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Playbooks

Outbound, ads and funnel playbooks with the numbers behind them.

102 articles · Page 2 of 5

How We Built an ABM Campaign That Generated $3M in Pipeline for AirOps
MAR 17, 2026

How We Built an ABM Campaign That Generated $3M in Pipeline for AirOps

We ran an account-based marketing campaign for AirOps that generated $3M in qualified pipeline and $500K in closed revenue over six months. The process started by analyzing existing customers to build a data-backed ICP, then creating a lookalike target list of 800 accounts from a TAM of 15,000. Each account was researched at the persona level, personalized across ads, email, and LinkedIn, and tracked through a synced multi-channel system. Engagement data drove dynamic messaging adjustments by buying stage, and weekly iteration sharpened the campaign over time.

Michel LiebenMichel Lieben
The LinkedIn Ads Funnel That Added $80,000+ in ARR
MAR 17, 2026

The LinkedIn Ads Funnel That Added $80,000+ in ARR

LinkedIn Ads added over $80,000 in new ARR by replacing the one-size-fits-all "Book a Demo" approach with a three-stage funnel. The system moves prospects from awareness (Document Ads, Single Image Ads, Mini-Demo Videos) through proof (UGC, case studies, 90-day retargeting) to conversion (Direct CTA, Testimonial, Conversation Ads on a 30-day window). The full impact compounds when LinkedIn Ads run alongside organic content and outbound outreach in a GTM flywheel that generated over $1M in closed-won revenue for a single client.

Michel LiebenMichel Lieben
Why Companies Are Replacing SDR Teams With GTM Engineers
MAR 17, 2026

Why Companies Are Replacing SDR Teams With GTM Engineers

A single GTM Engineer can replace five hires by owning the full data lifecycle from signal detection to pipeline creation. The role requires fluency in tools like Clay, Instantly, and AI coding platforms, plus a rare mix of sales strategy and technical building skills. ColdIQ launched a talent marketplace to connect companies with pre-vetted GTM Engineers trained on the same frameworks used to run campaigns for 70+ clients.

Michel LiebenMichel Lieben
How the Top 1% Make Cold Email Work in 2026
MAR 17, 2026

How the Top 1% Make Cold Email Work in 2026

The top 1% of cold email campaigns use small targeted lists of 500-1,000 prospects instead of mass blasts, generating 20-30% reply rates versus 2-3% for broad lists. Hyperenriched data and AI-powered personalization make each email feel 1:1 by referencing specific triggers like job postings, funding rounds, and tech stack changes. Deliverability fundamentals matter more than volume. Multiple domains, 30 emails per inbox per day, proper warm-up, and validated lists are non-negotiable.

Michel LiebenMichel Lieben