So for me the typical sequence is a personalized first e-mail and then we’ll have two or three bumps to it. So it’s like hey Scott see my last e-mail when would be best for us to connect. But it’s a smaller e-mail so that if you’re opening on your phone that first e-mail it’s in a reply thread still pops up there. So these are all just hypothetical numbers. Let’s say my first email gets replied to at a 5 percent rate and then each of the 3 emails after there are 3 percent. That’s basically giving that same email a 14 percent reply rate instead of a 5 percent reply rate because people we’re targeting are they head up teams the head up entire sales divisions. They’re probably running around the office like crazy trying to get stuff done so getting them at the exact time when they’re opening their phone or open their computer to respond to email is extremely tough and it just a lot that’s luck as well so if they can see it three or four times instead of just one. Trickled in with a bunch of calls. It gives you a far better chance of getting that person at the right time.
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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”