How email outreach has changed in 2026 (and 6 changes you need to make RIGHT now) | Hunter.io

Hi everyone. Welcome to today's webinar Hi everyone. Welcome to today's webinar on the state of email outreach in 2026. on the state of email outreach in 2026. on the state of email outreach in 2026. I'm James, head of marketing, one of our I'm James, head of marketing, one of our I'm James, head of marketing, one of our hosts for today. We're just going to hosts for today. We're just going to hosts for today. We're just going to take the next 60 seconds to let people take the next 60 seconds to let people take the next 60 seconds to let people join us who are able to join us right join us who are able to join us right join us who are able to join us right now. now. now. In the meantime, I know everyone loves a In the meantime, I know everyone loves a In the meantime, I know everyone loves a bit of ice breaking, but we'll keep it bit of ice breaking, but we'll keep it bit of ice breaking, but we'll keep it pretty simple. pretty simple. pretty simple. I would love to know where everyone is I would love to know where everyone is I would love to know where everyone is joining from today and if you could let joining from today and if you could let joining from today and if you could let us know in the Click that and let us know where you're Click that and let us know where you're calling in from. calling in from. calling in from. I'm calling in from Ashburn, Virginia in I'm calling in from Ashburn, Virginia in I'm calling in from Ashburn, Virginia in the US by way of, as you can tell, the US by way of, as you can tell, the US by way of, as you can tell, England. England. England. Jarmak, how about you? Jarmak, how about you? Jarmak, how about you? >> Welcome everyone. I'm based in Wroclaw, >> Welcome everyone. I'm based in Wroclaw, >> Welcome everyone. I'm based in Wroclaw, Poland. That's where I'm connecting from Poland. That's where I'm connecting from Poland. That's where I'm connecting from and it's a great day outside, 30 and it's a great day outside, 30 and it's a great day outside, 30 degrees, degrees, degrees, which I think translates to which I think translates to which I think translates to is it 90 degrees Fahrenheit, James? is it 90 degrees Fahrenheit, James? is it 90 degrees Fahrenheit, James? You're you're kind of American. You're you're kind of American. You're you're kind of American. >> Oh, >> Oh, >> Oh, you're you're putting me on the spot. I you're you're putting me on the spot. I you're you're putting me on the spot. I think, yeah, something in that region, think, yeah, something in that region, think, yeah, something in that region, yeah. I mean, I need a couple more yeah. I mean, I need a couple more yeah. I mean, I need a couple more coffees to to be able to tell you that coffees to to be able to tell you that coffees to to be able to tell you that that's actually the case. that's actually the case. that's actually the case. >> That's fair.

>> That's fair. >> That's fair. >> Everyone, I'm joining from >> Everyone, I'm joining from >> Everyone, I'm joining from Zagreb in Croatia. It's it's also very Zagreb in Croatia. It's it's also very Zagreb in Croatia. It's it's also very warm, around 30 degrees Celsius. warm, around 30 degrees Celsius. warm, around 30 degrees Celsius. So, yeah, hope you'll have fun. >> Yes, >> Yes, and I think that I can see a couple and I think that I can see a couple and I think that I can see a couple people calling in from Lithuania. We people calling in from Lithuania. We people calling in from Lithuania. We have Sarah all the way from Melbourne. have Sarah all the way from Melbourne. have Sarah all the way from Melbourne. That's Sarah, that's impressive given That's Sarah, that's impressive given That's Sarah, that's impressive given the amount of the time it is. the amount of the time it is. the amount of the time it is. Yeah, we've got Andrew from London, Yeah, we've got Andrew from London, Yeah, we've got Andrew from London, we've got Federico from Mexico, Shane I we've got Federico from Mexico, Shane I we've got Federico from Mexico, Shane I can see typing. I'm you know, I'm really can see typing. I'm you know, I'm really can see typing. I'm you know, I'm really I'm really I feel really blessed every I'm really I feel really blessed every I'm really I feel really blessed every time I get the chance to come on to time I get the chance to come on to time I get the chance to come on to these webinars. I get to see just how these webinars. I get to see just how these webinars. I get to see just how far reaching Hunter is. You know, we've far reaching Hunter is. You know, we've far reaching Hunter is. You know, we've been around for over a 10 years now and been around for over a 10 years now and been around for over a 10 years now and to see how many people that come in from to see how many people that come in from to see how many people that come in from different points of different points of different points of the world is just it's it's awesome. So, the world is just it's it's awesome. So, the world is just it's it's awesome. So, um, yes, and uh Grow sooner is uh Ken um, yes, and uh Grow sooner is uh Ken um, yes, and uh Grow sooner is uh Ken Koffer. Koffer. Koffer. >> [gasps] >> [gasps] >> [gasps] >> Uh so, we'll take another 15 seconds uh >> Uh so, we'll take another 15 seconds uh >> Uh so, we'll take another 15 seconds uh to just let people join, and then we'll to just let people join, and then we'll to just let people join, and then we'll we'll get started. Um we'll get started. Um we'll get started. Um as a a little bit of housekeeping, as a a little bit of housekeeping, as a a little bit of housekeeping, as I said, in the bottom right, there is as I said, in the bottom right, there is as I said, in the bottom right, there is the chat function. Uh the chat will be the chat function. Uh the chat will be the chat function. Uh the chat will be manned by myself, Jarmak, and Antonio manned by myself, Jarmak, and Antonio manned by myself, Jarmak, and Antonio throughout the session. There's also the throughout the session. There's also the throughout the session. There's also the questions tab, and the questions tab I questions tab, and the questions tab I questions tab, and the questions tab I would love to hear um at least one would love to hear um at least one would love to hear um at least one question from everyone based on uh what question from everyone based on uh what question from everyone based on uh what we're going to be sharing today. Uh you we're going to be sharing today. Uh you we're going to be sharing today. Uh you know, really today is about giving you know, really today is about giving you know, really today is about giving you the advice and the the support to to be the advice and the the support to to be the advice and the the support to to be able to improve what you're doing. We able to improve what you're doing. We able to improve what you're doing. We all want to be able to improve uh all want to be able to improve uh all want to be able to improve uh everything we do in our lives, and everything we do in our lives, and everything we do in our lives, and um email outreach uh doesn't have to be

um email outreach uh doesn't have to be um email outreach uh doesn't have to be this mysterious thing that is difficult this mysterious thing that is difficult this mysterious thing that is difficult to to improve with. So, I hope that to to improve with. So, I hope that to to improve with. So, I hope that today's session gives you everything today's session gives you everything today's session gives you everything that you need and much more. So, whether that you need and much more. So, whether that you need and much more. So, whether it's the chat section or the question it's the chat section or the question it's the chat section or the question section, please do uh ask your questions section, please do uh ask your questions section, please do uh ask your questions as we go along, and we're going to have as we go along, and we're going to have as we go along, and we're going to have plenty of time uh at the end to to get plenty of time uh at the end to to get plenty of time uh at the end to to get to answering those questions. Okay, so I think we uh I think we're Okay, so I think we uh I think we're ready to to get started. So, like I ready to to get started. So, like I ready to to get started. So, like I said, um today is all about the state of said, um today is all about the state of said, um today is all about the state of email outreach in 2026. Uh this is a email outreach in 2026. Uh this is a email outreach in 2026. Uh this is a live broadcast, but this will be live broadcast, but this will be live broadcast, but this will be available on demand uh on YouTube, as available on demand uh on YouTube, as available on demand uh on YouTube, as well as uh the the copy of the slides well as uh the the copy of the slides well as uh the the copy of the slides that we go through today. And everything that we go through today. And everything that we go through today. And everything that we share, um there is a resource that we share, um there is a resource that we share, um there is a resource that we'll be able to point you towards, that we'll be able to point you towards, that we'll be able to point you towards, and and you know, you can look through and and you know, you can look through and and you know, you can look through that at your own leisure. that at your own leisure. that at your own leisure. As I mentioned, I'm James, the head of As I mentioned, I'm James, the head of As I mentioned, I'm James, the head of marketing here at Hunter, and I'm joined marketing here at Hunter, and I'm joined marketing here at Hunter, and I'm joined by uh Antonio and Jarmak. Thank you for being here, guys. And I Thank you for being here, guys. And I know there's a lot that you're going to know there's a lot that you're going to know there's a lot that you're going to be able to share with us as we go be able to share with us as we go be able to share with us as we go through um today's session. through um today's session. through um today's session. So, in terms of what's coming up, So, in terms of what's coming up, So, in terms of what's coming up, we have quite a few things to cover off we have quite a few things to cover off we have quite a few things to cover off with you, but the thing that I want to with you, but the thing that I want to with you, but the thing that I want to make sure it is clear up front is that make sure it is clear up front is that make sure it is clear up front is that today is not about talking at you via today is not about talking at you via today is not about talking at you via slides uh about research, about theory, slides uh about research, about theory, slides uh about research, about theory, about things that, you know, there's no about things that, you know, there's no about things that, you know, there's no connected tissue between what we're connected tissue between what we're connected tissue between what we're saying into the data and actually what saying into the data and actually what saying into the data and actually what you're able to execute. Um today's you're able to execute. Um today's you're able to execute. Um today's session is actually all about executing session is actually all about executing session is actually all about executing on on best practices and what the data on on best practices and what the data on on best practices and what the data is telling us. So we're going to go is telling us. So we're going to go is telling us. So we're going to go through uh first up with myself, some through uh first up with myself, some through uh first up with myself, some things that have changed compared with things that have changed compared with things that have changed compared with last year in terms of what's working in last year in terms of what's working in last year in terms of what's working in outreach. Jemek will then share how um

outreach. Jemek will then share how um outreach. Jemek will then share how um you can do three things right now to get you can do three things right now to get you can do three things right now to get more replies. more replies. more replies. Then we'll pivot to Antonio uh who's Then we'll pivot to Antonio uh who's Then we'll pivot to Antonio uh who's going to tell you what to stop doing. going to tell you what to stop doing. going to tell you what to stop doing. It's It's great to have permission to It's It's great to have permission to It's It's great to have permission to stop doing and the data tells you quite stop doing and the data tells you quite stop doing and the data tells you quite clearly what to stop doing. clearly what to stop doing. clearly what to stop doing. Uh and then we're going to wrap up with Uh and then we're going to wrap up with Uh and then we're going to wrap up with uh some things that haven't changed. And uh some things that haven't changed. And uh some things that haven't changed. And actually um I wanted to use today as an actually um I wanted to use today as an actually um I wanted to use today as an opportunity to share with all of you uh opportunity to share with all of you uh opportunity to share with all of you uh the Hunter outreach planner that's going the Hunter outreach planner that's going the Hunter outreach planner that's going to help you to put all of this into to help you to put all of this into to help you to put all of this into practice in a really cool effective way practice in a really cool effective way practice in a really cool effective way that is easy to jump in and out of um as that is easy to jump in and out of um as that is easy to jump in and out of um as you're going through your very very very you're going through your very very very you're going through your very very very busy days. And then we'll end up busy days. And then we'll end up busy days. And then we'll end up with a big Q&A at the end, about 15 to with a big Q&A at the end, about 15 to with a big Q&A at the end, about 15 to 20 minutes where um I cannot wait to get 20 minutes where um I cannot wait to get 20 minutes where um I cannot wait to get into the questions that you have. into the questions that you have. into the questions that you have. So, So, So, what are the three things that have what are the three things that have what are the three things that have changed in email outreach since 2025? changed in email outreach since 2025? changed in email outreach since 2025? First of all, everything that you're First of all, everything that you're First of all, everything that you're going to hear today is backed up by going to hear today is backed up by going to hear today is backed up by data. Data is a really important part of data. Data is a really important part of data. Data is a really important part of what we do in our marketing team here at what we do in our marketing team here at what we do in our marketing team here at Hunter. We don't want to just put out Hunter. We don't want to just put out Hunter. We don't want to just put out these um these these vague or even bold these um these these vague or even bold these um these these vague or even bold claims uh about what you should be doing claims uh about what you should be doing claims uh about what you should be doing without being able to back that up with without being able to back that up with without being able to back that up with a data point. It's really important that a data point. It's really important that a data point. It's really important that everything that we do here in our team everything that we do here in our team everything that we do here in our team and and I hope uh everyone watching uh and and I hope uh everyone watching uh and and I hope uh everyone watching uh around the world you're able to do that around the world you're able to do that around the world you're able to do that with data backing up your decision with data backing up your decision with data backing up your decision making. So everything here is brought to making. So everything here is brought to making. So everything here is brought to you by our state of email outreach 2026 you by our state of email outreach 2026 you by our state of email outreach 2026 report. And that is available um at the report. And that is available um at the report. And that is available um at the at our at our website hunter.io. We'll at our at our website hunter.io. We'll at our at our website hunter.io. We'll share that link in the chat pretty soon share that link in the chat pretty soon share that link in the chat pretty soon as well if you want to access that. It as well if you want to access that. It as well if you want to access that. It gives you all the raw information that gives you all the raw information that gives you all the raw information that we're going to go through today.

we're going to go through today. we're going to go through today. And that report, uh that was actually And that report, uh that was actually And that report, uh that was actually built by by Jemek, uh which is one of built by by Jemek, uh which is one of built by by Jemek, uh which is one of the main reasons I wanted him to join us the main reasons I wanted him to join us the main reasons I wanted him to join us today. It It It's built on all 31 today. It It It's built on all 31 today. It It It's built on all 31 million emails that were sent by people million emails that were sent by people million emails that were sent by people just like you inside Hunter. just like you inside Hunter. just like you inside Hunter. And on top of that, we surveyed over 200 And on top of that, we surveyed over 200 And on top of that, we surveyed over 200 decision-makers to get their opinion, decision-makers to get their opinion, decision-makers to get their opinion, um, on the sort of emails that they're um, on the sort of emails that they're um, on the sort of emails that they're receiving because it's one thing to be receiving because it's one thing to be receiving because it's one thing to be able to analyze the data that we see able to analyze the data that we see able to analyze the data that we see that's being sent. It's a completely that's being sent. It's a completely that's being sent. It's a completely different thing to be able to, uh, get different thing to be able to, uh, get different thing to be able to, uh, get the thoughts and the opinions of the the thoughts and the opinions of the the thoughts and the opinions of the people who are receiving emails, uh, in people who are receiving emails, uh, in people who are receiving emails, uh, in their inbox. And that uh, all our data their inbox. And that uh, all our data their inbox. And that uh, all our data has come across a 12-month period uh, of has come across a 12-month period uh, of has come across a 12-month period uh, of 2025, and we're looking right now at 2025, and we're looking right now at 2025, and we're looking right now at some really interesting ways to give you some really interesting ways to give you some really interesting ways to give you a more quarterly and monthly view of a more quarterly and monthly view of a more quarterly and monthly view of benchmarks, uh, that that's going to benchmarks, uh, that that's going to benchmarks, uh, that that's going to give you that real-time data that's give you that real-time data that's give you that real-time data that's going to be able to make a lot of going to be able to make a lot of going to be able to make a lot of difference in your outreach. difference in your outreach. difference in your outreach. So, before I look at the data, and I'm So, before I look at the data, and I'm So, before I look at the data, and I'm teasing you with some of the data. Some teasing you with some of the data. Some teasing you with some of the data. Some basic universal truths are here that I basic universal truths are here that I basic universal truths are here that I want to make sure that we all kind of want to make sure that we all kind of want to make sure that we all kind of get aligned on before we go through the get aligned on before we go through the get aligned on before we go through the rest of these slides.

rest of these slides. rest of these slides. So, first and foremost, you need to be So, first and foremost, you need to be So, first and foremost, you need to be using verified email address data. using verified email address data. using verified email address data. Yes, that is differentiator of Hunter, Yes, that is differentiator of Hunter, Yes, that is differentiator of Hunter, and that is something that we're very and that is something that we're very and that is something that we're very proud of, but at at at a at a macro proud of, but at at at a at a macro proud of, but at at at a at a macro level, it's really important using level, it's really important using level, it's really important using verified email address data because it verified email address data because it verified email address data because it means that you're more than likely going means that you're more than likely going means that you're more than likely going to be able to get to the right person to be able to get to the right person to be able to get to the right person with the right information. Um, you with the right information. Um, you with the right information. Um, you don't want to be emailing Jim Mac when don't want to be emailing Jim Mac when don't want to be emailing Jim Mac when you need to be emailing one of our you need to be emailing one of our you need to be emailing one of our engineers, for instance. That's going to engineers, for instance. That's going to engineers, for instance. That's going to be an an immediate reason why your be an an immediate reason why your be an an immediate reason why your outreach won't be as successful as it outreach won't be as successful as it outreach won't be as successful as it should be. should be. should be. Um, you need to be building lists of Um, you need to be building lists of Um, you need to be building lists of people who are legitimately interested people who are legitimately interested people who are legitimately interested in your solution. Firstly, because it is in your solution. Firstly, because it is in your solution. Firstly, because it is it's uh, GDPR compliant, it's CCPA it's uh, GDPR compliant, it's CCPA it's uh, GDPR compliant, it's CCPA compliant, but secondly, compliant, but secondly, compliant, but secondly, the the the more likely you are to build the the the more likely you are to build the the the more likely you are to build lists of people who are legitimately lists of people who are legitimately lists of people who are legitimately interested in your solution, the more interested in your solution, the more interested in your solution, the more likely those people are going to be able likely those people are going to be able likely those people are going to be able to have a conversation with you, and to have a conversation with you, and to have a conversation with you, and you're going to be able to build links, you're going to be able to build links, you're going to be able to build links, build revenue, build relationships, and build revenue, build relationships, and build revenue, build relationships, and that's really the goal of what we're that's really the goal of what we're that's really the goal of what we're doing. doing. doing. Here with go, outreach. Here with go, outreach. Here with go, outreach. Um, and then once you've built those Um, and then once you've built those Um, and then once you've built those lists, you're going to be able to tailor lists, you're going to be able to tailor lists, you're going to be able to tailor your email sequences uh and the content your email sequences uh and the content your email sequences uh and the content that you're sharing to different people that you're sharing to different people that you're sharing to different people within a business. There are three to within a business. There are three to within a business. There are three to four people typically in any B2B four people typically in any B2B four people typically in any B2B organization that are going to influence organization that are going to influence organization that are going to influence your success, and that is something that your success, and that is something that your success, and that is something that we want to make sure that you are aware we want to make sure that you are aware we want to make sure that you are aware of and that you have the tools and the of and that you have the tools and the of and that you have the tools and the means to be able to speak to those means to be able to speak to those means to be able to speak to those people effectively.

people effectively. people effectively. And lastly, uh email outreach should be And lastly, uh email outreach should be And lastly, uh email outreach should be an engine. It's It's not a stop-start an engine. It's It's not a stop-start an engine. It's It's not a stop-start lever that you pull when you need leads. lever that you pull when you need leads. lever that you pull when you need leads. It's something that you have to invest It's something that you have to invest It's something that you have to invest time into, but we are more than well time into, but we are more than well time into, but we are more than well aware that there's a lot of uh things aware that there's a lot of uh things aware that there's a lot of uh things that go into that into building that that go into that into building that that go into that into building that engine, and that's why we're doing engine, and that's why we're doing engine, and that's why we're doing things like this webinar, and that's why things like this webinar, and that's why things like this webinar, and that's why we'll be sharing the outreach planner to we'll be sharing the outreach planner to we'll be sharing the outreach planner to make it so much easier for you to be make it so much easier for you to be make it so much easier for you to be able to build that engine and just let able to build that engine and just let able to build that engine and just let it run uh in a way that's not too it run uh in a way that's not too it run uh in a way that's not too time-consuming. time-consuming. time-consuming. So, first up, LinkedIn So, first up, LinkedIn So, first up, LinkedIn is more crowded in 2026 than it was in is more crowded in 2026 than it was in is more crowded in 2026 than it was in 2025 and the year prior. 2025 and the year prior. 2025 and the year prior. It's not optional. Uh if you're It's not optional. Uh if you're It's not optional. Uh if you're targeting B2B, it's not optional for you targeting B2B, it's not optional for you targeting B2B, it's not optional for you to uh use LinkedIn. You have to be using to uh use LinkedIn. You have to be using to uh use LinkedIn. You have to be using LinkedIn. But the way that you use it it LinkedIn. But the way that you use it it LinkedIn. But the way that you use it it it it that's what's really important it it that's what's really important it it that's what's really important here. In 2025, we saw that 61% of here. In 2025, we saw that 61% of here. In 2025, we saw that 61% of decision-makers uh saw email as their decision-makers uh saw email as their decision-makers uh saw email as their number one channel. If you're going to number one channel. If you're going to number one channel. If you're going to reach them, if you're going to have a reach them, if you're going to have a reach them, if you're going to have a good conversation with them, it really good conversation with them, it really good conversation with them, it really needed to be through email. But needed to be through email. But needed to be through email. But actually, as we got to 2026, what we saw actually, as we got to 2026, what we saw actually, as we got to 2026, what we saw is more of a divide, more of an equal is more of a divide, more of an equal is more of a divide, more of an equal divide with LinkedIn actually being the divide with LinkedIn actually being the divide with LinkedIn actually being the number one channel and then email being number one channel and then email being number one channel and then email being the second channel that you should be the second channel that you should be the second channel that you should be using in your sequences.

using in your sequences. using in your sequences. And actually, this is something uh you And actually, this is something uh you And actually, this is something uh you know, uh Antonio's team went out and know, uh Antonio's team went out and know, uh Antonio's team went out and spoke to a lot of people uh in in the spoke to a lot of people uh in in the spoke to a lot of people uh in in the game of lead generation trying to get game of lead generation trying to get game of lead generation trying to get their opinions on really what's working. their opinions on really what's working. their opinions on really what's working. And one of the things that Harris uh And one of the things that Harris uh And one of the things that Harris uh Kenny from Outbound Sink really Kenny from Outbound Sink really Kenny from Outbound Sink really highlighted that kind of aligned with highlighted that kind of aligned with highlighted that kind of aligned with what we found in our data and speaking what we found in our data and speaking what we found in our data and speaking to decision-makers to decision-makers to decision-makers is that um email is still the core of is that um email is still the core of is that um email is still the core of go-to-market motions, but it's being go-to-market motions, but it's being go-to-market motions, but it's being supplemented by channels like LinkedIn, supplemented by channels like LinkedIn, supplemented by channels like LinkedIn, X, uh even direct mail, uh which is if X, uh even direct mail, uh which is if X, uh even direct mail, uh which is if anyone has listened to my Outbox episode anyone has listened to my Outbox episode anyone has listened to my Outbox episode with Dennis Kelly, that's clearly still with Dennis Kelly, that's clearly still with Dennis Kelly, that's clearly still a channel that's offers a lot of value, a channel that's offers a lot of value, a channel that's offers a lot of value, but is actually not really used that but is actually not really used that but is actually not really used that much. much. much. So, what do you need to do? Well, you So, what do you need to do? Well, you So, what do you need to do? Well, you need to use LinkedIn and email in the need to use LinkedIn and email in the need to use LinkedIn and email in the same sequence. same sequence. same sequence. Um you need to be using email as the Um you need to be using email as the Um you need to be using email as the opening uh action, and then you need to opening uh action, and then you need to opening uh action, and then you need to head over into LinkedIn, find that head over into LinkedIn, find that head over into LinkedIn, find that person's profile, and make a connection person's profile, and make a connection person's profile, and make a connection request, and actually acknowledge that request, and actually acknowledge that request, and actually acknowledge that you've uh sent them an email, and just you've uh sent them an email, and just you've uh sent them an email, and just saying, "Hey, I'm following up here to saying, "Hey, I'm following up here to saying, "Hey, I'm following up here to continue our conversation, just so it's continue our conversation, just so it's continue our conversation, just so it's easier for you." easier for you." easier for you." Now, you have two opportunities to be Now, you have two opportunities to be Now, you have two opportunities to be able to talk to these people uh on their able to talk to these people uh on their able to talk to these people uh on their terms, on their grounds, and that that's terms, on their grounds, and that that's terms, on their grounds, and that that's really psychologically a very important really psychologically a very important really psychologically a very important thing to do.

thing to do. thing to do. Um Um Um but please do not add to the noise on but please do not add to the noise on but please do not add to the noise on LinkedIn. I'm sure we all have on our LinkedIn. I'm sure we all have on our LinkedIn. I'm sure we all have on our LinkedIn and our X and our Facebook, LinkedIn and our X and our Facebook, LinkedIn and our X and our Facebook, like a lot of uh noise, a lot of like a lot of uh noise, a lot of like a lot of uh noise, a lot of low-quality communication from people. low-quality communication from people. low-quality communication from people. It's It's your opportunity to stand out, It's It's your opportunity to stand out, It's It's your opportunity to stand out, to not add to that to that um to not add to that to that um to not add to that to that um poor quality, you know, use poor quality, you know, use poor quality, you know, use personalization, use things that have a personalization, use things that have a personalization, use things that have a personal touch in your communications, personal touch in your communications, personal touch in your communications, and and, you know, and and, you know, and and, you know, give someone a reason to want to respond give someone a reason to want to respond give someone a reason to want to respond to you. to you. to you. And on that note, um And on that note, um And on that note, um one of the things that we we walked away one of the things that we we walked away one of the things that we we walked away with this year is actually that outreach with this year is actually that outreach with this year is actually that outreach uh is becoming more pushy. And what does uh is becoming more pushy. And what does uh is becoming more pushy. And what does more pushy mean? Well, pushy more pushy mean? Well, pushy more pushy mean? Well, pushy [clears throat] means [clears throat] means [clears throat] means salesy. It It It's feeling too much like salesy. It It It's feeling too much like salesy. It It It's feeling too much like your communication is is with one clear your communication is is with one clear your communication is is with one clear goal in mind, and it's not remotely goal in mind, and it's not remotely goal in mind, and it's not remotely hidden, which is I want to talk to you, hidden, which is I want to talk to you, hidden, which is I want to talk to you, and I want to generate um revenue off and I want to generate um revenue off and I want to generate um revenue off you. Now, we all know that that's the you. Now, we all know that that's the you. Now, we all know that that's the case, that's why we're in business, but case, that's why we're in business, but case, that's why we're in business, but there are better ways to go about that, there are better ways to go about that, there are better ways to go about that, and the best way to go about that is by and the best way to go about that is by and the best way to go about that is by building a relationship. Um you know, if building a relationship. Um you know, if building a relationship. Um you know, if you're too sales-focused, then that's you're too sales-focused, then that's you're too sales-focused, then that's going to mean that your messaging is going to mean that your messaging is going to mean that your messaging is likely irrelevant. If your messaging is likely irrelevant. If your messaging is likely irrelevant. If your messaging is irrelevant, then it's going to be irrelevant, then it's going to be irrelevant, then it's going to be impersonal to the person that is impersonal to the person that is impersonal to the person that is receiving that message. Um, receiving that message. Um, receiving that message. Um, this is quite easy to see how this this is quite easy to see how this this is quite easy to see how this cascades into a bigger problem because cascades into a bigger problem because cascades into a bigger problem because if you're building massive lists, um, if you're building massive lists, um, if you're building massive lists, um, you're going to be trying to get to the you're going to be trying to get to the you're going to be trying to get to the to the to the end goal quicker with how to the to the end goal quicker with how to the to the end goal quicker with how you're emailing these people. So, you're you're emailing these people. So, you're you're emailing these people. So, you're going to go for the most generic going to go for the most generic going to go for the most generic messaging possible.

messaging possible. messaging possible. And it's going to feel like it's And it's going to feel like it's And it's going to feel like it's alienating your recipients. alienating your recipients. alienating your recipients. So, what do you need to do? Well, So, what do you need to do? Well, So, what do you need to do? Well, we've said this a lot. Um, email is a we've said this a lot. Um, email is a we've said this a lot. Um, email is a relationship starter. It is not a sales relationship starter. It is not a sales relationship starter. It is not a sales closer. How much business do you closer. How much business do you closer. How much business do you realistically think that you're going to realistically think that you're going to realistically think that you're going to be able to close via email versus be able to close via email versus be able to close via email versus building a relationship, getting on a building a relationship, getting on a building a relationship, getting on a call with someone? Um, I would say the call with someone? Um, I would say the call with someone? Um, I would say the ratio would lean more heavily towards ratio would lean more heavily towards ratio would lean more heavily towards getting on a call with someone. So, you getting on a call with someone. So, you getting on a call with someone. So, you need to build trust with your audience. need to build trust with your audience. need to build trust with your audience. And really the way to do that is to And really the way to do that is to And really the way to do that is to deliver messages that are tailored to deliver messages that are tailored to deliver messages that are tailored to that person. Um, as a head of marketing, that person. Um, as a head of marketing, that person. Um, as a head of marketing, I do not expect you receive the same I do not expect you receive the same I do not expect you receive the same sort of message that goes to Geo, our sort of message that goes to Geo, our sort of message that goes to Geo, our head of success, around, um, head of success, around, um, head of success, around, um, you know, issues with support tickets, you know, issues with support tickets, you know, issues with support tickets, etc. That would be completely irrelevant etc. That would be completely irrelevant etc. That would be completely irrelevant to me and if you email me with that, to me and if you email me with that, to me and if you email me with that, I would feel like this is a waste of my I would feel like this is a waste of my I would feel like this is a waste of my time. You've not put any effort into time. You've not put any effort into time. You've not put any effort into what you're doing here. what you're doing here. what you're doing here. So, please make sure that you deliver So, please make sure that you deliver So, please make sure that you deliver messages, deliver the emails, deliver messages, deliver the emails, deliver messages, deliver the emails, deliver offers, talk to the pains of the people offers, talk to the pains of the people offers, talk to the pains of the people that are in your list, um, and that are that are in your list, um, and that are that are in your list, um, and that are relevant to those people.

relevant to those people. relevant to those people. And then lastly, what have we seen in And then lastly, what have we seen in And then lastly, what have we seen in terms of email length? This is something terms of email length? This is something terms of email length? This is something that I get asked quite a lot on these on that I get asked quite a lot on these on that I get asked quite a lot on these on these webinars. I have to I have the these webinars. I have to I have the these webinars. I have to I have the honor of being able to join a lot of honor of being able to join a lot of honor of being able to join a lot of these webinars and sit in the background these webinars and sit in the background these webinars and sit in the background and we hear Matt, our CEO, Maria, our and we hear Matt, our CEO, Maria, our and we hear Matt, our CEO, Maria, our product manager, and Oliver, who's one product manager, and Oliver, who's one product manager, and Oliver, who's one of our partners, uh, from Extension, a of our partners, uh, from Extension, a of our partners, uh, from Extension, a lead generation company. One of the lead generation company. One of the lead generation company. One of the things we hear is like, what is the things we hear is like, what is the things we hear is like, what is the perfect length of email to send? perfect length of email to send? perfect length of email to send? Well, Well, Well, the the length of the email is one the the length of the email is one the the length of the email is one thing, but actually the the number of thing, but actually the the number of thing, but actually the the number of steps in the sequence is more important. steps in the sequence is more important. steps in the sequence is more important. The number of steps that you send in a The number of steps that you send in a The number of steps that you send in a sequence can really be the tipping point sequence can really be the tipping point sequence can really be the tipping point between um, getting that reply and between um, getting that reply and between um, getting that reply and actually actually actually frustrating and pushing away your your frustrating and pushing away your your frustrating and pushing away your your your lead. So, in 2025, we saw that the your lead. So, in 2025, we saw that the your lead. So, in 2025, we saw that the reply rate peaked at a 5.8% rate when reply rate peaked at a 5.8% rate when reply rate peaked at a 5.8% rate when you send four emails. you send four emails. you send four emails. Now, in 2026, actually because there's Now, in 2026, actually because there's Now, in 2026, actually because there's so much more competing noise, it turns so much more competing noise, it turns so much more competing noise, it turns out that if you just send three emails, out that if you just send three emails, out that if you just send three emails, you can get a even higher reply rate. you can get a even higher reply rate. you can get a even higher reply rate. Now, that's a good thing if you think Now, that's a good thing if you think Now, that's a good thing if you think about it. That means there's less copy about it. That means there's less copy about it. That means there's less copy for you to be writing, but it also means for you to be writing, but it also means for you to be writing, but it also means that you need to be thinking really that you need to be thinking really that you need to be thinking really about every email adding value. And that about every email adding value. And that about every email adding value. And that does take a bit more does take a bit more does take a bit more a bit more effort and a bit more a bit more effort and a bit more a bit more effort and a bit more creativity to kind of get to the point creativity to kind of get to the point creativity to kind of get to the point of being able to write those three of being able to write those three of being able to write those three emails that add value.

emails that add value. emails that add value. So, what do you need to do? So, what do you need to do? So, what do you need to do? Okay. Okay. Okay. You need to give yourself the best You need to give yourself the best You need to give yourself the best chance to earn a reply on email one. And chance to earn a reply on email one. And chance to earn a reply on email one. And Antonio's going to share something in Antonio's going to share something in Antonio's going to share something in the stop the stop the stop things you can stop doing section that's things you can stop doing section that's things you can stop doing section that's really going to help you increase your really going to help you increase your really going to help you increase your chances to get your email delivered in chances to get your email delivered in chances to get your email delivered in the inbox on email one. the inbox on email one. the inbox on email one. And then you need to add value in every And then you need to add value in every And then you need to add value in every follow-up. So, don't send things like follow-up. So, don't send things like follow-up. So, don't send things like I'm just bumping this, nudge, hey, I'm just bumping this, nudge, hey, I'm just bumping this, nudge, hey, following up to see if you have anything following up to see if you have anything following up to see if you have anything you have you know any any thoughts. you have you know any any thoughts. you have you know any any thoughts. Give something that's related to the Give something that's related to the Give something that's related to the topic that you originally sent that's topic that you originally sent that's topic that you originally sent that's going to give me a reason to reply to going to give me a reason to reply to going to give me a reason to reply to you other than something that looks you other than something that looks you other than something that looks automated and feels like just an automated and feels like just an automated and feels like just an annoyance. It feels like the laziest annoyance. It feels like the laziest annoyance. It feels like the laziest option possible. And ultimately respect option possible. And ultimately respect option possible. And ultimately respect any any unsubscribe requests. any any unsubscribe requests. any any unsubscribe requests. What we're doing here with email What we're doing here with email What we're doing here with email outreach is no different from outreach is no different from outreach is no different from running an ad campaign on Google or running an ad campaign on Google or running an ad campaign on Google or Meta. Meta. Meta. With good targeting and good copy, you With good targeting and good copy, you With good targeting and good copy, you can get someone to take action. But the can get someone to take action. But the can get someone to take action. But the second that you annoy people to the second that you annoy people to the second that you annoy people to the point that they want to walk away, i.e. point that they want to walk away, i.e. point that they want to walk away, i.e. you don't have an unsubscribe option in you don't have an unsubscribe option in you don't have an unsubscribe option in your email, whether that's a link or your email, whether that's a link or your email, whether that's a link or that is hey, you know, reply with N and that is hey, you know, reply with N and that is hey, you know, reply with N and I will remove you, I will remove you, I will remove you, you're really going to be frustrating you're really going to be frustrating you're really going to be frustrating people.

people. people. So, those are three things that you can So, those are three things that you can So, those are three things that you can uh that we can say with definitive uh that we can say with definitive uh that we can say with definitive certainty that have changed in 2025 certainty that have changed in 2025 certainty that have changed in 2025 versus 2026. versus 2026. versus 2026. Um Um Um But, more importantly, what are the But, more importantly, what are the But, more importantly, what are the things that you can be doing, Jemek, to things that you can be doing, Jemek, to things that you can be doing, Jemek, to to help get more replies from your to help get more replies from your to help get more replies from your sequences? sequences? sequences? >> Thank you, James. Yes, so let me jump >> Thank you, James. Yes, so let me jump >> Thank you, James. Yes, so let me jump into the three areas that we've into the three areas that we've into the three areas that we've identified identified identified in the in the research in the data set. in the in the research in the data set. in the in the research in the data set. Just to reiterate, this is across all Just to reiterate, this is across all Just to reiterate, this is across all use cases. So, this doesn't just apply use cases. So, this doesn't just apply use cases. So, this doesn't just apply to sales campaigns. This also would to sales campaigns. This also would to sales campaigns. This also would apply if you're doing recruitment or if apply if you're doing recruitment or if apply if you're doing recruitment or if you're doing marketing. These findings you're doing marketing. These findings you're doing marketing. These findings are fairly universal. This is how we are fairly universal. This is how we are fairly universal. This is how we structured this report to be applicable structured this report to be applicable structured this report to be applicable to any any email outreach campaign. And to any any email outreach campaign. And to any any email outreach campaign. And yeah, let me cover the three areas that yeah, let me cover the three areas that yeah, let me cover the three areas that we've identified we've identified we've identified as the the difference makers between as the the difference makers between as the the difference makers between people that get really high reply rates people that get really high reply rates people that get really high reply rates versus everyone else, really. And those versus everyone else, really. And those versus everyone else, really. And those three three areas relate to how you three three areas relate to how you three three areas relate to how you build your lists, then how you build your lists, then how you build your lists, then how you personalize your emails, and finally personalize your emails, and finally personalize your emails, and finally your technical setup, which has several your technical setup, which has several your technical setup, which has several elements. So, yeah, the first the first elements. So, yeah, the first the first elements. So, yeah, the first the first thing is thing is thing is smaller lists.

smaller lists. smaller lists. Um we found that if you target Um we found that if you target Um we found that if you target uh uh uh fewer than 100 recipients with your fewer than 100 recipients with your fewer than 100 recipients with your email sequences, your reply rate will be email sequences, your reply rate will be email sequences, your reply rate will be 158% 158% 158% higher than for those in equivalent higher than for those in equivalent higher than for those in equivalent conditions targeting 500 plus conditions targeting 500 plus conditions targeting 500 plus recipients. And this is one of the most recipients. And this is one of the most recipients. And this is one of the most critical findings for us, and it's also critical findings for us, and it's also critical findings for us, and it's also one that I think one that I think one that I think that may be a bit difficult to get wrap that may be a bit difficult to get wrap that may be a bit difficult to get wrap your head around. your head around. your head around. Uh we are not saying that you should Uh we are not saying that you should Uh we are not saying that you should limit yourself when you're prospecting, limit yourself when you're prospecting, limit yourself when you're prospecting, when you're specifically looking for when you're specifically looking for when you're specifically looking for people to contact or companies to people to contact or companies to people to contact or companies to contact. contact. contact. Uh when you use a tool like Hunter Uh when you use a tool like Hunter Uh when you use a tool like Hunter Discover, for example, or any other B2B Discover, for example, or any other B2B Discover, for example, or any other B2B database to actually source the people database to actually source the people database to actually source the people and companies that you want to reach out and companies that you want to reach out and companies that you want to reach out to, you should absolutely uh save any to, you should absolutely uh save any to, you should absolutely uh save any leads uh that you think are relevant for leads uh that you think are relevant for leads uh that you think are relevant for your campaigns. your campaigns. your campaigns. However, that doesn't mean that you However, that doesn't mean that you However, that doesn't mean that you should send one broad campaign to all should send one broad campaign to all should send one broad campaign to all the leads that you save. This is what the leads that you save. This is what the leads that you save. This is what this finding is about. It's really this finding is about. It's really this finding is about. It's really about finding a size for each sequence about finding a size for each sequence about finding a size for each sequence that makes it very easy to be clear that makes it very easy to be clear that makes it very easy to be clear about why those recipients should care.

about why those recipients should care. about why those recipients should care. And the finding here is that if you And the finding here is that if you And the finding here is that if you target smaller groups of people, it's target smaller groups of people, it's target smaller groups of people, it's just way easier to write a sequence that just way easier to write a sequence that just way easier to write a sequence that speaks to them. Uh speaks to them. Uh speaks to them. Uh it's again, it's not about be being it's again, it's not about be being it's again, it's not about be being small for the sake of it. It's it's small for the sake of it. It's it's small for the sake of it. It's it's about taking the data that you have and about taking the data that you have and about taking the data that you have and dividing it into managea- manageable dividing it into managea- manageable dividing it into managea- manageable segments where it's just way easier to segments where it's just way easier to segments where it's just way easier to be relevant. And uh the question is how be relevant. And uh the question is how be relevant. And uh the question is how do you do it? You find uh 5, 10,000 do you do it? You find uh 5, 10,000 do you do it? You find uh 5, 10,000 companies in Hunter Discover, or you companies in Hunter Discover, or you companies in Hunter Discover, or you have it from LinkedIn, or maybe your have it from LinkedIn, or maybe your have it from LinkedIn, or maybe your sales team, your marketing team passes sales team, your marketing team passes sales team, your marketing team passes on a list uh with thousands of companies on a list uh with thousands of companies on a list uh with thousands of companies to reach out to. How do you actually to reach out to. How do you actually to reach out to. How do you actually turn that into those small segments and turn that into those small segments and turn that into those small segments and you don't go crazy? you don't go crazy? you don't go crazy? And uh And uh And uh there's a couple of approaches, but they there's a couple of approaches, but they there's a couple of approaches, but they essentially boil down to segmentation, essentially boil down to segmentation, essentially boil down to segmentation, right? Uh you segment either the right? Uh you segment either the right? Uh you segment either the companies uh that you reach out to. So, companies uh that you reach out to. So, companies uh that you reach out to. So, uh for instance, um if your total uh for instance, um if your total uh for instance, um if your total addressable market is all in the US, addressable market is all in the US, addressable market is all in the US, maybe there are subsegments there that maybe there are subsegments there that maybe there are subsegments there that are industry-specific. So, maybe you are industry-specific. So, maybe you are industry-specific. So, maybe you speak you can speak both to speak you can speak both to speak you can speak both to pharmaceutical companies and medical pharmaceutical companies and medical pharmaceutical companies and medical companies, but your sequence may be companies, but your sequence may be companies, but your sequence may be slightly different depending on the slightly different depending on the slightly different depending on the companies uh the company you target.

companies uh the company you target. companies uh the company you target. Maybe it's a persona-based uh Maybe it's a persona-based uh Maybe it's a persona-based uh segmentation approach, which we show segmentation approach, which we show segmentation approach, which we show here as an example, right? You have a here as an example, right? You have a here as an example, right? You have a list of target companies, but uh list of target companies, but uh list of target companies, but uh depending on the people that you found depending on the people that you found depending on the people that you found at those companies, you create separate at those companies, you create separate at those companies, you create separate sequences for those personas. Uh sequences for those personas. Uh sequences for those personas. Uh I would point out that in Hunter, it's I would point out that in Hunter, it's I would point out that in Hunter, it's really easy if you have your leads saved really easy if you have your leads saved really easy if you have your leads saved in Hunter leads, it's pretty easy to get in Hunter leads, it's pretty easy to get in Hunter leads, it's pretty easy to get a bird's-eye view of the people that you a bird's-eye view of the people that you a bird's-eye view of the people that you have saved. Uh have saved. Uh have saved. Uh At the top of your leads list, you have At the top of your leads list, you have At the top of your leads list, you have these these these neat visualizations that I I show here neat visualizations that I I show here neat visualizations that I I show here on the slide, which you can configure to on the slide, which you can configure to on the slide, which you can configure to show any variable. I've shown job title show any variable. I've shown job title show any variable. I've shown job title here and country, but there's more like here and country, but there's more like here and country, but there's more like you can break it down by industry, and you can break it down by industry, and you can break it down by industry, and this is I would say a perfect starting this is I would say a perfect starting this is I would say a perfect starting point to actually get a get get the point to actually get a get get the point to actually get a get get the sense of who the people on your list are sense of who the people on your list are sense of who the people on your list are and start creating those small segments. and start creating those small segments. and start creating those small segments. Secondly, the second area that I want to Secondly, the second area that I want to Secondly, the second area that I want to point out is personalization.

point out is personalization. point out is personalization. Personalization is a major point of Personalization is a major point of Personalization is a major point of difference between the campaigns that difference between the campaigns that difference between the campaigns that are highly successful and those that get are highly successful and those that get are highly successful and those that get close to zero replies. Um close to zero replies. Um close to zero replies. Um The chart here shows The chart here shows The chart here shows reply rates by the number of reply rates by the number of reply rates by the number of personalization variables in the body of personalization variables in the body of personalization variables in the body of your of your email sequences. So, as you your of your email sequences. So, as you your of your email sequences. So, as you can see, um can see, um can see, um sequences that use no personalization sequences that use no personalization sequences that use no personalization get I believe it's 3.6% get I believe it's 3.6% get I believe it's 3.6% whereas with two personalized variables, whereas with two personalized variables, whereas with two personalized variables, it grows it grows it grows by a significant margin. Um by a significant margin. Um by a significant margin. Um personalization should apply to both personalization should apply to both personalization should apply to both your subject line and the body of your your subject line and the body of your your subject line and the body of your emails, but the critical thing is that emails, but the critical thing is that emails, but the critical thing is that it has to be meaningful. Uh nobody is it has to be meaningful. Uh nobody is it has to be meaningful. Uh nobody is impressed by their name being injected impressed by their name being injected impressed by their name being injected into the subject line anymore. That's into the subject line anymore. That's into the subject line anymore. That's just table stakes. Uh just table stakes. Uh just table stakes. Uh and it's not going to make a meaningful and it's not going to make a meaningful and it's not going to make a meaningful difference. What we've seen in the data difference. What we've seen in the data difference. What we've seen in the data is the the variables that make the is the the variables that make the is the the variables that make the biggest difference are the are the deep biggest difference are the are the deep biggest difference are the are the deep ones. So, some of our customers have ones. So, some of our customers have ones. So, some of our customers have custom attributes that relate to custom attributes that relate to custom attributes that relate to uh what the company is selling, right?

uh what the company is selling, right? uh what the company is selling, right? So, you would have a list of companies So, you would have a list of companies So, you would have a list of companies and you have a custom variable with and you have a custom variable with and you have a custom variable with maybe name of the product or maybe maybe name of the product or maybe maybe name of the product or maybe there's a job title that's missing from there's a job title that's missing from there's a job title that's missing from the organization, anything like that the organization, anything like that the organization, anything like that that you can tap into and critically that you can tap into and critically that you can tap into and critically the goal here isn't to impress your the goal here isn't to impress your the goal here isn't to impress your recipients with the the amount of recipients with the the amount of recipients with the the amount of research that you've done on them. research that you've done on them. research that you've done on them. The goal here is to make the connection The goal here is to make the connection The goal here is to make the connection for your recipient between what you're for your recipient between what you're for your recipient between what you're offering and their circumstance. So, I offering and their circumstance. So, I offering and their circumstance. So, I call it contextualization. You you want call it contextualization. You you want call it contextualization. You you want to build the context of I'm reaching out to build the context of I'm reaching out to build the context of I'm reaching out because I've learned this about your because I've learned this about your because I've learned this about your company. This is the goal with company. This is the goal with company. This is the goal with personalization. But yeah, the starting personalization. But yeah, the starting personalization. But yeah, the starting point is definitely custom attributes in point is definitely custom attributes in point is definitely custom attributes in inside Hunter, first name, company name, inside Hunter, first name, company name, inside Hunter, first name, company name, those basic uh customer attributes still those basic uh customer attributes still those basic uh customer attributes still work and you definitely need to add them work and you definitely need to add them work and you definitely need to add them wherever applicable, but make sure you wherever applicable, but make sure you wherever applicable, but make sure you also look for deeper variables to inject also look for deeper variables to inject also look for deeper variables to inject into your email templates. into your email templates. into your email templates. Uh an example that I want to show here Uh an example that I want to show here Uh an example that I want to show here is fake personalization is yet what is fake personalization is yet what is fake personalization is yet what Sorry, what what I would call Sorry, what what I would call Sorry, what what I would call um what I would call fake um what I would call fake um what I would call fake personalization is personalization is personalization is facts that you've learned about your facts that you've learned about your facts that you've learned about your recipient that don't really connect to recipient that don't really connect to recipient that don't really connect to what you're offering.

what you're offering. what you're offering. So, you're running ads, can we talk? And So, you're running ads, can we talk? And So, you're running ads, can we talk? And your your offer is about something else your your offer is about something else your your offer is about something else entirely. Notice you posted a couple of entirely. Notice you posted a couple of entirely. Notice you posted a couple of case studies in four blogs. You've Cool, case studies in four blogs. You've Cool, case studies in four blogs. You've Cool, you've learned that, but you actually you've learned that, but you actually you've learned that, but you actually need to connect that to your offer. This need to connect that to your offer. This need to connect that to your offer. This is where uh personalization really uh is where uh personalization really uh is where uh personalization really uh helps to prove that you have a good helps to prove that you have a good helps to prove that you have a good reasons for reason for reaching out. reasons for reason for reaching out. reasons for reason for reaching out. Very quickly, uh two emails here. Here Very quickly, uh two emails here. Here Very quickly, uh two emails here. Here you can see an example. Uh yeah, it's you can see an example. Uh yeah, it's you can see an example. Uh yeah, it's it's it's showing that fake it's it's showing that fake it's it's showing that fake personalization where you pulled up some personalization where you pulled up some personalization where you pulled up some facts like if you found something about facts like if you found something about facts like if you found something about the company you're reaching out to, but the company you're reaching out to, but the company you're reaching out to, but you're not really making the connection you're not really making the connection you're not really making the connection uh between that fact and and your offer uh between that fact and and your offer uh between that fact and and your offer for the recipient. Whereas this example for the recipient. Whereas this example for the recipient. Whereas this example uh clearly makes that connection. You uh clearly makes that connection. You uh clearly makes that connection. You It It It calls out the the recipient It It It calls out the the recipient It It It calls out the the recipient company's mission and connects that company's mission and connects that company's mission and connects that mission to what you what you're trying mission to what you what you're trying mission to what you what you're trying to get them to to do next. to get them to to do next. to get them to to do next. I really like to think about I really like to think about I really like to think about personalization in this in in the sense personalization in this in in the sense personalization in this in in the sense of of of when applied, it makes an email when applied, it makes an email when applied, it makes an email feel like it's targeting to targeted to feel like it's targeting to targeted to feel like it's targeting to targeted to no more than 50 people.

no more than 50 people. no more than 50 people. I think most recipients understand that I think most recipients understand that I think most recipients understand that not all not all not all emails they receive are one-to-one. Like emails they receive are one-to-one. Like emails they receive are one-to-one. Like not every email is fully personalized not every email is fully personalized not every email is fully personalized and just sent to that one person. and just sent to that one person. and just sent to that one person. I think that's the reality that most I think that's the reality that most I think that's the reality that most decision-makers accept, but they do want decision-makers accept, but they do want decision-makers accept, but they do want to feel like the to feel like the to feel like the the email they receive could couldn't the email they receive could couldn't the email they receive could couldn't possibly target thousands of people. possibly target thousands of people. possibly target thousands of people. That's kind of That's kind of That's kind of That's the way I like think to think That's the way I like think to think That's the way I like think to think about the data we found is it has to about the data we found is it has to about the data we found is it has to feel personal enough and it seems that feel personal enough and it seems that feel personal enough and it seems that that kind of threshold is that kind of threshold is that kind of threshold is between 20 to 50 people. between 20 to 50 people. between 20 to 50 people. We have a great quote from Josh We have a great quote from Josh We have a great quote from Josh Whitfield. By the way, I recommend Whitfield. By the way, I recommend Whitfield. By the way, I recommend giving Josh a follow on LinkedIn. He He giving Josh a follow on LinkedIn. He He giving Josh a follow on LinkedIn. He He He shares great content on using AI for He shares great content on using AI for He shares great content on using AI for email outreach personalization. And email outreach personalization. And email outreach personalization. And yeah, yeah, yeah, Josh commenting on our findings, he Josh commenting on our findings, he Josh commenting on our findings, he said, "It's important to understand that said, "It's important to understand that said, "It's important to understand that people are tired of bad AI. people are tired of bad AI. people are tired of bad AI. When you're using AI, it needs to be When you're using AI, it needs to be When you're using AI, it needs to be relevant and consistent with your relevant and consistent with your relevant and consistent with your intended message." And intended message." And intended message." And tying to this quote, I would I would tying to this quote, I would I would tying to this quote, I would I would share if you haven't tried it yet, I share if you haven't tried it yet, I share if you haven't tried it yet, I really recommend giving our AI writing really recommend giving our AI writing really recommend giving our AI writing assistant assistant assistant a try. It's available in sequences a try. It's available in sequences a try. It's available in sequences whenever you draft a whenever you draft a whenever you draft a a new campaign, you can simply turn this a new campaign, you can simply turn this a new campaign, you can simply turn this feature on and it's going to do exactly feature on and it's going to do exactly feature on and it's going to do exactly what Josh what Josh what Josh suggested you do, which is it's going to suggested you do, which is it's going to suggested you do, which is it's going to try try connect. It's not It's not just try try connect. It's not It's not just try try connect. It's not It's not just like using ChatGPT and saying write me like using ChatGPT and saying write me like using ChatGPT and saying write me write an email for me.

write an email for me. write an email for me. Uh our AI writing assistant will ask you Uh our AI writing assistant will ask you Uh our AI writing assistant will ask you about your your audience and about your about your your audience and about your about your your audience and about your business. It's going to ask about the business. It's going to ask about the business. It's going to ask about the problems you're addressing, problems you're addressing, problems you're addressing, um and the solutions you're offering, um and the solutions you're offering, um and the solutions you're offering, and the value proposition. And based on and the value proposition. And based on and the value proposition. And based on that, it's going to try to uh figure out that, it's going to try to uh figure out that, it's going to try to uh figure out the best sequence. And this is a really the best sequence. And this is a really the best sequence. And this is a really good first step when you actually go and good first step when you actually go and good first step when you actually go and apply that apply that apply that that uh philosophy of smaller lists. If that uh philosophy of smaller lists. If that uh philosophy of smaller lists. If you have a a thousand companies and you you have a a thousand companies and you you have a a thousand companies and you break them down into smaller lists, break them down into smaller lists, break them down into smaller lists, obviously it's going to add uh to your obviously it's going to add uh to your obviously it's going to add uh to your workload when it comes to drafting those workload when it comes to drafting those workload when it comes to drafting those sequences. And the writing AI writing sequences. And the writing AI writing sequences. And the writing AI writing assistant is a really good uh assistant is a really good uh assistant is a really good uh first step to to mitigating some of that first step to to mitigating some of that first step to to mitigating some of that extra work workload. extra work workload. extra work workload. And the third area I want to cover is And the third area I want to cover is And the third area I want to cover is your setup. Uh your setup. Uh your setup. Uh I would say probably I should cover it I would say probably I should cover it I would say probably I should cover it first uh it first because it's really first uh it first because it's really first uh it first because it's really the low-hanging fruit of email outreach. the low-hanging fruit of email outreach. the low-hanging fruit of email outreach. Uh some of the things that you can set Uh some of the things that you can set Uh some of the things that you can set up on the technical side up on the technical side up on the technical side um um um will you know will will give you a a will you know will will give you a a will you know will will give you a a lift in the reply rates that it's very lift in the reply rates that it's very lift in the reply rates that it's very difficult to reproduce if you just, you difficult to reproduce if you just, you difficult to reproduce if you just, you know, tweak copy, do AB testing, and all know, tweak copy, do AB testing, and all know, tweak copy, do AB testing, and all that stuff.

that stuff. that stuff. Uh so, one of the first things that I Uh so, one of the first things that I Uh so, one of the first things that I would call out is a dedicated sending would call out is a dedicated sending would call out is a dedicated sending domain domain domain uh uh uh as opposed to a free email account, as opposed to a free email account, as opposed to a free email account, right? So, right? So, right? So, we see a 108% we see a 108% we see a 108% uh lift between people that use uh uh lift between people that use uh uh lift between people that use uh a dedicated email account on a dedicated a dedicated email account on a dedicated a dedicated email account on a dedicated domain versus something like gmail.com. domain versus something like gmail.com. domain versus something like gmail.com. Uh there's two variables there. One is Uh there's two variables there. One is Uh there's two variables there. One is email service providers like Gmail. When email service providers like Gmail. When email service providers like Gmail. When they deliver your emails, they are just they deliver your emails, they are just they deliver your emails, they are just uh uh uh they they trust uh you more if you use a they they trust uh you more if you use a they they trust uh you more if you use a custom domain that's authenticated. If custom domain that's authenticated. If custom domain that's authenticated. If you're a Gmail user, it's just simply you're a Gmail user, it's just simply you're a Gmail user, it's just simply more likely statistically speaking that more likely statistically speaking that more likely statistically speaking that you're a spammer. And so, uh you're a spammer. And so, uh you're a spammer. And so, uh spam filters will be more um spam filters will be more um spam filters will be more um Yeah, they will they will judge your Yeah, they will they will judge your Yeah, they will they will judge your email in in a different way. But there's email in in a different way. But there's email in in a different way. But there's also a trust factor, uh also a trust factor, uh also a trust factor, uh a a human factor of receiving the an a a human factor of receiving the an a a human factor of receiving the an email from something that looks like a email from something that looks like a email from something that looks like a legitimate business. So, again, this is legitimate business. So, again, this is legitimate business. So, again, this is this is the low-hanging fruit. Get just this is the low-hanging fruit. Get just this is the low-hanging fruit. Get just get a custom domain. We recommend not get a custom domain. We recommend not get a custom domain. We recommend not using your primary business domain, using your primary business domain, using your primary business domain, getting a dedicated domain to send email getting a dedicated domain to send email getting a dedicated domain to send email outreach.

outreach. outreach. That is one of the easiest way to lift That is one of the easiest way to lift That is one of the easiest way to lift your reply rates. your reply rates. your reply rates. Then, very quickly, four areas, Then, very quickly, four areas, Then, very quickly, four areas, and I'll leave a a link in the chat and I'll leave a a link in the chat and I'll leave a a link in the chat later later later for you to explore those areas in more for you to explore those areas in more for you to explore those areas in more detail, but just to quickly flag them. detail, but just to quickly flag them. detail, but just to quickly flag them. If you if you use email outreach for If you if you use email outreach for If you if you use email outreach for multiple use cases, like you may be multiple use cases, like you may be multiple use cases, like you may be using it for sales, like we do at using it for sales, like we do at using it for sales, like we do at Hunter. We use it for sales, we use it Hunter. We use it for sales, we use it Hunter. We use it for sales, we use it for research, to talk to our users, but for research, to talk to our users, but for research, to talk to our users, but we also use it for marketing. We try to we also use it for marketing. We try to we also use it for marketing. We try to separate those use cases and have separate those use cases and have separate those use cases and have different domains handling those different domains handling those different domains handling those different contexts. That just makes it different contexts. That just makes it different contexts. That just makes it easier easier easier for email providers to understand what for email providers to understand what for email providers to understand what you're what you're doing, what you're you're what you're doing, what you're you're what you're doing, what you're doing, and it seems that it's uh doing, and it seems that it's uh doing, and it seems that it's uh it helps algorithms filter out spam from it helps algorithms filter out spam from it helps algorithms filter out spam from what's what's really important. what's what's really important. what's what's really important. On those domains, if you want to scale On those domains, if you want to scale On those domains, if you want to scale your sequences, we recommend that you your sequences, we recommend that you your sequences, we recommend that you the the easiest way really to to scale the the easiest way really to to scale the the easiest way really to to scale your your sequences is to get more email your your sequences is to get more email your your sequences is to get more email accounts. So, uh create more email accounts. So, uh create more email accounts. So, uh create more email accounts once you're ready to scale, accounts once you're ready to scale, accounts once you're ready to scale, once you see some traction from your once you see some traction from your once you see some traction from your initial campaigns if you're just initial campaigns if you're just initial campaigns if you're just starting out.

starting out. starting out. Natural sending behavior is primarily Natural sending behavior is primarily Natural sending behavior is primarily about the daily sending volume. This is about the daily sending volume. This is about the daily sending volume. This is the setting that's on your end when the setting that's on your end when the setting that's on your end when you're using something like Hunter to you're using something like Hunter to you're using something like Hunter to send your campaigns. send your campaigns. send your campaigns. We recommend starting at 15 emails per We recommend starting at 15 emails per We recommend starting at 15 emails per day per email account, and we usually day per email account, and we usually day per email account, and we usually recommend recommend recommend not going beyond 15 emails per day. We not going beyond 15 emails per day. We not going beyond 15 emails per day. We see a hard cap in the data, we see a see a hard cap in the data, we see a see a hard cap in the data, we see a hard cap at 100 emails per day. People hard cap at 100 emails per day. People hard cap at 100 emails per day. People that exceed that limit per per single that exceed that limit per per single that exceed that limit per per single email account get much lower reply email account get much lower reply email account get much lower reply rates, indicating deliverability issues rates, indicating deliverability issues rates, indicating deliverability issues there. And finally, if you're in that there. And finally, if you're in that there. And finally, if you're in that scaling phase, we recommend rotating scaling phase, we recommend rotating scaling phase, we recommend rotating your accounts and having several email your accounts and having several email your accounts and having several email accounts in the warm-up phase in the accounts in the warm-up phase in the accounts in the warm-up phase in the background. This is primarily, you know, background. This is primarily, you know, background. This is primarily, you know, you don't want a single point of you don't want a single point of you don't want a single point of failure. You don't want uh failure. You don't want uh failure. You don't want uh one domain with a couple of email one domain with a couple of email one domain with a couple of email accounts being your your only sending accounts being your your only sending accounts being your your only sending stack when you when you want to scale. stack when you when you want to scale. stack when you when you want to scale. Uh keep several email accounts in the in Uh keep several email accounts in the in Uh keep several email accounts in the in the warm-up phase just to be able to the warm-up phase just to be able to the warm-up phase just to be able to rotate them in when you see the rotate them in when you see the rotate them in when you see the deliverability deliverability deliverability deliverability issues with those deliverability issues with those deliverability issues with those accounts you're you're using.

accounts you're you're using. accounts you're you're using. Uh Uh Uh interestingly, uh we see that Google interestingly, uh we see that Google interestingly, uh we see that Google Workspace gets higher reply rates than Workspace gets higher reply rates than Workspace gets higher reply rates than Microsoft 365. So, if we were to Microsoft 365. So, if we were to Microsoft 365. So, if we were to recommend a provider that you recommend a provider that you recommend a provider that you uh primarily use for email outreach uh primarily use for email outreach uh primarily use for email outreach purposes, it would be probably Google purposes, it would be probably Google purposes, it would be probably Google Workspace. Workspace. Workspace. It's not that Microsoft 365 is is It's not that Microsoft 365 is is It's not that Microsoft 365 is is terrible, but uh if you want to optimize terrible, but uh if you want to optimize terrible, but uh if you want to optimize reply rates, uh that's that's the reply rates, uh that's that's the reply rates, uh that's that's the provider uh to go to. provider uh to go to. provider uh to go to. And finally, I would call out uh And finally, I would call out uh And finally, I would call out uh on the on the technical front, uh we on the on the technical front, uh we on the on the technical front, uh we recently shipped um another view in recently shipped um another view in recently shipped um another view in sequences in Hunter, which is the email sequences in Hunter, which is the email sequences in Hunter, which is the email account center. And this is really the account center. And this is really the account center. And this is really the best place to uh to evaluate your best place to uh to evaluate your best place to uh to evaluate your sending stack, especially at scale. When sending stack, especially at scale. When sending stack, especially at scale. When you like you see on the screenshot here, you like you see on the screenshot here, you like you see on the screenshot here, we have 150 email accounts added to one we have 150 email accounts added to one we have 150 email accounts added to one email uh to one Hunter account. And in email uh to one Hunter account. And in email uh to one Hunter account. And in the emails account center, we can easily the emails account center, we can easily the emails account center, we can easily see the sending capacity that we have see the sending capacity that we have see the sending capacity that we have with those email accounts, whether with those email accounts, whether with those email accounts, whether they're successfully authenticated, if they're successfully authenticated, if they're successfully authenticated, if there's any issues, and crucially, if we there's any issues, and crucially, if we there's any issues, and crucially, if we want to add to our sending capacity.

want to add to our sending capacity. want to add to our sending capacity. Thinking maybe we want to send 10,000 Thinking maybe we want to send 10,000 Thinking maybe we want to send 10,000 emails uh next month. emails uh next month. emails uh next month. What's our sending capacity today? Do we What's our sending capacity today? Do we What's our sending capacity today? Do we need more email accounts? We now offer, need more email accounts? We now offer, need more email accounts? We now offer, uh it's been two or three months now, I uh it's been two or three months now, I uh it's been two or three months now, I think, we now offer uh think, we now offer uh think, we now offer uh the possibility of uh the possibility of uh the possibility of uh creating managing email accounts via creating managing email accounts via creating managing email accounts via Hunter. So, Hunter. So, Hunter. So, um it's way easier now to create email um it's way easier now to create email um it's way easier now to create email accounts in bulk accounts in bulk accounts in bulk if you're using Hunter to send your if you're using Hunter to send your if you're using Hunter to send your sequences. The accounts that you sequences. The accounts that you sequences. The accounts that you purchased through Hunter are are Google purchased through Hunter are are Google purchased through Hunter are are Google Workspace accounts. So, this is all Workspace accounts. So, this is all Workspace accounts. So, this is all optimized for high deliverability. I optimized for high deliverability. I optimized for high deliverability. I really recommend giving it a try even if really recommend giving it a try even if really recommend giving it a try even if you're not really in the scaling phase. you're not really in the scaling phase. you're not really in the scaling phase. It's just a good place to estimate your It's just a good place to estimate your It's just a good place to estimate your sending capacity and everything else. sending capacity and everything else. sending capacity and everything else. And with that, And with that, And with that, Anthony is going to cover the three Anthony is going to cover the three Anthony is going to cover the three things that also come from the report things that also come from the report things that also come from the report and for the data analysis that we think and for the data analysis that we think and for the data analysis that we think you should probably stop doing if you you should probably stop doing if you you should probably stop doing if you are doing them. are doing them. are doing them. >> Thank you, Jernej. >> Thank you, Jernej. >> Thank you, Jernej. So, yeah, just I'll share a quick three So, yeah, just I'll share a quick three So, yeah, just I'll share a quick three things to stop doing that will help your things to stop doing that will help your things to stop doing that will help your emails getting delivered and actually emails getting delivered and actually emails getting delivered and actually increase the the reply rate. So, first increase the the reply rate. So, first increase the the reply rate. So, first thing is tracking the opens.

thing is tracking the opens. thing is tracking the opens. So, as data suggests, like if you if you So, as data suggests, like if you if you So, as data suggests, like if you if you kind of put two campaigns next to each kind of put two campaigns next to each kind of put two campaigns next to each other, the one campaign when you are not other, the one campaign when you are not other, the one campaign when you are not tracking opens or link clicks versus the tracking opens or link clicks versus the tracking opens or link clicks versus the other where you track the opens and other where you track the opens and other where you track the opens and click and link clicks, click and link clicks, click and link clicks, you'll notice that like there is a 68% you'll notice that like there is a 68% you'll notice that like there is a 68% improvement in the not tracked campaign improvement in the not tracked campaign improvement in the not tracked campaign in terms of reply rates. So, that's one in terms of reply rates. So, that's one in terms of reply rates. So, that's one quick win that you could try. Like quick win that you could try. Like quick win that you could try. Like basically, I'll show you later how to do basically, I'll show you later how to do basically, I'll show you later how to do it easily in Hunter. It's very simple, it easily in Hunter. It's very simple, it easily in Hunter. It's very simple, but just turning off like but just turning off like but just turning off like tracking of the open rates and links tracking of the open rates and links tracking of the open rates and links help you to get more emails delivered help you to get more emails delivered help you to get more emails delivered and therefore more and therefore more and therefore more replies. replies. replies. At the moment, tracking open rates is At the moment, tracking open rates is At the moment, tracking open rates is mostly like the vanity metric. One of mostly like the vanity metric. One of mostly like the vanity metric. One of the reasons is that many of email the reasons is that many of email the reasons is that many of email providers or many of the email clients providers or many of the email clients providers or many of the email clients as well, they are out of firing the open as well, they are out of firing the open as well, they are out of firing the open open tracking pixels, which means that open tracking pixels, which means that open tracking pixels, which means that if you turn it on, basically, you might if you turn it on, basically, you might if you turn it on, basically, you might see like very high open open rates, but see like very high open open rates, but see like very high open open rates, but maybe you will not even have any maybe you will not even have any maybe you will not even have any replies. That's basically like it's it's replies. That's basically like it's it's replies. That's basically like it's it's kind of like misleading uh kind of like misleading uh kind of like misleading uh metrics at at its best at the moment and metrics at at its best at the moment and metrics at at its best at the moment and uh there are some uh sometimes when you uh there are some uh sometimes when you uh there are some uh sometimes when you want to use the uh open tracking. So, want to use the uh open tracking. So, want to use the uh open tracking. So, for example, for example, for example, if you want to detect some of the if you want to detect some of the if you want to detect some of the issues. So, let's say you are you are issues. So, let's say you are you are issues. So, let's say you are you are kind of sending the campaign and you are kind of sending the campaign and you are kind of sending the campaign and you are not getting results that you used to not getting results that you used to not getting results that you used to get, you might uh turn it on for a while get, you might uh turn it on for a while get, you might uh turn it on for a while to test it test your campaigns or test to test it test your campaigns or test to test it test your campaigns or test your sending email accounts and see like

your sending email accounts and see like your sending email accounts and see like for example, in one uh email account you for example, in one uh email account you for example, in one uh email account you are getting let's say 5% open rate and are getting let's say 5% open rate and are getting let's say 5% open rate and the another you get 30%. It can kind of the another you get 30%. It can kind of the another you get 30%. It can kind of indicate that on that email account indicate that on that email account indicate that on that email account where you get 5% of open rate, there is where you get 5% of open rate, there is where you get 5% of open rate, there is something off with the deliverability something off with the deliverability something off with the deliverability and there is maybe a bigger issue to uh and there is maybe a bigger issue to uh and there is maybe a bigger issue to uh to uncover. Also, AB testing, you could to uncover. Also, AB testing, you could to uncover. Also, AB testing, you could just uh put uh two uh subject line next just uh put uh two uh subject line next just uh put uh two uh subject line next to each other just to quickly test which to each other just to quickly test which to each other just to quickly test which approach works better for a given approach works better for a given approach works better for a given segment. That's that's that's working. segment. That's that's that's working. segment. That's that's that's working. Uh Uh Uh one good quote that we have is again for one good quote that we have is again for one good quote that we have is again for the Apple Mail Mail Privacy update that the Apple Mail Mail Privacy update that the Apple Mail Mail Privacy update that happened 3 years ago. So, basically just happened 3 years ago. So, basically just happened 3 years ago. So, basically just tells that uh most of the open rates are tells that uh most of the open rates are tells that uh most of the open rates are inflated and it's it's hard to kind of inflated and it's it's hard to kind of inflated and it's it's hard to kind of like understand which ones are open by like understand which ones are open by like understand which ones are open by bots, which one are open by people. So, bots, which one are open by people. So, bots, which one are open by people. So, use uh open rates mostly when you are use uh open rates mostly when you are use uh open rates mostly when you are testing things but not as a as a measure testing things but not as a as a measure testing things but not as a as a measure of success of your email campaigns. of success of your email campaigns. of success of your email campaigns. Uh you can disable it uh very easily in Uh you can disable it uh very easily in Uh you can disable it uh very easily in the sequences. So, once you're setting the sequences. So, once you're setting the sequences. So, once you're setting up your uh sequences in the last step up your uh sequences in the last step up your uh sequences in the last step before you uh you're launching them, before you uh you're launching them, before you uh you're launching them, there is a tracking section where you there is a tracking section where you there is a tracking section where you can just toggle off uh email opens and can just toggle off uh email opens and can just toggle off uh email opens and link clicks and that's all.

link clicks and that's all. link clicks and that's all. Uh the other thing you should uh stop Uh the other thing you should uh stop Uh the other thing you should uh stop doing is sending links in your first doing is sending links in your first doing is sending links in your first email. Uh email. Uh email. Uh that means that your emails, when you're that means that your emails, when you're that means that your emails, when you're sending outreach emails, they like the sending outreach emails, they like the sending outreach emails, they like the main purpose is getting the reply or main purpose is getting the reply or main purpose is getting the reply or starting the conversation. And the best starting the conversation. And the best starting the conversation. And the best way to do that is uh sending the plain way to do that is uh sending the plain way to do that is uh sending the plain text emails because they are they are text emails because they are they are text emails because they are they are set to have like the highest set to have like the highest set to have like the highest deliverability at the first place, which deliverability at the first place, which deliverability at the first place, which means that there is a higher chance your means that there is a higher chance your means that there is a higher chance your emails will actually land in the inbox emails will actually land in the inbox emails will actually land in the inbox of the recipient. of the recipient. of the recipient. Data suggests that a plain text outreach Data suggests that a plain text outreach Data suggests that a plain text outreach emails have almost 90% fewer bounces, emails have almost 90% fewer bounces, emails have almost 90% fewer bounces, which will basically protect your which will basically protect your which will basically protect your deliverability in the long run, which deliverability in the long run, which deliverability in the long run, which will help your emails getting delivered will help your emails getting delivered will help your emails getting delivered and getting those replies. Uh and getting those replies. Uh and getting those replies. Uh how to get a plain text emails? It's how to get a plain text emails? It's how to get a plain text emails? It's simple, just remove all HTML including simple, just remove all HTML including simple, just remove all HTML including images, links, text formatting, tracking images, links, text formatting, tracking images, links, text formatting, tracking pixels, and all together everything that pixels, and all together everything that pixels, and all together everything that you might have. One thing that might you might have. One thing that might you might have. One thing that might hide some of the HTML is signatures hide some of the HTML is signatures hide some of the HTML is signatures because they get because they get because they get stick below the email body and people stick below the email body and people stick below the email body and people usually tend to add the logos, the URLs usually tend to add the logos, the URLs usually tend to add the logos, the URLs of the LinkedIn of the company. Uh of the LinkedIn of the company. Uh of the LinkedIn of the company. Uh we suggest to remove those to keep it we suggest to remove those to keep it we suggest to remove those to keep it plain HTML as well. A plain text as plain HTML as well. A plain text as plain HTML as well. A plain text as well, sorry.

well, sorry. well, sorry. And the main goal is pretty much like And the main goal is pretty much like And the main goal is pretty much like that your email you want to your email that your email you want to your email that your email you want to your email to look like this. Mostly like you know, to look like this. Mostly like you know, to look like this. Mostly like you know, the closer your emails look like you're the closer your emails look like you're the closer your emails look like you're sending to specifically one person, the sending to specifically one person, the sending to specifically one person, the the more chance you'll get to get those the more chance you'll get to get those the more chance you'll get to get those emails actually delivered and get them emails actually delivered and get them emails actually delivered and get them opened. opened. opened. Uh there is an interesting quote Uh there is an interesting quote Uh there is an interesting quote that kind of says that uh like there is that kind of says that uh like there is that kind of says that uh like there is a lot more and more a lot more and more a lot more and more email outreach that looks more as a email outreach that looks more as a email outreach that looks more as a email marketing. So it's it it looks email marketing. So it's it it looks email marketing. So it's it it looks kind of like you could see something kind of like you could see something kind of like you could see something like that more and more than before. like that more and more than before. like that more and more than before. Like people try to push like sales from Like people try to push like sales from Like people try to push like sales from the from the email outreach, which which the from the email outreach, which which the from the email outreach, which which is not the goal at the first place. The is not the goal at the first place. The is not the goal at the first place. The goal should be like to start a goal should be like to start a goal should be like to start a conversation and the relationship. And conversation and the relationship. And conversation and the relationship. And the best way is to just like strip off the best way is to just like strip off the best way is to just like strip off all of the HTML and send it like that. all of the HTML and send it like that. all of the HTML and send it like that. And the third thing that you should stop And the third thing that you should stop And the third thing that you should stop doing is obsessing over word word doing is obsessing over word word doing is obsessing over word word length. There are two elements to that. length. There are two elements to that. length. There are two elements to that. One is subject line One is subject line One is subject line length. length. length. The data suggests that the sweet spot The data suggests that the sweet spot The data suggests that the sweet spot you want to be in is four to six words you want to be in is four to six words you want to be in is four to six words of the subject line. The more you write, of the subject line. The more you write, of the subject line. The more you write, the more words you write, the reply rate the more words you write, the reply rate the more words you write, the reply rate is dropping. Also, something interesting is dropping. Also, something interesting is dropping. Also, something interesting we found is that overused subject line we found is that overused subject line we found is that overused subject line patterns tend to underperform.

patterns tend to underperform. patterns tend to underperform. Very very popular example is just a Very very popular example is just a Very very popular example is just a quick question, which was glorified quick question, which was glorified quick question, which was glorified by a lot of agencies. It was working by a lot of agencies. It was working by a lot of agencies. It was working until it it stopped working because of until it it stopped working because of until it it stopped working because of recipient fatigue. Maybe a lot of people recipient fatigue. Maybe a lot of people recipient fatigue. Maybe a lot of people started to to set up their spam filter started to to set up their spam filter started to to set up their spam filter like that. So, you should be always like that. So, you should be always like that. So, you should be always testing in a way. Something that's testing in a way. Something that's testing in a way. Something that's working like today, maybe it won't work working like today, maybe it won't work working like today, maybe it won't work in a couple of months. You should always in a couple of months. You should always in a couple of months. You should always be testing. be testing. be testing. And the quick way to do that is by using And the quick way to do that is by using And the quick way to do that is by using Hunter's free subject line tester. So, Hunter's free subject line tester. So, Hunter's free subject line tester. So, basically, you just write your subject basically, you just write your subject basically, you just write your subject line. Hunter analyze your subject line line. Hunter analyze your subject line line. Hunter analyze your subject line and gives you the suggestions where you and gives you the suggestions where you and gives you the suggestions where you can improve and also give you three can improve and also give you three can improve and also give you three alternatives, so you can test it out and alternatives, so you can test it out and alternatives, so you can test it out and see what works for your segment and see what works for your segment and see what works for your segment and audience. And another quick audience. And another quick audience. And another quick data point is that data point is that data point is that subject lines with two custom attributes subject lines with two custom attributes subject lines with two custom attributes perform way better than subject lines perform way better than subject lines perform way better than subject lines with just one custom attribute. That's with just one custom attribute. That's with just one custom attribute. That's probably to add a bit of context and probably to add a bit of context and probably to add a bit of context and that personalization, which J'amais also that personalization, which J'amais also that personalization, which J'amais also mentioned before.

mentioned before. mentioned before. And when it comes to length of the body, And when it comes to length of the body, And when it comes to length of the body, it was it was also like if you if you it was it was also like if you if you it was it was also like if you if you are on LinkedIn, you might notice that a are on LinkedIn, you might notice that a are on LinkedIn, you might notice that a lot of like lot of like lot of like discussions are mentioning like use like discussions are mentioning like use like discussions are mentioning like use like write emails short emails write emails short emails write emails short emails below 50 words and stuff like that. The below 50 words and stuff like that. The below 50 words and stuff like that. The data doesn't suggest that. As you can data doesn't suggest that. As you can data doesn't suggest that. As you can see like the reply rate across the board see like the reply rate across the board see like the reply rate across the board is pretty much similar. So, basically, is pretty much similar. So, basically, is pretty much similar. So, basically, what it says is like if you if If can what it says is like if you if If can what it says is like if you if If can put all of the context in your email put all of the context in your email put all of the context in your email body in 50 words, that's great. If you body in 50 words, that's great. If you body in 50 words, that's great. If you need 200 words, it's also working. Like need 200 words, it's also working. Like need 200 words, it's also working. Like it's important that you don't that you it's important that you don't that you it's important that you don't that you give your best to make every word count give your best to make every word count give your best to make every word count to give the context to the recipient. to give the context to the recipient. to give the context to the recipient. Uh and also when you are reviewing Uh and also when you are reviewing Uh and also when you are reviewing email, I suggest that you kind of email, I suggest that you kind of email, I suggest that you kind of reread it couple time. If you find some reread it couple time. If you find some reread it couple time. If you find some filler words, that maybe something that filler words, that maybe something that filler words, that maybe something that you can kind of make it easier you can kind of make it easier you can kind of make it easier for recipient to read, you should also for recipient to read, you should also for recipient to read, you should also adjust it. Uh adjust it. Uh adjust it. Uh There is also one article that we will There is also one article that we will There is also one article that we will that we will share later. It's how you that we will share later. It's how you that we will share later. It's how you can use the AI with different prompts to can use the AI with different prompts to can use the AI with different prompts to help you predict your recipient's help you predict your recipient's help you predict your recipient's response.

response. response. Um Um Um and this is some interesting and this is some interesting and this is some interesting quote as well, quote as well, quote as well, which kind of goes in a way like a lot which kind of goes in a way like a lot which kind of goes in a way like a lot of like there is a there is a of like there is a there is a of like there is a there is a kind of a lot of conversation that like kind of a lot of conversation that like kind of a lot of conversation that like a long emails will make a long emails will make a long emails will make make a lower reply rates, which is make a lower reply rates, which is make a lower reply rates, which is definitely not the case. definitely not the case. definitely not the case. And the long email does not mean it's And the long email does not mean it's And the long email does not mean it's it's a bloated one. Use as much words as it's a bloated one. Use as much words as it's a bloated one. Use as much words as you need to to convey your message and you need to to convey your message and you need to to convey your message and give all of the context. give all of the context. give all of the context. Uh and now James will continue with one Uh and now James will continue with one Uh and now James will continue with one thing that hasn't changed yet. thing that hasn't changed yet. thing that hasn't changed yet. >> Thank you, Antonio. >> Thank you, Antonio. >> Thank you, Antonio. So, um I can see a lot of questions So, um I can see a lot of questions So, um I can see a lot of questions coming into the chat right now. So, coming into the chat right now. So, coming into the chat right now. So, please do uh yeah, please do keep asking please do uh yeah, please do keep asking please do uh yeah, please do keep asking your questions. There's a lot there that your questions. There's a lot there that your questions. There's a lot there that I'm looking forward to getting into. I'm looking forward to getting into. I'm looking forward to getting into. But before we do that, I just want to But before we do that, I just want to But before we do that, I just want to talk a little bit about one of the talk a little bit about one of the talk a little bit about one of the things that hasn't changed. Um and you things that hasn't changed. Um and you things that hasn't changed. Um and you know, you can probably pick up on what know, you can probably pick up on what know, you can probably pick up on what I'm what I'm about to share with you I'm what I'm about to share with you I'm what I'm about to share with you based on on all of these slides so far based on on all of these slides so far based on on all of these slides so far and and the data.

and and the data. and and the data. Email outreach is still being seen by a Email outreach is still being seen by a Email outreach is still being seen by a lot of people as this stop-start lot of people as this stop-start lot of people as this stop-start activity. Um it is not something that a activity. Um it is not something that a activity. Um it is not something that a lot of people are approaching in a way lot of people are approaching in a way lot of people are approaching in a way where uh as a marketer I can say this, where uh as a marketer I can say this, where uh as a marketer I can say this, um, it's it's a channel. It is a it's um, it's it's a channel. It is a it's um, it's it's a channel. It is a it's something that that it something that that it something that that it needs to exist always, um, needs to exist always, um, needs to exist always, um, and it it cannot be something that comes and it it cannot be something that comes and it it cannot be something that comes on and comes off. And if you do that, on and comes off. And if you do that, on and comes off. And if you do that, you cannot really expect to get a lot of you cannot really expect to get a lot of you cannot really expect to get a lot of good results. Um, the reason for that is good results. Um, the reason for that is good results. Um, the reason for that is is just because it's not really mapped is just because it's not really mapped is just because it's not really mapped to the reality of how, um, our buyers to the reality of how, um, our buyers to the reality of how, um, our buyers are our recipients, our leads go through are our recipients, our leads go through are our recipients, our leads go through their year. Um, I know that there are their year. Um, I know that there are their year. Um, I know that there are months in the year where I'm more likely months in the year where I'm more likely months in the year where I'm more likely to respond to a sales message versus if to respond to a sales message versus if to respond to a sales message versus if you invite me to come to a podcast or you invite me to come to a podcast or you invite me to come to a podcast or into a round table, um, you know, this into a round table, um, you know, this into a round table, um, you know, this it's just you need to mix up how you're it's just you need to mix up how you're it's just you need to mix up how you're speaking to people. speaking to people. speaking to people. But the reality is that for a lot for a But the reality is that for a lot for a But the reality is that for a lot for a lot of people that outreach is not this lot of people that outreach is not this lot of people that outreach is not this thing that is going on across the year thing that is going on across the year thing that is going on across the year in in equal amounts of effort. As you in in equal amounts of effort. As you in in equal amounts of effort. As you can see on this graph to the left here, can see on this graph to the left here, can see on this graph to the left here, what really happens, uh, for a lot of what really happens, uh, for a lot of what really happens, uh, for a lot of people who are doing B2B outreach is you people who are doing B2B outreach is you people who are doing B2B outreach is you have this massive burst of energy at the have this massive burst of energy at the have this massive burst of energy at the beginning of the year. Now, we all come beginning of the year. Now, we all come beginning of the year. Now, we all come back refreshed from the little break for back refreshed from the little break for back refreshed from the little break for the holiday period and we really go hard the holiday period and we really go hard the holiday period and we really go hard January.

January. January. But then February comes and if results But then February comes and if results But then February comes and if results haven't come in in January or our haven't come in in January or our haven't come in in January or our pipeline is filling up, we think that's pipeline is filling up, we think that's pipeline is filling up, we think that's enough. We're going to focus on that enough. We're going to focus on that enough. We're going to focus on that now. Effort drops off in February and now. Effort drops off in February and now. Effort drops off in February and March. You get to April, Easter's March. You get to April, Easter's March. You get to April, Easter's coming. Again, effort drops off again. coming. Again, effort drops off again. coming. Again, effort drops off again. And as you get into the into the July And as you get into the into the July And as you get into the into the July and August period, and this is the thing and August period, and this is the thing and August period, and this is the thing that I've seen in every business I that that I've seen in every business I that that I've seen in every business I that I've ever worked in, every business I've I've ever worked in, every business I've I've ever worked in, every business I've ever helped with in consulting, ever helped with in consulting, ever helped with in consulting, um, July and August are just dead. um, July and August are just dead. um, July and August are just dead. Nothing is happening. But that's Nothing is happening. But that's Nothing is happening. But that's actually an opportunity for you. Much actually an opportunity for you. Much actually an opportunity for you. Much like in December, there's an opportunity like in December, there's an opportunity like in December, there's an opportunity waiting for everyone on this, uh, waiting for everyone on this, uh, waiting for everyone on this, uh, webinar today. There's an opportunity webinar today. There's an opportunity webinar today. There's an opportunity waiting for you to create a real waiting for you to create a real waiting for you to create a real conversation and and to create a real conversation and and to create a real conversation and and to create a real lead that can lead to something. lead that can lead to something. lead that can lead to something. So, the the opportunity is there, right? So, the the opportunity is there, right? So, the the opportunity is there, right? If the opportunity is there to to stop If the opportunity is there to to stop If the opportunity is there to to stop ignoring how people really go through ignoring how people really go through ignoring how people really go through their year and the quietest and the their year and the quietest and the their year and the quietest and the busiest of periods. And ultimately, it busiest of periods. And ultimately, it busiest of periods. And ultimately, it my invitation to everyone who's watching my invitation to everyone who's watching my invitation to everyone who's watching this this this is to approach outreach differently, to is to approach outreach differently, to is to approach outreach differently, to turn it to an engine. turn it to an engine. turn it to an engine. And the way that I want to help you to And the way that I want to help you to And the way that I want to help you to do that, the way that we want to help do that, the way that we want to help do that, the way that we want to help you to do that, is by providing you with you to do that, is by providing you with you to do that, is by providing you with a planner, a year-round plan to be able a planner, a year-round plan to be able a planner, a year-round plan to be able to actually execute outreach in multiple to actually execute outreach in multiple to actually execute outreach in multiple ways that's going to create ways that's going to create ways that's going to create relationships that last and turn into relationships that last and turn into relationships that last and turn into something meaningful at the end.

something meaningful at the end. something meaningful at the end. So, the Hunter Outreach Planner is So, the Hunter Outreach Planner is So, the Hunter Outreach Planner is launching next week for those of you who launching next week for those of you who launching next week for those of you who are watching live on demand. It'll be are watching live on demand. It'll be are watching live on demand. It'll be available from the beginning of June available from the beginning of June available from the beginning of June 2026 onward. It is something that we 2026 onward. It is something that we 2026 onward. It is something that we will continuously update throughout will continuously update throughout will continuously update throughout throughout the years. throughout the years. throughout the years. Now, this guide is is really a Now, this guide is is really a Now, this guide is is really a bird's-eye view of how to create bird's-eye view of how to create bird's-eye view of how to create different email sequences that map to different email sequences that map to different email sequences that map to the way that buyers buy. the way that buyers buy. the way that buyers buy. Um not a lot of people talk about this, Um not a lot of people talk about this, Um not a lot of people talk about this, and it is a very obvious low-hanging and it is a very obvious low-hanging and it is a very obvious low-hanging fruit that we all have the ability to to fruit that we all have the ability to to fruit that we all have the ability to to grab. This is completely free. This is grab. This is completely free. This is grab. This is completely free. This is not something that we're selling to you. not something that we're selling to you. not something that we're selling to you. This is just something that we want to This is just something that we want to This is just something that we want to be able to share with you that's going be able to share with you that's going be able to share with you that's going to enable you to think um at a high to enable you to think um at a high to enable you to think um at a high level, how should I be approaching my level, how should I be approaching my level, how should I be approaching my outreach? What are the actions I need to outreach? What are the actions I need to outreach? What are the actions I need to take um throughout the year? take um throughout the year? take um throughout the year? Now, Now, Now, there are three things that this planner there are three things that this planner there are three things that this planner is going to help you to do. First up, is going to help you to do. First up, is going to help you to do. First up, it's going to help you to build that it's going to help you to build that it's going to help you to build that engine. You're going to get a yearly, engine. You're going to get a yearly, engine. You're going to get a yearly, quarterly, and monthly view of the lists quarterly, and monthly view of the lists quarterly, and monthly view of the lists to build, the sequences to create and to build, the sequences to create and to build, the sequences to create and run, and what you should be testing in run, and what you should be testing in run, and what you should be testing in your outreach. Based on everything that your outreach. Based on everything that your outreach. Based on everything that we've been sharing today in terms of we've been sharing today in terms of we've been sharing today in terms of personalization, personalization, personalization, uh how to set your email infrastructure, uh how to set your email infrastructure, uh how to set your email infrastructure, using verified data, uh generating using verified data, uh generating using verified data, uh generating learnings that can help you improve what learnings that can help you improve what learnings that can help you improve what you're doing.

you're doing. you're doing. Secondly, you're going to build Secondly, you're going to build Secondly, you're going to build relationships. Relationships and relationships. Relationships and relationships. Relationships and selling, relationships and marketing, selling, relationships and marketing, selling, relationships and marketing, relationships and success, like they're relationships and success, like they're relationships and success, like they're all they're they're they're they're all they're they're they're they're all they're they're they're they're they're synonymous with one another, they're synonymous with one another, they're synonymous with one another, right? So, we're going to help you to right? So, we're going to help you to right? So, we're going to help you to map out your entire year depending on map out your entire year depending on map out your entire year depending on and it it's completely independent by and it it's completely independent by and it it's completely independent by the way of of how you start your year. the way of of how you start your year. the way of of how you start your year. Your your financial year may start in Your your financial year may start in Your your financial year may start in March, your financial year may start in March, your financial year may start in March, your financial year may start in January January January or October. You know, it doesn't matter or October. You know, it doesn't matter or October. You know, it doesn't matter when it starts. This is going to help when it starts. This is going to help when it starts. This is going to help you to think about, "Okay, what do I you to think about, "Okay, what do I you to think about, "Okay, what do I need to be doing in quarter one, month need to be doing in quarter one, month need to be doing in quarter one, month one? What are the steps I need to be one? What are the steps I need to be one? What are the steps I need to be taking?" And ultimately it's going to taking?" And ultimately it's going to taking?" And ultimately it's going to help you to build results so that help you to build results so that help you to build results so that everything you're doing is ultimately everything you're doing is ultimately everything you're doing is ultimately going to give you 12 months of really going to give you 12 months of really going to give you 12 months of really good data and we're going to give you good data and we're going to give you good data and we're going to give you the the the the the GenAI, the LLM prompt you can the the GenAI, the LLM prompt you can the the GenAI, the LLM prompt you can put into Claude, into Gemini, into put into Claude, into Gemini, into put into Claude, into Gemini, into ChatGPT, ChatGPT, ChatGPT, Copilot, whatever you use. It's going to Copilot, whatever you use. It's going to Copilot, whatever you use. It's going to help you to analyze the data and to help you to analyze the data and to help you to analyze the data and to improve again. So, improve again. So, improve again. So, I'm really excited for us to be able to I'm really excited for us to be able to I'm really excited for us to be able to launch that for you next week. launch that for you next week. launch that for you next week. It is a really exciting piece of content It is a really exciting piece of content It is a really exciting piece of content that's going to be supporting that's going to be supporting that's going to be supporting articles and blogs that can help you to articles and blogs that can help you to articles and blogs that can help you to get more information about the different get more information about the different get more information about the different buying modes, the different personas you buying modes, the different personas you buying modes, the different personas you need to be reaching out to that we've need to be reaching out to that we've need to be reaching out to that we've talked a little bit about today and talked a little bit about today and talked a little bit about today and I would love to hear your feedback when I would love to hear your feedback when I would love to hear your feedback when it does launch.

it does launch. it does launch. So, what does that look like? Well, So, what does that look like? Well, So, what does that look like? Well, here's a really quick preview of what here's a really quick preview of what here's a really quick preview of what that looks like. that looks like. that looks like. This is one of the This is a little bit This is one of the This is a little bit This is one of the This is a little bit of of one of the pages that you'll see of of one of the pages that you'll see of of one of the pages that you'll see towards the beginning of the of the towards the beginning of the of the towards the beginning of the of the planner. Now, what this is showing you planner. Now, what this is showing you planner. Now, what this is showing you two quarters of activity. And if you pay two quarters of activity. And if you pay two quarters of activity. And if you pay attention a little bit, you'll see that attention a little bit, you'll see that attention a little bit, you'll see that you have a a theme, an overarching theme you have a a theme, an overarching theme you have a a theme, an overarching theme of what your buyers are doing. So, in of what your buyers are doing. So, in of what your buyers are doing. So, in quarter one, this is really the highest quarter one, this is really the highest quarter one, this is really the highest intent window for people who want to be intent window for people who want to be intent window for people who want to be buying. Quarter two, it's when people buying. Quarter two, it's when people buying. Quarter two, it's when people who make purchases potentially are not who make purchases potentially are not who make purchases potentially are not your solution. your solution. your solution. Cracks are starting to show with the the Cracks are starting to show with the the Cracks are starting to show with the the solutions that they they've chosen. And solutions that they they've chosen. And solutions that they they've chosen. And what you can see in month after month is what you can see in month after month is what you can see in month after month is that you can have different buying that you can have different buying that you can have different buying modes. Month one, people are probably in modes. Month one, people are probably in modes. Month one, people are probably in the the final purchasing process. Month the the final purchasing process. Month the the final purchasing process. Month two, they may be reevaluating options. two, they may be reevaluating options. two, they may be reevaluating options. Month three, they're going to go back to Month three, they're going to go back to Month three, they're going to go back to some solutions. some solutions. some solutions. And what you can see is that there are And what you can see is that there are And what you can see is that there are different ideas, different sequences different ideas, different sequences different ideas, different sequences that you can be running, different that you can be running, different that you can be running, different offers, you know, whether it's offers, you know, whether it's offers, you know, whether it's acknowledging your competitors and using acknowledging your competitors and using acknowledging your competitors and using hiring signals in month one, quarter hiring signals in month one, quarter hiring signals in month one, quarter one, or in quarter two, month two.

one, or in quarter two, month two. one, or in quarter two, month two. You know, you've gone to a conference. You know, you've gone to a conference. You know, you've gone to a conference. We're going to tell you exactly how you We're going to tell you exactly how you We're going to tell you exactly how you can upload that data of names and can upload that data of names and can upload that data of names and companies into Hunter, get email companies into Hunter, get email companies into Hunter, get email addresses, and the sequence that you can addresses, and the sequence that you can addresses, and the sequence that you can run to keep those people engaged and run to keep those people engaged and run to keep those people engaged and turn that into into sales opportunities. turn that into into sales opportunities. turn that into into sales opportunities. There's so much depth that I can't There's so much depth that I can't There's so much depth that I can't possibly share all of it with you in possibly share all of it with you in possibly share all of it with you in this quick preview, but this is this quick preview, but this is this quick preview, but this is you know, already a sneak peek of what's you know, already a sneak peek of what's you know, already a sneak peek of what's coming. coming. coming. And it's something that I hope that you And it's something that I hope that you And it's something that I hope that you keep to keep to keep to to hand throughout the year to hand throughout the year to hand throughout the year to to help you to actually turn this to to help you to actually turn this to to help you to actually turn this into an engine and just be so much more into an engine and just be so much more into an engine and just be so much more successful than the 5.8% reply rates successful than the 5.8% reply rates successful than the 5.8% reply rates that we see on average that the best that we see on average that the best that we see on average that the best achieve. You know, there's so so much achieve. You know, there's so so much achieve. You know, there's so so much opportunity here for you to opportunity here for you to opportunity here for you to to be successful with outreach. to be successful with outreach. to be successful with outreach. And with that in mind, we will now jump And with that in mind, we will now jump And with that in mind, we will now jump into the the Q&A section. into the the Q&A section. into the the Q&A section. I'm I'm so glad that we have so many I'm I'm so glad that we have so many I'm I'm so glad that we have so many questions that have come into the the questions that have come into the the questions that have come into the the chat and into the questions chat and into the questions chat and into the questions tab. I think the best way to to to do tab. I think the best way to to to do tab. I think the best way to to to do this is probably to to go through them this is probably to to go through them this is probably to to go through them in in in order. And so the first one in in in order. And so the first one in in in order. And so the first one that we received is from Shane and that we received is from Shane and that we received is from Shane and Antonio, I can see that you you put your Antonio, I can see that you you put your Antonio, I can see that you you put your name next to this one. And what Shane is name next to this one. And what Shane is name next to this one. And what Shane is asking asking asking actually is what is the time interval actually is what is the time interval actually is what is the time interval that you should be putting into place that you should be putting into place that you should be putting into place between different emails in the between different emails in the between different emails in the sequence.

sequence. sequence. >> Thanks Shane for the question. So, I >> Thanks Shane for the question. So, I >> Thanks Shane for the question. So, I would say like from the experience, would say like from the experience, would say like from the experience, three to five days between the emails in three to five days between the emails in three to five days between the emails in the sequence to give your recipients the sequence to give your recipients the sequence to give your recipients like breathing room like breathing room like breathing room to not to not to not you know, bump them with too many of the you know, bump them with too many of the you know, bump them with too many of the emails at the same time. That emails at the same time. That emails at the same time. That would be that would be the advice and would be that would be the advice and would be that would be the advice and also if you for example if you are not also if you for example if you are not also if you for example if you are not getting getting getting if you're not getting response from from if you're not getting response from from if you're not getting response from from that person you can also try another that person you can also try another that person you can also try another sequence like maybe a month or couple sequence like maybe a month or couple sequence like maybe a month or couple months later and if you also don't get months later and if you also don't get months later and if you also don't get the response you can maybe try to find a the response you can maybe try to find a the response you can maybe try to find a second best decision maker for that second best decision maker for that second best decision maker for that person but in the single sequence try to person but in the single sequence try to person but in the single sequence try to use three to five days between the use three to five days between the use three to five days between the messages and suggestion is to use the to messages and suggestion is to use the to messages and suggestion is to use the to use the follow-ups same thread so if use the follow-ups same thread so if use the follow-ups same thread so if they open the second follow-up for they open the second follow-up for they open the second follow-up for example they will have the whole context example they will have the whole context example they will have the whole context of the of the thread because everything of the of the thread because everything of the of the thread because everything will be open in the in the in the same will be open in the in the in the same will be open in the in the in the same thread. >> I would agree just to add a bit more >> I would agree just to add a bit more context from the research. I've seen in context from the research. I've seen in context from the research. I've seen in the data that sequences that use the data that sequences that use the data that sequences that use extremely long intervals extremely long intervals extremely long intervals like a week two weeks between emails like a week two weeks between emails like a week two weeks between emails well maybe not extremely long just just well maybe not extremely long just just well maybe not extremely long just just on a longer on a longer on a longer timeline a day tend to underperform and timeline a day tend to underperform and timeline a day tend to underperform and I think it's really because if you I think it's really because if you I think it's really because if you you you've probably received some of you you've probably received some of you you've probably received some of those sequences yourself where you know those sequences yourself where you know those sequences yourself where you know it seems like this person is just it seems like this person is just it seems like this person is just sending you an email every two weeks for sending you an email every two weeks for sending you an email every two weeks for months on end and it's just

months on end and it's just months on end and it's just it feels more like marketing than it feels more like marketing than it feels more like marketing than genuine attempt to to make a connection. genuine attempt to to make a connection. genuine attempt to to make a connection. So yeah I think what Antonio said is on So yeah I think what Antonio said is on So yeah I think what Antonio said is on the money. >> Right I I have nothing nothing to add >> Right I I have nothing nothing to add thank you thank you both. Um thank you thank you both. Um thank you thank you both. Um Okay so next up we have this question Okay so next up we have this question Okay so next up we have this question from Casey. So Casey asks how do you from Casey. So Casey asks how do you from Casey. So Casey asks how do you integrate outbound calls into the email integrate outbound calls into the email integrate outbound calls into the email cadence? So I can I can speak to this cadence? So I can I can speak to this cadence? So I can I can speak to this Casey I have managed SDRs in a telecom Casey I have managed SDRs in a telecom Casey I have managed SDRs in a telecom and we used outbound calls we used and we used outbound calls we used and we used outbound calls we used door-to-door canvassing events etc. door-to-door canvassing events etc. door-to-door canvassing events etc. Now while I have always recommended and Now while I have always recommended and Now while I have always recommended and what has worked well what has worked well what has worked well is is is if you are going to do outbound calls, I if you are going to do outbound calls, I if you are going to do outbound calls, I would always recommend that to be the would always recommend that to be the would always recommend that to be the first step. But, first step. But, first step. But, make sure that you leave a voicemail make sure that you leave a voicemail make sure that you leave a voicemail that alludes to I will follow up with that alludes to I will follow up with that alludes to I will follow up with you over email and say out and and say you over email and say out and and say you over email and say out and and say out loud the email address. That is the out loud the email address. That is the out loud the email address. That is the It's similar to what we said here about It's similar to what we said here about It's similar to what we said here about LinkedIn. What you're trying to do is LinkedIn. What you're trying to do is LinkedIn. What you're trying to do is make these small promises, these small make these small promises, these small make these small promises, these small commitments that then you deliver on.

commitments that then you deliver on. commitments that then you deliver on. You know, that's just a very subtle way You know, that's just a very subtle way You know, that's just a very subtle way to build up trust. And so, to build up trust. And so, to build up trust. And so, the way that I would suggest integrating the way that I would suggest integrating the way that I would suggest integrating it is it is it is if you have the phone number, obviously if you have the phone number, obviously if you have the phone number, obviously call them, voicemail, then email them call them, voicemail, then email them call them, voicemail, then email them with Hunter, with Hunter, with Hunter, wait a day, I would say, and then if if wait a day, I would say, and then if if wait a day, I would say, and then if if if you have their LinkedIn, reference if you have their LinkedIn, reference if you have their LinkedIn, reference the LinkedIn Sorry, reference the email the LinkedIn Sorry, reference the email the LinkedIn Sorry, reference the email and the voice message on LinkedIn. and the voice message on LinkedIn. and the voice message on LinkedIn. Um Um Um that means you're you're using three that means you're you're using three that means you're you're using three different channels to get people's different channels to get people's different channels to get people's attention and you you should be doing it attention and you you should be doing it attention and you you should be doing it in a in a in a in a natural way, not not a way where in a natural way, not not a way where in a natural way, not not a way where it's kind of using a it's kind of using a it's kind of using a a bazooka instead of a fly swatter for a bazooka instead of a fly swatter for a bazooka instead of a fly swatter for for a fly, right? Um and that's sort of for a fly, right? Um and that's sort of for a fly, right? Um and that's sort of you can you can swap out calling for you can you can swap out calling for you can you can swap out calling for you know, referencing that you've been you know, referencing that you've been you know, referencing that you've been to to an event with someone or um to to an event with someone or um to to an event with someone or um you know, you you've had a meeting with you know, you you've had a meeting with you know, you you've had a meeting with someone. Again, like it's just finding someone. Again, like it's just finding someone. Again, like it's just finding the most natural way to integrate that the most natural way to integrate that the most natural way to integrate that channel in a way that is not annoying channel in a way that is not annoying channel in a way that is not annoying the person and you're creating a the person and you're creating a the person and you're creating a sequence of promises and delivering on sequence of promises and delivering on sequence of promises and delivering on those promises those promises those promises um that should get someone to to trust um that should get someone to to trust um that should get someone to to trust you. And I don't know about you, Antonio you. And I don't know about you, Antonio you. And I don't know about you, Antonio and Janek, but um I don't answer out and Janek, but um I don't answer out and Janek, but um I don't answer out outbound calls unless there's a outbound calls unless there's a outbound calls unless there's a voicemail at the end and then that gives voicemail at the end and then that gives voicemail at the end and then that gives me the ability to interact with your me the ability to interact with your me the ability to interact with your message at my own time and then I can message at my own time and then I can message at my own time and then I can follow up with you. I think that's follow up with you. I think that's follow up with you. I think that's something that is being lost something that is being lost something that is being lost in the art of outbound is is just using in the art of outbound is is just using in the art of outbound is is just using you know, using a using a voice message you know, using a using a voice message you know, using a using a voice message to to create that leave behind that to to create that leave behind that to to create that leave behind that um um um yeah, can continue the conversation. So,

yeah, can continue the conversation. So, yeah, can continue the conversation. So, hopefully um, Casey that is that is hopefully um, Casey that is that is hopefully um, Casey that is that is helpful. helpful. helpful. >> I would just add it's I think it's >> I would just add it's I think it's >> I would just add it's I think it's really cultural cultural in Poland. I really cultural cultural in Poland. I really cultural cultural in Poland. I don't know a single person that's using don't know a single person that's using don't know a single person that's using the voicemail. It's just not the thing the voicemail. It's just not the thing the voicemail. It's just not the thing like it's it's weird. like it's it's weird. like it's it's weird. But definitely for the US, I think it's But definitely for the US, I think it's But definitely for the US, I think it's great advice James, probably for other great advice James, probably for other great advice James, probably for other markets as well. >> All right. Let's uh, >> All right. Let's uh, let's go to our next uh, let's go to our next uh, let's go to our next uh, question which is question which is question which is from Ryan. [snorts] from Ryan. [snorts] from Ryan. [snorts] So, Ryan asks, "What if your email So, Ryan asks, "What if your email So, Ryan asks, "What if your email telegraphs your goal? For example, if telegraphs your goal? For example, if telegraphs your goal? For example, if I'm Ryan at wellstatedclothing.com, I'm Ryan at wellstatedclothing.com, I'm Ryan at wellstatedclothing.com, I've got a nice domain, but if I'm I've got a nice domain, but if I'm I've got a nice domain, but if I'm reaching out to a medical clinic for reaching out to a medical clinic for reaching out to a medical clinic for sales, sales, sales, they'll sniff it out a mile away because they'll sniff it out a mile away because they'll sniff it out a mile away because of my domain." of my domain." of my domain." Antonio Gemmel, what are your thoughts? >> Yeah, Ryan, thanks for the question. I I >> Yeah, Ryan, thanks for the question. I I get where you're coming from. get where you're coming from. get where you're coming from. Uh, Uh, Uh, I would counter it with the fact that my I would counter it with the fact that my I would counter it with the fact that my it's my belief that you should be as it's my belief that you should be as it's my belief that you should be as transparent as possible with your transparent as possible with your transparent as possible with your intentions. And it's not necessarily I intentions. And it's not necessarily I intentions. And it's not necessarily I wouldn't wouldn't wouldn't While I get there's a trade-off, I While I get there's a trade-off, I While I get there's a trade-off, I wouldn't say it's a bad thing. Like wouldn't say it's a bad thing. Like wouldn't say it's a bad thing. Like the thing about email outreach is it's the thing about email outreach is it's the thing about email outreach is it's it's a low-trust channel by definition.

it's a low-trust channel by definition. it's a low-trust channel by definition. You're reaching out to people. It's it's You're reaching out to people. It's it's You're reaching out to people. It's it's interrupting their day. Not as much as a interrupting their day. Not as much as a interrupting their day. Not as much as a cold call does, cold call does, cold call does, but you do interrupt their day. They but you do interrupt their day. They but you do interrupt their day. They usually don't know who who you are. And usually don't know who who you are. And usually don't know who who you are. And the least you can do is just be very the least you can do is just be very the least you can do is just be very honest and transparent. So, yeah, I honest and transparent. So, yeah, I honest and transparent. So, yeah, I would say it's it's a trade-off, but uh, would say it's it's a trade-off, but uh, would say it's it's a trade-off, but uh, I think it's better to be up front about I think it's better to be up front about I think it's better to be up front about what you what you want them to to do. Antonio, Antonio, what do you think? what do you think? what do you think? >> Yeah, I agree to you. >> Yeah, I agree to you. >> Yeah, I agree to you. I would just add up like uh, as long as I would just add up like uh, as long as I would just add up like uh, as long as you are relevant. Maybe if you get some you are relevant. Maybe if you get some you are relevant. Maybe if you get some signal signal signal that you could kind of like connect to that you could kind of like connect to that you could kind of like connect to to the reason you are reaching out to to the reason you are reaching out to to the reason you are reaching out to them. They just adapt to that, but them. They just adapt to that, but them. They just adapt to that, but completely agree with you on this one. completely agree with you on this one. completely agree with you on this one. >> Antonio, you So So Antonio oversees our >> Antonio, you So So Antonio oversees our >> Antonio, you So So Antonio oversees our link building efforts here at Hunter, link building efforts here at Hunter, link building efforts here at Hunter, and email is one of the key channels. and email is one of the key channels. and email is one of the key channels. Antonio, how Antonio, how Antonio, how how do you how do you how do you make it transparent that that is really make it transparent that that is really make it transparent that that is really what you're here to do when you reach what you're here to do when you reach what you're here to do when you reach out to someone? Like out to someone? Like out to someone? Like what does that look like to you?

what does that look like to you? what does that look like to you? >> Yeah, we try like first thing is to try >> Yeah, we try like first thing is to try >> Yeah, we try like first thing is to try to get to the right person from start to get to the right person from start to get to the right person from start because it's kind of like if you if you because it's kind of like if you if you because it's kind of like if you if you get if you find the right person from get if you find the right person from get if you find the right person from start, it's very easy because they kind start, it's very easy because they kind start, it's very easy because they kind of understand what you are trying to do. of understand what you are trying to do. of understand what you are trying to do. With link building, it's a little bit With link building, it's a little bit With link building, it's a little bit tricky because of the spam filters. So, tricky because of the spam filters. So, tricky because of the spam filters. So, sometimes you need to be like a bit sometimes you need to be like a bit sometimes you need to be like a bit creative when it comes to creative when it comes to creative when it comes to picking the right words because like picking the right words because like picking the right words because like there is a lot of spam in link building. there is a lot of spam in link building. there is a lot of spam in link building. So, for example, if you mention link So, for example, if you mention link So, for example, if you mention link building inside the email, it might be building inside the email, it might be building inside the email, it might be getting getting getting caught by the spam filters. So, it you caught by the spam filters. So, it you caught by the spam filters. So, it you can kind of go like with a try to pitch can kind of go like with a try to pitch can kind of go like with a try to pitch the content collaboration or something the content collaboration or something the content collaboration or something like that. So, it might require some like that. So, it might require some like that. So, it might require some extra extra extra explanation in the later emails, but if explanation in the later emails, but if explanation in the later emails, but if you are reaching out to the right person you are reaching out to the right person you are reaching out to the right person who is managing the same thing that you who is managing the same thing that you who is managing the same thing that you are reaching out to, it's usually are reaching out to, it's usually are reaching out to, it's usually getting easier. So, Stephen asked two questions, and and So, Stephen asked two questions, and and they're I think they're related, so they're I think they're related, so they're I think they're related, so we'll just pick the the most recent one.

we'll just pick the the most recent one. we'll just pick the the most recent one. So, Stephen asks, So, Stephen asks, So, Stephen asks, what are your recommendations for what are your recommendations for what are your recommendations for scaling up outreach? If you abide by the scaling up outreach? If you abide by the scaling up outreach? If you abide by the 15 emails a day 15 emails a day 15 emails a day ruling, if you add more email accounts ruling, if you add more email accounts ruling, if you add more email accounts on a domain or add more sending domains on a domain or add more sending domains on a domain or add more sending domains to scale up, to scale up, to scale up, which is the better path to take? >> I can take this one. >> I can take this one. >> Go ahead, Anthony. >> Go ahead, Anthony. >> Go ahead, Anthony. >> So yeah, I would I would recommend like >> So yeah, I would I would recommend like >> So yeah, I would I would recommend like keeping it low on the on the sender keeping it low on the on the sender keeping it low on the on the sender email level, but adding more domains as email level, but adding more domains as email level, but adding more domains as you go on. you go on. you go on. So I would say like recommendation would So I would say like recommendation would So I would say like recommendation would be to add three email accounts on each be to add three email accounts on each be to add three email accounts on each domain. So if something happens like domain. So if something happens like domain. So if something happens like like if you if you hurt your like if you if you hurt your like if you if you hurt your deliverability on one email account, it deliverability on one email account, it deliverability on one email account, it can also it can also cause the issues on can also it can also cause the issues on can also it can also cause the issues on the whole domain. So that would be one the whole domain. So that would be one the whole domain. So that would be one of the way how to mitigate the risk to of the way how to mitigate the risk to of the way how to mitigate the risk to spread the the email accounts on more spread the the email accounts on more spread the the email accounts on more domains. So I would I would domains. So I would I would domains. So I would I would for for the approach where you get more for for the approach where you get more for for the approach where you get more domains and domains and domains and and buy up to three email accounts for and buy up to three email accounts for and buy up to three email accounts for each domain just to mitigate the risk.

>> I think there's anything to add to that. >> I think there's anything to add to that. That's a very yeah, very helpful That's a very yeah, very helpful That's a very yeah, very helpful answer there, Anthony. answer there, Anthony. answer there, Anthony. So So So Ryan again, Ryan again, Ryan again, you know, Ryan, thank you. These are you know, Ryan, thank you. These are you know, Ryan, thank you. These are brilliant questions. He asked a question brilliant questions. He asked a question brilliant questions. He asked a question here about the unsubscribe button. here about the unsubscribe button. here about the unsubscribe button. So So So you know, do we do we require when we're you know, do we do we require when we're you know, do we do we require when we're sending emails through hunter.io uh sending emails through hunter.io uh sending emails through hunter.io uh the unsubscribe button to be or or the unsubscribe button to be or or the unsubscribe button to be or or HTML to be present, Anthony? HTML to be present, Anthony? HTML to be present, Anthony? >> As far as I know, you don't need >> As far as I know, you don't need >> As far as I know, you don't need to have the unsubscribe to have the unsubscribe to have the unsubscribe sentence with the with the link. sentence with the with the link. sentence with the with the link. I I believe I I believe I I believe that's it's possible to turn it off. that's it's possible to turn it off. that's it's possible to turn it off. I would have to say I would have to say I would have to say um, it's, um, some legal regulations um, it's, um, some legal regulations um, it's, um, some legal regulations require you to to have that subscribe require you to to have that subscribe require you to to have that subscribe button. button. button. Um, Um, Um, I haven't seen anything in the data that I haven't seen anything in the data that I haven't seen anything in the data that would say using the unsubscribe button, would say using the unsubscribe button, would say using the unsubscribe button, um, um, um, limits your your potential, lowers your limits your your potential, lowers your limits your your potential, lowers your reply rates, or anything like that. I I reply rates, or anything like that. I I reply rates, or anything like that. I I believe at this point, uh, spam filters believe at this point, uh, spam filters believe at this point, uh, spam filters are smart enough to distinguish those are smart enough to distinguish those are smart enough to distinguish those links from other types of links, uh, in links from other types of links, uh, in links from other types of links, uh, in your message. Um, we haven't proven that your message. Um, we haven't proven that your message. Um, we haven't proven that in any way. It's it's very difficult to in any way. It's it's very difficult to in any way. It's it's very difficult to to quantify. But, yeah, long story to quantify. But, yeah, long story to quantify. But, yeah, long story short, uh, short, uh, short, uh, you can remove the unsubscribe, you can remove the unsubscribe, you can remove the unsubscribe, uh, link uh, from your emails. Uh, uh, link uh, from your emails. Uh, uh, link uh, from your emails. Uh, we would probably recommend against it.

we would probably recommend against it. we would probably recommend against it. Um, and the best argument against it is Um, and the best argument against it is Um, and the best argument against it is the legal argument. Or the compliance argument, I should Or the compliance argument, I should say. >> All right. So, Stephen, >> All right. So, Stephen, uh, asks, "Do you have best-in-class uh, asks, "Do you have best-in-class uh, asks, "Do you have best-in-class prompts, uh, LLM example?" Excuse me, AI prompts, uh, LLM example?" Excuse me, AI prompts, uh, LLM example?" Excuse me, AI outreach writer. Uh, Stephen, so, outreach writer. Uh, Stephen, so, outreach writer. Uh, Stephen, so, >> [snorts] >> [snorts] >> [snorts] >> the the AI email writer that's, uh, >> the the AI email writer that's, uh, >> the the AI email writer that's, uh, built into sequences inside your Hunter built into sequences inside your Hunter built into sequences inside your Hunter account, um, account, um, account, um, on a pay plan, I should say. That is, on a pay plan, I should say. That is, on a pay plan, I should say. That is, uh, it is using best best-in-class, um, uh, it is using best best-in-class, um, uh, it is using best best-in-class, um, prompts uh, to to be able to give you prompts uh, to to be able to give you prompts uh, to to be able to give you the best output. Uh, the AI email writer the best output. Uh, the AI email writer the best output. Uh, the AI email writer will ask you some some pretty, uh, basic will ask you some some pretty, uh, basic will ask you some some pretty, uh, basic questions around, you know, who are you, questions around, you know, who are you, questions around, you know, who are you, who do you help, how do you help, uh, who do you help, how do you help, uh, who do you help, how do you help, uh, what are you trying to get what what is what are you trying to get what what is what are you trying to get what what is your goal of this of this email? your goal of this of this email? your goal of this of this email? And, um, it's a really And, um, it's a really And, um, it's a really it's a really effective, uh, way to to it's a really effective, uh, way to to it's a really effective, uh, way to to be able to, um, develop different be able to, um, develop different be able to, um, develop different sequences, whether that is trying to sequences, whether that is trying to sequences, whether that is trying to create a a sales email, or what it is, create a a sales email, or what it is, create a a sales email, or what it is, inviting someone to, inviting someone to, inviting someone to, uh, join a round table, or inviting uh, join a round table, or inviting uh, join a round table, or inviting someone to, uh, a conference, sharing a someone to, uh, a conference, sharing a someone to, uh, a conference, sharing a case a case study, or a calculator. It's case a case study, or a calculator. It's case a case study, or a calculator. It's a really a really a really it's a really cool way to be able to use it's a really cool way to be able to use it's a really cool way to be able to use AI to help you, um, AI to help you, um, AI to help you, um, do that.

do that. do that. We are in the in the process of We are in the in the process of We are in the in the process of developing, um, some skills uh that will developing, um, some skills uh that will developing, um, some skills uh that will help you to also to be able to use, um, help you to also to be able to use, um, help you to also to be able to use, um, things like Claude to be able to do things like Claude to be able to do things like Claude to be able to do this. Um, but ultimately this. Um, but ultimately this. Um, but ultimately use this as a first draft in any case. use this as a first draft in any case. use this as a first draft in any case. Um, the best outreach I'm sorry, the Um, the best outreach I'm sorry, the Um, the best outreach I'm sorry, the best output is really dependent on your best output is really dependent on your best output is really dependent on your audience. I know that probably sounds a audience. I know that probably sounds a audience. I know that probably sounds a bit wishy-washy, but um bit wishy-washy, but um bit wishy-washy, but um it's so it's so important that you think it's so it's so important that you think it's so it's so important that you think about people that you're trying to talk about people that you're trying to talk about people that you're trying to talk to. Um, and use things like the the blog to. Um, and use things like the the blog to. Um, and use things like the the blog that we shared earlier with how to that we shared earlier with how to that we shared earlier with how to predict a response from your audience predict a response from your audience predict a response from your audience because that's going to give you some because that's going to give you some because that's going to give you some feedback that can help you to generate, feedback that can help you to generate, feedback that can help you to generate, um, the best message possible. >> I would just quickly add that with using >> I would just quickly add that with using LLMs for writing your emails, I'm pretty LLMs for writing your emails, I'm pretty LLMs for writing your emails, I'm pretty convinced that, um, what really matters convinced that, um, what really matters convinced that, um, what really matters is the context that you feed to the to is the context that you feed to the to is the context that you feed to the to the to the, uh, LLM. It's not really, the to the, uh, LLM. It's not really, the to the, uh, LLM. It's not really, you know, the specific model that you you know, the specific model that you you know, the specific model that you choose or or or tool you choose. Even, choose or or or tool you choose. Even, choose or or or tool you choose. Even, uh, the more, uh, less intelligent uh, the more, uh, less intelligent uh, the more, uh, less intelligent models, uh, will do an excellent job if models, uh, will do an excellent job if models, uh, will do an excellent job if you feed them the right context. And the you feed them the right context. And the you feed them the right context. And the context is primarily about your context is primarily about your context is primarily about your business. So, it's, um, you know, business. So, it's, um, you know, business. So, it's, um, you know, information about your ICP, why you are information about your ICP, why you are information about your ICP, why you are the best solution for for the people the best solution for for the people the best solution for for the people that you're reaching out to. The more that you're reaching out to. The more that you're reaching out to. The more information like that you can provide to information like that you can provide to information like that you can provide to the LLM when you, uh, send your prompts, the LLM when you, uh, send your prompts, the LLM when you, uh, send your prompts, the the better it will do. And it's, uh, the the better it will do. And it's, uh, the the better it will do. And it's, uh, it has less to do with the model it has less to do with the model it has less to do with the model intelligence, I would say.

>> Thank you, Janek. Uh, so we we we're >> Thank you, Janek. Uh, so we we we're nearly running out of time. I don't want nearly running out of time. I don't want nearly running out of time. I don't want to I don't want to, uh, go too far over to I don't want to, uh, go too far over to I don't want to, uh, go too far over our time. So, we'll just we'll answer our time. So, we'll just we'll answer our time. So, we'll just we'll answer two more, uh, two more questions. two more, uh, two more questions. two more, uh, two more questions. Um, so Roman's had a question, uh, for Um, so Roman's had a question, uh, for Um, so Roman's had a question, uh, for Antonio, Antonio, Antonio, um, which was around what is the number um, which was around what is the number um, which was around what is the number of, uh, emails that is optimum for, uh, of, uh, emails that is optimum for, uh, of, uh, emails that is optimum for, uh, outreach to to 4,000, um, outreach to to 4,000, um, outreach to to 4,000, um, B2B, uh, people within a 6-month period. B2B, uh, people within a 6-month period. B2B, uh, people within a 6-month period. Now, Now, Now, we actually have a calculator we actually have a calculator we actually have a calculator um that that we um that that we um that that we we we shared in the the Q&A section. we we shared in the the Q&A section. we we shared in the the Q&A section. I'll just share it back in the um in the I'll just share it back in the um in the I'll just share it back in the um in the the chat. This calculator is going to the chat. This calculator is going to the chat. This calculator is going to help you to Ramone and everyone on this help you to Ramone and everyone on this help you to Ramone and everyone on this webinar, it's going to help you to webinar, it's going to help you to webinar, it's going to help you to figure out, okay, if I need to generate figure out, okay, if I need to generate figure out, okay, if I need to generate 4,000 uh replies, how many leads do I 4,000 uh replies, how many leads do I 4,000 uh replies, how many leads do I need? Um how many emails I need to be need? Um how many emails I need to be need? Um how many emails I need to be sending based on the best practice reply sending based on the best practice reply sending based on the best practice reply rate. So, if you follow all the best rate. So, if you follow all the best rate. So, if you follow all the best practices, use the outreach planner as practices, use the outreach planner as practices, use the outreach planner as well, what can I expect to to put in and well, what can I expect to to put in and well, what can I expect to to put in and then get out? Um that's going to give then get out? Um that's going to give then get out? Um that's going to give you the the best way to to be able to you the the best way to to be able to you the the best way to to be able to answer that question specifically um for answer that question specifically um for answer that question specifically um for for your own for your own for your own um your own use case.

um your own use case. um your own use case. And then um in terms of final questions, And then um in terms of final questions, And then um in terms of final questions, I think that the there is one here from I think that the there is one here from I think that the there is one here from Ashley that just bears repeating. Um Ashley that just bears repeating. Um Ashley that just bears repeating. Um Janick, you shared it. If you can just Janick, you shared it. If you can just Janick, you shared it. If you can just uh Yeah, if you can help us here. So, uh Yeah, if you can help us here. So, uh Yeah, if you can help us here. So, Ashley asked, can you explain the Ashley asked, can you explain the Ashley asked, can you explain the benefit of turning off uh the benefit of turning off uh the benefit of turning off uh the the tracking opens? Did it increase open the tracking opens? Did it increase open the tracking opens? Did it increase open rates just by turning it off? rates just by turning it off? rates just by turning it off? >> Yes, thank you, Ashley. >> Yes, thank you, Ashley. >> Yes, thank you, Ashley. Uh so, yes, we have this pretty well Uh so, yes, we have this pretty well Uh so, yes, we have this pretty well researched actually. Um researched actually. Um researched actually. Um just to just to clear it up, uh you just to just to clear it up, uh you just to just to clear it up, uh you know, if you turn off open tracking, you know, if you turn off open tracking, you know, if you turn off open tracking, you don't have you you don't observe open don't have you you don't observe open don't have you you don't observe open rates anymore. So, uh when we judge the rates anymore. So, uh when we judge the rates anymore. So, uh when we judge the impact of uh tracking opens on your impact of uh tracking opens on your impact of uh tracking opens on your success, we look at reply rates. And we success, we look at reply rates. And we success, we look at reply rates. And we have to uh kind of have to uh kind of have to uh kind of we we've confirmed in two ways that uh we we've confirmed in two ways that uh we we've confirmed in two ways that uh tracking your email opens is uh tracking your email opens is uh tracking your email opens is uh detrimental. Uh one is the observational detrimental. Uh one is the observational detrimental. Uh one is the observational study, so based on the 31 million emails study, so based on the 31 million emails study, so based on the 31 million emails that we've analyzed sent by Hunter that we've analyzed sent by Hunter that we've analyzed sent by Hunter users, we can clearly see that those users, we can clearly see that those users, we can clearly see that those that that that that track email opens have uh lower that track email opens have uh lower that track email opens have uh lower reply rates. But, that doesn't reply rates. But, that doesn't reply rates. But, that doesn't necessarily prove that uh if the necessarily prove that uh if the necessarily prove that uh if the tracking that's at at play, you know, it tracking that's at at play, you know, it tracking that's at at play, you know, it could be that the people uh that don't could be that the people uh that don't could be that the people uh that don't track email track email opens also do track email track email opens also do track email track email opens also do something else uh that that makes them something else uh that that makes them something else uh that that makes them more successful. However, we've also ran more successful. However, we've also ran more successful. However, we've also ran experiments that I would say are are experiments that I would say are are experiments that I would say are are pretty conclusive. Uh just sending the pretty conclusive. Uh just sending the pretty conclusive. Uh just sending the the exact same message uh to a very the exact same message uh to a very the exact same message uh to a very similar audience. Uh

similar audience. Uh similar audience. Uh all the other parameters are the same all the other parameters are the same all the other parameters are the same and the only difference is uh email and the only difference is uh email and the only difference is uh email tracking. And we have seen uh more tracking. And we have seen uh more tracking. And we have seen uh more replies from those campaigns that don't replies from those campaigns that don't replies from those campaigns that don't track email opens. track email opens. track email opens. Uh Uh Uh explaining that is is the difficult explaining that is is the difficult explaining that is is the difficult part. Like, why do uh email service part. Like, why do uh email service part. Like, why do uh email service providers uh you know, put It's probably providers uh you know, put It's probably providers uh you know, put It's probably it's likely that the emails that are it's likely that the emails that are it's likely that the emails that are tracked uh land in spam or promotions tracked uh land in spam or promotions tracked uh land in spam or promotions more frequently. more frequently. more frequently. Um it's it's really difficult to explain Um it's it's really difficult to explain Um it's it's really difficult to explain that part of the of this equation. that part of the of this equation. that part of the of this equation. Uh but, yeah, we would assume that Uh but, yeah, we would assume that Uh but, yeah, we would assume that tracking email opens emails that are tracking email opens emails that are tracking email opens emails that are tracked look more like promotions as tracked look more like promotions as tracked look more like promotions as opposed to like one-to-one outreach. Uh opposed to like one-to-one outreach. Uh opposed to like one-to-one outreach. Uh which makes email providers treat them which makes email providers treat them which makes email providers treat them differently. Just just apply harsher differently. Just just apply harsher differently. Just just apply harsher criteria. >> Thank you, Johnny. And Johnny, anything >> Thank you, Johnny. And Johnny, anything to add? to add? to add? >> [snorts] >> [snorts] >> [snorts] >> Uh nothing much. I would say like uh >> Uh nothing much. I would say like uh >> Uh nothing much. I would say like uh tracking is just uh another tracking tracking is just uh another tracking tracking is just uh another tracking pixel is just adding the HTML pixel is just adding the HTML pixel is just adding the HTML uh which seems that it's uh it's uh uh which seems that it's uh it's uh uh which seems that it's uh it's uh impacting deliverability in a in a impacting deliverability in a in a impacting deliverability in a in a negative sense. Uh I would uh I would negative sense. Uh I would uh I would negative sense. Uh I would uh I would recommend what Gmail also mentioned.

recommend what Gmail also mentioned. recommend what Gmail also mentioned. Just maybe testing it uh and see how Just maybe testing it uh and see how Just maybe testing it uh and see how it's working for you. And measure just it's working for you. And measure just it's working for you. And measure just reply rates comparing two campaigns with reply rates comparing two campaigns with reply rates comparing two campaigns with tracking and without tracking. And it tracking and without tracking. And it tracking and without tracking. And it will give you the the best uh the best will give you the the best uh the best will give you the the best uh the best understanding what works in your understanding what works in your understanding what works in your specific uh case. >> Great. Thank you. >> Great. Thank you. >> [snorts] >> [snorts] >> [snorts] >> So, um for everyone who did ask question >> So, um for everyone who did ask question >> So, um for everyone who did ask question that we didn't get around to answering that we didn't get around to answering that we didn't get around to answering it, uh we will obviously make sure that it, uh we will obviously make sure that it, uh we will obviously make sure that we we follow up and give you an answer. we we follow up and give you an answer. we we follow up and give you an answer. Um everything that we shared here today Um everything that we shared here today Um everything that we shared here today will be on demand uh via YouTube. Uh will be on demand uh via YouTube. Uh will be on demand uh via YouTube. Uh we'll also be sharing the email, the the we'll also be sharing the email, the the we'll also be sharing the email, the the deck of everything that's that's been um deck of everything that's that's been um deck of everything that's that's been um put in front of you. put in front of you. put in front of you. Obviously, um thank you again for Obviously, um thank you again for Obviously, um thank you again for joining. Please look out for uh the the joining. Please look out for uh the the joining. Please look out for uh the the launch of the planner uh next week. launch of the planner uh next week. launch of the planner uh next week. We're really really excited to share We're really really excited to share We're really really excited to share that with you uh and get your thoughts that with you uh and get your thoughts that with you uh and get your thoughts and your feedback and um you know, in 6 and your feedback and um you know, in 6 and your feedback and um you know, in 6 months' time be able to come back to months' time be able to come back to months' time be able to come back to this conversation and see how things this conversation and see how things this conversation and see how things have really improved for you. That's have really improved for you. That's have really improved for you. That's that's you know, our goal ultimately that's you know, our goal ultimately that's you know, our goal ultimately here at Hunter. So, uh for myself, here at Hunter. So, uh for myself, here at Hunter. So, uh for myself, Janak, and Antonio, thank you again for Janak, and Antonio, thank you again for Janak, and Antonio, thank you again for joining us and we look forward to seeing joining us and we look forward to seeing joining us and we look forward to seeing you uh at the next webinar at the end of you uh at the next webinar at the end of you uh at the next webinar at the end of June. Thanks, everyone.

June. Thanks, everyone. June. Thanks, everyone. >> Thanks, everyone. >> Thanks, everyone. >> Thanks, everyone. >> Thank you, everyone. See you soon. >> Thank you, everyone. See you soon. >> Thank you, everyone. See you soon. >> Bye.