Email Basics
Monday am, followed by Wednesday am.
What is the best time to send an email to my prospects. (25% better and 15% better than sample average, respectively than other times). Friday, Saturday and Sundays are worst (from -20-70% below sample average) See Slide #16
What is an email created and sent that addresses an individual customer, usually personalized, customized or unique to your relationship and to that customer's journey stage
2%
What is 2% of today’s cold calls actually result in a meeting or demo scheduled
8 attempts
The number of cold call attempts it takes to reach a prospect (up from 3.68 in 2007). Why do you suppose?
Lesson - don't give up first of all. 44% of sales reps gave up after just 1 f-up attempt!
Within 24 hours is the ideal
What is following up whenever we have a live conversation or completed demonstration with our prospects.
No more than 100 words, preferably 25-50.
What is the ideal length of an email's copy. Slide #36
List, 2-ways
What is a Pardot list email and a SF list email
63%
What is 63% of sales professionals say cold calling is their least favorite part of their jobs
Wednesdays and Thursdays
What are the two best days to connect w/customers cold calling on the phone
4 words or less
What is the ideal length of a Subject Header. And remember, personalizing it to appear similar to what they receive at work or relevant to their world is important. E.G. CHEM 101 Lab (3 words) - See Slide #19
The type of email we use when addressing a Lab Coordinator's self-educating or discovery part of their journey
Unique or Customized
Our 1-2 Punch
What is our cold calling sales process - make the call using a course or account report, followed by an email with a call to action
Between 4 and 5 pm
Between 11am and 2 pm
What are the best and worst times of the day to expect to reach your prospects
The decision-makers, the decision process, how the decision is going to be made and when the decision is going to be made
What is the information I need to have and know in order to feel confident moving my opportunity to the "Proposal" stage (and even earlier is better!). And it is confirmed along the way in an email.
What is "I was referred by X"
See Slide 25
After our initial Chairs outreach, we need a continuing campaign. True/False
False (Jamie created this 4-content marketing copy drop in April for us)
B2B buyers are 5x more likely to engage with sales professionals who are able to provide new insights into their ________.
Business
Approximately 900, probably on the liberal side
What are the number of lab coordinators who represent my contact targets across 8 lab courses at 75 accounts (>8K enrollment), assuming 1.5 decision-makers per course. Assume 5 weeks of office time - 25 days - just calling them once requires 36 phone calls per day!
A Call To Action (ABC)
Only 1.
What is limiting the use of a question or a hyperlink to just 1 in an email to optimize reply rates. See Slides 39 and 40. Also see Slide 35 to see the impact of personalization in your emails (20% of the content - 10% up front, 10% to close is ideal structure)
What are 7 characteristics of highly effective marketing email campaigns
82% of customers feel that their sales reps are ______________(fill in the blank).
....unprepared for a requirements and value-based conversation
14% words we use, 86% tone
What researchers say are what leads to the most meetings booked during a live cold call conversation. So be confident and relaxed. And interestingly, prospects respond best to conversations lasting no more than 10 minutes.
Embedding a Vidyard
What is using this customized media tool during every stage of the sales process moving my opps down the funnel of my pipeline this sales cycle. Slide #41 & #42