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$66K in 48 Hours: Our Biggest Growth Experiment Teardown, and Why Micro-Expressions Are In

Plus, Founder-Backed Workshops That Work

Author

Sean Grealy
November 01, 2024

Hey founders, sellers, and the sales curious!

This edition is fashionably late (apologies!) thanks to the October madness.

Here’s what we’ve got for you this time ⬇️

GROWTH WITH GREALY

Would You Trade 48 Hours for $66K+ in Qualified Deals?

Get the TL;DR on our growth experiment written below or go deep deep down the rabbit hole with me 🕳️ by watching the full breakdown of my biggest LinkedIn growth experiment of 2024 @ SXSW 👉 VIDEO HERE 👈

The TL;DR 👇

In a 48-hour period, we generated 46 leads, 36 LinkedIn conversations, received 6 follow-up requests, and booked 2 ICP meetings - all from organic LinkedIn. Two weeks later, this is already $66K in the middle of the funnel.

To do this, we rolled out one of our highest-value assets - our ‘Conference to Conversion’ playbook - to our community and friends. The results speak for themselves, with a predicted total revenue value of $250K generated from this activity over the next 12 months.

But that’s not the best part: playbook users were booking meetings, had LinkedIn inbounds, seeing people buy tickets to meet them at the conference, and for the first time, they felt truly prepared.

So why did it work, and how can you do it?

1. We ran our own playbook in real time alongside other people, driving a sense of community and camaraderie.
2. I pushed viral loops using LinkedIn comments and notifications to drive engagement.
3. We made people’s lives easy - our ‘sims template’ solved a huge problem by giving them something high-quality to post for SXSW.
4. We provided something incredibly detailed that no one documents but everyone needs. Our 12-page playbook is literally my personal event playbook, which I’ve never shared before.

Again, if you want the whole breakdown, watch the Loom here 🔗 and test out our ‘Conference to Conversion’ playbook for yourself here! 🚀 

SALES INSIGHTS

Our tribute to 2009’s iconic ‘Lie to Me’

What Your Prospect Isn’t Saying (Out Loud)

Ever seen a prospect on mute shift around and wondered, do they have a question, or are they just… passing wind? No? Well, I have 😅

So, why is it important?
There's a lot to interpret between micro-expressions, non-verbal cues, and trying to read a human - potentially on the other side of the world - through a tiny screen.
These small but significant moments have meant the difference between:

  • A closed-lost → to trial

  • A one-sided meeting → or deep conversation

  • 35 minutes talking to a wall → building real trust, rapport, and a customer

When selling virtually, it’s easy to miss that perfect moment to ask a discovery question, drive pain, or establish value. But the silent cue - like an eyebrow raise, a lean in, squinting, laughing, taking notes, or maybe even just a slight nod - may be the signal you need to dig deeper.

Here’s how I train for this:

➡️ Record sales meetings (we use Fathom AI for this)

➡️ Review the recordings and spot moments the seller missed where I would have leaned in

➡️ Set a goal to note every body language/expression shift in upcoming meetings

➡️ Review new meeting recordings with the seller

➡️ Consider what discovery questions could have been asked at that exact time

➡️ The seller should start leaning into those moments live and ask questions then and there

➡️ Keep reviewing the real-time plays and coach for improvement

How this sounds when you’re cued in:

Questions require genuine curiosity, with your tone and expressions being real and matching the moment. I might try something like:

🗣️ “Hey Bob, I see you nodding away - it’s great to see. How’s this landing for you?”


🗣️ “Hey Bob, did I just catch a smile? This feature’s looking pretty helpful, what are you thinking?”

The flow 🌊

Interrupt the rhythm of the meeting → Ask direct questions → Promote conversation

One rep I’ve been training has already seen a dramatic shift in energy and engagement, faster disqualification of prospects, increased ACV, and a real confidence boost - simply by pausing, leaning in, asking a question, and seeing what happens.

And no, maybe you can’t tell exactly what someone’s thinking from a split-second expression alone (sorry, Lie to Me 🙏), but it’s worth leaning in and finding out! 🔍

If you or your team need help with sales meetings, our inbox is open! 📬

OUR SERVICES

There’s a Workshop for That

Yesterday, we wrapped up workshop 3 of 3 for ThincLab - a series on executing top-of-funnel activities with class.

What Sanja and Leo had to say 💬

In our first workshop, founders learned to use multi-channel cold outreach across LinkedIn, email, calling, and events.

Our second was all about driving deals forward by nailing discovery.

Yesterday’s session on sales meetings and demos focused on creating deep problem awareness, validating if the problems are worth solving, and moving prospects from their current state to a future state with the founders’ solution.

Looking to end the year strong or kick off the new one right? 💪

Our workshops are designed for founders and sellers at all stages and experiences to drive real revenue outcomes.

No fluff - just actionable content and processes proven working with hundreds of companies and founders like Sanja, Leo, and Elvis.

Let us know if your community could benefit from our workshops too!

Elvis' workshop feedback 😊