How to Outsource Sales Prospecting for Predictable Revenue Growth
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The document discusses how outsourcing sales prospecting can improve sales outcomes and reduce costs compared to in-house sales development representatives (SDRs). Specifically, it outlines how an outsourcing partner was able to generate high-quality leads for 29% less cost per appointment by conducting customized email outreach to pre-researched prospects. This optimized process helped the client improve their cost of acquisition and allowed their in-house SDRs to focus on higher-value activities like refining outreach and following up on warmed leads. The document advocates testing prospecting processes with an outsourcing partner to validate effectiveness before fully implementing an outsourced strategy.
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How to Outsource Sales Prospecting for Predictable Revenue Growth
- 2. RIDICULOUSLY GOOD SALES PROSPECTING Jaspar Weir, President at TaskUs
- 3. Ridiculously Good Outsourcing RIDICULOUSLY GOOD SALES PROSPECTING Cold calling is dying
- 4. Ridiculously Good Outsourcing RIDICULOUSLY GOOD SALES PROSPECTING Cold calling is dying Redefining the SDR
- 5. Ridiculously Good Outsourcing RIDICULOUSLY GOOD SALES PROSPECTING Cold calling is dying Redefining the SDR What prospecting really costs you
- 6. Ridiculously Good Outsourcing RIDICULOUSLY GOOD SALES PROSPECTING Cold calling is dying Redefining the SDR What prospecting really costs you How to outsource prospecting
- 8. Ridiculously Good Outsourcing COLD CALLING IS DEAD In 2007, it took 3.68 cold calls to reach a prospect
- 9. Ridiculously Good Outsourcing Today, it takes 8 COLD CALLING IS DEAD
- 10. Ridiculously Good Outsourcing 2% of cold calls result in an appointment COLD CALLING IS DEAD
- 11. Ridiculously Good Outsourcing It takes 6.25 hours to set 1 appointment COLD CALLING IS DEAD
- 13. Ridiculously Good Outsourcing PREDICTABLE REVENUE Outbound Reps 1 & 2 ) Sales Development (Qualifiers) Inbound Reps
- 14. Ridiculously Good Outsourcing PREDICTABLE REVENUE Outbound Reps 1 & 2 ) Sales Development (Qualifiers) Inbound Reps 3 ) Account Executives Closers Qualified Opportunities
- 15. Ridiculously Good Outsourcing PREDICTABLE REVENUE Outbound Reps 1 & 2 ) Sales Development (Qualifiers) Inbound Reps 3 ) Account Executives Closers 4 ) Customer Success / Account Management Farmers Qualified Opportunities New Customer
- 16. Ridiculously Good Outsourcing PREDICTABLE REVENUE
- 17. Ridiculously Good Outsourcing PREDICTABLE REVENUE $89M PUBLIC PUBLIC
- 18. Ridiculously Good Outsourcing PREDICTABLE REVENUE $89M PUBLIC
- 20. $ I’VE GOT 99PROBLEMS AND FUNDING IS ONE!!! Ridiculously Good Outsourcing
- 22. Ridiculously Good Outsourcing SALES DEVELOPMENT REPS • Average salary - $55,000 • $230 per day $$$
- 23. Ridiculously Good Outsourcing SALES DEVELOPMENT REPS PROSPECTING / RESEARCH • Not engaging for rep • Time consuming • Expensive • Distracting
- 24. Ridiculously Good Outsourcing SALES DEVELOPMENT REPS 2 hours per day researching ($57.50/day)
- 25. Ridiculously Good Outsourcing 10 to 15 calls / hour SALES DEVELOPMENT REPS
- 26. Ridiculously Good Outsourcing 2 hours of research = 20 - 30 calls not made SALES DEVELOPMENT REPS
- 27. Ridiculously Good Outsourcing 50 calls for 1 appointment (2% rate) SALES DEVELOPMENT REPS
- 28. Ridiculously Good Outsourcing If 20 - 30 Calls are not made $154 to $230 SALES DEVELOPMENT REPS
- 29. Ridiculously Good Outsourcing Extra $76 per appointment SALES DEVELOPMENT REPS
- 30. THE TaskUs STORY
- 31. Ridiculously Good Outsourcing STEP 1 : BASIC RESEARCH Team conducts basic pre-call research on leads already identified.
- 32. Ridiculously Good Outsourcing STEP 2 : IDENTIFYING PROSPECTS Taught team to identify: • High-value prospects • Relevant service offering • Best points of contact
- 33. THE TaskUs STORY
- 34. Ridiculously Good Outsourcing BRAND EXPOSURE Is this the first impression you want to make?
- 35. Ridiculously Good Outsourcing STEP 3 : EMAIL OUTREACH Team sends custom emails that include: • Reason to contact • Specific ask • Blurb • Call to action
- 36. Ridiculously Good Outsourcing Great subject line To : craig@njoy.com Subject : Quick Question Body: Hi Craig, NEEDS TO BE DIRECT AVOID SPAMSPAMSPAM WORDS CUSTOM OUTREACH EMAILS
- 37. Ridiculously Good Outsourcing Reason to contact PRESS MENTION QUOTE FROM A FOUNDER FUNDING ANNOUNCEMENT CUSTOM OUTREACH EMAILS
- 38. Ridiculously Good Outsourcing Specific ask INTRODUCES YOUR BUSINESS SEGWAYS TO WHY THEY NEED YOU CUSTOM OUTREACH EMAILS
- 39. Ridiculously Good Outsourcing Blurb ESTABLISHES CREDIBILITY INTRODUCES YOUR VALUE PROPOSITION CUSTOM OUTREACH EMAILS
- 40. Ridiculously Good Outsourcing Call to action DIRECTLY ASKS FOR THEIR TIME ESTABLISHES YOUR INTEREST IN PARTNERING CUSTOM OUTREACH EMAILS
- 41. Ridiculously Good Outsourcing 7 Team members generate 800 targeted, researched leads per month PROVEN RESULTS
- 42. Ridiculously Good Outsourcing 29%Response Rate PROVEN RESULTS
- 43. Ridiculously Good Outsourcing 8% of leads convert to appointments CUSTOMIZED EMAIL OUTREACHED
- 44. Ridiculously Good Outsourcing 43% of appointments convert to qualified opportunities CUSTOMIZED EMAIL OUTREACHED
- 45. Ridiculously Good Outsourcing 3.4% of leads convert to qualified opportunities CUSTOMIZED EMAIL OUTREACHED
- 46. Ridiculously Good Outsourcing $5 per pre-searched lead COST OF ACQUISITION
- 47. Ridiculously Good Outsourcing $71 per appointment COST OF ACQUISITION
- 48. Ridiculously Good Outsourcing Versus $230 per appointment for a U.S. SDR COST OF ACQUISITION
- 49. Ridiculously Good Outsourcing Optimized to: IN-HOUSE SDRs Prioritize outreach to high-value targets
- 50. Ridiculously Good Outsourcing Optimized to: IN-HOUSE SDRs Follow up with active leads
- 51. Ridiculously Good Outsourcing Optimized to: IN-HOUSE SDRs Focus on refining outreach
- 52. Ridiculously Good Outsourcing Optimized to: IN-HOUSE SDRs Cold call warmed leads
- 53. HOW DOES THIS APPLY TO YOU? Ridiculously Good Outsourcing
- 54. ONE SIZE DOES NOT FIT ALL Ridiculously Good Outsourcing
- 55. Ridiculously Good Outsourcing FACTORS TO CONSIDER WHAT’S YOUR LTV?
- 56. Ridiculously Good Outsourcing FACTORS TO CONSIDER DO YOU HAVE THE $$$?
- 57. Ridiculously Good Outsourcing IF THE ANSWER IS YES… THEN DOCUMENT YOUR PROCESS
- 58. Ridiculously Good Outsourcing BREAKDOWN YOUR RESEARCH
- 59. Ridiculously Good Outsourcing BREAKDOWN YOUR RESEARCH Define good/bad prospect
- 60. Ridiculously Good Outsourcing BREAKDOWN YOUR RESEARCH Define good/bad prospect Determine reliable data sources
- 61. Ridiculously Good Outsourcing BREAKDOWN YOUR RESEARCH Define good/bad prospect Determine reliable data sources Identify specific data points
- 62. Ridiculously Good Outsourcing TEST IT WITH 100+ LEADS Tools: Yesware & Toutapp Is it replicable? A / B test
- 63. Ridiculously Good Outsourcing FIND AN OUTSOURCING PARTNER
- 64. CONCLUSIONS SDRs can be optimized to produce more opportunities Outsourcing is an underutilized weapon in sales ROI on outsourced email outreach is high Ridiculously Good Outsourcing
Editor's Notes
- Can we add some transitions here, where I can click to see one item at a time?----- Meeting Notes (4/23/14 10:43) -----Blow your mind
- Can we add some transitions here, where I can click to see one item at a time?
- Can we add some transitions here, where I can click to see one item at a time?
- Can we add some transitions here, where I can click to see one item at a time?
- Add transitions for this too, 1 for steps 1&2, separate one for 3 and 4.
- Add transitions for this too, 1 for steps 1&2, separate one for 3 and 4.
- Add transitions for this too, 1 for steps 1&2, separate one for 3 and 4.
- ----- Meeting Notes (4/23/14 10:43) -----again, back to the math thing. salespeople are notoriously bad at math, except when it comes to counting quotas and comission.
- Can we update these numbers to reflect our now larger team? We can leave the other things the same re response rate
- ----- Meeting Notes (4/23/14 10:43) -----you owe it to them to call, many many times. with tools like toutapp
- ----- Meeting Notes (4/23/14 10:43) -----i know what you're thinking, jaspar, you run an awesome, and very reasonably priced outsourcing service. this is what you do, you should be able to do this.
- Add transitions here, 3 total for each box
- Add transitions here, 3 total for each box
- Add transitions here, 3 total for each box
- Add transitions here, 3 total for each box
- Add a logo for lead genius as well