How Clay Builds a Repeatable GTM Flywheel for More Inbound

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Clay provides innovative tools that combine various data sources to support growth teams in reaching their ideal customers.

Website: ‎ Clay.com ‎

Industry: Sales Automation / GTM Infrastructure

Alex Lindahl, AE and "GTM Engineer" at Clay, needs to consistently build credibility online in order to build pipeline in turn.

To do this without having to spend more on ads, spend more time on crafting posts, or brute-force cold outbound, he needed to find a way to scale his LinkedIn thought leadership.

But consistently producing that kind of thought leadership is hard, especially when you’re in the middle of back-to-back sales conversations.

"I was spending so much time just really thinking about like each post—how do I create like a good hook or create ideas, bring it into the post... etc." — Alex

Scaling Pipeline and Credibility with Minimal Lift

Consistent Posts from Call Data

Alex turned to Letterdrop to create a system that let him generate defensible thought leadership with little to no lift on his end.

Alex turns Gong sales calls (aka, defensible sound-bytes, insights, and more) into "viral-type" posts automatically. He can apply templates as he sees fit.

"What’s helped me so much is like now those [customer conversations]... I just click a button and those get kind of turned into one of these like viral-type posts."

This is also helping to turn the sales team into "micro influencers".

Here's what Alex has to say about how he uses Letterdrop.

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Easy to Amplify Reach

He can also get his whole team to amplify these posts with Letterdrop's built-in approval workflows. As long as their accounts are connected, they can approve comments and post reactions quickly.

Contact-Level Enrichment for Consistent Feedback Loop

Letterdrop surfaces Alex information regarding who might be interested in AI in Sales, which he then uses to populate his newsletter lead list, LinkedIn connections, and list of people to reach out to in general.

The Outcome? Buyers Come to Him

“I've actually started to see people start coming inbound into my LinkedIn.”

With Letterdrop x Clay itself, Alex has built himself a seamless content engine that helps him stay top of mind and bring buyers to him.

He’s built credibility with his network, increased surface area for opportunities, and even landed more inbound meetings, just by showing up with value consistently.

This could be you, too.