Booking more outbound meetings with slapping (Florin Tatulea, Director of Sales @ Barley)

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1. 4:19

   So a lot of people tell you that subject lines need to be short and sweet. They need to sound internal, but I have before I come up with a subject line. “So one is understanding, okay, who is my prospect by title to who are the direct reports that will be impacted by your solution and call them out by first name.” And then three, what is the actual cost of inaction? If someone doesn't use your product or solution, I'll give you a perfect example of this. When I was at a company called Plato, where we were selling a mentorship platform for engineering leaders, I was reaching out to VPs of engineering, who are the direct reports that were impacted by the solution.

   In Subject line personalization

2. 17:23

   I'm sure like you can relate to this too, as a VP of sales, like you probably get a ton of messages. So something that's generic is just not going to work, you have to spend more time doing it. If you're working with public companies, I think it's 100% necessity that you're going into the 10k “reports, you're going to the call transcripts, or you're doing some kind of Google search on” the company to try to understand what is their strategy for the next year. And I haven't come across a case yet in our account where you can't come up with some personalized information that somehow ties the bottom line to your solution. And if you can't do that, maybe that means that

   In Account research sources

3. 18:16

   an automated type of sequence below the line, but never for above the line. What's the depth of personalization that you're doing for these above the line folks, maybe at a public company, that's a really great target for you. The standard that I've seen is that most people will personalize “the first email that they sent. And then from there on out, it's bumps and then generic follow-ups.” But you're doing a lot of work reading 10ks, learning about their strategy. Are you incorporating deeper personalization into multiple steps? What's that look like? So most of the sequences that I have are mostly automated for above and below the line. But the difference is that above the line,

   In Follow-up value progression

4. 23:17

   it was because we were leaving voicemails. It was because they were seeing the phone number pop up. It powered the replies of the other emails. And I think there's a similar concept around LinkedIn messaging too, where from personal experience, I don't book a ton of meetings “on LinkedIn. I get a lot of people who will reply to my email because I reached out to them or” nudged them on LinkedIn, or I connected with them. And so on the note of sequence structure, Florin, can you give me a sense of when and how are you weaving in social touches into your sequences? And then second piece of this would be, are you doing this for all of your prospects or are you really only reserving this for your key prospect?

   In Connection and message outreach

5. 24:38

   me within an hour, I now know you're there. And that is from personal experience. So it can't just be me that's going through this. So that's why I think bursts work because you're kind of getting surrounded across multiple channels. And you're also letting people respond to you on their “preferred platform of communication. I think that's the other most important thing. I'm a believer” that everyone needs to get at least some. And remember, a touch can be as simple as a profile view. If you're already on sales navigator and you're prospecting, like, let's say, maybe it's not a priority account. You're already providing some kind of a touch point there. It doesn't take much to add a connection request.

   In Other social and messaging channels