Clip from Episode 22: Top SDR – Florin Tatulea – Actionable Prospecting Tip to Get More Meetings:
So in one of my articles I said that you must have at least 10 to 12 touches in your cadence and the way that I usually structure it is to make sure that that cadence follows out throughout about 35 to 40 business days, because sometimes you send the first outreach or give a call and a voicemail but maybe the timing is off. Or they’re just really busy because it’s end of quarter or whatever that might be. So you have to give yourself a chance to make sure that they see it and that the timing for them is right. So I usually structure things again then I do A B testing but it’s either a call first or an email. Then you have another three or four calls, another three or four emails. I usually send one video. You can try playing around with sending the video first versus later on and then usually only have one or two touches on linkedIn. I just find generally linkedIn is not as good as calls and e-mails.
Got it. Got it. And of all of those. Is there one that is the most consistent producer that you find opens up the most doors and leads to the largest number of meetings, or is it really just the sum of the parts?
At the end the day. It is calls. So the powerful thing about having direct dials. And then there’s also a feature on SalesLoft which allows you to to local dial which means that when you call a prospect they’re actually going to see a number calling from their area code. So if you’re calling them directly with a number from their area code you’re going to get really high response rate. So I’m talking like 10 percent plus and usually this is something that’s like under 1 percent. So at the end the day it’s the phone.
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More clips from Episode 22: Top SDR – Florin Tatulea – Actionable Prospecting Tip to Get More Meetings: