“I call it that five by five method where you spend no more than five minutes researching a prospect and no more than five minutes drafting an email or drafting a series of emails that are personalized.” – Josh Sutton in today’s Tip 127
What do you do that helps you prospect more effectively?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got another prospecting tip from another SDR for you. This comes from my interview with Josh Sutton in episode 41 of the Sales Success Stories podcast. At the time he was the top performing SDR at DiscoverOrg and is currently with RFPIO. Here he is with today’s tip:
Josh Sutton: The Tier 1 contacts. What I do is it’s called, I call it that five by five method where you spend no more than five minutes researching a prospect and no more than five minutes drafting an email or drafting a series of emails that are personalized and the way I do that is I leverage LinkedIn and whether what they say on LinkedIn, Twitter, social media things like that I just kind of figuring out, “Ok what does this person care about?” Like to be have something that they can connect with? Can I reference in my first sentence “Hey I noticed you’re a Chicago Bears fan and so am I.” Like what do you think of the draft coming up. Who do you think they’re going to pick? And then it goes into I was doing some research. I noticed you lead a team of you know 50 SDRs. Have you thought about the data that they’re using you know in their day to day. And it’s kind of position that you know you’re just starting out in a personal sense and then it’s the next part it’s like “OK let’s get down to the reason why I’m reaching out to you.” And so the five by five and I hold myself very accountable to that because I know that somebody can spend hours and hours researching something you know people to go after they can go down the rabbit hole and then spend another hour trying to write the perfectly well-crafted e-mail and get inside their own heads and so I actually have set the timer on my phone and make sure that I only spend five minutes on each step.
Scott Ingram: For more about Josh including a link to our full interview together click over to DailySales.Tips/127. What do you do that helps you prospect more effectively? Share your ideas, you can call or text the new Sales Success Hotline or comment over on the tips page at DailySales.Tips/127.
Then come back tomorrow for another great sales tip. Thanks for listening!