Simplified outbound strategy

Matthew explains that outbound can be simplified into three parts:

1. Prospecting

• Don’t add leads in bulk when your pipeline is low, sacrificing quality for quantity.

• Instead add 6-10 leads daily that fit your ICP.

2. Messaging

• Understand ICP problems and how your solution helps.

Example: "We see these problems: {Problem 1} and {Problem 2}. Do these resonate with you?"

Follow up with: "What systems do you have in place to combat this?" and explain your solution.

3. Outreach strategy

Use all channels with a defined cadence:

• Calls: Start conversations.

• Emails/videos: Problem-led, no hard ask.

• LinkedIn DM/voicenote: Creative prospecting.

Keep it simple with consistent, quality prospecting, tailored messaging, and multi-channel outreach.

Just making more calls?

Kyle explains that traditional sales strategies no longer work due to low conversion rates.

Old sales math involved calculating needed activities from cold outreach to closing, but current challenges show lower conversion rates now require significantly more activities.

Kyle's tips:

• Improve call list quality: Focus on targeted, high-quality lists.

• Maximize meeting effectiveness: Prepare thoroughly and tailor pitches to prospect needs.

• Track conversion rates: Shift from quantity to improving conversion rates at each stage.

A balanced approach requires both quality and quantity for sustainable revenue.

How Will booked 83 meetings in 4 months

In 4 months, SDR Will Falkenborg booked 83 meetings and restarted 5 stalled deals worth $319k. Todd attributes his success to two main factors:

1. High EQ in matching power: Align communication levels (e.g., VP to VP) for better engagement.

2. Strong LinkedIn personal brand: Authentic and memorable personal brand helps build rapport and stay top of mind.

Practical tips for you:

• Improve call list quality: Focus on targeted, high-quality lists.

• Maximize meeting effectiveness: Prepare thoroughly and tailor pitches to prospect needs.

• Leverage personal brands: Encourage employees to be authentic online.

• Team selling: Build multiple relationships within the buying committee.

Takeaway

Personal brands and authenticity are crucial in 2024, enhancing the effectiveness of team selling and reviving stalled deals