How Gilbert achieved 8% conversion rate in B2B outreach

I had the pleasure of meeting Gilbert recently who’s the COO of Enablement.ch, a company that helps sales teams leverage AI and automation to scale their revenue without hiring more people.

Gilbert shared his proven approach to B2B outreach that consistently delivers conversion rates of 8% - significantly outperforming the industry standard of 1-3%.

His secret? A laser-focused targeting strategy combined with intelligent automation. Starting with his 4 golden rules:

1. Nailing the targeting

He doesn't believe in spray-and-pray approaches. The targeting strategy relies on a reliable stack of tools to identify and reach the right decision-makers:

• Sales Navigator for detailed LinkedIn prospecting
• Ocean.io for company and contact intelligence
• Bardeen for workflow automation
• Apify for scalable data extraction

Hot take: The team leverages Claude AI to create fresh organic LinkedIn posts and repurpose existing content, ensuring a steady content pipeline. When posts gain significant engagement, we amplify their reach through LinkedIn Ads.

2. Nailing the timing

Timing isn't just about when you send messages - For Gilbert, it's about catching prospects at moments of high intent. Here's his process:

They use several tools to capture intent signals effectively. RB2B turns anonymous website visitors into LinkedIn profiles for targeted outreach. Through HubSpot, they monitor job changes, which often indicate prime opportunities for engagement.

For social media monitoring, they rely on Teamfluence to track their LinkedIn presence. Its Lead Harvest feature reveals how their LinkedIn network engages with content across team profiles, from likes and comments to meaningful interactions.

3. Nailing lead qualification

All this data doesn't exist in isolation. Every captured trigger is automatically sent to Clay through custom webhooks and integrations. For example, they’ve configured Teamfluence to instantly relay all engagement data to Clay, ensuring their outreach team always has access to the most current interaction information for decision-making.

In Clay, they can see visitor behavior patterns, including whether they're first-time or returning visitors. They also monitor engagement with their lead generation posts, such as when prospects comment with specific keywords to request access to lead magnets.

Next, Clay database gets enriched with Apollo and Clearbit data, adding crucial information like website domains, contact details, company size, and using AI prompts to determine if companies are B2B and have their own products.

Finally, they leverage Clay's waterfall enrichment feature to optimize their email discovery process.

This information is analyzed through their ICP column in Clay to determine if a company matches their target criteria. Gilbert and the team apply the same enrichment process to evaluate whether each specific lead fits their ideal persona.

When both the "ICP?" and "Persona fit?" checks come back positive, outreach campaigns get launched.

4. Nailing personalization

Outreach consists of two channels: LinkedIn (using HeyReach) and email (via Smartlead).

Personalization is done using AI prompts to convert all the data and signals into sentences like these:

Gilbert was kind enough to share one of his actual templates:

Hi Guillermo,

Thanks for the like on my latest LinkedIn post. Made me have a quick look at your website.

If I understood correctly, you’re targeting companies that are trying to improve their digital transformation process.

You could identify them by analyzing job openings for “digital transformation” roles or looking at companies recently adopting new tech stacks via BuildWith.

Many B2B companies are still building lists like that manually with Apollo and Sales Navigator and then upload CSVs into the HubSpot Sequencer.

AI could build your lists, enrich data and then write a personalized email based on that - fully on autopilot.

Would you be open to see how that works?

Gilbert

For example, in this template you can see how this qualification process comes into play. Gilbert was able to identify the prospect's ICP and value propositions, which allowed him to hyper-personalize his message.

Pro tip: They also translate messages into local languages like German when targeting specific regions. All via Clay.

Here’s how his entire LinkedIn outbound campaign look like:

Results?

Here’s how it looks in HeyReach:

And in Smartlead:

The 8% conversion rate isn't magic - it's the result of:

• Rigorous lead qualification before campaign inclusion
• Multi-channel approach combining LinkedIn and email
• Data-driven personalization at scale
• Perfect timing through intent monitoring

After all, the goal isn't just to reach more people - it's to reach the right people at the right time with the right message.

Nailed it! 👏