𝘵𝘩𝘪𝘴 𝘳𝘦𝘴𝘰𝘯𝘢𝘵𝘦𝘥, 𝘧𝘰𝘭𝘭𝘰𝘸 𝘮𝘦, Mariam Gogidze, 𝘧𝘰𝘳 𝘮𝘰𝘳𝘦 𝘤𝘰𝘯𝘵𝘦𝘯𝘵 𝘭𝘪𝘬𝘦 𝘵𝘩𝘪𝘴.

Ever felt like landing high-ticket clients is as rare as spotting a unicorn? You’re not alone. But the truth is, with the right outbound lead generation strategy, it’s absolutely possible. Let’s break it down step by step using Sales Navigator. Step 1: Identify Start by defining your ideal high-ticket client. What industry are they in? What challenges do they face? What buying patterns do they follow? The more specific you get, the better. Use Sales Navigator’s advanced search filters to pinpoint the right prospects. Step 2: Connect Once you have your list, don’t just send a generic request. Personalized InMails can make all the difference. Show them you’ve done your homework, understand their needs, and have a solution that makes sense for them. Step 3: Provide Value Before you even think about selling, offer something valuable. Share insights, industry trends, or helpful resources that address their pain points. This builds credibility and opens the door for meaningful conversations. Step 4: Follow-up People get busy. Just because they didn’t respond right away doesn’t mean they’re not interested. Consistent follow-ups keep you on their radar and move the conversation forward. Step 5: Close By this stage, trust is built, and value has been demonstrated. Now, it’s about making the decision easy. Be clear, address objections, and ensure the transition is seamless. High-ticket clients aren’t won overnight. It’s a process, not a one-time pitch. But with Sales Navigator and a strategic outbound approach, you’ll be well on your way to closing bigger deals.