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

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1. 12:56

   The whole idea is that I'm not even asking for interest anymore, especially below the line. I'm essentially just asking you for permission to give you some kind of valuable information. So that'll come in the form of, here's an observation that I have about your business. For example, like I noticed that you're going into enterprise. Do you mind if I send you a quick “90 second videos to show you how we can help you respond to RFPs? And it's a painless 90 second” video. Or here's a benchmark report that we built out just so that you can get an understanding of what win rates in the RFP space actually look like. And that tends to facilitate a conversation, which then leads to a sale later on. But again, this is long-term thinking, not short-term

   In Video prospecting messages

2. 13:29

   which then leads to a sale later on. But again, this is long-term thinking, not short-term thinking. And this can be a whole separate conversation around incentivization for people like SDRs that are prospecting. But I think, especially in this environment, “we need to start thinking more about educating in some sense, becoming an inbound engine,” even though we're outbound. So what you're doing is you're essentially creating your own inbound in this case, instead of saying, can I get a meeting with you? You're trying to warm up that interest by giving them something first. When you compare your replies on an educational give

   In Demand capture and demand creation

3. 14:07

   versus a meeting ask, how meaningful of a lift do you see on the reply rate if this is done correctly? Yeah. Like 30 to 40% is what I've seen in terms of reply rates. Now that doesn't mean “that's outbound accepted opportunities. And there could be some issue there around attribution,” because what ended up happening to us a lot, a lot of people would come inbound from the same accounts that we outbounded two or three months ago. So that indicated to me that it was ultimately working, but it's not very easy to track. So I tried this strategy once when I was selling to

   In Opportunity conversion rates

4. 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

5. 23:04

   where we were running two sequences that were exactly the same. And the only difference was we added two calls to one versus the other. And even where people weren't picking up the phone, 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,

   In Voicemail performance measurement

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