I think a big thing for me is being extremely personalized. So I actually work for Outreach, I worked for KiteDesk, both were sales engagement tools which allow you to work more efficient effectively through automation and automation can be a very dirty word in the space used the wrong way. So I think leveraging automation the right way is really crucial. And for me leveraging automation in the right way means spend i ng significant time on a personalized email whether that’s through research via company page via job postings. Industry competitors relevant references and then using our automation to continually bump those emails so that a sales leader, marketing leader an operations leader anyone of our primary targets can see that email multiple times because people are busy it takes a lot of time to get a response. So it is time trucial the more times they can see something you put a lot of work into the more chance you have of getting a response.
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More clips from Episode 42: Sam Silverman – Top SDR at Outreach.io:
Being extremely personalized and leveraging sales automation in the right way
“most of my emails don’t get responses, but they lead to meetings via the phone”
Sequence examples: Using bumps to significantly increase response rates
Sam’s style is very very targeted and relies on a higher conversion rate
Finding great prospects using LinkedIn, DiscoverOrg and ZoomInfo
Sam’s sales tech stack (ZoomInfo, Zoom Video, DiscoverOrg, LinkedIn Sales Navigator, Data Fox, Chorus)
Prospecting: Get good at things people hate doing and things will go your way
The best AEs are the ones who prospect themselves even when they have a great SDR team
“You’re always going to have to prospect”