I started out as an intern in our operations department and moved through account management, people management, and multiple other roles that prepared me for my current role as President of Abstrakt Marketing Group. Some of my biggest accomplishments include restructuring our Partner Sales division and helping grow our team from 50 to 500+ people and our clients to 2,000+ across the globe.
Along the way, I’ve learned a lot of lessons, some of them the hard way. I’ve been sharing these lessons on The Grow Show podcast, and I created this guide to dive deeper into the topics I discuss in our weekly episodes.
I’ll continue to update this guide with each episode so stay tuned to this doc and connect with me on LinkedIn if you have any suggested topics or feedback!
Abstrakt Marketing Group
- Why Differentiators Are the Difference Makers for Cold Calls
- How To Schedule More Meetings With Email Personalization
- Unlock the Secret to LinkedIn Prospecting Success: Pick Up the Phone!
- Google Update: How Dwell Time Is Affecting Your SEO
- The Impact of Dwell Time on Your Content Strategy
- Raise Your Cold Call Appointment Percentage: The 2 Keys to Ending the Call Successfully
- How to Avoid Spam Filters and Reach Your Prospects
- Mastering the Positive Reinforcing Pyramid to Achieve Sales Success
- How to Close Email Marketing Referral Deals
- How to Stop Over-Qualifying Your Meetings and Maximize Sales Success
- Stop the Research and Start Dialing: The Keys to Cold Calling Success
- Why You Should Close THREE Times On Every Appointment Call
- Why You Should Confirm The Decision Making Process On EVERY Cold Call
- The Secret to Outbound Campaign Success? Data Cleansing
- The Winning Formula for Rapidly Training and Retaining Your SDRs
- How to Get More Meetings From Your Sales Emails: Perfecting the Preview Text
- How To Use Diversification To Get Your Emails Out Of SPAM
- Why You Need to Focus on Your E-mail Preview Text
- The Four Key Steps To Website Optimization
- Leverage the Latest Technology for More Effective Social Media Advertising
- The Preferred Partner Program: Unlocking The Value of Your Current Clients
- How to Refresh & Revive Expired Content To Boost SEO Rankings
- How to Win Over the Gatekeeper
- Mastering Email Communication: 5 Tips for Success
- Unlocking Growth: The Power of Account Management and Customer Success
- How To Increase Your Show Rate with 3 Simple Steps
- Coming soon!
A lot is said and written on cold call openers. Much of it has to do with what I would put into the “style” bucket. Frankly, I think any style can work for an opener: funny, serious, permission-based, etc.
Our Outbound SDR team is on pace to schedule 75,000 sales meetings in 2023 through cold calling. We’ve got a formula, and when I compare our formula to most cold callers, there’s one place where people have it all wrong—the key to cold calling isn’t the opener, it’s what you do with your most valuable asset: your differentiator.
Your differentiator is what sets you apart and should inspire your prospect to take the meeting. It’s something that makes them stop, pause, and think. It should be something they can’t get anywhere else. Yet too many sales people make the mistake of sharing their differentiator up front. They think it will generate a more positive response than just talking about themselves.
When a prospect answers the phone (and for the first couple of minutes thereafter) your prospect is generally disoriented. Do they know you? Is this a cold call? What can they say to get off the phone? They’re not focused on what you’re saying. So, by sharing your differentiator too soon, you give away your best asset when it won’t be retained.
The key to introducing your differentiator on a cold call is to engage prospects first and make sure they have enough context to understand why your differentiator should matter to them. Ask questions first. Find out what the top challenges are that they’re looking to solve and how they see those challenges impacting their business. The answers to these questions help shape how you introduce your differentiator in a way that resonates and inspires action from the prospect.
Once you have this engagement going, then and only then should you share your differentiator – after 2 or 3 questions specifically designed to lead into it. This technique works even better if you can tie their responses to how your differentiator is best positioned against their challenge (e.g., “Based on what we discussed earlier about [XYZ] challenge, our [ABC] service has been extremely helpful for other clients because…”). Done right, this is incredibly effective in helping prospects understand why taking the meeting makes sense for them so they don’t dismiss it outright as another cold caller trying to sell them something they don’t need or want.
When it comes down to it, being able to differentiate yourself on cold calls is essential for success in cold calling. It helps you stand out from all the other salespeople vying for a prospect’s attention and limited time and resources. Good preparation takes time, but it creates an easier conversation. Asking quality questions leads directly to making your differentiator more impactful, driving results faster with fewer hang-ups along the way!
Email marketing is a powerful tool for connecting with customers, but it can feel like a game of chance. You never know if your message will get lost in the shuffle or if it will be remembered by the recipient. But what if there’s a way to maximize your open rates and increase engagement? As it turns out, personalizing your emails with local references is an easy and effective way to stand out from the crowd and get more meetings scheduled.
At our company, we set out to schedule close to 20,000 sales meetings this year from cold emails alone. To do that, we needed to reevaluate our existing email marketing strategy.
Personalized emails deliver 6x higher transaction rates.
Some say you should “personalize,” meaning you should research your prospect and include that research in your emails. Honestly, I find this a little creepy. If you mention my dog’s name in a prospecting email, I’m all out. Others suggest the email body should be all about relevance—making sure you highlight a problem your prospects actually have and discuss how you solve it. To me, this is obvious and the absolute minimum you should do for ANY quality prospecting/marketing.
We found that adding a local reference in the message had a significant effect on response rates and conversions. Generic references like “the weather is so nice today” lack personalization and won’t help you stand out from the crowd, but using an “insider” local reference can help you make a real connection with your recipient. For example, for our Austin-based emails we often use the phrase “Keep Austin weird!” It speaks to the city’s unique culture, and also shows the recipient that we understand their community.
Here are some other best practices for crafting your own effective emails:
- Avoid generic or overly broad references – Stick to phrases that are specific and relevant to your target audience.
- Keep it short – Try to keep your phrase within 5 words or less so it’s easy for readers to remember and understand.
- Focus on relevance – Pick something that speaks directly to their needs rather than just something that sounds cool or clever on its own.
Emails with personalized subject lines are 26% more likely to be opened.
– Campaign Monitor
Following these guidelines makes your emails both interesting and non-intrusive. This will go a long way towards helping you secure more meetings through email outreach!
Finally, don’t forget that all of these efforts must be tracked and measured to truly have an impact on your business objectives. Take advantage of the tracking and reporting features available from services like Outreach, MailChimp, or Constant Contact to measure how effective these changes were over time with hard data points instead of gut feelings alone!
Email marketing is about connecting with customers in new ways—and personalizing your messages with local references is one easy way to do just that! By taking into account where prospects are located and referencing aspects of their communities in each message sent, you can boost engagement rates across campaigns while making sure everyone feels welcome at the same time.
So, start connecting on a deeper level today. Try adding a few strategic localized references into openings lines when reaching out via email—you may be surprised at how much more successful your campaigns become!
Email marketing is a powerful tool for connecting with customers, but it can feel like a game of chance. You never know if your message will get lost in the shuffle or if it will be remembered by the recipient. But what if there’s a way to maximize your open rates and increase engagement? As it turns out, personalizing your emails with local references is an easy and effective way to stand out from the crowd and get more meetings scheduled.
At our company, we set out to schedule close to 20,000 sales meetings this year from cold emails alone. To do that, we needed to reevaluate our existing email marketing strategy.
There are many benefits to calling your prospects instead of just messaging them on LinkedIn. Calling makes it much easier to build relationships with potential customers; you can have real conversations with your prospects instead of just sending emails or InMails back and forth, which helps them feel more connected to you as a person rather than just another salesperson spamming their inbox.
Here are some tips for making great phone calls that will have your prospects wanting more:
Be prepared – Have an agenda in mind before you pick up the phone so the conversation doesn’t veer too far off topic.
Ask questions – Get them talking about themselves, their business goals, and their interests so you can create personalized solutions for them!
Listen closely – Taking time to really listen to what your prospects are saying will show that you’re interested in helping them succeed rather than just pushing a sale down their throat!
Take notes – Jotting down key points during your conversations will make sure all of your follow-up actions are timely, accurate, and relevant!
Follow up quickly – When someone takes the time out of their day for a call with you, show that same respect by following up with any requested information ASAP!
At the end of the day, picking up the phone is an incredibly powerful but often overlooked tool that salespeople can use to build meaningful relationships with their buyers and accelerate sales results. So if you want to take full advantage of what LinkedIn has to offer, pick up the phone whenever possible!
If you’re a marketer, copywriter, web designer, or SEO expert, you’ve likely heard the news: Google recently rolled out a major update. While this update was meant to improve user experience and rankings for certain sites, many websites saw their SEO results suffer due to something called dwell time. Here’s how Google’s algorithm takes into account dwell time when ranking websites in search results, and what you can do to make sure your website keeps its SEO value.
What Is Dwell Time?
Dwell time is a metric used by Google to measure how long a person spends on your website before returning to their original search (or not returning at all). In other words, if people are spending time on your site, you’re doing something right! This metric is one of the many factors that affects where your website appears in search engine rankings.
How Does Google Track Dwell Time?
Google tracks dwell time by analyzing how much time someone spends visiting different pages on your website and how many pages they visit before returning to their original search. For example:
- Google notices a user has performed a search on Google
- One result Google displays is YOUR blog (you love this blog—it’s your baby)
- The prospect clicks into your blog (amazing—working just like you thought it would)
- Google then monitors how quickly that user returns to google search, and if they click into a new blog or change their search query.
The time the user spends on your site before returning to the Search Engine Results Page is the dwell time
The Impact of Dwell Time on Your Content Strategy
When creating content for your website, keep dwell time in mind. The most important goal is to answer the prospect’s question on the page. You also want to create engaging content that holds prospects’ attention so that they spend more time exploring different pages in your site instead of leaving after visiting just one page.
To do this, consider using videos or images in your content. These capture attention and encourage visitors to stay longer and explore more pages on your site. It’s also important to make sure your navigation system is well-structured so prospects can quickly find what they need. Lastly, add calls to action (CTAs) at the end of each page so visitors are directed to related content when they finish reading one article or post.
Implementing Strategies to Improve Dwell Time
In addition to optimizing the structure and design of your website for improved dwell time metrics, there are some other strategies you can use. For example, you should pay attention to user behavior analytics. Figure out which topics seem most interesting and engaging for prospects so that you can focus more on those when producing new content pieces in the future.
You can also look into social media platforms as another way of increasing dwell time through referral traffic. Share links across various networks with great headlines and descriptions that compel readers to explore other parts of your website after reading an article or post from you!
Measuring and Analyzing Dwell Time Performance
Tools such as Google Analytics allow you to track key metrics like session duration, number of pages viewed per session, and bounce rate (which shows whether a prospect left after visiting just one page or stayed around longer). These metrics show you how effective your current SEO strategy is so you can make changes accordingly and optimize for better dwell times in the future. Monitoring these metrics closely over time allows you to see progress as well, giving you even clearer insight on SEO best practices.
By now hopefully we’ve given you some idea about how important tracking dwell times are when creating effective SEO strategies going forward. Understanding current analytics trends and dwell times should be an integral part of any upcoming campaigns.
Cold calling is considered one of the most daunting tasks in sales, but it’s a highly effective way to make connections and set up meetings. As sales professionals, we commit to scheduling 100,000 cold call meetings every year, and we’ve found that there are two keys for ending a cold call successfully: closing assumptively and offering two dates and times for a meeting. With these tips in your back pocket, you can raise your cold call appointment percentage and close more deals!
The First Key: Closing Assumptively
When you’re ending a cold call, use language that signals that you expect to have a meeting with the prospect. Do not ask or be wishy-washy about the meeting. Say something like, “Based on our call today, I think it would make a lot of sense to sit down with Scott and talk about how we can fill your calendar with qualified sales appointments”. Be confident. Be direct. Be assumptive.
The Second Key: Providing Two Meeting Options
Presenting two dates and times gives your prospect options and increases their likelihood of agreeing to a meeting. By providing two dates and times instead of one, you avoid the unnecessary back-and-forth conversations about the best time for a meeting—conversations which can lead to missed opportunities. You should be focused on whether the prospect really wants to meet, not their busy calendar.
Implementing These Keys Into Your Processes
Using these two keys effectively requires careful planning and consideration. Prepare your agenda in advance so your cold call conversations stay on track and relevant. This will also ensure professional interactions between yourself and prospects. Finally, practice your assumptive close statements out loud to be comfortable saying them; this will make it feel natural when speaking with prospects over the phone!
By taking advantage of these two keys—closing assumptively and offering two dates and times for a meeting—sales representatives can raise their cold call appointment percentages significantly without sacrificing time or effort on their part.
When it comes to email marketing, there’s an art to finding the right balance between getting your message out there and avoiding the dreaded spam filter. While it can be tempting to send as many emails as possible, throttling your sends is key if you want your emails to reach their intended recipients. But what does that look like in practice?
Throttling sends is the practice of limiting your automated email sending tool to send ONE email EVERY “X” number of minutes. This method allows you to control the rate at which emails are sent out so you successfully deliver messages to your prospect’s inbox and avoid being flagged by spam filters. We suggest that you throttle your sends to no more than 1 email every 3 minutes for optimal results.
Here’s an example:
You throttle your sends to 1 send every 5 minutes
This means you can only send 12 emails per hour
12 sends per hour x 10 hours = 120 emails per day
As you can see above, this can be quite limiting. The solution, simply put, is more domains and mailboxes.
Tools for Throttling Sends
There are a variety of tools available that allow you to throttle your sends. Depending on the tool you choose, you get a range of features like tracking deliverability rates, setting up automated spam tests and setting daily or hourly limits on the number of emails sent per day or hour.
Setting Up Your Tool
The exact steps you need to take to set up your throttling will depend on which tool you use, but here’s an overview of what you can expect when configuring your settings:
- Configure daily and/or hourly thresholds based on how many emails you plan to send in a given time period.
- Adjust the size of time window for each email (e.g., 1 email every 5 minutes).
- Set rules for retrying failed emails until delivery is successful.
- Enable automatic spam testing prior to sending an email.
- Monitor real-time analytics such as success and failure rates, open rates, etc.
Testing and Optimizing
Once you’ve set up your throttling settings, monitor them over time in order to ensure maximum deliverability and engagement with prospects. To do this effectively, we suggest performing QA checks before sending out any new campaigns and running A/B tests with different sets of parameters until you find the sweet spot between volume and success rate.
Throttling sends may seem like a minor detail in terms of managing outbound sales campaigns, but it can make all the difference for successfully delivering messages without triggering spam filters or being blocked by ISPs. Controlling your sending rate also increases accountability so if something goes wrong with a campaign, you know exactly who sent what message and when they did. With this knowledge in hand, it’ll be much easier for you or another team member to fix any issues quickly before they spiral out of control! All in all, throttling sends is a key part of any successful outbound sales strategy.
As sales managers, we’ve all been faced with the challenge of motivating our reps to hit their targets. But how do you create an environment that encourages success? It starts with understanding the power of mindset and harnessing it to build a “positive reinforcing pyramid.”
Here is the Positive Reinforcing Pyramid:
Beliefs lead to …
Thoughts – which lead to …
Words – which lead to …
Actions – which lead to …
Habits – which lead to …
Let’s look at a Negative Reinforcing Pyramid:
- Beliefs – I am not good at cold calling.
- Thoughts – I hope this prospect doesn’t pick up.
- Words – All over the place and not very good.
- Actions – I don’t want to experience this again.
- Habits – I’ll do anything to avoid making cold calls.
- Unlikely to succeed
A Positive Reinforcing Pyramid:
- Beliefs – I am the best cold caller in the country.
- Thoughts – If this prospect picks up, we are booking a meeting.
- Words – Confident and natural, like a “real” conversation.
- Actions – I can’t wait for the next call.
- Habits – I make enough calls to crush my goals.
- Highly likely to succeed
Mastering the art of creating positive reinforcing pyramids doesn’t happen overnight. It requires dedication, consistency and patience, but ultimately leads to real results! There’s no one-size-fits-all approach when it comes to developing strategies for implementing this process within our organization’s culture, but there are some steps you can take:
- Align team values: A shared set of values should be established among sales staff so everyone knows what kind of behavior is expected from them.
- Set clear expectations: Being transparent about both short and long term objectives helps ensure everyone is kept accountable.
- Provide regular feedback: Encouraging two way communication between managers and staff builds trust and relationships.
- Celebrate successes: Celebrating wins big and small fosters a positive work environment where people know their efforts are being recognized.
- Invest in coaching and development: Providing training materials and coaching sessions gives staff the tools they need to reach their full potential.
- Foster collaboration and support between teams: Promoting collaboration between different departments allows team members to learn from each other while also strengthening relationships in the organization.
By understanding our own beliefs and thoughts, using encouraging words and actions, setting motivating habits, and implementing strategies like those mentioned above—we created an environment where our teams are on pace to schedule 100K meetings this year via cold calling!
As an email marketer, you know that it’s all about getting the right people to the right deals. But what happens when you find yourself in a situation where the person you are targeting isn’t the right one? Instead of assuming defeat and moving on, take this opportunity to hone your skills as a closer. By understanding how to handle referrals in email marketing, you avoid long conversations with multiple parties and get straight to closing the deal. Read on for our tips on closing email marketing referral deals quickly and efficiently—plus some templates to help you get started!
So if you’re doing outbound emailing right now, at scale, no matter how good your targeting is, you’re going to get a lot of “Well, you actually need to talk to so and so” or “So and so handles this.” A mistake a lot of people make is reaching out and saying, “Hey, I was directed your way. I was told by so and so that you make the decisions for that, is that correct?” and they’ll get into a long conversation instead of just closing the appointment and using the person that sent you over to them. It’s much more effective to say “Hey, Jeff, I actually reached out to Scott and he told me that you were in charge of the sales over there. And that he thought it would make sense for us to meet and talk about our solutions.” This assumptive approach has worked really well with our team and shortened the sales cycle.
It’s also important to have your templates ready. This way, when a referral comes in, you can quickly get the appropriate message out as soon as possible. Having these templates prepared streamlines your process and saves time and energy on both ends.The templates should include some personalized touches so the recipient feels heard and appreciated. Adding your own flair keeps the relationship between both parties strong. After all, referrals are built on trust!
Finally, don’t forget to call them after sending the email. This gives them an opportunity to explain their needs more thoroughly if there’s any confusion about what was in the initial email. This also gives them another chance to ask questions directly or clarify anything left open-ended from the conversation.
By following these steps—understanding who your target audience is, preparing templates ahead of time, adding personalized touches, and calling afterwards—chances are high that you will be able to close referrals successfully in no time! Good luck!
Stop over qualifying your meetings. That’s one of the biggest mistakes that we’ve made internally over the years. And we’ve learned from it. I get it—in a perfect world, every lead would be the right industry, company size, and title/decision making ability. It’s a common mistake to assume that if a prospect expresses interest or need, they’re a qualified lead. But in reality, people don’t buy because of that. They buy because they have a problem that needs solving. And often, people don’t even know what their problems are. So, stop over-qualifying your meetings.
A qualified meeting should be these three things, no less, no more:
1. The Right Company
“The right company” doesn’t mean they’re in your sweet spot. It doesn’t mean the perfect target. It means anybody that you would be willing to do business with.
2. The Right Person
“The right person” means anybody involved in the decision-making process. We have stats that say on average, each deal has 3.2 decision-makers involved in those meetings. This means you’re going to have to work through different people to get these deals closed. So, meet with anybody involved in the decision making process. If one person is missing from the equation, it could mean wasted time and effort on your part and theirs.
3. They Clearly Agree to Meet
Your prospect should be committed to the meeting and know what you’re meeting about. This means they’ve set aside the time to hear your pitch and learn more. When discussing a meeting with potential customers, ask questions that will determine whether it’s mutually beneficial for both parties. Ask questions like: What are your expectations? What challenges are you facing? How can I best serve you? Doing this gives you an idea of what their goals are so you can tailor your pitch accordingly. Identify pain points quickly and effectively.
Notice that we don’t qualify with interest or need. People don’t buy because they’re interested in something or because they need something. They buy because of a pain point or because they have a problem, and a lot of them don’t know what their problems even are. The iceberg philosophy discusses how on a cold call or a cold email, you only discover 10% of their current situation. Uncover the rest, ask probing questions, and you’ll see more success.
Rather than losing out on leads that you feel are under-qualified or wasting time putting them back into the marketing funnel, you need to take more meetings. As long as the prospect is at the right company, you’re talking to the right person, and they agree to meet with you, they should be considered qualified. Stop missing out on sales by implementing this policy today.
Cold calling is the art of starting a conversation with someone you don’t know, and it can be daunting. Too often, sales reps get stuck in a cycle of researching (and over-researching) before they make their move. But the real key to success with cold calling is taking action. The more dials you make, the more conversations you start—and that means better results for your business. So, jump into the deep end of cold calling and stop wasting time on research. With the right attitude and strategy, you’ll quickly establish yourself as an expert in your field.
Let me break down the math 👇
⌚ 8 hours: Let’s say you have 8 hrs/day to make cold calls
1%: Average cold call to meeting conversion rate in the US
3%: Let’s use this as the dial to meeting conversion rate WITH research. Effectively, we’re saying you would triple the national average with your research (which you won’t)
17 dials/hr: The number of dials in an hour you can make WITHOUT researching
5 dials/hr: The number of dials you can make in an hour WITH researching (assuming you spend 10 mins/prospect doing research)
1.35 meetings/day: Number of meetings you can book at 1% WITHOUT doing research
1.2 meetings/day: Number of meetings you can book at 3% WITH doing research
Frankly, the numbers just don’t work unless you consistently reach 4x or 5x the national average conversion rate.
Cold calling is a numbers game, so the more dials you make, the better your chances are of reaching people and closing deals. Research can be valuable, but it’s no substitute for getting on the phone with potential customers. And keep in mind that there’s often faster ways to get to the information you need to qualify and craft your approach. For example, you can ask the gatekeeper questions if the decision maker is unavailable. A lot of times the gatekeepers can answer questions or the decision maker can help qualify themselves without devoting the time for a full pitch. On your first few calls, you should aim to find who they’re currently working with, who makes the decisions, when they reevaluate their budget, and what they’re looking for in a partner.
Once you’ve done your homework, pick up the phone and start dialing. Use every call as an opportunity to practice your sales script and refine it as needed along the way. There’s always room for improvement, so don’t be afraid to make adjustments as you go. Even small changes can have a big impact on your success rate in the long run. Ask yourself questions like, “What pain points do they have that I haven’t considered? What objections might they have? How can I better explain my solution?”
The key takeaway here is that cold calling doesn’t have to be laborious. It can be enjoyable if you do it right! Stop researching for hours. Just pick up the phone, make the call, and get results faster. With every dial you make, you’ll gain valuable insights into how best to market yourself and your business, helping you move closer towards closing more deals than ever before!
It’s time to take cold calling to the next level. As sales representatives, we all know it can be difficult to close deals on the first call. That’s why it’s important for us to be strategic in our approach and use multiple closing techniques. This means using a normal close, reminding them of something they already know (you know as well as I do), and presenting them with the worst case scenario. By combining these three strategies, you can increase your success rate and set over 100K sales appointments this year!
I’d like to set you up with my Sales Associate to discuss further. Could you do next Tuesday?
You know as well as I do …
“Jeff, what I’m hearing from you is you feel like you have your security taken care of right now. But you know as well as I do, technology is always changing and becoming more difficult to manage. With that being said, don’t you feel like it would make sense for us to sit down just to talk about what we have to offer and how we could potentially help your business?”
The “worst case scenario” close
“Jeff, you didn’t get to where you are today without making some really important decisions. The worst case scenario is we will give you a couple of things to fix with your current infrastructure. Would it be a terrible use of time for us to sit down and talk for 30 minutes about your security?”
By using these three strategies when cold calling prospects, you increase your success rate and see your team on pace to set over 100k sales appointments each year! Worst case scenario: After we’ve asked three times, the prospects are going to explain exactly why they don’t want to meet. Then, when we follow up and nurture down the road, we’ll have that ammo.
Picture this. You’re an SDR/BDR who makes 100 dials per day. You get told “no” or get no information at all 98 or 99 times per day.
BUT.. there are one, two or three calls a day when MAGIC happens. You get an appointment. BOOM!! High fives. Choreographed handshakes. Corks popped. This is a BIG deal.
And it is.
Scheduling meetings is not easy and should be celebrated.
The problem: YOU ARE MISSING SO MUCH INFO
The difference between what the average SDR/BDR does and what we do (pacing to schedule 100k cold call meetings this year) is that we DO NOT WASTE ONE SECOND of time when we have the prospect.
Once the prospect agrees to the meeting, the work DOES NOT END. We don’t start the celebration. We start the DISCOVERY.
When you’ve bought services like this in the past, who was involved in the decision making process? Was it a group? Was it one person? Are there multiple decision makers? Who has final say???
These questions will allow you to be laser focused during the sales cycle. You won’t be talking to 5 different people and not really knowing which one is going to pull the trigger on the deal. This information is KEY if you want everyone’s time to be used efficiently.
So let’s recap: Scheduling meetings is awesome BUT.. don’t forget that once that meeting is scheduled, the work doesn’t END. Start the DISCOVERY and CONFIRM the decision-making process!
I’d venture to say that bad prospect data is the root cause for the vast majority of outbound campaign failure.
But let me guess… You just bought prospect data.
You paid a lot for it.
You maybe even ran some tests to validate accuracy.
That’s all well and good.
But not good enough.
It all starts with data. If the prospect data you have is outdated, stale, or inaccurate, it doesn’t matter how clever or creative your messaging is – your campaigns will fail. That’s why it’s essential to use a data cleansing tool to clean up and update your prospect database before launching a campaign. Cleaning up your database will help ensure that any messages you send out are accurate and reach the right people. But just cleaning up your database isn’t enough.
Below, I’ve outlined some basic and some advanced level tips to enhance your prospect data and improve your campaign performance.
Data Cleansing Tool
Basic: Get one.
Advanced: Turn the settings up to filter off more bad data. (You’ll probably filter off some good data inadvertently, but it’s worth it)
Prospect Data Source
Basic: Have more than one source.
Advanced: Have multiple sources and use each for their unique strengths. (Some data sources are best for cell phones, others for email addresses, etc.)
Basic: Define a regular cadence and methodology to update your prospect data to be more accurate.
Advanced: Engage a team/integrate systems to update data in real time based on responses/bounces in your campaigns.
Adding Prospects Into Your Campaign
Basic: Pull prospects from your data source, run them through your cleansing tool, and push them into campaigns.
Advanced: Pull prospects from your data source, run them through your cleansing tool, CALL them to confirm accuracy, and push them into campaigns.
By setting up a system for regularly updating prospect data in real-time, engaging a team of experts to manage this process, and making sure that each record is accurate before sending it out into campaigns, sales leaders can rest assured knowing their efforts will not go wasted due to bad data!
As sales leaders, we all want the same thing: to get new SDRs up and running as quickly and effectively as possible. But how do you maximize your training program while minimizing turnover and ramp time? The answer is simple: create a winning environment. By establishing mini-milestones that are 100% in the SDR’s control, you can set them up for success – and keep them motivated, engaged, and productive. In this post, we’ll discuss a 3-week post-training program designed with one goal in mind—to get your SDRs to WIN.
This program has helped us to cut SDR ramp time by 50% while increasing productivity by 25% and decreasing new hire turnover by 25%.
The key is to break the training down into bite-size pieces that can be achieved in short amounts of time. Start by setting daily, weekly and monthly goals for your SDRs that are realistic and achievable. For example, your daily goal could be to hit a certain number of dials, while the weekly goal might be to execute the talk track without any major missteps. These mini-milestones create an environment of success and encourage continual learning. In addition to establishing goals, it’s important to provide visibility into progress. By giving your SDRs an easy way to track their wins – whether it’s via a spreadsheet or a CRM tool – they’ll have access to real-time feedback on what’s working and what isn’t. This helps them stay focused on their goals and adjust their strategy accordingly.
Of course, providing recognition for hitting those mini-milestones is also essential in creating a winning environment. Whether it’s public praise or rewards like gift cards or extra days off, recognizing hard work will keep your SDRs motivated and engaged in the process. We know that rapid ramp time can lead to more productivity out of the gate and reduce turnover among new hires. That’s why we created our 3-week post-training program designed with one goal in mind—to get our SDRs WINNING quickly and effectively. So if you want your SDR team to hit the ground running, this winning formula can help you maximize training efficiency while creating an environment that encourages success from day one!
When it comes to sales emails, the preview text packs a powerful punch. It’s your chance to grab your prospect’s attention, set the tone of your message, and get them to open up and read the rest of what you have to say. But how do you make sure your preview text stands out from the hundreds of other messages in their inbox? In this blog post, we’ll explore some tactics you can implement today that will help get more meetings from your sales emails – perfecting the preview text!
- Use a super casual tone, almost like you are emailing a friend.
- Don’t worry about punctuation or grammar – use a “&” or a “-” instead of an apostrophe, and don’t be afraid to drop the comma. The point is to make your message sound more natural and conversational, not stiff and formal.
- Focus on your prospect rather than yourself. Cut out any “I’s” or “we’s” and make sure the preview text is all about them.
- If your prospect has an informal name (like Jeff for Jeffrey), use that instead of their full name. This will help make sure they see you as someone who knows them personally rather than another salesperson trying to get their attention.
- Make sure your preview text shows up as one complete thought when someone views it on mobile. Many people only check their emails through their phones these days, so this ensures your message gets across no matter what device they’re using. You can test how your preview text looks on different devices by sending yourself emails from multiple accounts and checking out the results!
Eric- looks like you + team are growing fast. (7 words, casual, not “I” focused, imprecise punctuation (“-”, “+”), name correct, complete thought)
These are just a few tips you can use today to ensure your sales emails stand out and get more meetings with prospects. Preview text may seem like a small detail, but mastering it can be the difference between getting ignored and landing that perfect customer! So go ahead, give it a try – with some practice and creativity you’ll soon be writing previews that get opened every time!
Have you been struggling with getting your sales emails out of SPAM? Tired of spending all that time crafting the perfect email only to have it get lost in the abyss of your prospects’ inboxes? You’re not alone. But don’t worry—there is a solution. And it’s something that you can use right now: diversification. By utilizing Gmail and Outlook, setting up different domains, creating multiple mailboxes/senders, and using different messages with each sender’s email sequences, you can help ensure that your emails make it to their intended recipients. In this blog post, we’ll discuss how to use diversification to get your emails out of SPAM and into the hands of potential customers.
When it comes to email marketing, diversification is key. Of mailboxes. Of senders. AND of platforms. And, like in anything you do, the outcome is determined BEFORE the game even starts. It’s all about setup and preparation.
By using both Gmail and Outlook, you can make sure that your emails are seen by the widest possible audience.
This is the key.
You should also create separate domains for each platform. For example, if your company name is XYZ Inc., create @xyzinc.com, @xyzincsales.com, xyzincco.com, etc. Then, set up multiple mailboxes/senders under each domain so that you can send out different messages with each sender’s email sequence.
Once you have multiple domains set up, it’s time to start tracking closely which sender and which platform are working best. This will help you maximize the number of emails that reach their intended recipients instead of getting lost in SPAM filters.
To do this, track how many emails from each sender are sent out on each platform and adjust accordingly depending on what works best for your needs.
Finally, make sure to optimize your emails to ensure they don’t get flagged by SPAM filters in the first place! Make sure to use relevant keywords in the subject line, add ALT text to images, avoid spammy words and phrases like “free” or “click now,” and format links properly.
When you’re testing out all of these different domains and messages, you will see a lot of bounces, unsubscribes, etc. but it’s worth it to figure out which strategies will bring you the most success long-term.
By following these steps and utilizing diversification methods, you can rest assured that your sales emails will reach their intended recipients instead of being stuck in SPAM purgatory! So don’t wait—start diversifying today and watch your sales skyrocket!
When it comes to sending sales emails, there is so much focus on the subject line. We spend hours agonizing over the perfect wording and layout to make sure our prospects open the emails and take a look. However, many salespeople overlook another very important part of their emails – the preview text.
The preview text is the first 5-7 words of your email that can be seen when someone takes a quick glance at their inbox. It is often overlooked, but can be incredibly powerful in enticing someone to actually click on your email and read it. To make sure you are making the most out of your preview text, there are a few tactics you should consider implementing today.
- Keep your preview text super casual, almost as if you were emailing a friend. For example, instead of saying “Eric, I wanted to discuss our product with you” you might say “Eric- looks like you + team are growing fast.” This small tweak immediately catches the eye and will encourage your recipient to open the email.
- Be imprecise with your punctuation when necessary. Using something like a “&” or a “-” to connect words can draw more attention to your preview text.
- Focus on the prospect in your preview text and avoid saying “I” or “we.” Instead, show that you are aware of their goals and interests by addressing them directly.
- Correct on the prospects informal name. For example, if their name is “Jeffrey” use “Jeff.”
- Make sure your preview text is complete when viewed on a mobile device. Don’t leave anything hanging at the end that could make the message incomplete or confusing.
These small changes may seem insignificant, but when implemented correctly, they can make all the difference when it comes to your sales emails. By taking the time to craft a casual, concise, and clear preview text, you’ll be able to capture more attention from your sales emails.
If you want your website to generate leads, you need to optimize it. That means following a set of best practices that can push your site up the search engine rankings and make sure it’s visible to users. But there are no shortcuts when it comes to site optimization – the only way is through hard work and dedication. That’s why we’ve put together this guide on the four key steps for website development: website performance, SEO content, on-page SEO, and local SEO. Read on to learn how you can take your website from nondescript to the first page of results!
Website performance is a key component of website optimization. This includes how quickly your site loads, its structure and navigation, whether it’s mobile friendly, and the security measures you’ve taken to protect user information. All these things contribute to a better user experience, which is an important factor for search engine rankings.
On-page SEO includes things like your sitemaps, tags on images, internal links, schema analytics, and more. This is the most complex part of the process but most website builders make the process easy for you to execute and there’s tons of helpful information on the basic principles.
SEO content is also essential for website optimization. That means consistent publishing of fresh content that’s not only keyword-rich but also provides value to readers. You’ll also need to create meta titles and descriptions that accurately reflect the contents of each page on your site and also contain relevant keywords.
Finally, if you want to get noticed in local searches, you should take advantage of local SEO practices. That means optimizing your website specifically for customers who live near you or are searching for services within a certain domain or geographical area. Use geographic keywords in titles, descriptions, URLs and content throughout the site; claim a business listing with local directories; list yourself on Google Maps; and make sure all contact information (address phone number etc.) is accurate everywhere it appears online – this will all help make sure customers can find you more easily within their area searches.
By following these four steps – website performance assessment, SEO content creation, on-page SEO optimization, and local SEO strategies – you can rest assured knowing that your website is optimized for search engine ranking success! Start taking the steps now to get noticed by potential customers who are searching online for services related to yours!
Social media advertising can be a great way to promote your business, but it’s important to choose the right platform. For many businesses, LinkedIn is often seen as the go-to choice. However, recent developments in technology have enabled more accurate targeting of website users, prospect lists, or even LinkedIn’s specific audience on Facebook and Instagram. With the right knowledge and tech tools, you can now leverage this technology to create more effective social media ad campaigns that are both affordable and targeted to your ideal customer.
When it comes to optimizing your efforts and spending, the key is to choose the platform that best suits your needs and target audience. The most successful businesses understand their audience well enough to know which platforms will be most effective for them.
Using tools like Clearbit, we can identify who visits our website, who is in our database, and who interacts with our posts across multiple social platforms. This demographic data can then be used to retarget prospects on Facebook and Instagram, allowing us to reach a much wider audience and make our advertising dollars go further. We’ve seen great success with this approach and would recommend it for any organization looking to get more out of their social media campaigns.
Finally, Facebook and Instagram offer a wide range of tools that allow businesses to make their ad campaigns even more effective and cost-efficient. With features like dynamic ads and A/B testing, businesses have access to powerful insights into how their campaigns are performing so they can make meaningful adjustments in real-time. Additionally, these platforms offer various placements (stories, feed posts & carousel) as well as different ad formats (video ads, interactive ads) which give businesses greater freedom when creating engaging content that resonates with their target customers.
Overall, modern technologies have made it easier than ever before for businesses of all sizes to create highly effective social media ad campaigns without breaking the bank. By leveraging today’s advanced retargeting capabilities combined with specific audience targeting options on LinkedIn as well as powerful tools like dynamic ads and A/B testing on Facebook & Instagram – businesses can maximize their budget while still delivering personalized messages directly to their ideal customers through highly targeted content & ads tailored just for them!
You’re probably upselling and expanding with your current clients. But do you have a branded program that you’re using that creates urgency to push that every single month? Is this program a significant part of your growth as a business?
Many businesses understand the value of referrals, but few realize that there is just as much opportunity for growth within their current client base. After all, you’re already working with them, and know that your product/service helps solve a business problem for them. That makes it your cheapest cost of acquisition! The key is to make sure that you don’t make the mistake many companies do: instead of passing some of those savings back to your clients, they take it all for themselves. With this in mind, let’s take a closer look at how developing a Preferred Partner Program can unlock the value of your current clients.
A Preferred Partner Program (or PPP) allows you to reward current clientele who increase their investment with us. We offer discounts for additional products and services and allow each account manager to sell one PPP agreement per month. We’ve found that limiting the availability of this offer created urgency and allowed us to reward our current partners without losing money.
Getting started with a PPP doesn’t have to be complicated or expensive – all it takes is some planning and communication. Start by outlining what you want the program to accomplish and how it will work; if you plan on offering discounts or incentives, make sure they are clearly communicated. Then, reach out to your current clients and let them know about the program! You can do this through emails, phone calls, or even social media posts if that’s something your clients respond well to.
Creating a PPP is just one way that businesses can unlock the potential within their existing client base – but it has major benefits for everyone involved! By rewarding current customers for their partnership, you can generate more revenue while strengthening relationships with existing clients at the same time. So why not give it a try?
Have you ever felt like your pages are stuck in a digital time warp? You wrote an amazing article or page on your website about a year (or more) ago and now it’s buried under new content. Sure, the copy was good when it was originally written, but with thousands of new articles on the same topic now ranking ahead of yours, it’s hard to compete. Don’t give up hope – all you need is a refresh! In this blog post, we’ll discuss how to revive expired content and boost your SEO rankings with some clever copywriting tips.
Reviving expired content can be tricky for marketers, especially when the information you wrote about is outdated. The key to getting your website back in the SEO rankings lies in updating and repurposing old articles. This way, you don’t have to start from scratch and can capitalize on content that already exists. It’s a win-win!
To get started, simply go through each of your pages and look for ones that are decaying over time or have become irrelevant due to recent changes. Now comes the fun part – copywriting! For each page that needs refreshing, rewrite it with updated information and facts. Make sure that it still follows SEO best practices, such as including keywords in the title and body of text, using images or videos throughout the post, and linking to other relevant websites. Additionally, try to find new ways of presenting information that will make it more engaging and interesting for readers than before.
Don’t forget to add a call-to-action at the end so readers can easily take action if they enjoyed the post or found it helpful. It could be anything from signing up for your email list or downloading a free e-Book to watching a video or scheduling an appointment with one of your team members. Whatever you choose should be tailored around what makes sense for each individual page; just make sure it’s something that will encourage people to take action!
By reviving expired content with fresh copywriting and SEO best practices, you’re not only giving existing material another chance at success but also allowing yourself (or someone else at your company) the opportunity to practice their writing skills while improving overall website performance. As an added bonus, regularly updating web pages also shows Google that you’re staying active with fresh content – something they look favorably upon when indexing websites for search engine results pages (SERPs).
With a little bit of creative copywriting and determination, you’ll soon be seeing positive results from all those months (or even years!) of hard work paying off!
Cold calling can be one of the most intimidating and tedious parts of a sales representative’s job. But getting past the gatekeeper is essential for making contact with prospects – especially when it comes to more targeted cold calling. What’s more, having the right approach can make all the difference between success and failure. So how do you win over the gatekeeper? Through a combination of wit, politeness, and helpfulness. Below are some tips for navigating the front lines of cold calling that will help you get to where you want to go.
First, use these tips when speaking to a gatekeeper. Always be polite – a smile in your voice can go a long way with the gatekeeper. And if you’re ever asked a question you don’t know the answer to, don’t hesitate to ask for help. The gatekeeper’s job is often overlooked and underestimated – but by asking them for assistance, you are showing them respect and appreciation. Finally, use the prospect’s first name only. This makes you seem more familiar with them and takes away their objection of you being just another dreaded cold call.
Second, use this as an opportunity to qualify your prospects before you get them on the phone. The gatekeeper has access to more information about their company than most people do, so use that to your advantage. Knowing who you’re talking to and what their interests are can help create an easier conversation with the gatekeeper – increasing your chances of getting put through.
Third, know that they’re more likely to pick up an internal transfer than a direct line. In other words, when given the option of transferring or leaving a message, go with transferring. It makes it much easier for the gatekeeper and increases your chances of being put through at the same time.
Finally, take advantage of the fact that gatekeepers never want their phone not to be answered – which means you’re more likely to get an answer from the main line than direct lines. Always make sure that whatever name or number you give out as yours is accurately reflected on the caller ID so that they know who is calling and can answer accordingly.
By following these tips when cold calling, sales representatives will have a better chance at getting past the gatekeeper and connecting with their prospects – making life much easier for everyone involved!
Are you tired of sending emails that go unnoticed or fail to elicit the desired response? Look no further! In today’s discussion, we’ll share our top five tips for crafting impactful emails that will captivate your audience and drive results. These tips have been tested across diverse industries and countless campaigns, making them applicable to businesses of all sizes and markets.
Bold Subject Lines
When it comes to subject lines, less is more. Keep them concise, limiting them to three words or fewer. Avoid the temptation to sell your product or service directly within the subject line. Instead, focus on capturing attention and generating curiosity. A compelling subject line is the key to getting recipients to open your email and explore further.
Intriguing Preview Lines
The preview line, consisting of the first eight to ten words that appear in the email preview, is your chance to pique interest and entice readers to click through. Avoid an obvious pitch and leave a bit of mystery. The goal is to engage the recipient and encourage them to read the rest of your message. Remember, the click is what you’re after!
Keep it Concise
In today’s fast-paced world, brevity is essential. Limit your email body to 90 words or less, ensuring a concise and impactful message. Even if your product or service is complex, strive to convey your key points succinctly. However, if additional explanation is required, allow yourself up to 120 words. The key is to make every word count and maintain the reader’s attention.
Personalize and Humanize
Imagine you are writing to one person rather than a mass audience. This mindset shift allows you to create a more personal connection with your reader. Craft your email in a way that makes the recipient feel like the message was tailored specifically for them. Avoid the trap of trying to please everyone simultaneously. Focus on resonating with that one person, and your message will be more compelling.
Vary Your Call to Action
Tailor your call to action based on the recipient’s preferences. Some individuals respond better to direct and specific prompts, while others prefer a more inquisitive approach. Have a clear call to action when setting appointments, but also provide options for those who want to explore further before committing. By adapting your approach, you increase the likelihood of driving the desired response.
It’s important to emphasize that these tips have been refined through our extensive experience in executing successful email campaigns across diverse industries and markets. We understand that each business operates within its unique context, and we aim to provide advice that transcends these boundaries.
Lastly, remember that email and phone communication go hand in hand. Your email campaigns should seamlessly align with your phone calls, leveraging each channel’s strengths to maximize results. Incorporating a call to interest in your emails can be a powerful way to initiate phone conversations and deepen engagement with your prospects.
We hope these insights will empower you to transform your email communication and achieve remarkable results. Whether you operate in a small city or a large metropolis, these tips will help you rise above the noise and make a lasting impact.
As business leaders, we are constantly seeking ways to drive growth and expand our customer base. While the pursuit of new leads and acquiring new customers is essential, it’s important not to overlook the potential goldmine within your existing customer base. This is where the role of account management and customer success comes into play. In this blog post, we will explore the foundations of account management and why focusing on your customers’ definition of success, or their NorthStar, is key to unlocking growth and building strong relationships.
Understanding the NorthStar:
When evaluating your account management function, it’s common to prioritize metrics like churn, retention, and revenue growth. While these numbers are undoubtedly important, they don’t capture the true essence of what your partners, or customers, are looking for. Partners don’t engage with your product or service solely to be retained. They have their own definition of success, and it’s crucial to uncover that Northstar.
By engaging with your partners and asking them what success looks like at the end of their contract or the year, you gain valuable insights that serve as a guiding light for your partnership. The NorthStar becomes the driving force behind every decision and action you take, as you strive to grow their business and help them achieve their goals. This perspective elevates the account management function beyond a transactional role, fostering a higher purpose for your team.
From Account Managers to Partner Success Managers:
To reinforce this shift in mindset, consider renaming your account management department to “partner success.” This term emphasizes the collaborative nature of the relationship and aligns your team’s focus with the success of your partners. It creates a culture where celebrating partner achievements and going above and beyond to support their growth becomes the norm.
The Impact of Focusing on Success Outcomes:
By honing in on your partners’ NorthStar, you create alignment and clarity from the outset. You understand the problems they are trying to solve and the outcomes they expect from their investment. Regular check-ins and ongoing communication ensure that you are continually delivering value and meeting their expectations. This proactive approach reduces the risk of surprises and enables you to make adjustments or improvements to ensure their desired outcomes are being met.
Avoiding Missed Opportunities:
One of the biggest pitfalls in account management is assuming that simply delivering the promised product or service will suffice. In reality, your partners have secondary goals and aspirations tied to their investment. Without a clear understanding of these goals, you may inadvertently miss the mark and lose the partnership, even if the product performs as expected.
By knowing your partners’ Northstar and aligning your efforts to help them achieve it, you can ensure that you are focused on their ultimate success and desired outcomes. This knowledge empowers you to challenge and guide your partners in making decisions that will benefit their business growth.
In the quest for business growth, account management and customer success play a vital role. By shifting the focus from retention to partnership success and understanding your partners’ definition of success, you create a foundation for building strong relationships and driving growth. Investing in a proactive approach to account management, centered on the NorthStar, allows you to align your efforts, avoid missed opportunities, and provide exceptional value to your partners.
In the world of sales, closing deals is the ultimate goal. However, there is a crucial step between generating sales leads and successfully closing them: ensuring that prospects show up for scheduled meetings. In this blog post, we will discuss strategies to increase your show rate on meetings, helping you convert potential growth into actual revenue. Whether you are a sales leader managing a team or an SDR seeking ways to improve your effectiveness, these tips will help you close more leads.
Utilize Texting as a Reminder:
One powerful strategy to boost show rates is by implementing text reminders for scheduled meetings. This simple yet effective approach has shown remarkable results. In fact, a 35% increase in show rate was achieved by one of our SDR teams solely through texting. Before ending your appointment setting call, ask prospects if they are open to receiving text reminders. This proactive approach ensures that prospects are not only aware of the meeting but also helps them prepare for it by providing additional case studies or success stories. Implement this strategy today and witness the positive impact on your show rates.
Engage Prospects with Pre-Meeting Questions:
After scheduling an appointment, take the opportunity to engage prospects further by asking them a couple of questions. This approach helps increase the prospects’ interest and likelihood of attending the meeting. By initiating a conversation and getting them talking about their needs and challenges, you create a sense of investment and anticipation. This small step can make a significant difference in their commitment to attending the meeting.
Implement a Follow-up Process for No-Shows:
Even with the best preparation and reminders, occasional no-shows are bound to happen. It is crucial to have a defined process in place for handling no-shows. Ensure your sales team has a system for reconnecting with prospects who missed the scheduled meeting. A timely follow-up shows your dedication and commitment to the prospect, providing an opportunity to reschedule and salvage the potential deal. By not letting prospects slip away unnoticed, you can increase the chances of conversion.
By focusing on increasing show rates for scheduled meetings, you can harness the full potential of your sales leads and convert them into revenue. Implementing simple strategies like text reminders, engaging prospects with pre-meeting questions, and establishing a follow-up process for no-shows can significantly improve your overall success rate. Remember, it is not always about generating more leads but about effectively converting the existing opportunities. By fine-tuning your approach and paying attention to these critical steps, you can drive better results for your sales team and ensure the growth of your business.
I’ve learned a lot during my time at Abstrakt Marketing Group and being able to pass those along in The Grow Show has forced me to look back on my career and get back to the basics that helped me along the way. Listen for more “Mining for Growth Gold” tips and refresh this guide each week to keep up with my top 50 growth strategies. Connect with me on LinkedIn to give feedback, ask questions, or suggest future topics!