Email opens, sales groove, breakup email, struggling SDRs
Matt's LinkedIn Posts March 2020
SDRs who missed quota last month.
Do you have a different plan for March?
Here are some ideas.
Send video messages to your best prospects, try to explain why you think there’s a good fit.
Write personalized emails that are more focused on helping than pitching.
If you’re connected with prospects, send them a LinkedIn voice message requesting an intro chat.
During every cold call connection, make it a point to ask two pertinent questions.
Don’t just stay in your lane. Mix it up until you find something that works.
There are more options now than ever.
#sdr #sales #quota #outbound
Ps. What would you suggest? Some reps out there could use your help.
In outbound sales, it’s usually the little things that end up making the difference.
Calling at a good time.
Mentioning a hot problem.
Catching their attention with a subject line.
Dropping the right name.
If you want to increase your outbound opportunities.
Get better at the little things.
Hey sales people, do you know what it feels like to pick up a cold call?
It’s something you should consider.
Over ten years I was hounded by cold callers. It gave me perspective on why most decision makers hate picking up cold calls.
Of course, it’s annoying to be interrupted but that wasn’t the only problem. As the phone was ringing, I would have to contemplate picking it up.
My choices were to stop what I was doing and listen to a sales pitch or continue getting these calls.
Neither option was good which made me feel trapped and even more annoyed.
When I did pick up, the agitation I was feeling didn’t just go away in a few seconds.
It was only when reps were able to engage with me that I’d start to feel normal.
So here’s my advice, when you hear a gruff voice on other end of your cold call.
Focus on creating dialogue and not pitching their ear off.
Do you know what’s worse than a break up email?
Another email afterwards.
Ps. Feel free to say something bad about break up emails in the comments.
Big prospect opens email 7 times.
Sales rep runs around the office high fiving everybody.
Rep never makes the call.
Later that day the decision maker moves the email to junk.
Rep waits one week and sends another email “pushing it to the top of your inbox”.
Don’ts and do’s of LinkedIn:
Don’t pitch on LinkedIn until you’ve done something for them.
Do add value by making insightful comments and providing helpful content.
Don’t only make comments that are negative.
Do build a network filled with decision makers from your target market.
Don’t ignore a personal message, when you sent the connection request.
Do learn as much as you can.
When you’re in a groove making cold calls they’re easier to face.
That’s why I encourage people to make dials every day.
But not everybody who makes calls can do it daily, including myself.
Here’s what I do when I’m struggling to get back on the phone.
Anytime I have an important call scheduled with a prospect, I block out an hour or two afterwards.
Right after the meeting is over, I start making cold calls.
You may notice the tension isn’t as high and your words flow better.
Hey Decision Makers, are you proactively trying to prevent problems or just waiting for them to happen?
The cold emails and cold calls you’re getting could help you avoid some problems.
We’d be grateful if you could read the first paragraph or maybe even pick up our calls.
Thanks in advance.
I wouldn’t tell you to sell or not sell right now.
Every situation is different.
Unfortunately in sales, what we do today is going to impact our numbers in a few months. It’s always important to stay productive.
If cold outreach isn’t an option for you, spend the extra time searching for new leads. Try to find prospects that aren’t already in the CRM.
Research the hierarchy and identify key decision makers. Make note of any personalization opportunities that you can use later.
Build a strong list so you’re ready to hit the ground running when the time is right.
Hang in there, we’re all in this together.
Things sales and business people can do when they can’t do anything.
-Smother your kids, like really bother them.
-Learn things you don’t know; Wikipedia 5 topics that you want to know more about.
-Make meals together, teamwork makes the food taste better (or maybe worse). At least do the dishes.
-Watch TV, go 6 hours straight. Do some hardcore Netflix binge watching, get it out of your system.
-Nap, two hours of solid sleep in the middle of the day. You deserve it.
-Exercise, push ups, sit ups, jumping jacks, get old school if you need to.
-Enjoy the people around you, tell stories, laugh hard together, make new memories.
-Reflect and ponder, where you’ve been, where you’re at and where you want to go.
-Plan, get so organized it’s almost annoying. Create a post-COVID action plan.
Stay home. Stay safe. Better days ahead.
Hey SDRs, never take a job that starts out as commission only. If the company isn’t willing to bet on you, why would you bet on them?
Great time to be in sales, eh? Your career includes selling during an unprecedented economic event.
You can tell that to your grandkids!
Some reps are claiming pick up rates are up. Others are saying less people are responding to emails. While more are saying it’s been rough going with every channel.
If you want to avoid wasting time chasing the wrong prospects, start thinking about their business and how it’s affected by COVID.
If they’re suffering and you can’t immediately help their situation, put them in the queue for a better time.
If what you provide can help them endure it, get your nose in there and let them know.
Hey cold callers, you know those decision makers who instantly cut you off and tell you they’re all set?
Those are probably the ones you want to talk to.
You know those decision makers who opt out when you ask if this is a bad time?
Those could be the ones you want to talk to.
You know those decision makers who answer with a super gruff “This is Rita!”?
Those are definitely the ones you want to talk to.
The decision makers we really want to speak with aren’t going to make it easy.
That’s why extending conversations is a vital part of succeeding with cold calling.
It starts with a question.
Decision maker: “We’re all set, thanks for calling!”
Rep: “Ron, do you understand how our technology is different?”
Find your question.
Big props to all those reps making cold calls. It’s a tough time to do your job and you’re rising to the challenge. Keep up the great work!
When SDRs are struggling, the normal directive is to send more emails and make more calls.
But that’s rarely the solution.
Instead the focus should be on targeting.
Evaluating how a team targets will tell you a lot about them, the company and the overall market.
Here are the top three issues I’ve seen with targeting:
Self limitation- how the market has been defined or the way reps find leads is limiting opportunity.
Overreaching- how the market is defined or the way reps pursue leads is inefficiently optimistic.
Phantom market – the market opportunity has been incorrectly forecasted.
If all is well with targeting, then make more calls and send more emails.
Big prospect’s Vice President: “We have a deal but you need to get Mary (office manager) onboard.”
Me: “I’m on it.”
I called Mary and set up a meeting for the next morning.
As she walked me through her operation I noticed someone manually entering barcodes.
Me: Hey Mary, how long does it take you guys to enter bar codes every day.
Mary: Over 6 hours, we hate it.
Me: I think I have a solution, can I come back later today?
Mary: Sure, I’ll be here.
I go back to the office and grab a scanner.
After lunch at Quiznos, I take it to Mary and show her team how they can use it to input barcodes.
As I was leaving I stopped by the Vice Presidents’s office.
Me: I think Mary is on onboard now.
Vice President: 👍
Here are a few things to think about when you’re leaving voicemails.
Your first words will have a big impact on whether the receiver will continue to listen. Many voicemails from unknown sales people are deleted or skipped in the first few seconds.
Some people only check their voicemail once or twice a week. Leaving multiple voicemails over a short time period can work against you.
Providing your phone number creates work for the receiver. Instead explain that you’ll be sending an email with your contact info.
Voicemails shouldn’t be your only form of outreach but they can definitely serve a purpose.
Hope this helps.
Thanks for reading, please share!
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About the Author
Matt Wanty is the Founder of Subroot and the Author of The Lost Art of Cold Calling. Recently launched Subroot is the latest sales tool to help reps reach more prospects and build a bigger sales funnel. In addition to writing a book on cold calling, Matt regularly shares posts on Linkedin, His sales content on cold calling, sales career, SDRs and more has been read by millions of sales people around the world. Sign up below to receive Matt’s content directly to your inbox.