Sip & Soar: Welcome to 'E-coffee with Experts' - Brewing Wisdom, One Expert Conversation at a Time. Grab Your Digital Mug, Let's Elevate Together!
Sip & Soar: Welcome to 'E-coffee with Experts' - Brewing Wisdom, One Expert Conversation at a Time. Grab Your Digital Mug, Let's Elevate Together!
In this episode of E-coffee with Experts, our host Austin chats with Jeff Hirz, EVP, Business Development at OuterBox, pulls back the curtain on how agencies navigate a post-AI search landscape where organic traffic and MQL volume plunged but deal quality rose.
Jeff explains the practical pivots that saved their year: diversifying lead channels, leaning into LLM citation tracking, resurrecting third-party listings, and rethinking outreach cadence and pipeline hygiene.
He shares real tactics and why emotional intelligence and multi-threading are the overlooked differentiators for closing long, complex deals.
If you’re a founder, marketing leader, or biz-dev rep wondering how to replace lost organic volume, improve pipeline accuracy, and build resilient sales motion, this conversation is full of actionable playbooks, metrics to reassess, and candid field-tested advice.
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In this episode, we discuss:
00:00 - 01:10: Introduction
01:10 - 02:40: Why lead generation became harder for agencies
02:40 - 04:20: Organic traffic drop and AI overviews impact
04:20 - 05:40: Fewer MQLs but higher lead quality
05:40 - 07:10: New lead sources and diversification
07:10 - 08:30: Tracking visibility in LLMs with AccuLLM
08:30 - 10:10: Helping clients diversify their own leads
10:10 - 12:00: Honest conversations and vulnerability in business
12:00 - 13:10: AI confusion and what’s “real” online
13:10 - 15:00: Shifting to outbound and in-person sales
15:00 - 17:00: Emotional intelligence and healthy pipelines
17:00 - 19:00: Why old sales metrics no longer work
19:00 - 21:10: Longer sales cycles and stage management
21:10 - 23:20: How to re-engage prospects who ghost
23:20 - 25:00: Stronger outreach: cadence, value, messaging
25:00 - 26:40: Creative tactics like GIFs and humor
26:40 - 28:10: Multi-threading even in small deals
28:10 - 29:56: Final Thoughts
Connect with Jeff Hirz
https://www.linkedin.com/in/jeffhirz/
http://outerbox.com/
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