Workshop: Breaking Down a Real Outbound Prospecting Sequence
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With 2020 hitting the market hard, many sales leaders are facing less staff & resources while still being expected to hit (or exceed) quota. With our customers facing similar squeezes, tried and true outbound tactics are falling flat, leaving us all scrambling to find that extra gear in our outbound sequences….TODAY! In this presentation, Jeff Swan, Chief Playmaker at RevUp Sales, will demonstrate how to think critically about your sales messaging & sequences, so you can find an extra gear and book more meetings, while your competitors continue to fall flat with outdated (or worse, irrelevant) sales plays.
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Workshop: Breaking Down a Real Outbound Prospecting Sequence
- 1. An Partner Breaking Down a Real Outbound Sequence How RevUp solves your greatest sales problem By Jeff Swan, Chief Playmaker (604) 803-8100 | jeff@revup90.com
- 2. “83% of sales development reps missed quota in 2018” - Revenue Collective
- 6. revup90.com
- 8. Knocking it out of the park
- 9. Subject?
- 10. 1st Call
- 15. Common Mistakes
- 16. Hi {{first.name}}, We’ve never met, but I want you to read every single word of this email because I’m certain you have nothing better to do and this is the only email in your inbox right now. With that, I’m going to write out all of the things I want you to know about my company, add links to a BUNCH of content, and ask you to do several things for me. Blah! Too Long
- 17. Hello, I got your name off of a list and you are in my target market so you should buy from me. Insincere platitude. You’re great. Buy my stuff. Robotic
- 18. Hi {{first.name}}, Since you’re a technical person, I’m going to hit you with a bunch of buzzwords that make me sound SUPER smart and confuse you to death. Jargon jargon. Get a dictionary. I’m smart. Jargon
- 19. Hi {{first.name}}, I’m emailing you because I want to sell you something, but I’m going to tell you my life story before you get to hear anything relevant to you. I’m so great. You should like me. I I I. About the Seller
- 20. Hi {{first.name}}, I have a product that you really need to see because it’s the best product in the world. Feature feature. Book a demo. Product. Solution - Focused
- 21. 5 Common Mistakes Too Long Robotic (clearly automated) About the seller Heavy on the jargon Solution-focused
- 22. Best Practices
- 23. Hi {{first.name}}, Your comment on the {{Post Title}} post got me thinking about {{Post Topic}} and how {{Specific, Relevant Insight}}. Be relevant
- 24. Wow! I never thought I’d have the chance to meet you {{first.name}}, but I LOVE your videos so much that I made you one back in your style. I’m even wearing your favorite hat! Be creative
- 25. Hi {{first.name}}, When you said {{direct customer quote}}, I immediately jumped to something I learned at {{conference we both attended}} about {{Session Topic}}. Use their words
- 26. {{first.name}}, What makes you think about {{problem}}? If your answer is everything, you need to see this. Make an ad
- 27. {{first.name}}, You mentioned on LinkedIn you’re having trouble with {{problem}} and I think I can help by {{great idea}}. Be brief
- 28. Hi {{first.name}}, If you’re like other {{Title}}, you’re probably tired of {{Pain Point}}. You may want to take a look at {{Post Title}} from {{Author}} as {{Pronoun}} goes deep into how other {{Title}} {{Solution}}. Think WIFM
- 29. {{first.name}}, The reason for my call is {{Reason}}. Get to the point. FAST!
- 30. Hi {first.name}}, This is the first sentence of the “A” version of my sequence test where I’m testing the impact this sentence has on reply rates. Hi {first.name}}, This is the first sentence of the “B” version of my sequence test where I’m testing the impact this sentence has on reply rates. Test. Test. Test.
- 31. Hi {{first.name}}, I’m an avid follower of your posts and I really like your approach to {{Industry}}. Your article on {{Topic}} even inspired me to take up {{Hobby}} that has been amazing so far. How did you come up with {{Framework}}? Talk like a HUMAN
- 32. {{Mailer}} When nobody in your industry is using direct mail to get in touch with new prospects {{Personalized Video}} When your competition is sending text-based emails, videos stand out like crazy! {{Creative Swag}} When everyone at the tradeshow is handing out pens, hand out a burger Break the pattern
- 33. 10 Best Practices Use relevancy Be creative Use your customer’s language Think like an advertiser Be brief Make customer the star Get to the point FAST Test EVERYTHING Use natural (human) language Interrupt the norm (patterns)
- 34. Framework
- 35. An Partner The RevUp Framework. RevUp approaches sales by scaling the human components that make sales effective. We make human connections first. Add value at every touch point. Then scale what works. We scale human. revup90.com Know your Customer Align your sales process to the buyer journey Write thoughtful, relevant, & human Messaging Test, measure, and Optimize Scale what works
- 36. An Partner Why it works. Human approach • Cuts through the noise • Gives prospects a reason to care about you Field tested framework • Proven over 15 years, thousands of campaigns, & dozens of industries • Tested, measured, and optimized revup90.com Max Comparetto Playmaker Salesforce.com Jeff Swan Chief Playmaker RevUp Sales Scott Barker Advisor Outreach.io Dion Siluch Playmaker MTC Rentals Expert Playmakers • Consistent top performers • Actively selling TODAY • Know your unique challenges Best practices • Continuously learning • Pushing the industry to expand and grow • Advocate for value creation
- 37. An Partner Who it works for. revup90.com
- 38. An Partner Your turn. Join the thousands of reps crushing their quotas with expert sales + nurture sequences. Submit your work at: RevUp90.com/submissions revup90.com
Notes de l'éditeur
- For people with Sales reps OR running Sales themselves
- So pretty much everyone on this webinar today has some form of quota…and knows that even before COVID hit, it was getting tougher and tougher to hit.
- Besides things out of your control, like unrealistic quotas, products being left in the dust by competitors, and a slew of other excuses… Salespeople miss quota because they fail to make a meaningful connection with their buyer. They are so obsessed with scaling that they forget to learn the game.
- …and customers are showing their discontent by not responding. Industry average response rate on cold emails is an abysmal 1%!
- So we started RevUp with a mission to eradicate boring, uninspiring, and robotic sales sequences. Write quota-smashing sequences and teach you how to apply best practices for effective outreach.
- Then we started Sequence Practice to bring our expertise to the masses. Joined by expert Playmakers from Outreach, Salesforce, and more, breakdown sequences with a LIVE audience. Then post the results on the Sales Hacker community for more feedback!
- One such breakdown really got our attention and inspired us to present what we did and what we’ve learned through Sequence Practice so far.
- Cierra – 1st round champion Supposed to be here - Had a personal emergency took her out of office for a few weeks Joined us for 1st Sequence Practice Already performing well, but always want to improve!
- 1st thought – it’s long…REALLY long Awkward transitions Good content You can tell Cierra does her research + knows how to connect to her product VITAL to effective prospecting
- Cierra – 1st round champion Supposed to be here - Had a personal emergency took her out of office for a few weeks Joined us for 1st Sequence Practice Already performing well, but always want to improve!
- Another example. Tech company that is just starting cold outreach. Great start by following some best practices, but guilty of some common mistakes. Biggest challenge was that it was all about the seller – didn’t tell a story of WIFM for the customer
- Cierra – 1st round champion Supposed to be here - Had a personal emergency took her out of office for a few weeks Joined us for 1st Sequence Practice Already performing well, but always want to improve!
- Another submission from a company focused on design… Never done prospecting before. Not salespeople…in the whole org. Told a creative story. Great storytellers! You can tell they know their customer AND care With some work, will get good at prospecting.
- Think like an advertiser and GET ATTENTION
- Make your customer the star
- Use natural language and speak like you’re speaking to a friend or a colleague.
- That solution was the RevUp Framework. Tom hired RevUp to find out exactly why his emails, calls, and social touches were not performing + implemented a new Sequence Strategy, using the RevUp Framework, that boosted his response rates significantly. His team booked more meetings this quarter than ever before and his boss was ecstatic.
- He worked with his Playmaker, an expert from a leading sales organization, who is actively selling in the market TODAY and knows the unique challenges of selling in the rapidly changing landscape of 2020.
- Tom joined the many brands that have turned their B2B teams into Sales & marketing rockstars with quota-smashing sequences from RevUp Sales.
- Now it’s your turn to join the winners’ circle and revup your sales with an expert Sales or Nurture Sequence.