Podcast episode
Everything you need to crush cold emails (Kyle Coleman, VP Revenue @ Clari)
30 Minutes to President's Club20 May 202027 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Four Actionable Takeaways: 5x5x5: 5 minutes of research. Find 5 insights on the person/account. Write your message in 5 minutes. Use whitespace in your emails and have 1 idea per line. Make the structure and the tone conversational Keep your emails short. If you have to scroll more than once or if an email is over 125 words, fix it. Have your voicemails reference your emails and vice-versa. It boosts your reply rates. Kyle Coleman’s Path to President’s Club VP, Revenue Growth & Enablement @ Clari Sr Director, Sales Development & Optimization @ Looker A massive LinkedIn following with killer content RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
Show moreShow less
Listen
Loading the recording
This recording could not be loaded.Open the audio file
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
Do it all over again. Love it. What's number two, Kyle? Number two, a Chris Voss special. You have to get comfortable in any sales role, SDR, inside sales, enterprise sales. Get comfortable mirroring. This is when you're handling an objection. Just repeat the last few words that the prospect just said to you. Repeat it back to them. “So when they say, you know, I'm not interested, just say not interested and see what happens.” It's incredible when you just mirror those last couple words and just shut up and allow them to talk the amount of information that they will give you. So get comfortable mirroring. Love that one. Round us out. What's number three, Kyle? Number three, time is your most precious asset.
I think what we've landed at is a max of three voicemails. Because if you've left like seven voicemails, eventually it's like, you're just wasting your time talking to yourself. But the first one, we would do exactly what you're talking about, where we would lead with context and we would stop. And so if our prior trigger was, we work with a number of similar portfolio companies in the healthcare space, we literally pick up the phone, basically say that and say, “call me back without doing the whole pitch. 15 seconds. Just get the context because they're” like, Oh, that's interesting. And then they'll go look at your email. And then the next voicemail, you can do the full pitch. Yeah. Yeah. I love that. A tactic that worked really well for me was that my followup email after I left a voicemail, the subject line is voicemail. That's it. So subject line, voicemail, a line or two about, Hey, just give you a call.
companies in the healthcare space, we literally pick up the phone, basically say that and say, call me back without doing the whole pitch. 15 seconds. Just get the context because they're like, Oh, that's interesting. And then they'll go look at your email. And then the next voicemail, you can do the full pitch. Yeah. Yeah. I love that. A tactic that worked really well for me “was that my followup email after I left a voicemail, the subject line is voicemail.” That's it. So subject line, voicemail, a line or two about, Hey, just give you a call. Must've missed you insert your personalization again, hoping to catch you sometime soon. That's it. Huge open rate, huge response rate. And again, the goal of leaving voicemail is not necessarily only to get a call back. It's to show them that like, Hey man, I'm not going to leave
So what we do to manufacture this warmth is we send the first email. It's educational. It's content-driven very light call-to-action Just hey putting Clary on your radar Here's a piece of content that sales leaders like you find interesting and then we'll go on LinkedIn and stalk them in a very friendly “engaging with some of their content in a genuine way” Genuinely engaging with content and then making a call either on the same day as that first email or on the next day then following Up via email three to five days later as a chain as a thread to that first note and that I know it sounds super Simple, but we have I think the email that we send that gets the best response rate
so we need to understand what the company is trying to do so that we can message around what both what the company is doing and What that sales leader is doing at that company So that was a bit of an aside But all of the LinkedIn messaging that we're doing is for those people who are above the line and again same sort of thing “Like one LinkedIn message or connection request per week” Roughly as it relates to the rest of the kind of outbound cadence that we have going a lot of people forget that They'll ask how much do you tailor your emails or how much time do you spend researching? And there's there's not one answer because if it's a bottom-tier prospect, then you don't have a lot of time It's the golden prospect that's your 10 million dollar deal
Quotes are verbatim and belong to their publishers. Where a quote has been translated, the original wording is kept below it.