Playing guitar poorly (in the episode) and using GIFs in hyper-personalization (Jeremy Leveille, Top AE at LeadIQ)

Description

Listen

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. 4:25

   Like, you know, you know who we are. Like, you know, I'm looking at previous account history in Salesforce to see if there was an old opportunity in there, if there's been prior conversations we've had with that account and using that in the messaging. Like I just am fanatical about in a very short amount of time without it taking too long “and you get this analysis paralysis in like no more than five minutes.” Do that research on the account on that person. So you have not just one, you have multiple triggers and ways to reach out because even if it is really like personalized, they might not reach out. They might not reply to that first email. What are you going to come back with for your second email?

   In Account research timeboxing

2. 4:29

   an old opportunity in there, if there's been prior conversations we've had with that account and using that in the messaging. Like I just am fanatical about in a very short amount of time without it taking too long and you get this analysis paralysis in like no more than five minutes. “Do that research on the account on that person.” So you have not just one, you have multiple triggers and ways to reach out because even if it is really like personalized, they might not reach out. They might not reply to that first email. What are you going to come back with for your second email? And third, you have to be able to have a few different ways at breaking through the noise

   In Account research

3. 4:32

   an old opportunity in there, if there's been prior conversations we've had with that account and using that in the messaging. Like I just am fanatical about in a very short amount of time without it taking too long and you get this analysis paralysis in like no more than five minutes. Do that research on the account on that person. “So you have not just one, you have multiple triggers and ways to reach out because even” if it is really like personalized, they might not reach out. They might not reply to that first email. What are you going to come back with for your second email? And third, you have to be able to have a few different ways at breaking through the noise and being able to get their attention to really make it painfully obvious that this is not

   In Message-angle testing

4. 5:22

   And a lot of people talk about that, but how do you just throw it in their face? What are you actually doing or saying or writing to make it be like, oh, like this guy is very different. Yeah, so a couple things that I do is in the beginning of the email, if I'm calling or call or email, whatever, like “I cut out the small talk in the beginning. If I cold call somebody, I don't say, how are you?” I don't say, how are you doing? How's it going? Like, how's your day going? Like they don't care about that stuff. Like I get right into it. I'm not subtle. Like I get right into it quick. And if it's an email, oh, hope you're doing well today. I get rid of all that pleasantry stuff.

   In Cold call opener mistakes

5. 10:54

   my LinkedIn profile, and that's really cool. Some of the cool stuff you guys are doing over there. And I'll even, like, sometimes go high with, like, random notes, like, going high with it. Like, it's cringeworthy, but, like, you'd be surprised at the results. And, you know, “it'll be, like, a one-minute video, maybe at most two minutes, you know,” but it usually does pretty good. This is amazing. I haven't said this many times on the podcast. I've actually never seen anything like that before. That's what the prospects say when they see the video. Like, I sent one of these, I won't say the name of the company, but he's a VP of sales and strategy operations,

   In Video prospecting messages

6. 13:01

   So I was able to, in an organic way, not, like, a weird forced way, you know, where you're trying to, we've all seen emails like that, where they do a personalized thing, they mention that personalized thing, and then they talk about what their product does, and it's like, what the hell does that have to, you know, there's no, it's a real weird transition. So just things that they post on “LinkedIn, if you can make that smooth transition there. And then also Technographic Data is another” thing that you can really quickly, you know, do that research, see, you know, I've mentioned a couple examples already, like, if they use, like, Sales Loft or Outreach, which we integrate with, like, if I can see that, then I'll put that in my messaging. So those are a couple other ways that you can, you know, quickly see something, and then work that as a trigger into your messaging

   In LinkedIn message personalization

7. 15:38

   most of the time on a cold call, they're just trying to get you off the phone, like, they're just like, oh, you know, you know, I make up some BS reason why they can't take that call. I'm in a meeting, you know, when obviously they're not, they're not in a meeting, you know. “The other way that I'll sometimes open a cold call is, I just say, hey, this is Jeremy over at LeadIQ, and I shut up.” Jeremy, one thing I want to ask about, because I've run into this also, where you're calling the cell phone, and it may or may not be the right person, like, you cold call Armand, and it's a woman's voice.

   In Cold call openers

8. 22:06

   in that email number two skip the pleasantries in your emails don't be saying hey how's your day going and all the fluff say hey I see you're on this competitor here's a screenshot or a gif and get out of there and do that eight times over the course of your sequence number three you got to “know what to look for before you look for it first try to go on salesforce see if you can work the” account second from there you know what the triggers are to buy and they tend to not be oh you went to the same college as me so stack rank those triggers and get after them and then number four when you're opening your cold calls we've heard this a million times but Jeremy's opener is

   In Account research sources

9. 22:26

   account second from there you know what the triggers are to buy and they tend to not be oh you went to the same college as me so stack rank those triggers and get after them and then number four when you're opening your cold calls we've heard this a million times but Jeremy's opener is “hey it's Jeremy from Lead IQ is it cool if I explain the reason for my call in under 30 seconds” Nick how can people help us out here Armand I am becoming rating and KPI obsessed and it was kind of a bittersweet day for me we got our first one star rating we have about 200 five star ratings two four star ratings and one one star so I want to balance that out make sure the ratio is good so

   In Permission-based cold call openers