Episode Transcript
[00:00:03] Hey there B2B founders. Welcome to the very first episode of the Scaling Founder podcast.
[00:00:13] I'm Tony Koener, Chief executive officer of P2B Dental Connect and CEO of Connect Digital, where I help five to $10 million businesses like yours scale smarter with AI driven lead generation. Today, we're diving into why more leads isn't the answer and what smart leads can do for you. So let's get started.
[00:00:41] If you're a $5 to $10 million B2B founder, you've probably been pitched endless lead gen tools promising hundreds of leads a month. Sounds familiar. Well, here's the problem. More leads often means more noise.
[00:00:58] I worked with a 7 million dollar SaaS founder who was drowning in 500 leads monthly, but only 3% converted. That is hours of wasted time on dead end prospects.
[00:01:15] The truth is, at your stage, you don't need a flood of leads. You need smart leads. High intent buyers who are ready to talk.
[00:01:27] My clients use AI intent data and lead scoring to cut sales cycles by 37% and book 20 plus qualified calls monthly.
[00:01:40] Today, I'll share one powerful strategy to make your lead gen smarter so you can focus on closing deals, not chasing ghosts.
[00:01:52] I mean, the reason that I'm making this postcard podcast, the reason I'm making this podcast for B2B founders, is because there's a huge gap between what's offered in the market and what founders actually need. And the big thing is, is you don't need more leads. And leads are generally not not nonsense. They are just not handled properly or targeted properly. So let's talk about AI lead scoring, a game changer for 5 to 10 million dollar firms. Most founders rely on gut instinct or basic CRM filters to prioritize leads. But that's like guessing which needle in the haystack is gold.
[00:02:42] AI lead scoring uses data to rank your prospect by their likelihood to buy. So you focus on the top 10% that drive 80% of your revenue.
[00:02:55] Here's how it works. Imagine you're running a SaaS company like my client TradeLink.
[00:03:02] You integrate an AI tool like HubSpot or Salesforce, Einstein or the Scaling Founder CRRM with your CRM. The AI assign point based on behavior.
[00:03:19] The AI assigns points based on behavior. So 80 points if a lead visits your pricing page shows high intent, 50 if they or 50 points if they download your white paper. Engage buttons ready. And 20 page points for opening your email. Mild interest.
[00:03:44] You also factor in fermographics at 30 points for the 5 to $10 million revenue, 20 for a C level title lead scoring 70 plus are your VIPs for Tradelink. We focused on these high scores and they went from 500 leads to 100 smart leads. Booking 20 plus calls monthly with a 20% conversion boost. Their sales cycle slashed by 37%.
[00:04:15] So you want a quick win you can try today.
[00:04:20] Manually score your last 20 leads, give 30 points to five to $10 million revenue. 50 for pricing page visits, 20 for email openness. Call the top five scorers first. One client doubled their booked calls in a week with this trick.
[00:04:40] Why does this matter? You know at the 5 to 10 million dollar mark your time is your most pressured asset. AI lead scoring saves you hours by pointing your leads where they are ready to buy. Now it's not about more leads, it's about the right leads. It's about leads who are busy searching for the service or product you provide and you are there to meet them where they need, when they need highest.
[00:05:10] It's, it's really, it's gold when you get this right.
[00:05:15] So now you might be thinking Tony, this sounds great but what if I don't have an AI tool yet?
[00:05:22] That's a great question. You know, start small with manual scoring like I just shared. Use your CRM to track behaviors. Most have basic analytics. Then when you're ready tools like the Scaling Finder, CRM or HubSpot, you start $50 a month and scale with you. So the key takeaway is that you should stop wasting time on the low value leads. Focus on high intent prospects with lead scoring and you'll see faster deals and higher conversions. Trade links 20 plus booked a call.
[00:06:01] Trade links 20 plus book calls didn't come from 500 leads, they came from 100 smart leads. You know when you go fishing, you go to the spot where people know there are fish you don't go fish in in your swimming pool, you know. So you need to find your leads where they at and where they are ready to actually look more into your business.
[00:06:28] So you want to dive deeper.
[00:06:32] I've got a free smart lead gen guide for 5 to 10 million dollar founders that breaks down all AI driven strategies including lead scoring to transform your legion.
[00:06:45] You know, grab it in the description. Also check out my B2B sales growth, hacking masterclass and Udemy for more growth hacks. Over 50 downloads of PDFs, you know, workbooks and and so forth. So or connect with me on LinkedIn and we share your lead where we can.
[00:07:26] So you want to dive deeper.
[00:07:28] I've got a free smart lead gen guide for 5 to 10 million dollar founders that break down free our three AI driven strategies including lead scoring to transform your Legion. Grab it you know at Scaling Finder.
[00:08:00] You can look for the link in the in the in the description. Then also check out my B2B sales growth hacking Masterclass on Udemy for more growth hacks and 50 plus PDFs with checklists and workbooks and plans that you can work. And please connect with me on LinkedIn to share your Legion challenges links on the Show Notes let's make make make your $5 to $10 million business scale smarter again. So thanks for joining me on this pilot episode.
[00:08:50] Thanks for joining me on this pilot episode of the Scaling Finder podcast. Next time we'll explore how intent data finds buyers before your competitors miss it. Subscribe now and grab the smart free Legion guide.
[00:09:06] You know, in in the Show Notes I'm Tony and I'll see you in the next episode. And look forward to actually speaking to some founders who are busy in the trenches on how they, you know, how they're solving the issues and how they're scaling. I'll see you in the next episode. Ciao.
[00:09:25] Keep on scaling.
