Dima Popov

Former McKinsey consultant and Fortune Global 500 senior executive turned entrepreneur. Recovering SaaS (MarTech) founder. Sourced and closed over $3m ARR. Early stage GTM (go-to-market) operator and advisor. StartX go-to mentor on enterprise sales. P.S. I have decided to charge a nominal fee for my sessions ($10 per 30 min) to filter out poorly prepared mentees or mentees that I can't help much with my expertise. My commercial consulting rate is way higher. But I'm not here to make money (at least not yet)

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  Demand generation

  I realized that the main problem with anyone's cold outreach is that it is cold. So I came up with "Account-Based Demand Generation" framework (somewhat orthogonal to more traditional ABM). The I learned a handful of very successful startups implemented similar framework to get some amazing results. UserGems is one of them.

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  Go to market strategy

  I had to learn the importance of marketing - sales - customer success alignment the hard way. I'm a big believer in Winning-by-Design Bowtie framework. As well as their "first principle" that Recurring Revenue is a result of recurring impact (not filling your funnel and closing deals)

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  Growth marketing

  Lots of hands-on experience with cold outreach and similar direct-response pipeline generation and acceleration tactics. Primary focus on cold email and social selling / LinkedIn automations.

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  PPC strategies

  My previous startup (Tomi.ai) was building Predictive AI for Performance Marketing. I was privileged to work with and learn from the best minds in the industry. And my former McKinsey training helped me to connect the dots. My expertise proven relevant in conversations with both - Fortune 500 CMOs and VPs and more "geeky" performance marketers working in more nimble scaleup environments.

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  Sales

  My specialty is selling to upper mid-market and enterprise, dealing with longer / more complex sales cycles and higher ACVs. My experience is most relevant for founder-led sales.

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  G2

  5 years of experience

  I'm actually doing a webinar called "How to G2" for early stage startups from time to time. G2 is a great tool to boost credibility and generate demand. And the threshold for success is not as high as one might think (not sure why G2 is not more public about how many reviews does it take to get listed on one of the grids, for example)

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  Instantly.ai

  4 years of experience

  My go-to tool for cold email. Probably best email deliverability functionality on the market. They also made some great additions over the last few months allowing you to set up and manage cold email infrastructure from the same interface.