Podcast episode
Optimizing your time-consuming sequences (Sam Nelson, Founder @ SDRLeader.com)
30 Minutes to President's Club29 Mar 202328 min
Description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0 Download Sam's Agoge Sequence FOUR ACTIONABLE TAKEAWAYS Analyze a low performer's time allocation to identify areas for improvement. Filter time-consuming sequences in your SEP and review the people included. Categorize your sequences to prioritize opportunities effectively. Segment people into immediate opportunities, helpful but not immediate, and irrelevant. Standardize your value proposition based on persona to streamline your process. Use templates and snippets for personalization triggers while keeping the core sequence consistent. Keeping a healthy population of overdue tasks is good for prospecting momentum. Avoid letting tasks get more than 2-3 days overdue, but embrace the benefits of always having something to do. PATH TO PRESIDENT’S CLUB Founder @ Agoge Founder @ SDRLeader.com SDR Leader @ Outreach Co-founder @ Emberall RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
Like no matter how good they are, most of them will never be seen. This is something that's important because it's very dangerous. Writing really long, detailed emails can actually feel productive, even though it's not productive for your overall strategy. Very nice. Round us out, Sam. What's number three? “And then number three is don't personalize your value proposition.” So in your emails, that is a time where a lot of energy can be wasted. So there are a few parts. There's the subject line, there's your opening line or two, and then there's the value prop. Like you can get away with having a very short, simple, clear explanation of the value
So there are a few parts. There's the subject line, there's your opening line or two, and then there's the value prop. Like you can get away with having a very short, simple, clear explanation of the value that your company provides that can be completely templated and work just as well in every email. “Personalization is relatively effective at the very beginning where you want to prove” that you are an actual human. And so spend your personalization energy at the very beginning to prove that you're an email and get the open rate. You don't need to reinvent the wheel on the value prop every single time. Make it very short, make it very concise and make it very clear.
Personalization is relatively effective at the very beginning where you want to prove that you are an actual human. And so spend your personalization energy at the very beginning to prove that you're an email and get the open rate. You don't need to reinvent the wheel on the value prop every single time. “Make it very short, make it very concise and make it very clear.” So Sam, going back to number one, I can't count the number of times I have tried to break down messaging for someone only to realize they were sending that messaging to the completely
sequence. And people that have good instincts for this can very quickly tell you who's a waste of time. There are some sequences that are more time-consuming than others. For example, one that's going to have a personalized email and phone calls will be much more time-consuming than one that is pure automated emails. So, if it's something that includes email personalization “and phone calls, that needs to be reserved for people who are important because it's” going to take 5 or 10 minutes to execute it, where another one might take 5 or 10 seconds. And so, make sure that your time is spent on the most important people. Gotcha. So, in other words, who are they deeming to be a good use of their time is the question that you're trying to answer, right? Yeah.
personalization up front and put a clear value prop, but it's compatible with any email. But basically what that sequence does is it leverages that email in 10 different parts of the process without using any extra time. So you do your personalization up front, and then you can reuse “that when you do your cold calls, and then the following emails will recycle that content.” And so you can kind of milk that personalization like 10 different times. There's more than one person at a company where you can start an opportunity. And so best case scenario, you just move on to someone else who can be an immediate opportunity. And then you can kind of keep going to new people there. Once you run out of those, then you can
up your sequence in Outreach, there's new threads, and then there are reply emails. And so you'll do a new thread with the initial email, and then the follow-up emails are going to be this really short one-line thing that calls attention to that initial email. And those “actually will get a higher response rate than the initial email that you spent all of your time on.” And that actually works twice. The second reply email will still get a stronger response rate than your original one. So that's kind of in practice how that works. And then for cold calls, you just simply click on the email tab, and you can see what you wrote in your first email if
might still be helpful. 3. The value proposition should be standardized based on the persona. In other words, that middle part of a cold email stays the same, and this allows you to have as few sequences as humanly possible. “And then if you have key personalization triggers, all you do is you use snippets and templates” for that. 4. If you have overdue tasks, that is not a bad thing. In fact, you should always have a couple of overdue tasks. Just try to make sure that they don't get more than two to three days overdue. But you can always have a place to go if you want to prospect a little bit more today.