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if you're watching this video most likely you want to design the funnel for your B2B sa startup I've designed more than 100 different sales funnels for startups in all different niches and in this video I'll share some of my key learnings about how to make this one work so the first thing is you will not design and create a successful cash flowing B2B SI funnel simply by watching YouTube videos set reality the only way you build one is by doing a of experimenting and testing across different niches so there are few components you need to get right to achieve a successful B2B SI funnel one you need to have the right ICP then for this ICP you need to be attracting them through the correct Channel then you want to be getting their attention with the right message and when all these components work cohesively and together only then the things start working imagine I just start to sell different manufacturing solution which is only relevant for comp for example for different logistical centers which are about to be built and then I do c email well I cannot effectively called email the list because I cannot build a lead list of people who are about to open the center that's why you need to be thoughtful about pi the right channel for your startup so if you're operating a demand creation type of offer you can get the lead list if you're operating a demand acquisition type offer then you need to be relying on the acquisition mechanisms such as ads referrals in suo and so on again couple Elements which you need for a successful final Design Channel message and ICP initially when you're below 50 customers you don't have your ICP dialed in yet and that's why you want to test three buyer personas before you stick to one so what whichever Channel you pick please be thoughtful about it because you want to identify okay which channel is the most obvious way for me to reach my ideal customers for many startups operating in B2B s it would be called email and Linkedin simply because most likely their leads can be reached through this outbound channels sometimes we also add cold calling and Linkedin ads and SEO but primarily initial outbound channels have always been LinkedIn outbound plus called email so you come up with hypothesis okay who are the top three people buer personas who would be stupid to reject my offer and then you test them you come up with the channel which is the most obvious way to reach them and imagine if we're working on a solution for some digital marketing agencies okay they're all on LinkedIn so it makes sense to use LinkedIn with LinkedIn ads plus C Emil and this would be the three channels I would use to test a solution for marketing agencies the reason why is because you want to pick the channel through which you can reach a ton of people belonging to your addressable market and this way it would just make sense now for messaging you need to AB test different types of value proposition before you stick to one and especially if you close less than 50 customers you do need to continue testing and experimenting with your messaging and your copy in your outbound why I love cold email is because cold email is one of the best mechanisms for Rapid validation of your ideas you can have an idea to sell your start to sell your your product differently on Monday and on Thursday you can already be reaching hundreds of people and seeing okay what are for example value proposition one versus value proposition two and you see which one is getting more responses thanks to running AB tests like that you're able to find product Market Feit much quicker when designing your funnel you want to make sure that you have enough people coming in because that's the most common issue I see people make they say that oh I tried Cod email it doesn't work for our startup I tried LinkedIn it doesn't work and then I check their volume and in reality they would just do like 100 or couple hundred C emails and then they would write maybe 20 to 50 outbound messages in LinkedIn I mean what are these volumes it's nonsense when doing called email these days we're looking at a minimum sample size of at least 300 people opening the email so usually with 50% open rate we want to reach 600 people per each value proposition that we want to test and with each startup I work with inside SAS camp we are a testing three to five versions of the value proposition in our cold Emil campaigns before we stick to one so please be mindful about the volume you're doing because the minimum sample size for COD email is 250 people opening the value proposition example and if you do minimum three four value propositions that's that means we want to have 700 to 1,000 people opening them and usually this would be 2,000 emails and only by sending 1500 to 2,000 emails you would be able to say okay on this Persona this type of offer does not work or works best the second main reason why people people cannot have a cash flowing s funnel is because they are not doing enough testing and that's exactly why you hear me always bring up we do three variations of copy here then couple variations of CTA there because if you don't do enough testing you're always Limited in your data and one of the best ways you can build out a Competitive Edge against larger companies imagine you build a CRM for realtors okay Salesforce has got hundred billion do in Revenue you don't yet how can you gain more how can you build a better product than Salesforce for this Niche well because if Salesforce decides to build us some branch of their product and design it towards this um consumers in your case you can have an idea to test this bu Persona again Monday you can have messages be sending in a few days and you can have 20 to 50 conversation within just few weeks for Salesforce just the decision making process behind this is going to take 6 months if not longer and this means you can test five hypothesis within 3 weeks then pavot or double down on one of them and then do a couple more iterations within a few months and for Enterprises it takes so much longer and this is exactly how testing allows you to gain a Competitive Edge in your Market so it's volume it's testing and lastly the third crucial element of lead Flow Design is focusing on the right things because you can be doing a ton of testing you can do it at a decent volume but unless you're focusing on the right things and paying attention to the right metrics and thinking in the right Spectrum you can invest years knocking on the wrong Channel or imagine for example there is one solution for creating logos and logo creation maker and I made a mistake of trying to sell it throughout Bound for too long whereas in reality when we tried inbound acquisition channels and this demand acquisition mechanisms this worked out way easier and the startup has started growing much faster it takes experimentation to find out things like that but if only I I learned about the concepts of demand creation demand acquisition mechanisms and offers sooner then I wouldn't have spent initial few months knocking on the channel That clearly would not be reasonable for this type of Solution that's why I invest tens of thousands of dollars in coaching because I with my scars and experience Now understand that if I was growing this uh like I did work on and build out couple SAS products is just as I've always been operating on a super small volume not testing enough and not focusing on the right things they didn't work out that successfully and now when I today understand this hypothesis and understand what goes into successful lead Flow Design I am able to save a lot of time sometimes months or even years for different size Founders who are unsure how exactly to get their s to the next Milestone so you do need another pair of eyes usually to understand what are the things you need to be focusing on or you got to train your zoom out skill which would be asking you and reflecting okay what am I currently doing does this even make sense and only through reflection like this and usually it's much easier to achieve by getting code coing from someone you are able to then focus on the right things so to successfully design your funnel couple components you need the right bar Persona reached through the right Channel Through the right using the right message the way you find out this three is by doing a ton of testing and now these are a part of lead Flow Design so what I do when I design lead flow for companies is I look at the volume they're doing the amount of testing they are doing and the type of things they're paying their attention to when you bring on this Two Worlds together then you get more leads than you can handle and start growing by faster than you have projected previously I've got a couple more videos on the way we design funnels for different startups and here I will link basically the video in which I broke down what is the backand of my own company SAS camp and how we have designed our funnels to be averaging tens of calls every single week appreciate you watching this one and see you soon