Samy built a LinkedIn-first outreach system using Waalaxy to target decision-makers in the energy sector. By combining automated LinkedIn messages, email follow-ups, and strategic calls, he manages the entire sales cycle on his own.
About Samy
Samy Tertu is a Business Developer in the energy sector at Trace Software, a 75-employee software company. He took ownership of his product line's full sales cycle, from prospecting to closing, in a market known for long sales cycles and intense competition.
The Challenge: Standing Out in a Saturated Market
The energy sector is crowded, and decision-makers receive constant outreach from competitors offering similar solutions. With sales cycles lasting 6 to 10 months, staying visible and building trust over time is essential.
In the energy sector, there's a lot of competition doing exactly the same thing as me. I had to find a different way to stand out.
Manual prospecting wasn't scalable. Samy needed a system that would allow him to reach the right people consistently — without spending hours on repetitive tasks.
Why Samy Chose Waalaxy
Samy discovered Waalaxy during his BizDev training and quickly adopted it as his core prospecting platform. With a strong interest in automation, he began building workflows to accelerate his outreach and structure his prospecting.
I've been able to launch a lot of campaigns with completely different workflows and messaging.
What made the difference was the ability to:
Automate LinkedIn prospecting workflows
Segment campaigns by persona and company type
Combine LinkedIn, email, and phone outreach into one multichannel flow
Scale prospecting without increasing manual workload
Samy's prospecting strategy starts on LinkedIn and follows a structured sequence designed to build familiarity and trust before introducing a sales conversation.
Profile visit to create visibility
Connection request (no pitch)
Second profile visit to reinforce visibility
Soft follow-up message
Personalized use case tailored to the prospect's role
Email follow-up if no LinkedIn reply (using Waalaxy's Email Finder)
Phone call to qualified prospects (contact details enriched via Kasper)
Each sequence is tailored to the prospect's persona: technical director or sales engineer.
I segment all my workflows. My message is always different depending on the persona. I never send the same sequence twice.
Leveraging Competitor Audiences for High-Intent Leads
One of Samy's most powerful tactics is targeting prospects already engaging with competitor content.
He extracts LinkedIn users who liked or commented on competitor posts, imports them into Waalaxy, filters out competitor employees, and launches targeted campaigns.
I extract people who liked my competitor's posts. They already have an interest in the space, so it's much easier to start a conversation.
This allows him to reach warm, high-intent prospects without relying solely on traditional search filters.
From Automated Outreach to Closed-Won Revenue
Samy complements his outbound prospecting with consistent LinkedIn content and nurturing. Over time, this creates a compounding effect: prospects become familiar with him, trust his expertise, and convert when the timing is right.
For the first six months, I worked hard and saw no results. Then after almost a year, I started closing deals.
Some prospects followed his content for months before converting.
Massive Time Savings Through Automation
Without automation, managing hundreds of prospects would have required dozens of hours of manual work. With Waalaxy, Samy can:
→ Automate profile visits, connection requests, and follow-ups
→ Run multiple campaigns simultaneously
→ Segment prospects and track engagement
→ Focus on qualified conversations instead of repetitive tasks
Scaling the System to the Entire Team
Today, Samy is the most advanced user of LinkedIn prospecting tools in his team. His next objective is to scale his system internally.
The goal now is to introduce Waalaxy to the rest of the sales team and train them to use it.
Samy's 5 Key Lessons for LinkedIn Prospecting
1
Generic messaging leads to generic results. Tailor sequences to each persona.
2
Build familiarity before selling
Profile visits and soft touchpoints build trust.
3
Competitor engagement is a powerful source of qualified prospects.
4
Combine automation with human interaction
Automate repetitive tasks, but take over manually when prospects engage.
5
Stay consistent and play the long game
Enterprise sales cycles are long. Consistent visibility and nurturing drive conversions.
