I’ve founded a B2B SaaS. How to start sales?

1 step

Define who would be the person or persons in your company that you will put face on your outbound sales campaigns. Make sure they have a likable LinkedIn profile and photo.

2 step

Create a couple of email accounts per each team member you have chosen. For example julia@mycompany.com; julia.jensen@mycompany.com.
Keep them separate from the subscriptions and internal communication; keep it clean and use only for outbound sales.

And yes, you need to warm-up your emails at least for two weeks(here is a great tool for that) before using them; and don’t send more than 100 email/a day from each account.
Remember not to stop warm-up when you will start campaigns or you can find your emails in spam or promotion tab.

3 step

Get 1 Sales Navigator License for your team. It would save you a lot of time, believe me.

4 Step

Go to Sales Navigator and create a list of your ICP (if you don’t know what is that then Google and work on this and then get back to this guide) with no more than 1000 leads in it.

5 step

Extract this search with Evaboot. There is a lot of tools to manage that, but I know that you will save a lot because the Sales Navigator lists will have a lot of unrelevant leads and you will spend hours to clean them. Evaboot makes in for you in minutes.

6 step

Go and start using my favorite tool for Linkedin outreach. If you will use more than one LinkedIn account, create a team as it will help you not to work on the same leads with your team mates simultaneously.
After setting up create your first list and upload your list from step 5.

Waalaxy prospects adding

7 step

Go and create your campaign. That’s the important part as you campaigns will need content: messages and emails (finding and sending emails are available only on Business Plan).
Work on your messages a lot. Make some researched, try to be educational, valuable, show your expertise. There is a lot of how-tos online, read as much as you can and make this job done.

8 step

Start the campaign! As soon as you will start to receive your first replies PLEASE don’t start to sell your product immediately, take the right pace.

9 step

In two weeks go to step 4 → Create a list of leads → export → Import → start a new campaign. Feel free to update the the content and the sequence and then start the campaign#2.

10 step

After your campaign ends go and export the leads without any results as shown.

Waalaxy export contacts without results

11 step

Upload the list from step 10 to your second account (if you have more than 1 Linkedin account for outbound) and start the campaign. My stats says that outreaching people at least from three accounts increase conversion by 34%!

12 step

Keep going with the campaigns:
Find and export leads lists → Create and start campaigns → Export and give a try to each lead with another two accounts.


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For one account:

  • Sales Navigator → $99.99/month
  • 2 business gmail accounts → $12/month
  • Evaboot → $29/month
  • Mailwarm → $79/month
  • Waalaxy → $89/month
  • Sales Navigator → $99.99/month
  • 6 business gmail accounts → $36/month
  • Evaboot → $49/month
  • Mailwarm → $179/month
  • Waalaxy → $267/month


What to expect? Work on your flows until you will have at least 35% acceptance rate and 5% positive reply rate. That would be great if you will lead to Demo/meeting at least 30% of those who reply you with the positive messaging (don’t take into account replies like Not interested; We don’t need that kind of product; etc.). The rest of the result depends on your demo to deal conversion rate.

  • ICP segmentation
  • content
  • messaging



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Julia Shareiko-Jensen

Julia Shareiko-Jensen

I write about cold outbound strategies and insights. Co-founded a family-owned agency → to500in100.com