I’m very sequenced, which is a sequence is our email automation. So it is putting someone into a structured set of touch points that are designed to help get a response. So I will sequence very heavily on Sunday and Wednesday . This is assuming my whole my whole week goes as planned. Doesn’t always do that. So I don’t make it seem like it always does but Sunday and Wednesday night I will sequence very heavy. And then Monday, Tuesday, Thursday, Friday I’ll have tons of relevant engagement responses and conversations to be had. So I’ll hit the phones harder on those days. Like most of my e-mails don’t get responses but they lead to meetings via the phone. So in that e-mail is more to warm up the conversation and then I really use that e-mail as a script when I’m calling someone. Because if I spend 10 15 minutes on an e-mail. I have tons of relevant content for them right away. And you’re really hitting home at the same point in a different way on the phone. And it really just helps secure that actual appointment.
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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”