Return-Path: Delivered-To: andrew@sterlingcal.com Received: from reseller401.webserversystems.com by reseller401.webserversystems.com with LMTP id oJSlB3W6LGd/nQAAchKAPA (envelope-from ) for ; Thu, 07 Nov 2024 07:02:45 -0600 Return-path: Envelope-to: andrew@sterlingcal.com Delivery-date: Thu, 07 Nov 2024 07:02:45 -0600 Received: from o14.ptr1576.mail.beehiiv.com ([159.183.141.183]:31098) by reseller401.webserversystems.com with esmtps (TLS1.2) tls TLS_ECDHE_RSA_WITH_AES_128_GCM_SHA256 (Exim 4.96.2) (envelope-from ) id 1t929r-000BmH-2q for andrew@sterlingcal.com; Thu, 07 Nov 2024 07:02:45 -0600 DKIM-Signature: v=1; a=rsa-sha256; c=relaxed/relaxed; d=mail.beehiiv.com; h=content-type:from:mime-version:subject:reply-to:list-unsubscribe: list-unsubscribe-post:to:cc:content-type:from:subject:to; s=s1; bh=/zPX42KFRh+QN7PVTI8K9BVpV5UXb4WXXCVQd/TedZY=; b=CbA4xid4dWqkM4QtD4Ld93wdhKgbCP0cl+ErgfDAkdGfEaAYJFTuVEl59bqIb6xkxbeH k7mB3SDpyu7Na9D7KIbKAVhj8/9A8/CzPnxIaC5Nr5vuZEDLbEoXzOfy24CbPl2KrDT2gF UIoc2te6J1pRnRAYZmVwVW1yHxOWupssZXFJ1/g92h439cyzn0tGcSb9T9IhRxDaWnDzNV 4N6x7LcR3x47uWfZNIBeI0A9puioRgEMns58spltK6JufnHJ0n9EwoX28q2JToUotnnETG EgDmY0x/sxUZBGwCE0BJ8NwMowCT+g/TGqDPWPywDwply2WZ8N7X36dMe6ghaxcA== Received: by recvd-dc446d8dd-fzlzz with SMTP id recvd-dc446d8dd-fzlzz-1-672CBA4B-110 2024-11-07 13:02:03.74772202 +0000 UTC m=+4820759.167137705 Received: from MzczMzExMjU (unknown) by geopod-ismtpd-22 (SG) with HTTP id e5oMPeBfQ3OrQmi8QUu2-g Thu, 07 Nov 2024 13:02:03.647 +0000 (UTC) Content-Type: multipart/alternative; boundary=bb42b4df9563c6fb5a0fb8a62416e21587bb0d4e63b2fe837545d535dbbc Date: Thu, 07 Nov 2024 13:02:31 +0000 (UTC) From: Ryan Allis Mime-Version: 1.0 Message-ID: Subject: How to Build Your ABM Leads List & Win in SaaS =?UTF-8?B?8J+TiA==?= Reply-To: Ryan Allis x-beehiiv-type: newsletter List-Unsubscribe: =?us-ascii?Q?=3Cmailto=3A8a46fb20-5b78-45e0-ae38-2525b17867ca+1d17dc26-c1df-44e?= =?us-ascii?Q?0-812a-883b6ad5b6bc+e6acc7d1-689d-44e0-?= =?us-ascii?Q?bd5c-b2cc6cb42a77=40unsub=2Ebeehiiv=2Ecom=3E=2C?= =?us-ascii?Q?_=3Chttps=3A=2F=2Fsaasrise=2Ebeehiiv=2Ecom=2Funsubscribe=2FeyJ0eXAiOiJKV1QiLCJh?= =?us-ascii?Q?bGciOiJIUzI1NiJ9=2EeyJzdWJzY3JpYmVyX2lkIj?= =?us-ascii?Q?oiMWQxN2RjMjYtYzFkZi00NGUwLTgxMmEtODgzY?= =?us-ascii?Q?jZhZDViNmJjIiwicG9zdF9pZCI6ImU2YWNjN2Qx?= =?us-ascii?Q?LTY4OWQtNDRlMC1iZDVjLWIyY2M2Y2I0MmE3NyI?= =?us-ascii?Q?sImxhc3RfcmVzb3VyY2VfZ3VpZCI6IlBvc3Q6ZT?= =?us-ascii?Q?ZhY2M3ZDEtNjg5ZC00NGUwLWJkNWMtYjJjYzZjY?= =?us-ascii?Q?jQyYTc3In0=2E8Ahhq0eaflchnknHlXWaM8Nu1o8X?= =?us-ascii?Q?4fkdk6X44UVUxd0=3E?= Feedback-ID: =?us-ascii?Q?e6acc7d1-689d-44e0-bd5c-b2cc6cb42a77=3Anewsletter=3A8a46fb20-5b78-?= =?us-ascii?Q?45e0-ae38-2525b17867ca=3Acfa52acda08d1fe?= List-Unsubscribe-Post: List-Unsubscribe=One-Click x-list-owner: x-list-id: 8a46fb20-5b78-45e0-ae38-2525b17867ca x-newsletter-id: https://saasrise.beehiiv.com/ sId: 8a46fb20-5b78-45e0-ae38-2525b17867ca x-beehiiv-ids: =?us-ascii?Q?{=22account=5Fname=22=3A=22https=3A=2F=2Fsaasrise=2Ebeehiiv=2Ecom=2F=22=2C=22campaign=5Fid=22=3A?= =?us-ascii?Q?=22e6acc7d1-689d-44e0-bd5c-b2cc6cb42a77=22=2C?= =?us-ascii?Q?=22category=22=3A=22newsletter=22=2C=22email=5Fgenerate?= =?us-ascii?Q?d=5Fat=22=3A1730984523=2C=22user=5Fid=22=3A=228a46fb20-5b?= =?us-ascii?Q?78-45e0-ae38-2525b17867ca=22}?= x-newsletter: https://saasrise.beehiiv.com/p/how-to-build-your-abm-leads-list-win-in-saas x-newsletter-signup: https://saasrise.beehiiv.com/subscribe X-SG-EID: =?us-ascii?Q?u001=2Esr+Zi4HchtZiAIrGLItAkqAJLamgo33aet=2FuqlkyaJPf=2Fx4cfuqMKIwYl?= =?us-ascii?Q?dAofkCR68C2a3749fFAiIGPJkwLFRIA52XVzNFW?= =?us-ascii?Q?UrG72fzG2B2ni4z0JowYeom=2FteDcwqUxx3VuET6?= =?us-ascii?Q?Ltu5ZnDco6uvKLOHHh0cLZlcf5Ic+U09s+qeE3W?= =?us-ascii?Q?oXb7788uo9fQFm6IMt4KFswUETcbEDy2bnaj90L?= =?us-ascii?Q?IzQ=2Flfy3fxDa1glqV1ous33zE2FAF48Dg5wbgCo?= =?us-ascii?Q?Jf8G?= X-SG-ID: =?us-ascii?Q?u001=2ESdBcvi+Evd=2FbQef8eZF3BpTL9BgbK5wfSJMJGMsmprAVgeiC8iaV7rEmQ?= =?us-ascii?Q?+cYi2k7ujXri1ZiRBtlgzOEzXDLki326=2Fhyp5DB?= =?us-ascii?Q?82rAPnr440QB6qJsF7uLhBkBXkhQOo4UzH2=2FteN?= =?us-ascii?Q?KByaKeImWXnPCk3tE7tKVVAJuP72NBdYbhLqvTN?= =?us-ascii?Q?s+AQDkTIYvNjxLLkVz2NoL2pbc8J2iYvQGytcs2?= =?us-ascii?Q?YYdcxJ8XEBKmJFEGOz6oIsv4ovaXlnlhp80uvoH?= =?us-ascii?Q?eMHcYG9Zzv+=2Fy4zc54r+n53GVQ=3D=3D?= To: "andrew@sterlingcal.com" X-Entity-ID: u001.sWV69YT6CipfOgvvxr5vQg== X-Spam-Status: No, score=-3.3 X-Spam-Score: -32 X-Spam-Bar: --- X-Spam-Flag: NO --bb42b4df9563c6fb5a0fb8a62416e21587bb0d4e63b2fe837545d535dbbc Content-Transfer-Encoding: quoted-printable Content-Type: text/plain; charset=utf-8 Mime-Version: 1.0 Hi Andrew, Hello from a boat off the coast of Madeira, Portugal. I=E2=80=99m working f= rom Starlink on a family cruise this week. In [this week=E2=80=99s video](https://www.loom.com/share/ae04f15b93a8442f9= 64a46585b2eb624?sid=3Df477ef28-d9bd-4e6c-a728-e7a295f3d7b9), I show you exa= ctly how to build a list of nearly everyone in your target market =E2=80=93= so you can show targeted ads and send high-value emails to your audience t= hat drive predictable and scalable SaaS revenue growth. If you=E2=80=99re a B2B CEO/Founder or Head of Sales or Marketing =E2=80=93= this email should be quite helpful=E2=80=A6 as it covers the exact process= we have used to help SaasRise members generate an additional 500 qualified= B2B leads per week (and it=E2=80=99s how we bootstrapped SaasRise from $0 = to $3M ARR in 12 months). The key is to build a comprehensive target market list (we call it an **ABM= Lead List**) using Apollo, Instantly, ListKit =E2=80=93 and about the 18 o= ther lead prospecting tools I list below =E2=80=93 then use those leads to = show matched audience ads and launch outbound market education sequences. T= he [full Loom video is here](https://www.loom.com/share/ae04f15b93a8442f964= a46585b2eb624?sid=3Df477ef28-d9bd-4e6c-a728-e7a295f3d7b9) and the in-depth = how-to article is below. This process works especially well for any B2B firm where the ACV is $1000+= (mid-market and enterprise). Below that price point, there=E2=80=99s often= not enough margin to cover the data and ad costs to execute this strategy. We make this type of specific growth and exit prep content available to our= SaasRise community. If you=E2=80=99re already in the [SaasRise](https://sa= asrise.com/) community, enjoy. If not, you can [apply to join us here](http= s://saasrise.com/) to join our private mastermind community of software CEO= s and Founders with $1M to $100M in annual revenues. We offer a two week fr= ee trial to all qualified applicants. Video - How to Build Your ABM Lead List =F0=9F=96=A5=EF=B8=8F (https://www.= loom.com/share/ae04f15b93a8442f964a46585b2eb624?sid=3Df477ef28-d9bd-4e6c-a7= 28-e7a295f3d7b9) Apply to Join SaasRise =F0=9F=94=A5 (https://www.saasrise.com) ## **This Week=E2=80=99s Video - How To Build Your ABM List **=F0=9F=8E=AF View image: (https://lh7-rt.googleusercontent.com/docsz/AD_4nXfrp4_a_QSX1DH= 6ivZiPV92TV6c8XxY__FwnynEvUm3X-QY9exM8OEPHlCyzK9TveRJ6qsUu0RyCf3L3G-jM0pkq5= sysrf6_-JzZjZTsdS85N2SItX13eXcZ6NZLYLMGGsvCbRaJ29NAmUio1HBArQ68CJe?key=3D79= u5IBXXYg71ZsyE7XMsrg) Follow image link: (https://www.loom.com/share/ae04f15b93a8442f964a46585b2e= b624?sid=3Df477ef28-d9bd-4e6c-a728-e7a295f3d7b9) Caption: This week=E2=80=99s free [Loom video on Creating Your ABM Lead Lis= t](https://www.loom.com/share/ae04f15b93a8442f964a46585b2eb624) You can start with this week=E2=80=99s Loom video=E2=80=A6 =E2=80=9C[Buildi= ng Your ABM Lead List](https://www.loom.com/share/ae04f15b93a8442f964a46585= b2eb624?sid=3Df477ef28-d9bd-4e6c-a728-e7a295f3d7b9)=E2=80=9D and/or read th= e below for step-by-step written guidance. You can also [see the ABM List B= uilding slides here](https://docs.google.com/presentation/d/1XKE2lJ2DQip9gJ= JA1p5_BVpfbCofB2easMkhwI5lvgk/edit#slide=3Did.g21bfa29ed9e_1_162). We love = to give away helpful content that can help you grow your company. If you like step-by-step helpful growth and exiting videos like this, [join= the SaasRise community](https://saasrise.com/) where you can get access to= all 26 of our growth and exit modules within the SaaS Growth System Course= (free for our members).=C2=A0 Here=E2=80=99s the full written out instructions that I wrote today=E2=80= =A6 ## **How We Built Our ABM Lead List =F0=9F=93=8B** Since Sep 2023, we=E2=80=99ve built a list of _nearly every SaaS CEO and Fo= under in the world_.=C2=A0 What we=E2=80=99ve discovered is that there are around 450,000 SaaS CEOs an= d Founders globally. We spent around $45,000 in data costs to build the lis= t =E2=80=93 using lead prospecting tools like [Apollo](https://apollo.partn= erlinks.io/kh651ul7c3pw), [Instantly](https://instantly.ai/?via=3Dsaasrise)= , [ListKit](http://listkit.io/?ref=3Dsaasrise), and many others. We then sh= owed ads to these CEOs/Founders using matched audience ads and did outbound= campaigns using [Instantly](https://instantly.ai/?via=3Dsaasrise).=C2=A0 View image: (https://lh7-rt.googleusercontent.com/docsz/AD_4nXcjnLg8v7_Uw_L= fBnmQ7GELib6GbLNNTl3wdGRDfpI31k15HM0YJP53qPC5nJa-W82OzEMkr_PuRfMG4Mpo-xfg99= 8MqZLz3bj7R5BJaCTIrpzcJemZoSq-jZFU5G_ntJOgU8xkaX-6HemCs_D6cku6y1ah?key=3D79= u5IBXXYg71ZsyE7XMsrg) Follow image link: (https://docs.google.com/presentation/d/1XKE2lJ2DQip9gJJ= A1p5_BVpfbCofB2easMkhwI5lvgk/edit#slide=3Did.g21bfa29ed9e_1_162) Caption: How We Built our Comprehensive ABM Leads List for SaasRise As you can see above, the platforms with the most data coverage within our = particular ICP are Adapt, ListKit, Instantly, LinkedIn Sales Navigator, and= Pitchbook. Try out all of them and see if you can get a good sense as to h= ow many targets are in your ICP. We start with ads + outbound email to the same target market, then once the= se leads engage with our content, offer our weekly SaaS growth newsletter.=20 Remember it=E2=80=99s all about turning strangers into evangelizers through= a combination of great list building, great content, and great products! View image: (https://media.beehiiv.com/cdn-cgi/image/fit=3Dscale-down,forma= t=3Dauto,onerror=3Dredirect,quality=3D80/uploads/asset/file/3a969f6c-0dae-4= f01-b8cf-70828d60fa1a/Screenshot_2024-11-06_at_3.24.00_PM.png?t=3D173090759= 3) Caption: The Marketing Funnel as We Think About It Through good content marketing across LinkedIn, email, and ads, we=E2=80=99= ve turned this list of 450,000 SaaS CEOs and Founders into a very active [S= aasRise community](https://saasrise.com/) =E2=80=93 so far with 371 paying = members all with $1M to $100M in ARR =E2=80=93 all helping each other grow = their companies, make referrals and recommendations, solve challenges, and = prepare for successful exits. (We=E2=80=99d love for you to join if you=E2= =80=99re a CEO/Founder of a SaaS Firm with $1M+ in revenues). We=E2=80=99re building the digital-first YPO/EO/Vistage for growth-focused = SaaS companies =E2=80=93 and our goal is to reach 1,000 members and help Sa= aS companies scale and successfully exit.=C2=A0 ## **How To Build Your ABM Lead List: The Tools ****=F0=9F=9B=A0=EF=B8=8F** Start with one or more of the below lead prospecting platforms, building a = list of everyone in your target market based on job title, industry, locati= on, employee count, keyword, etc.=C2=A0 1. Apollo 2. Instantly 3. ListKit 4. Seamless 5. LinkedIn Sales Navigator 6. ZoomInfo 7. Uplead 8. Lusha 9. Ocean.io 10. Adapt.io 11. Cognism 12. Lead411 13. Wiza If your target market is CEOs/Founders/Investors also check out: 1. Pitchbook 2. Crunchbase 3. Grata If your target market is Ecommerce check out: 1. Wavo 2. StoreLeads And if your target market is local businesses check out: 1. D7 Lead Finder 2. Lead Scrape View image: (https://lh7-rt.googleusercontent.com/docsz/AD_4nXc8y2dm6EUKqcy= TTwtzdr5NBK-A-KUIi_IqqpvKhnVKrZRceSOpjX7DoOT9u8adNvfg9Tfwxh53ln9UuqHk93mFSQ= AcyU1dH0xWK4knNOj28rrCbmqpewuoqeHpdSTr0Z1WR2qWNbjMkU-bWqh0JpFxV9Ab?key=3D79= u5IBXXYg71ZsyE7XMsrg) Follow image link: (https://www.loom.com/share/ae04f15b93a8442f964a46585b2e= b624?sid=3Df477ef28-d9bd-4e6c-a728-e7a295f3d7b9) Caption: See the slides on How to Build an ABM Lead List If you need speciality B2B lists that can=E2=80=99t be easily found on the = above tools, you may have to do a Google Search for lists within your speci= fic niches to find exactly what you need. Always negotiate on price with li= st/data brokers, as their marginal cost is quite low.=C2=A0 While most platforms charge around $0.03 to $0.10 per lead, you can get tha= t down to .01 per lead by working with contract data providers that you can= find on Fiverr who already have access to these platforms with high volume= licenses. You can also just message me for our data broker contacts.=C2=A0 We spent about $45,000 over the course of a year to build our list of 450,0= 00 B2B contacts. We actually got around 800,000 contacts, but many were dup= licates as the upstream providers are often the same for many of these lead= prospecting platforms.=C2=A0 ## **How To Use Your ABM Lead List to Drive Revenue Growth **=F0=9F=92=B8 So, when you do your B2B marketing, start by building a list of everyone in= your target market. Once you have the list of leads (or a partial list if = funds are tight to begin with), then set up matched audience ads (aka custo= m audience ads) on Meta, LinkedIn, Google, and Adroll to show ads directly = to your target audience.=C2=A0 Then, set up an outbound email sequence that provides valuable education an= d case studies to your target market using [Instantly](https://instantly.ai= /?via=3Dsaasrise), with the goal of educating first, and then driving trial= s/account sign ups/demos/sales meetings, etc. While some people go for repl= ies, we like to alternate between going for replies and going for clicks on= our PDF reports =E2=80=93 as that way we get more people into our retarget= ing funnel and more people engaging with our content.=C2=A0 We usually see open rates of about 30-50% on the outbound emails our B2B Sa= aS clients set up via Instantly and click rates ranging from 2% to 30% depe= nding on the quality of the content and the perceived value of the content = you=E2=80=99re offering.=C2=A0 Then as you do relevant digital events or webinars or events/tradeshows in = each area =E2=80=93 you can message people who are in those areas to let th= em know you=E2=80=99re coming to town and drive additional attendance at yo= ur in-person or digital events. I hope this is helpful! If you have any questions about implementation just= let me know. See you next week with more great SaaS scaling and exit prep content! Until then, Ryan Allis, CEO & Founder SaasRise [www.saasrise.com](http://www.saasrise.com) _The #1 Community for Experienced SaaS CEOs and Founders_ Apply to Join the SaasRise CEO Community=F0=9F=94=A5 (https://saasrise.com/= ) ## **About SaasRise Founder Ryan Allis** View image: (https://media.beehiiv.com/cdn-cgi/image/fit=3Dscale-down,forma= t=3Dauto,onerror=3Dredirect,quality=3D80/uploads/asset/file/95ce4977-1eff-4= 123-99fd-29b7974424a0/Ryan_Allis_Headshot_.jpg) Caption:=20 =E2=80=9C_Ryan Allis is the founder of _[SaasRise](https://www.saasrise.com= )_, the community for experienced SaaS CEOs with $1M-$100M in ARR. He is a = three time INC 500 CEO. He was previously CEO of iContact and grew the firm= as founder/CEO to 70,000 customers, 1 million users, 300 employees, $50M p= er year in sales, and an exit for $169M to Vocus (NASDAQ:VOCS). _ _Since the sale of iContact, Ryan has been the CEO coach to high-growth Saa= S firms including Instantly, Tatango, Seamless.ai, Revenue Accelerator, RXN= T, RNL, Clearstream, YouCanBookMe, Retreaver, and many more._ _He holds an MBA from Harvard Business School. He=E2=80=99s passionate abou= t helping recurring revenue software companies grow and exit for $100M+._= =E2=80=9C =E2=80=94=20 =E2=80=94=E2=80=94=E2=80=94 You are reading a plain text version of this post. For the best experience,= copy and paste this link in your browser to view the post online: https://saasrise.beehiiv.com/p/how-to-build-your-abm-leads-list-win-in-saas --bb42b4df9563c6fb5a0fb8a62416e21587bb0d4e63b2fe837545d535dbbc Content-Transfer-Encoding: quoted-printable Content-Type: text/html; charset=utf-8 Mime-Version: 1.0 How to Build Your ABM Leads List & Win in SaaS =F0=9F=93=88
How to build a list of everyone in your target market in a matte= r of days -- so you can use it for matched audience ads and high-value educ= ational outbound email sequences -- creating a predictable B2B revenue mach= ine  ‌ ‌ ‌ ‌ ‌ = ‌ ‌ ‌ ‌ ‌ ‌= 60;‌ ‌ ‌ ‌ ‌ ‌=  ‌ ‌ ‌ ‌ ‌ R= 04; ‌ ‌ ‌ ‌ ‌ &= #8204; ‌ ‌ ‌ ‌ ‌= 0;‌ ‌ ‌ ‌ ‌ ‌&= #160;‌ ‌ ‌ ‌ ‌ ̴= 4; ‌ ‌ ‌ ‌ ‌ &#= 8204; ‌ ‌ ‌ ‌ ‌ = ;‌ ‌ ‌ ‌ ‌ ‌&#= 160;‌ ‌ ‌ ‌ ‌ ‌= ; ‌ ‌ ‌ ‌ ‌ = 204; ‌ ‌ ‌ ‌ ‌ = ‌ ‌ ‌ ‌ ‌ ‌= 60;‌ ‌ ‌ ‌ ‌ ‌=  ‌ ‌ ‌ ‌ ‌ R= 04; ‌ ‌ ‌ ‌ ‌ &= #8204; ‌ ‌ ‌ ‌ ‌= 0;‌ ‌ ‌ ‌ ‌ ‌&= #160;‌ ‌ ‌ ‌ ‌ ̴= 4; ‌ ‌ ‌ ‌ ‌ &#= 8204; ‌ ‌ ‌ ‌ ‌ = ;‌ ‌ ‌ ‌ ‌ ‌&#= 160;‌ ‌ ‌ ‌ ‌ ‌= ; ‌ ‌ ‌ ‌ ‌ = 204; ‌ ‌ ‌ ‌ ‌ = ‌ ‌ ‌ ‌ ‌ ‌= 60;‌ ‌ ‌ ‌ ‌ ‌=  ‌ ‌ ‌ ‌ ‌ R= 04; ‌ ‌ ‌ ‌ ‌ &= #8204; ‌ ‌ ‌ ‌ ‌= 0;‌ ‌ ‌ ‌ ‌ ‌&= #160;‌ ‌ ‌ ‌ ‌ ̴= 4; ‌ ‌ ‌ ‌

November 07, 2024  = |   Read Online

=

= How to Build Your ABM Leads List & Win in SaaS =F0=9F=93=88

How to = build a list of everyone in your target market in a matter of days -- so yo= u can use it for matched audience ads and high-value educational outbound e= mail sequences -- creating a predictable B2B revenue machine

<= tr>

How To Use Your ABM Lead List to Drive Revenue Growth = =F0=9F=92=B8

= <= /table>=

Hi Andr= ew,

Hello from a boat off the coast o= f Madeira, Portugal. I=E2=80=99m working from Starlink on a family cruise t= his week.

In this week=E2=80=99s video, I show you exactly ho= w to build a list of nearly everyone in your target market =E2=80=93 so you= can show targeted ads and send high-value emails to your audience that dri= ve predictable and scalable SaaS revenue growth.

If you=E2=80=99re a B2B CEO/Founder o= r Head of Sales or Marketing =E2=80=93 this email should be quite helpful= =E2=80=A6 as it covers the exact process we have used to help SaasRise memb= ers generate an additional 500 qualified B2B leads per week (and it=E2=80= =99s how we bootstrapped SaasRise from $0 to $3M ARR in 12 months).

The key is to buil= d a comprehensive target market list (we call it an ABM Lead List) u= sing Apollo, Instantly, ListKit =E2=80=93 and about the 18 other lead prosp= ecting tools I list below =E2=80=93 then use those leads to show matched au= dience ads and launch outbound market education sequences. The full Loom video is here and th= e in-depth how-to article is below.

This process works especially well for any B2B fir= m where the ACV is $1000+ (mid-market and enterprise). Below that price poi= nt, there=E2=80=99s often not enough margin to cover the data and ad costs = to execute this strategy.

We make this type of specific growth and exit prep content a= vailable to our SaasRise community. If you=E2=80=99re already in the apply to join us here to join our private mastermind community = of software CEOs and Founders with $1M to $100M in annual revenues. We offe= r a two week free trial to all qualified applicants.

= Video - How to Build Your ABM Lead List =F0=9F=96=A5=EF=B8=8F
Apply= to Join SaasRise =F0=9F=94=A5

This Week=E2=80=99s Video - How To Build Your ABM List =F0= =9F=8E=AF

3D""<= /td>

This week=E2=80=99s free Loom video on Creating Your ABM Lea= d List

You can start with this week=E2=80=99s Loom video= =E2=80=A6 =E2=80=9CBuilding Y= our ABM Lead List=E2=80=9D and/or read the below for step-by-ste= p written guidance. You can also see the ABM List Building slides here.= We love to give away helpful content that can help you grow your company. =

If you like= step-by-step helpful growth and exiting videos like this, j= oin the SaasRise community where you can get access to all 26 of= our growth and exit modules within the SaaS Growth System Course (free for= our members).=C2=A0

Here=E2=80=99s the full written out instructions that I wrote tod= ay=E2=80=A6

How We Built Our ABM Lead List =F0=9F=93= =8B

Since Sep 2023, we=E2=80=99ve built a list of nearl= y every SaaS CEO and Founder in the world.=C2=A0

What we=E2=80=99ve discove= red is that there are around 450,000 SaaS CEOs and Founders globally. We sp= ent around $45,000 in data costs to build the list =E2=80=93 using lead pro= specting tools like Apollo, Instantly= , ListKit, and many oth= ers. We then showed ads to these CEOs/Founders using matched audience ads a= nd did outbound campaigns using Instan= tly.=C2=A0

3D""

How We Built our Comprehensive ABM Leads List for SaasRise

As you can see above, the platforms with the most data coverage within= our particular ICP are Adapt, ListKit, Instantly, LinkedIn Sales Navigator= , and Pitchbook. Try out all of them and see if you can get a good sense as= to how many targets are in your ICP.

We start with ads + outbound email to the same t= arget market, then once these leads engage with our content, offer our week= ly SaaS growth newsletter.

Remember it=E2=80=99s all about turning strangers into evan= gelizers through a combination of great list building, great content, and g= reat products!

=
3D""

The Marketing Funnel a= s We Think About It

Through good content marketing across LinkedI= n, email, and ads, we=E2=80=99ve turned this list of 450,000 SaaS CEOs and = Founders into a very active SaasRise community = =E2=80=93 so far with 371 paying members all with $1M to $100M in ARR =E2= =80=93 all helping each other grow their companies, make referrals and reco= mmendations, solve challenges, and prepare for successful exits. (We=E2=80= =99d love for you to join if you=E2=80=99re a CEO/Founder of a SaaS Firm wi= th $1M+ in revenues).

We=E2=80=99re building the digital-first YPO/EO/Vistage for grow= th-focused SaaS companies =E2=80=93 and our goal is to reach 1,000 members = and help SaaS companies scale and successfully exit.=C2=A0

How To Build Your ABM Lead List: The Tools =F0=9F= =9B=A0=EF=B8=8F

Start with one or more of the below lead prospecting platforms, bu= ilding a list of everyone in your target market based on job title, industr= y, location, employee count, keyword, etc.=C2=A0

  1. Apollo

  2. In= stantly

  3. ListKit

  4. S= eamless

  5. LinkedIn Sales Navigator

  6. ZoomInfo

  7. Uplead

  8. Lusha

  9. Ocean.io

  10. Adapt.io

  11. Cognism

  12. Lead411

  13. Wiza

=

If your target = market is CEOs/Founders/Investors also check out:

  1. Pitchbook

  2. Crunchbase

  3. Grata

If your target market = is Ecommerce check out:

  1. Wavo

  2. StoreLeads

And if your= target market is local businesses check out:

  1. D7 Lead Finder

  2. Lead Scrape

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= See the slides on How to Build an ABM Lead List

If you need speci= ality B2B lists that can=E2=80=99t be easily found on the above tools, you = may have to do a Google Search for lists within your specific niches to fin= d exactly what you need. Always negotiate on price with list/data brokers, = as their marginal cost is quite low.=C2=A0

While most platforms charge around $0.03 to= $0.10 per lead, you can get that down to .01 per lead by working with cont= ract data providers that you can find on Fiverr who already have access to = these platforms with high volume licenses. You can also just message me for= our data broker contacts.=C2=A0

We spent about $45,000 over the course of a year to= build our list of 450,000 B2B contacts. We actually got around 800,000 con= tacts, but many were duplicates as the upstream providers are often the sam= e for many of these lead prospecting platforms.=C2=A0

So, when you do your B2B marketing, start by building a list of everyone = in your target market. Once you have the list of leads (or a partial list i= f funds are tight to begin with), then set up matched audience ads (aka cus= tom audience ads) on Meta, LinkedIn, Google, and Adroll to show ads directl= y to your target audience.=C2=A0

Then, set up an outbound email sequence that provid= es valuable education and case studies to your target market using Instantly, with the goal of educati= ng first, and then driving trials/account sign ups/demos/sales meetings, et= c. While some people go for replies, we like to alternate between going for= replies and going for clicks on our PDF reports =E2=80=93 as that way we g= et more people into our retargeting funnel and more people engaging with ou= r content.=C2=A0

We usually see open rates of about 30-50% on the outbound emails our = B2B SaaS clients set up via Instantly and click rates ranging from 2% to 30= % depending on the quality of the content and the perceived value of the co= ntent you=E2=80=99re offering.=C2=A0

Then as you do relevant digital events or webinar= s or events/tradeshows in each area =E2=80=93 you can message people who ar= e in those areas to let them know you=E2=80=99re coming to town and drive a= dditional attendance at your in-person or digital events.

I hope this is helpful! If y= ou have any questions about implementation just let me know.

See you next week with more great SaaS scaling and exit p= rep content!

Until then,
Ryan Allis, CEO & Founder
SaasRise
ww= w.saasrise.com
The #1 Community for Experienced SaaS CEOs = and Founders

Apply to Join the SaasRise CEO Community=F0=9F=94=A5

About SaasRise Founder Ryan Allis

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= Ryan Allis is the founder of SaasRise, the= community for experienced SaaS CEOs with $1M-$100M in ARR. He is a three t= ime INC 500 CEO. He was previously CEO of iContact and grew the firm as fou= nder/CEO to 70,000 customers, 1 million users, 300 employees, $50M per year= in sales, and an exit for $169M to Vocus (NASDAQ:VOCS).

Since the sale of iContact, Ryan has be= en the CEO coach to high-growth SaaS firms including Instantly, Tatango, Se= amless.ai, Revenue Accelerator, RXNT, RNL, Clearstream, YouCanBookMe, Retre= aver, and many more.

He = holds an MBA from Harvard Business School. He=E2=80=99s passionate about he= lping recurring revenue software companies grow and exit for $100M+.

 
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