The rest of a rep’s time is spent on data-entry, admin, and staring at a blank screen trying to figure out what to say in their outreach.
While there’s no data on CEOs & Founders who sell – my guess is they spend even less time actively selling, given the 963 additional responsibilities they have competing for their attention.
While I can’t help with the CRM updates and the admin… I can equip you and your team with emails that are ready to go, so you can add relevant customization, automate the rest, and spend more time with your prospects.
After a decade of doing this, I have a lot of sequencing approaches up my sleeve. Here's a small sampling:
Have a special use-case in mind, or an approach you want to try (but don't see)? Drop me a line.
For outreach targeting a single vertical
Deliverability Audit - because even the best copy can only work if it makes it to your prospect’s inboxes
30-60 Minute Strategy Session: Consulting on Targeting, Messaging, Campaign strategy
(1) 6-9 touch outreach campaign
(1) Optimized LinkedIn Profile boosting your campaign contact’s credibility and authority
One round edits (Via Google Docs)
Best practices for initiating a new cold outreach campaign (PDF)
Subject Line + CTA Variants for testing
Starting at: $3500
For teams who targeting multiple personas or industries
Deliverability Audit - because even the best copy can only work if it makes it to your prospect’s inboxes
90 Minute Strategy Session: Consulting on Targeting, Messaging, Campaign strategy, & Verticals
(3) 6-9 touch outreach campaigns to connect with your strategic personas and verticals
(1) Optimized LinkedIn Profile boosting your campaign contact’s credibility and authority
One round edits (Via Google Docs)
Best practices for initiating a new cold outreach campaign (PDF)
Subject Line + CTA Variants for testing
Starting at: $5500
A bespoke plan for you and your team
Structured, but flexible enough to accommodate reality (ie - changing priorities)
Designed to support your sales team from outreach through follow-up
Consistent budget
Access to my network of experts for additional insights, recommendations, & support (so you don’t have to hunt from scratch)
Ongoing optimization support to achieve KPIs
Starting at: $3,900/mo
(all 10 pages of it)
And turn it into messaging that addresses...
The result? You get leads. Your prospects get solutions. Everyone goes home happy.
Not in the sense of sending eBooks, Whitepapers, and Case studies (although if you those resources - we can often find a way to use them)....
But in educating prospects, calling out the challenges the role and industry are facing, the gaps that keep them stuck, and highlighting how their peers are solving for them.
The result?
First: My clients rarely get hate mail from their outreach.
(making it MUCH easier to go back and re-engage those prospects next quarter)
And Second: My clients get meetings with people they’re excited to speak with.
Like execs at Stanley Black & Decker, as well as...
✅ 22 meetings per month for a technology vendor with users of a specific software package
✅ 24 CEO-level meetings every month for a training organization
✅ 20 meetings per month for corporate consultants with executives from their hand-picked list of target companies
✅ 16 meetings in 12 days for a corporate innovation solution with companies in their exact target market
✅ 33 meetings per month for a 3rd Party Logistics provider with top tier eComm brands
Nobody likes to waste leads. Make it easy for your team to reactivate the ghosts in your CRM.
Have a framework ready for demo follow-ups, so your reps can quickly personalize and send.
Never wonder what to say in your proposal follow-up emails again.
Prospect missed a meeting? If you don't have a recovery sequence, it's another missed opportunity.
Getting testimonials is tough. Having the right sequencing in place helps get the ball rolling.
Prospect landed on the website? Have emails ready to trigger, based on their pipeline stage and activity.
You may not be able to control referrals... But you can certainly increase your odds by cultivating your referral channels.
How else could your clients be benefitting from your solutions? Help them find out.
If your revenue teams need to send any kind of 1:1 message...
We can write the email for that.
I've had a long runway to write cold outreach for just about every B2B industry there is (and some more "B2C" type applications as well).
I've written for startups, established SMBs, and multinational enterprise organizations.
Today, I primarily work with Founders and CEOs who own the sales process in their organizations.
While most of my clients are software, technology, or technology-enabled vendors selling products or product-based services, here’s a sampling of the industries I’ve written for:
I've seen a lot while writing for agencies and my own private clients over the years. And while some industries are tougher to crack than others, there are a handful of things that my most successful clients all have in common:
✴️ They're leaders in their market - not necessarily in size, but in vision and mindset
✴️ They understand their unique value to their market - and regardless of industry, know they’re not just another commodity vendor
✴️ They know the common “gaps” in their market - and how their solution fills them to delivers success to their clients
✴️ They believe that their solution is a game-changer for their clients - and are committed to that level of excellence
It depends! How many meetings do you need? The amount of prospect data is partially a function of the number of meetings you need to book... who you need to meet with... and the strategy we employ to book them.
As a minimum baseline, you can expect 1-2% of your list to convert to meetings. That's % of people who are likely to convert at any given time.
That said, your "batting average" can be increased by how you build your list.
Depending on who you're targeting, and the outreach strategy we're using, I can make a number of recommendations -- including specific data providers, validation tools, and methods of collecting harder to find data.
Typically, I recommend 7-9 touchpoints. The send frequency and timing depends on your objectives, goals, and prospects.
There are a few ways we can offer this. But in order to be CAN-SPAM compliant, the primary Call to Action of a cold outreach campaign needs to be personal: reaching out with a question (like "would you be open to more information?") or asking for a meeting.
Ideally, your other marketing should inform your cold outreach and they should complement each other.
That said, no matter how it's being sent, outreach is personal communication, from your reps to their prospects. So it should be written as 1:1 communication -- unlike your typical marketing email.
