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Finding: Cost Inefficiencies

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Summary of Waste

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1. Enrichment Waste

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The Problem

82% of enriched contacts never reach the CRM.

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The Cost

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Fix

• Investigate Baseloop → HubSpot sync
• Loosen filters
• Target: Under 30% drop-off

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2. Tool Redundancy

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The Problem

Both Smartlead AND Instantly are active for cold email.

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The Cost

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Issues

• Split reporting across tools
• Risk of sending from same domains
• Double the admin overhead
• Inconsistent sequences

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Fix

• Consolidate to one tool
• Move all sequences to chosen platform
• Sunset the other

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3. Channel Performance Gaps

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Call Pickup Rates by Title

From GTM Analysis, some titles have very low pickup rates:

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Fix

• Create call priority by title
• Shift low-pickup to email/LinkedIn
• Focus calls on high-pickup personas

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4. No ROI Visibility

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The Problem

There’s no clear attribution from source to meeting/pipeline.

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Impact

• Can’t identify best-performing sources
• Can’t optimize spend allocation
• Can’t justify or cut costs

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Fix

• Implement source tracking
• Create funnel reporting
• Attribute pipeline to source

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Cost Analysis Framework

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Current Spend Map (TBD)

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Cost Per Meeting (Target Metric)

Goal: Track cost per meeting by source.

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Recommendations

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Immediate (Week 1)

1. Get all invoices — Document true spend
2. Consolidate email tools — Pick one
3. Investigate enrichment loss — Fix 82% drop

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Short-term (30 Days)

1. Implement source tracking — HubSpot properties
2. Create cost dashboard — Monthly review
3. Set efficiency targets — Cost per meeting

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Targets

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Next