# How Intent + Personalization Drive B2B Conversions

> A NachoTuesday interview — the C-Suite Insights series from NachoNacho, the B2B SaaS and AI
> marketplace. In conversation with Shira Simmonds, CEO, SmartReach.

- **Page:** https://nachonacho.com/nachotuesday/video/How-Intent-Personalization-Drive-B2B-Conversions 
- **Guest:** Shira Simmonds, CEO, SmartReach
- **Guest on LinkedIn:** https://www.linkedin.com/in/shirasimmonds-12e5e6f3h/
- **Recorded:** 2025-06-24
- **Watch:** https://www.youtube.com/watch?v=A_ZC_LuN_2c

## Summary

This webinar features Shira from Smartreach AI, a technology developed by SSC Digital, a lead generation agency with 14 years of experience. Smartreach AI is presented as a "one-stop shop" that automates and streamlines the manual processes of lead generation, including list building, email validation, deep research, intent signal identification, and hyper-personalization of email and LinkedIn messages. The platform comprises three modules: Smart Data for list building and enrichment with buyer intent signals, Smart Mail for hyper-personalized email messaging, and Smart Link for LinkedIn messaging. Shira emphasizes the critical importance of deep research and genuine personalization in today's B2B landscape, especially with the rise of AI making generic outreach ineffective. She highlights the need to understand a prospect's specific problems and current signals (like recent funding, hiring, or news mentions) to deliver highly relevant solutions. The discussion also covers common mistakes in personalization, effective personalization strategies, cold email best practices, and the importance of tracking conversions and adapting to evolving buyer signals. Key Takeaways: Smartreach AI as a Comprehensive Lead Generation Tool: Smartreach AI consolidates various lead generation tasks—list building, data enrichment, research, and hyper-personalization for email and LinkedIn—into a single platform, eliminating the need for multiple manual tools and subscriptions. Emphasize Deep Research and Hyper-Personalization : In today's AI-saturated environment, generic outreach is ineffective. The webinar stresses the critical need for in-depth research into a prospect's pain points, recent activities (e.g., funding, hiring, news), and current needs to deliver highly personalized and relevant messages that resonate. Identify Key Buyer Signals : Effective personalization goes beyond basic name and company mentions. Important signals include fundraising, hiring activity, company and influencer followers (to identify look-alike audiences and relevant interests), and recent press releases or public company events. Avoid Personalization Pitfalls : Never lie or invade privacy in outreach. Focus personalization on the prospect's role, KPIs, and how your product/service can directly help them achieve their goals, backed by observed signals. Cold Email Best Practices for Deliverability and Conversion : - Use separate domains for sending emails, with a maximum of three warmed-up mailboxes per domain. - Limit sends to 20-30 emails per day per warmed-up mailbox (including follow-ups). - Choose wholesome, proper-looking domains that redirect to your company website. - Turn off open tracking to improve deliverability. - Prioritize personalization to avoid emails looking like bulk sends. - Keep email sequences short (max 3 emails) and re-engage dormant leads with fresh, researched messages after a few months. Importance of Conversion Tracking : It's crucial to compare web leads (form fills, demo bookings) with email and LinkedIn campaigns to accurately track conversions and attribute successes, even if the prospect signs up with a different email address. Smartreach AI's Support and Pricing : Smartreach AI offers onboarding, ongoing support via Slack and Intercom to help users identify the best signals, and flexible pricing based on "tokens" (credits) across individual, team, and full-service plans (which include domains, warm-up, and LinkedIn automation for those lacking existing infrastructure). Balance Automation with Human Touch : While Smartreach AI automates personalization at scale, it also allows users full control over messaging, including editing and teaching the system their writing style, ensuring a balance between efficiency and genuine human connection.

## Product discussed

- **Name:** SmartReach AI
- **Page:** https://nachonacho.com/product/smartreach-ai-instant
- **What it is:** Best in class lead gen data + AI enrichment, intent signals & personalized outreach, all in one easy to use platform.
- **NachoNacho deal:** 40% INSTANT DISCOUNT
- **Estimated savings:** Save up to $8,854/year

## Full transcript

Good morning, everybody, and good afternoon over there in Tel Aviv, Israel. We have Shira calling in today. A lot's going on there, which we won't dive into, but we'd love if you could introduce Smartreach and what you guys do over there. Absolutely. So, Smartreach AI was developed by us at SSC Digital. We are a lead generation agency, so we've been running lead generation campaigns via email and LinkedIn for the last 14 years. And about a year ago, we decided to build out a technology that would enable us to do all the things that we were doing manually for our clients. So, we had over a hundred people (00:48) that were building lists manually, validating email addresses manually, doing research on every website manually, then running other tools for intent signals manually, and then hyper-personalizing emails all manually. So, what we've done is created a one-stop shop to do all of that with one subscription and one tool. That's really neat. Would you like to show a demo real quick? Alright, I always love to show a demo, so let me just share my screen. Hold on one second. Okay, great. Can you see my screen now? Yep, I can see it there. Okay, great. So yeah, this is SmartReach AI. So, SmartReach AI (01:29) has three different modules. We have the Smart Data, which is where you actually go and build your list, enrich it with deep research and integrations with other tools that I'll show you that give you buyer behavior signals and intent signals. And then we have Smart Mail where you then go and hyper-personalize your email messaging. And then we have Smart Link where you can hyper-personalize your LinkedIn messaging as well, where we've integrated with HeyReach. So, we start with Smart Data. I'll do it really quick. I've already actually built a list. It's very similar to Apollo, ZoomInfo, Sales Navigator, (02:03) where there are different filters that you can choose. Within the US, you can exclude any country. All these industries, and within, for example, IT and software, there are tons of other industries that you can choose from, some sub-industries. The occupation, you could choose their job title, their department, and here's a really great signal as well: if they've started their job recently. You can type in skills that may be listed on their LinkedIn profile, so you could search for people. I was just doing a search before for a user, helping them find YouTubers. (02:37) So, anyone that has like YouTube or video content creation listed on their LinkedIn, you're able to find them through this as well. Their employee count, how many employees they have, their revenue, and then you can run the search. So, basically, once you actually go ahead and access an email address, it's token-based. The email will always exist for you, so you just need to purchase it once. And then you could actually go a little deeper, and this is kind of one of the best features, where it does very deep research. So, here, (03:09) you can actually select from a pre-selected list of questions or research topics, or you can type in anything you want. So, let's just say, "Which company..." Oh no, I'll say, because it's listing, "Was this company very cool recently in the news, and if so, for what?" Okay, so I'm asking it to now research all of these companies. I just selected four, and to do that very quickly and tell me which ones were in the news, and if so, what they were in the news for. And again, you could ask kind of any question you (03:45) want, and then, based on if it's publicly available, it will create a new column for you. So, here, you could see this company was in the news; this one was not in the news; this was in the news. And then you could even go deeper. Let's just add another question here, like a short description. I like this one as well because then you can kind of hyper-personalize every email with these details. And I'll just show you one other really cool one right after this that I really love as well for different campaigns. But again, any research that you want to do on the website, "What are their hours?" Anything (04:17) it can pull for you very, very quickly and just create a new column. And then we have the smart signals. So, this is where we've integrated with all different tools. So, again, one subscription, very easy to use. So, for example, if I want to go ahead and ask now for their website visits, it will go and connect to SimilarWeb and give me their website visits. And it's searching now. I can find company followers, so any competitors' followers, people's followers, any technology that I might want to search for, Instagram followers, are they hiring, have they closed funding? (04:56) Google Maps for local listings, are they running ads, and look-alikes through Ocean as well to find companies that look like your current customers or companies that you want to target. So, all of that is on one platform, and then you can go ahead and pull this information into your email and your LinkedIn messaging and hyper-personalize everything. So yeah, so basically, it's a one-stop shop to do all of that. Looks like something everybody needs today. Yeah, understanding buyer intent is more important than ever. Why do you think it's more critical than ever in today's B2B marketing landscape? Yeah, (05:32) that's a really important question. I mean, honestly, I've been in this lead generation space for 14 years, and I would say the last year has been the most difficult to really start or continue to book calls and drive leads through email, cold email, and LinkedIn. And primarily because of AI. Everybody's running AI now, right? So, they're getting inundated with emails. Anybody can write an email sequence, and everybody's trying to find these ways to contact them using the same databases to contact them. So, (06:04) everyone's using Apollo, and they're asking, "How am I getting a thousand emails from all these people? Why am I on this list? How can you remove me?" So, in terms of getting the highest conversions, it's always, always critical to really do your research before you contact them and actually come to them with a solution that is solving a specific problem that they have. And researching what that problem is, researching, "Are they hiring right now?" Like, that's a great indication that they may need help in a certain area or that they're growing. Has their department (06:35) counts grown or shrunk over a certain period of time? So, all of these, "Have they started a new job?" All of these are indications that they may be in the market for your tool or your service, and your conversion rates will only go up when you can couple that with messaging saying, "Hey, like, I saw this in the news, that you were in the news, and I read on Wall Street Journal or TechCrunch that you just did this and this. I specifically loved what you said about this and this." Like, making it extremely personal as if you've (07:06) really done your research on them, the likelihood that they're going to reply is going to be that much higher, and that work should be done prior to you contacting them. Yep, and you guys allow this at automation at scale too, right? Yeah, absolutely. So, on the email side, we're integrated with tools like SmartLead and HubSpot and Reply.io. (07:25) So, they send the emails out. On the LinkedIn side, we're fully integrated with HeyReach, so we have the LinkedIn automation built in. Very neat. I guess, what are the biggest mistakes that B2B teams make when they're trying to personalize outreach at scale? Obviously, a lot of people probably use, you know, "Hey, company, hey, name." Yeah, I think that's probably the biggest mistake, is they think that that's personalizing, right? "We're personalizing." And actually, we made a lot of mistakes with that. Well, I wouldn't say mistakes. The industry has really evolved, (07:55) right? So, when we just started, it would work to say, "Hey, you know, Andy, I see you're a surfer. Loved your last image with your family, you know, surfing." And people were like, "Wow, how'd you know that? That's amazing." And they were blown away, "This is the best email." But then, over time, everybody started pulling information like that, and so it became less relevant. I would say now what really makes the most sense when you're hyper-personalizing is researching the pain and the signals that that user or buyer is showing that (08:25) they really need your help with something. So, "Hey, I saw in the news that you guys, and you just, you know, closed this amount of funding, and you know, how are you going to manage that moving forward? We'd love to help you." Whatever that, you know. So, really connecting the dots between their recent activity versus how you can help them. So, what kinds of personalization do you think actually move the needle? Obviously, like we talked about, first name, company name, mentioning things about PR you mentioned. Yeah. What other kind of key signals do you look (08:56) for? Like, fundraising could be a big one too. Yeah, fundraising is a big one. Hiring is a big one. I'd say one of my favorites is company followers and influencer followers. So, like, for example, if there's a huge YouTube influencer, let's just say in your space around sales automation, okay, and also they're very big on LinkedIn, finding their followers on LinkedIn, and who is actually following and engaging with them, is a really, really great signal, right? So, "Hey, I see that you follow, you know, Shira Simmons, and I loved her recent post on this and this. You know, she's really helped me do (09:28) this and this." So, not just generic messaging to everybody, but really looking at, "Okay, my ICP, my ideal customer profile, who would they be following? What companies would they be following?" Look-alikes is another really good one that we're seeing tremendous results with right now. So, like, if I take a list of my existing clients and then say, "Okay, find other companies like them." (09:53) And I could say, "Hey, I see that you guys, you know, are very similar to X, and we've been able to do A, B, and C for them. You know, we'd love to see how we can talk to you about doing the same for you." Also doing research where we send emails and say like, "Hey, wouldn't you love to get your competitor's list of who's following them, right? So, you just have to think out of the box. What's going to grab their attention and show that you've done research on them by dropping, for example, their competitor's name or dropping their product name or dropping where they, you know, had a press release?" So, going a little bit deeper than just the general, "Hey, I see that you work as a title at company." Like, everybody's (10:23) doing that now. So, you have to go deeper to kind of find the signal that is going to tell you, "Okay, they really need," and their email—the email that I send or LinkedIn message—is going to be welcomed because I see that they can really use our help with something and they're struggling with something, right? So, that's the key. Yep, yeah, that's a good point. Yeah, I've also gotten some of these types of emails that attempted to do what you guys do, which you guys seem like you do at a much more comprehensive level, which is really good to see. What kind of personalization (10:54) do you think could really backfire? I've seen people, you know, say that I've had emails before where somebody says that they talked to my CEO, and he wanted us to set up a meeting, and you know, for me, that was a quick and easy trick to say, "Hey, did you talk to this guy?" And he said no, and now I'm like, "I definitely don't want to talk to these people; they're liars." (11:12) You know, for sure. So, definitely don't lie. Okay, that's huge. Don't invade their privacy as well. Like, for example, if you're, let's say you're selling windows and doors, like, "I've been on your property and surveyed your property." I mean, people are going to get really annoyed. So, there are lots of different things that you kind of want to stay away from. I think, stay focused on the specific person that you're targeting, what their role is in the company, what are their KPIs, what have they shown that they need your (11:42) product or service, and how can you help that person accomplish their KPIs, right? So, if somebody contacted you and said, "Hey, Andy, I can really help you accomplish your KPI of X by ABC. I see that that's what you do at Nacho Nacho. Let's see if we can talk, and I can help you, right?" That's going to get you to get on the phone because it's going to help you. If you have a directive, a KPI that you need to reach, and somebody's going to be able to help you reach them, and they understand that KPI and you've shown a signal, for example, let's say your KPI is that you (12:14) need to hit X number of website visits, okay, and you know, they can send an email that basically says, "Hey, I see that you're looking for a marketing, a website marketing, whatever title," okay, because that's a signal that, "Okay, I need to improve my," or, "I see that you've spent a lot of money recently on ads to drive traffic." You know, so that would be like, "Oh, okay, you know, they've done their research on me. They have an alternative way that I can reach my KPI besides just ads, besides just hiring. Let me talk to them, right?" Like, would that not get you to say, "Okay, let me jump on a (12:50) call with them," if it can help you reach your KPI? Yep, yeah, and I've seen some really effective ones too, where I've gotten emails about people saying, "Hey, we noticed that your competitors are ranking really well for these keywords, and you should be too." (13:08) And they were actually relevant keywords that we should be ranking for, frankly. So, by demonstrating that knowledge and showing me, in email, that we were missing out on something, you know, we didn't end up getting their service, but they definitely got my attention. We have an internal SEO team. That's the goal. The goal is to really stand out in a crowded inbox to get them on a call, and then it's up to the sales team to really drive that in once they get them on the call. But I would say that's also just as equally important, is that there's coordination between the SDR, the lead gen team, and the sales team. So, when that person, the salesperson (13:39) or the account executive, gets on the call, they know exactly the email that was sent, right? They know, "Okay, we researched this; this is what got their attention," and they lead with that. Like, "Hey, yeah, you know, I was taking a look, and I saw that you're hiring," and they know they can follow through on that call with those signals that sometimes gets dropped a lot, and that's a shame because we did all that work to get them. We got them hooked. There's something there that they were on the call for. So, the AE or the sales manager should know that before they (14:08) start the pitch. Absolutely. And do you guys integrate with HubSpot, or do you guys have the paper trail in Smartreach? No, we actually are integrated with HubSpot. But a great thing, I'd be honest with you, in sending out emails, the easier thing to do with HubSpot, because you're usually charged by the volume of leads in HubSpot, is for you to set up on your email tool, whether it's SmartLead, Reply, Outreach, whatever tool you're using, instantly a BCC to your HubSpot. So, you could do that, or any positive replies, you can BCC your HubSpot, which (14:42) is what we do. Yep. So that we're not getting tons of leads that are not really quality leads. I don't want to get every single person I'm emailing. I only want to get those that maybe responded and were positive. And so then I could BCC my HubSpot, and it automatically goes into your HubSpot. Makes sense. And how many total signals, like ballpark, do you guys have that you could help buyers or help B2B marketers identify potential signals with? I mean, honestly, with once we launched Smart Agent, which I just showed you, where you can literally ask (15:14) any question available on the internet publicly, the sky is the limit, right? So, you can find out, like, "Have they recently launched AI? Did they recently change their pricing? Did they have a SaaS product? Were they on a recent YouTube channel? What was their last LinkedIn post?" I mean, literally, you can ask anything. So, I would say, like, I can't even give a number because it's based on what's publicly available. Yes, that's really powerful. I really like that. Yeah, so you guys, yeah, so it's infinite pretty much, as (15:44) long as you know your customer. But if you don't know your customer, that's the key, by the way. And my support team is actually amazing with that. So, we have a lot of users that will ask, "You know what, I'm not sure where to start. Like, what are the best signals that I should use?" And my support team is trained in that as well. So, through support, we use Intercom for that. Through support, you can ask them, "What would be the best signals for me to start with?" And we'll recommend, you know, what they are, (16:08) what questions to ask, etc. Very neat. So, you guys have great customer service to kind of back up and help onboard people. So, if they have any questions about which signals they should be using, they can just ask your team. Absolutely. So, we offer an onboarding call. And then we have through, again, the channels, through our Slack, through Intercom. There are so many ways to communicate with us that it's very important for us to have that communication and to help you get the best use out of the tool as well. Awesome. And how does your pricing model (16:38) work? Are you charged per credit, or is it based on the volume? It's based on what we call tokens, which is a credit, same thing. So, for example, to create one email that's hyper-personalized is one token. One SimilarWeb is one token. Smart Agents is one token. I think the only thing that's more is Ocean, which is three tokens for the look-alikes. But yeah, it's basically token-based pricing. Like, starts at $59. So, it's very inexpensive. Again, the way that we've built it is that you don't have to pay for all these subscriptions. If you were to get Crunchbase and Ocean and look-alike, all these things, you would be (17:14) paying thousands of dollars a month. So, here, you could start very small, pick the signals that you want, don't worry about overpaying for these tools and integrating all these tools together. Well, yeah, kind of do it all in one place. So, how do you guys balance automation versus genuine human touch? Do you guys allow for manual emails as well, or is everything kind of automated? No, that's a really good question, Andy, and the truth is that when we launched, we were fully automated, and it really backfired very quickly on us, to be honest with you, (17:44) because a lot of, like, everyone has their own opinions on what a good email is, right? It's not even like, I was like, "Well, listen, let the data lead you. Let's look and see what the results are going to be based on reply rate, conversion rate." Nobody wanted that. They're like, "I hate this." Others are, "I love this." So, I realized that it's very subjective. So, we've actually revamped the tech, so now you can actually add in whatever messaging you want and hyper-personalize whatever you want in brackets. So, you can literally be fully (18:17) in control. In addition, we also allow you to edit the messages. Okay? So, you can edit them, and when you edit them, you teach the system your writing style so that next time it learns it. And you could give specific prompts as well. So, you could say, "Don't ever use this word," you know, or, "Make it shorter," you know, or, "When you hyper-personalize, only include this." So, you can give it directions, and we gave the user as much control as possible so that they're very happy with the results of the email and the LinkedIn message. Yeah, and do you guys, so do you guys have (18:48) an AI tool as well that can kind of suggest copy if they want that? It's not suggesting, it doesn't, well, okay, the answer is yes, we do have the ability to enter in the prompts. Okay? So, you can enter in prompts, and it will write the message for you. That's definitely an option. But we recommend, honestly, taking top emails, doing it yourself, having our support team help you with the best, you know, I would say, tips and tricks of having, you know, 14 years of doing this. So, we kind of know what works and what doesn't work. And that's also (19:19) one of the advantages that we have is that we're not just another tech company, you know? We've built this from doing lead generation campaigns for 14 years. So, the support is there, the experience is there, and the technology is there. Sounds like a real white-glove experience. Yes. So, I guess for B2B teams that are, you know, maybe lack the resources, what would you suggest for them to kind of get started with the personalization campaign? It sounds like you guys are really kind of set up to help these (19:45) companies that might be foraying into this space for the first time. Absolutely. So, we actually have three different plans dependent on where you are in your lifecycle of outreach. And the first is just an individual plan, again, starting at $59. That's just basic tokens that you can start coming in and using it and testing and playing around with it. The second option is a team plan. So, if you are a team of SDRs or a team of people that want to use it, and you want to have one login, we have that option as well. And you want to have a lot of credits and tokens. And then the third option is full (20:18) service. And full service is if you have no technology to actually send the emails, you don't have your own domains. You should never be sending emails from your main primary company domain. You should always have separate domains; not everybody knows that. You don't have a LinkedIn automation tool, you don't have any warm-up capabilities for your email. So, we offer a full service where we bundle all of that for you. So, you literally only need to pay for SmartReach, and everything comes with that. And that only starts at $499 a month. Wow, that's really affordable. So, I guess, (20:52) any other tips for cold email marketing that you would recommend for people, especially around in terms of volume per day per inbox, any ideas there? How long do you have, Andy, because I have a lot of tips. Maybe some of the top five, I guess. Yeah, so first of all, I would say, in this day and age, now things, like I said earlier, things have really evolved. So, you really should be setting up separate domains, and then under those domains, you should have a maximum of three mailboxes. Okay? Those three mailboxes should be warmed up at least two to four weeks before you start sending any emails, and you can put (21:25) it on a warm-up tool that will do that for you. And then once you're warmed up, you should not be sending more than 20 to 30 a day per mailbox, per warmed-up mailbox, I would say. Okay, including follow-ups. So, a lot of people think that's first emails, but no, it includes follow-ups. So, think about it: if you want to go high volume, you'll need to set up many domains. And I would also say that what we're finding is that the domains also make a difference, like the .com, the .net, (21:56) net versus, you know, the .me, the place, you know. So, picking good domains is also important. So, like, say more wholesome, proper domains, they look like you're not cold emailing them even if you are. Exactly. And then I would say, lastly, so important is that a lot of people forget this is that they should set it up so that when that domain is copied and pasted into a browser, it redirects. Yeah, to your company website. Yeah, a lot of people forget that. Yeah, I mean, me personally, I'll check the website out first and try to see who the company is (22:26) before I respond because I know that if I respond to them, I'm kind of encouraging them to put me into their sales funnel. Then I might start getting texts, more emails, like, phone calls, you know. And I definitely don't want to give them that signal. Like, you know, like we talked about, is very important today. I'm not going to give them that signal if I don't like what their website is selling, essentially. Yeah, for sure, for sure. And I would also say another very important component is comparing your web leads to your email and LinkedIn list because (22:55) many people are doing that, and then you lose the conversion tracking, right? So, what's happening is you're sending an email or a LinkedIn message, and instead of them responding to you, they're going to your website and filling in your form or booking a demo call. And then there's no match between, "Oh, wait, that actually came from our email campaign," which brings our conversion rate up now to 2%, right? Because they came through that door. So, it's always just important from an analytical standpoint that you're matching up, you know, who you sent an email to and a LinkedIn message to with (23:24) who actually signed up for a demo. Yeah, you got to measure everything. I take a tool called GenSpark, and I'll compare like our user sign-ups on Nacho Nacho and compare that with our campaigns and use it to identify similar profiles, even if it's not the exact same email address because sometimes somebody might, you know, get an email from you, but they might sign up with like maybe a different company account even. Yeah, we get that a lot. Yeah, yeah, or even a personal account just to kind of take a look at the platform too, but they're still, you know, a qualified (23:53) lead, maybe even if they're signing up with a Gmail account. Exactly. 100%. So important. Track that. Yeah. Yeah, because a lot of times, I'll just take a peek at the platform and see if it's something I want to use, then I'll set up a call and actually commit to more time for it. For sure. Yeah, so that's usually the process. So, you just want to make sure that you're tracking all of that. And I would say also another good one, we used to send a lot more in our email sequences, and now what we try to do is (24:22) send three max, and then if we see that they haven't opted out or unsubscribed or replied, that message didn't resonate the first three. We would wait a few months and then put them back in a list with a completely new researched message for them to see it, to try again. Because those are, if you have a valid email address—and I forgot to mention, that's something else that our tool does as well. You don't have to go to MillionVerifier or ZeroBounce or all these verifiers and kind of take your lead, upload it to them, then re-download it, and (24:54) put it back in your platform. We have a verifier directly in SmartReach as well. And we're actually just about to launch, we have it for, you know, valid, invalid, and catch-all. I don't know if you're familiar with what a catch-all is. But yeah, if it's a catch-all, you have to be really careful because either it could just go to this like inbox that nobody's reading, or it could bounce, or it could be valid. So, on the one hand, you have to be really careful, but on the other hand, you actually could take 30% of those could be valid, and you could be (25:26) missing an amazing lead list. So, we've actually integrated with Instantly. We're going to be launching it at the end of this week, where if it's a catch-all, it will also verify within the platform so you don't have to leave the platform, do anything with downloading lists, uploading, and putting them all together again. Yeah, that's a good point that you brought up because there used to be these email marketing gurus that would say, "Send a seven-email sequence," and nobody wants to get seven emails. They're not interested. You piss them off. Our unsubscribe (25:55) just went up and up, and I again, I think the landscape has changed a lot. And so now you want to realize, if they have, first of all, you also another trick for email deliverability now is to keep your open tracking off. Yep. So, it leaves you a little blind, meaning you don't know how many people actually are opening it, but you want to look at like the reply rate and the positive reply rate, whereas open tracking has that little pixel that can cause deliverability issues. And then I would say the other thing that's really important for email deliverability is (26:23) the personalization because one of the things that the ISPs are seeing is bulk emails being sent at mass. So, if you send the same email, even if you change, you know, company name and so and so, you really, really want to make sure that your emails are personalized, that it doesn't look like you're sending the same email over and over. Yeah, there are a lot of tools where you could actually come up with like variations on the script, and then you could have randomly generated text, several versions of it. So, each (26:56) time you send an email, it's going to pick one of those three variants in each section, which gives you like a huge number of different potential combinations for your cold emails. Yeah, for sure, for sure. But with the Smart Mail, you can hyper-personalize all those emails at scale, so each one is different. That's really, really neat. And then, yeah, I'm glad that you brought up the point about you following up within a few months because the buying signals might change, like you mentioned. So, maybe they, you know, (27:24) maybe they're not ready to buy today, but they have fundraising in a couple months. And so, if you put them in the funnel then because of the fundraising announcement, maybe they actually have money to spend on marketing, for instance, and they want to grow faster. Yeah, or maybe they let people go recently, and so they're going to need a little extra help. Or maybe they're hiring more. Like, there are so many signals that you can really focus on that are going to be evolving, and I think that's one of the most important things, honestly, Andy, is the timing. Like, building these lists and then just (27:52) sending them the same email. Like, that doesn't mean that, you know, just because they meet your ideal customer profile that they're really in that moment meeting you. And one of the things that was so important for us was integrating with this information in real time, you know, like, "Tell me right now who's closed funding. Tell me right now who's recently hired a new sales position." Right? It's the timing of understanding, "Okay, are they in the buyer cycle right now?" Yep, good point. Is there any change in terms of like the personalization that works at different stages of the funnel, (28:24) perhaps maybe a completely cold lead and perhaps maybe somebody that might be a little bit further along, closer to the actual intent of buying? Do you see any difference in how you approach your personalization there? Yeah, absolutely. I mean, I think someone who's replied several times, then they're kind of out of the system, right? So, once they've replied, like, we have a lot that are very interested, and then it's not a priority for them, so they get inundated with a million other (28:49) things, and they forget. So, I think, first of all, the follow-ups that are manual should be personalized as well, you know, like, "Hey, you know, I just wanted. I just saw that you posted this and this," or, "You know, another great tip is like to make an introduction to somebody and be like, 'Hey, I thought that, you know, this person would be really relevant for you,' and give them some value when you're following up with them to be like, 'Oh, I owe them. You know, they just helped me with something.'" You know, that's another really great way to get them on a call once they're warm. Yep, good point.

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