if you’re new or have a new outbound prospecting team, here’s a common error to avoid. many people blast away through an email list with a template they haven’t tested. what happens? well, they run through the list pretty quickly with little to no response rate and feel like they’ve failed, and aren’t sure what to do next.
POP QUIZ: should they…
(warning: yes, more than one answer could be correct, but what is the BEST answer)
a) get MORE data / contacts and keep sending
b) send more emails to the SAME people (follow up is key)
c) rethink WHO you’re targeting
d) rethink WHAT you’re sending
(answer at the bottom, above the baby picture.)
this segment from a predictable university class features guest lecturer, steli efti, ceo of close.io, breaking down the right way to kick off your outbound process and other pitfalls to navigate around.
if you missed the last predictable revenue certification class, now’s your chance to sign up for the next class in about a month, beginning monday, may 2nd. students can:
- ask me questions and have them answered in live sessions
- learn the main “approaches” that work best, in what order (including beyond referral emails)
- access templates for referrals, email responses and follow-ups
- track metrics and benchmark best practices
- network with other industry experts (plus other SDRs)
- get a certified with a badge on LinkedIn and paper Certificate
questions / want to learn more?
– Ky Okerlund, Head of Account Development Team, Venafi
ppps: the Pop Quiz answer is (d)…
a) get MORE data / contacts and keep sending: GOD NO. if it didn’t work yet, why keep sending?
b) start followup sequences (because follow up is key): Yes…followup IS key. but if you’re first email (your “initial”) isn’t getting enough positive responses yet, fix it first before relying on followups.
c) rethink WHO you’re targeting: yes… could be, but it’s not yet the BEST answer, which is…
d) rethink WHAT you’re sending: get used to iterating and testing way more “initial” template formats, with different keywords and key phrases, than you might expect (& we cover how to source them in Predictable University).
pppps: obligatory baby pic of sweet Rose Arya Ross 🙂 she’s just 6 weeks old…so it’ll be quite awhile before my wife or i get a full night’s sleep.