EPISODE 4
Expanding your network, forming a community around your project, and finding potential partners lie heavily in your ability to prospect. And there are many different methods you can experiment with to reach out to your audience.
In this episode of The Blockchain Startup Show, I talk to Zach Fowler, a man who probably needs no introduction. He’s taken Linkedin by storm with his insightful content on prospecting (and more recently, stablecoins), and if you’ve met him, you’ll know just what a stand up guy he is..
During our conversation, Zach discussed the importance of personalized and thoughtful prospecting methods, emphasizing relationship-building and long-term strategies over old school mass outreach campaigns.
Guest Profile
Zach Fowler
Zach Fowler is known for his expertise in sales development and prospecting across both web2 and web3. At the time of recording, Zach was a Senior Sales Development Representative (SDR) at Rise, a hybrid crypto-to-fiat payroll platform. He focuses on identifying and engaging clients through personalized outreach strategies.
Known for his proactive nature, Zach secured his position at Rise by directly reaching out to the company's CEO, which shows how he is willing to take bold steps and think outside the box in his professional endeavors.
Additionally, Zach contributes valuable insights into best practices for web3 sales development and writes about stablecoins.
Highlights From The Interview
Here are the highlights from the interview:
Introduction and Zach's Background (00:00 - 00:51)
I introduce Zach Fowler, highlighting his role and expertise in web3 prospecting. Zach also talks about the importance of LinkedIn for networking.
Prospecting (00:51 - 01:27)
We discuss the critical function of prospecting in both B2B and B2C contexts and talk about how community building as a form of prospecting.
Marketing and Networking (01:27 - 13:10)
We talk about the challenges in building out marketing stacks and content teams, as all as the importance of relationships and networking in web3.
Zach discusses methods to reach out to people and the importance of a personalized approach.
The Power of Video Content (13:10 - 14:35)
We talk about the challenges and opportunities of using video in marketing, particularly in web3.
We also discuss the differences in go-to-market strategies and the impact of video content.
Video for Linkedin (14:35 - 15:36)
The conversation touches on the effectiveness of video content on LinkedIn,, and Zach shares his personal experiences with video marketing.
LinkedIn Algorithms and Personal Branding (15:48 - 18:00)
I talk a bit about my success with LinkedIn videos and algorithm changes, and Zach emphasizes the importance of personal branding for founders and business development.
Challenges of Scaling in Business and AI's Role (23:40 - 24:31)
We talk about the difficulties of scaling operations too quickly and how AI can both help and harm this process.
Blurring Lines Between Work and Life (24:31 - 26:05)
We discuss the constant online presence and how it affects work-life balance in the modern age.
Cold Prospecting vs. Selling (30:29 - 31:35)
We talk about the differences between prospecting and selling, emphasizing the importance of building relationships before selling.
Cold Email Strategies (31:35 - 32:05)
We discuss the effectiveness of cold emails and new approaches to improve conversion rates.
Cold Email Strategies (32:05 - 34:00)
We mention the nuances of cold emailing, including targeting, messaging, and converting leads.
LinkedIn and Twitter Posting (34:00 - 36:02)
We continue to discuss the importance of consistent posting on LinkedIn and Twitter for building a professional persona, particularly in the crypto industry.
Recruitment and Hiring Challenges (36:02 - 42:05)
I talk about the difficulty of hiring based on domain expertise versus process and systems, and the overvaluation of the former.
Value of Prospecting Over Immediate Selling (42:05 - 45:00)
We emphasize the importance of building relationships and understanding prospects' needs before attempting to sell.
Long-Term Relationship Building on LinkedIn (45:00 - 49:32)
Once again mentioning LinkedIn, we talk about the long-term benefits of consistent engagement on the platform, even when immediate results aren't visible, and how this impacts business development and sales.
Hiring and Sales Strategies (49:32 - 51:07)
We discuss the value of domain expertise versus skills and processes in hiring and share our own insights on effective sales strategies.
Closing Remarks (51:07 - 52:20)
Zach shares his thoughts on hiring and sales.
People or Resources Mentioned
