HG Insights helps B2B software companies navigate the complex technology landscape through competitor and market intelligence. $1.58M of HG’s net new revenue, including a $500K deal, can be tied to opportunities generated using Dux-Soup. All without a single cold call.
Jay Inman, a former SDR turned growth marketer at HG Insights, manages 9 profiles on a Dux-Soup Cloud Agency subscription.
“My initial goal was to excel as an SDR and beat quota for booked and showed demos. A fellow SDR was hitting targets usingDux-Soup and I observed his success running LinkedIn campaigns. I quickly began hitting target purely from using HG’s techno graphics for account prioritization and Dux for LinkedIn outreach, a channel where our buyers are active.
Dux-Soup’s automation rapidly got me in front of large audiences. It was very effective and I cut out the 400-600 cold calls an SDR typically makes each week. I haven’t made a single cold call in over two years.
My best performance was hitting 366% of my monthly target by leveraging Dux’s scan feature to scrape prospect engagements on competitors’ LinkedIn posts. Paired with HG’s account intelligence, I knew which messaging to lead with. Again, no cold calls or cold emails.
What worked really well was using Dux-Soup to drive and manage initial engagement. Automated follow-up messages allowed me to provide value upfront, using HG’s techno graphics to send relevant messaging at scale in good faith. From there, prospects were much more receptive to meeting, which converts to pipeline, which converts to revenue.
As an SDR at HG Insights, you are given a Dux-Soup Pro license on day one. I used the profile visit feature to visit everyone on my lead list multiple times and then send the connection requests. Profile visiting is an underrated feature but an invaluable one. It warms up the audience by subtly putting my name in front of the target audience and boosting awareness to increase connection acceptance rates.
With my reliance on Dux-Soup to hit quota, I quickly upgraded to Turbo which took LinkedIn outreach to the next level. The advanced automation features allowed me to manage multiple longer form campaigns at once. Just one high-value meeting per month was enough to justify putting my personal credit card down for the Turbo license. Drip campaigns were instrumental in unlocking the platform's full potential.
As word spread internally about Dux-Soup’s effectiveness, so too did our adoption of it.
I now manage 9 LinkedIn accounts on a Dux-Soup Cloud Agency license running outreach for VPs, Directors, SeniorAccount Executives (SAE) and Commercial Account Executives.
Running multiple licenses enables us to massively scale up outreach whilst managing all the data and campaigns from a single platform.
I’m constantly championing LinkedIn automation internally at HG Insights. After running an initial campaign for a new profile and showcasing the results, they are likely to become converts too.
That’s why there is plenty of scope for further outreach.With the right messaging and precise targeting, Dux-Soup’s automation consistently delivers amazing results.
We leverage Dux-Soup to run highly targeted account based marketing (ABM) campaigns. This is useful for accounts that an SAE or SDR has struggled to break into through traditional channels. The process starts by building a lead list of every individual the SAE wants to engage with, anywhere from 30 to 200+ contacts.
I collaborate with the SAE to refine messaging and craft compelling copy. A typical drip campaign looks like this:
1. Three profile visits – scheduled at irregular intervals to look as organic as possible
2. Send a connection request – targeted and personalized to maximise acceptance
3. Two additional profile visits – to create further awareness
4. Follow-up message #1 – building on the theme established in the connection request including a clear call to action, (download case study or insights report)
5. One to three profile visits – spread across a week to maintain awareness
6. Follow-up message #2 – reinforces the initial engagement with further value-driven content
7. Two final profile visits – to ensure visibility before the final outreach.
8. Final follow-up message – A last attempt to drive engagement
Dux campaigns have up to 12 touch points and this approach consistently generates positive responses. On the occasion it doesn’t, we simply re-enrol the lead into a different campaign at a later date.
This multi-touch strategy is much less intrusive than the equivalent number of cold calls. It is designed to maximize connection acceptance early on in the campaign. Once the connection is accepted, the remaining workflow is triggered which is designed to optimize conversion rates.
To stay on top of campaigns, I rely on the Funnel view. The Agency Multi Funnel feature makes it easy to oversee multiple licenses, providing instant visibility into high priority responses.
Half of our campaigns are highly targeted, focusing on just a few hundred contacts, which I run on a weekly basis. These niche campaigns directly contribute to our closed demo metrics; responses from these leads are prioritized for follow-up.
We also run larger awareness campaigns, e.g. I’m currently managing two profiles targeting over 3,000 contacts. The connection messages pause when it reaches the weekly limits.
My focus then shifts to monitoring responses. The following Monday, the campaign automatically resumes queued actions, ensuring continuous progress whilst staying safe on LinkedIn.
The real advantage of Dux-Soup lies in its ability to deliver automated, direct, profile-to-profile outreach with near-100% message delivery.
There’s no time wasted calling bad phone numbers or drafting emails that go straight to spam, assuming you have the right email address at all.
For a traditional SDR, LinkedIn outreach shouldn’t be optional, it’s essential for success. Dux-Soup should be a default tool for any organization aiming to adopt a multi-channel approach that integrates email, calling, and LinkedIn. Its efficiency and effectiveness make it a game-changer for modern lead generation.
Dux is inextricably linked to all closed revenue I’ve been involved in. From engaging decision-makers to driving awareness within accounts, Dux has been indispensable.
The campaigns have generated and influenced $1.58m in net new revenue. The ROI is off the scale.
Dux-Soup Cloud is incredible at automating outreach 24x7. Most days I wake up to find demo requests and prospect messages in my inbox.
The efficiency gains when it comes to managing multiple profiles are remarkable. By automating high-volume tasks such as traditional outbound work and network building, I can focus on honing campaign strategy, developing messaging and building targeted collateral for prospects using HG’s install and spend data.
For example, I experimented with frequency and number of profile visits before sending a connection request. I A/B tested the messaging tone, long vs short copy and delivery style. Keeping messages as concise as possible gave the best results, for example:
The volume of LinkedIn activity Dux allows you to push out is exceptional, especially when pairing profiles with LinkedInSales Navigator. Dux-Soup Cloud handles it all seamlessly. I haven’t faced any restrictions from LinkedIn by following Dux-Soup’s recommended throttling settings.
We were able to work with the team at Dux-Soup to develop a workflow which was instrumental in closing multiple significant deals, including one worth around $500k! Here’s how it works:
· Search LinkedIn for competitor posts and posts that address relevant use cases for HG Insights
· Use the Scan feature to scrape the profiles that engaged with each post
· Enroll the resulting profiles in a Visit-only campaign to get more in-depth profile data
· Filter the profiles by account name, URL and key words in title
· Enroll all relevant prospects in drip campaigns and save the account data to be enriched with our own account intelligence future campaigns
Using ChatGPT to analyze the title, company, education experience, work history and bio of the scraped data from Dux, we were able to create messaging that was highly relevant to each prospect, at scale. This offered an efficient way to target prospects and accounts that did not exist in our CRM.
It also continues to allow us to source a huge number of accounts down-market – that is, B2B software companies with 10-250 employees – a segment that we struggled to source accounts in for our own reps to go after.
Dux-Soup’s support team is exceptional. They’re quick, responsive, and always willing to help with any questions. I appreciate the team taking time to guide me through advanced techniques that consistently drive results.
I’m a firm believer in continuous testing and refinement. Once you invest the initial effort to set up your Dux-Soup strategy, it becomes an unstoppable lead generation freight train."
From its targeting capabilities to message open and conversion rates, discover why LinkedIn is the superior lead generation platform.
From its targeting capabilities to message open and conversion rates, discover why LinkedIn is the superior lead generation platform.
From its targeting capabilities to message open and conversion rates, discover why LinkedIn is the superior lead generation platform.
From its targeting capabilities to message open and conversion rates, discover why LinkedIn is the superior lead generation platform.
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