Yesware Research: Email for Sales Open Rate Findings

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This talk presents research from over 6,000 salespeople and almost 20,000 sales emails about what works and what doesn't when sending sales emails

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  • This is a very comprehensive overview Matthew, great work. We've used Yesware for a few years (amazing tool) and also use http://www.replyup.com for our friendly follow-up emails also, huge time saving, free tool and another awesome sales tool on the tool.
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  • Hi Everyone, it’s a great honor to be here today.Im Matthew BellowsHow many people feel like they’ve got a handle on their emailThat you and people on your team reach out to prospects quickly enough with the right information that they need to choose your product?And how many feel like the data that gets into your CRM is correct, timely and sufficient to make the business decisions that you need to grow as fast as you want? Yes. That’s why we started Yesware. So I want to share with you some brand new World Premier data about how sales people are using email, what’s working and what isn’t.
  • Here’s how we gathered the data for this research
  • Who here feels like they have a great handle on their email inbox? And that email systems have evolved to serve the needs of high volume, business critical users like you? Please raise your hands. Great. Thank you.And who here feels like their teams put all the right data into the company CRM? That CRM compliance is where it needs to be? I thought so. Those two questions were the inspiration for starting Yesware. It’s crazy that CRM is a $9b industry predicated on data entry from expensive, smart, busy people who would much rather be selling. It’s crazy that the biggest store of enterprise data, everything from the latest contact information to the biggest product objections to the newest comments on the contract, are stored in someone’s .PST file on their hard drive.
  • Who here feels like they have a great handle on their email inbox? And that email systems have evolved to serve the needs of high volume, business critical users like you? Please raise your hands. Great. Thank you.And who here feels like their teams put all the right data into the company CRM? That CRM compliance is where it needs to be? I thought so. Those two questions were the inspiration for starting Yesware. It’s crazy that CRM is a $9b industry predicated on data entry from expensive, smart, busy people who would much rather be selling. It’s crazy that the biggest store of enterprise data, everything from the latest contact information to the biggest product objections to the newest comments on the contract, are stored in someone’s .PST file on their hard drive.
  • Who here feels like they have a great handle on their email inbox? And that email systems have evolved to serve the needs of high volume, business critical users like you? Please raise your hands. Great. Thank you.And who here feels like their teams put all the right data into the company CRM? That CRM compliance is where it needs to be? I thought so. Those two questions were the inspiration for starting Yesware. It’s crazy that CRM is a $9b industry predicated on data entry from expensive, smart, busy people who would much rather be selling. It’s crazy that the biggest store of enterprise data, everything from the latest contact information to the biggest product objections to the newest comments on the contract, are stored in someone’s .PST file on their hard drive.
  • Who here feels like they have a great handle on their email inbox? And that email systems have evolved to serve the needs of high volume, business critical users like you? Please raise your hands. Great. Thank you.And who here feels like their teams put all the right data into the company CRM? That CRM compliance is where it needs to be? I thought so. Those two questions were the inspiration for starting Yesware. It’s crazy that CRM is a $9b industry predicated on data entry from expensive, smart, busy people who would much rather be selling. It’s crazy that the biggest store of enterprise data, everything from the latest contact information to the biggest product objections to the newest comments on the contract, are stored in someone’s .PST file on their hard drive.
  • Who here feels like they have a great handle on their email inbox? And that email systems have evolved to serve the needs of high volume, business critical users like you? Please raise your hands. Great. Thank you.And who here feels like their teams put all the right data into the company CRM? That CRM compliance is where it needs to be? I thought so. Those two questions were the inspiration for starting Yesware. It’s crazy that CRM is a $9b industry predicated on data entry from expensive, smart, busy people who would much rather be selling. It’s crazy that the biggest store of enterprise data, everything from the latest contact information to the biggest product objections to the newest comments on the contract, are stored in someone’s .PST file on their hard drive.
  • Who here feels like they have a great handle on their email inbox? And that email systems have evolved to serve the needs of high volume, business critical users like you? Please raise your hands. Great. Thank you.And who here feels like their teams put all the right data into the company CRM? That CRM compliance is where it needs to be? I thought so. Those two questions were the inspiration for starting Yesware. It’s crazy that CRM is a $9b industry predicated on data entry from expensive, smart, busy people who would much rather be selling. It’s crazy that the biggest store of enterprise data, everything from the latest contact information to the biggest product objections to the newest comments on the contract, are stored in someone’s .PST file on their hard drive.
  • Who here feels like they have a great handle on their email inbox? And that email systems have evolved to serve the needs of high volume, business critical users like you? Please raise your hands. Great. Thank you.And who here feels like their teams put all the right data into the company CRM? That CRM compliance is where it needs to be? I thought so. Those two questions were the inspiration for starting Yesware. It’s crazy that CRM is a $9b industry predicated on data entry from expensive, smart, busy people who would much rather be selling. It’s crazy that the biggest store of enterprise data, everything from the latest contact information to the biggest product objections to the newest comments on the contract, are stored in someone’s .PST file on their hard drive.
  • Who here feels like they have a great handle on their email inbox? And that email systems have evolved to serve the needs of high volume, business critical users like you? Please raise your hands. Great. Thank you.And who here feels like their teams put all the right data into the company CRM? That CRM compliance is where it needs to be? I thought so. Those two questions were the inspiration for starting Yesware. It’s crazy that CRM is a $9b industry predicated on data entry from expensive, smart, busy people who would much rather be selling. It’s crazy that the biggest store of enterprise data, everything from the latest contact information to the biggest product objections to the newest comments on the contract, are stored in someone’s .PST file on their hard drive.
  • Who here feels like they have a great handle on their email inbox? And that email systems have evolved to serve the needs of high volume, business critical users like you? Please raise your hands. Great. Thank you.And who here feels like their teams put all the right data into the company CRM? That CRM compliance is where it needs to be? I thought so. Those two questions were the inspiration for starting Yesware. It’s crazy that CRM is a $9b industry predicated on data entry from expensive, smart, busy people who would much rather be selling. It’s crazy that the biggest store of enterprise data, everything from the latest contact information to the biggest product objections to the newest comments on the contract, are stored in someone’s .PST file on their hard drive.
  • Who here feels like they have a great handle on their email inbox? And that email systems have evolved to serve the needs of high volume, business critical users like you? Please raise your hands. Great. Thank you.And who here feels like their teams put all the right data into the company CRM? That CRM compliance is where it needs to be? I thought so. Those two questions were the inspiration for starting Yesware. It’s crazy that CRM is a $9b industry predicated on data entry from expensive, smart, busy people who would much rather be selling. It’s crazy that the biggest store of enterprise data, everything from the latest contact information to the biggest product objections to the newest comments on the contract, are stored in someone’s .PST file on their hard drive.
  • Who here feels like they have a great handle on their email inbox? And that email systems have evolved to serve the needs of high volume, business critical users like you? Please raise your hands. Great. Thank you.And who here feels like their teams put all the right data into the company CRM? That CRM compliance is where it needs to be? I thought so. Those two questions were the inspiration for starting Yesware. It’s crazy that CRM is a $9b industry predicated on data entry from expensive, smart, busy people who would much rather be selling. It’s crazy that the biggest store of enterprise data, everything from the latest contact information to the biggest product objections to the newest comments on the contract, are stored in someone’s .PST file on their hard drive.
  • Next Up: Reply rates
  • Yesware Research: Email for Sales Open Rate Findings

    1. 1. Email Secrets of Sales All StarsMatthew Bellows matthew@yesware.com
    2. 2. Data Collection MethodologyData pulled anonymously from 6,000+salespeople that use Yesware• 15 days between 12/8 and 12/23• Recipients in 132 countries• 79,989 emails sent in total / 19,146 opened• Looked at both averages and outlier performers• Gmail/Chrome users – maybe atypical
    3. 3. Overall – 23.9% Sales Email Open Rate• 24% underreports opens: no image load = no data• But we know a lot about that 24% (n=19,146 emails)
    4. 4. Getting Another Name Bumps Opens Opened email audiences Send to three if you can• Sending to 2+ increases your chance of opening• “Is there someone you want me to copy on this?”
    5. 5. Highest Open Rates on the WeekendSend your most important emails on Friday afternoon
    6. 6. But Your Open Rate Mileage May VaryTrack individual rates for benchmarking & performance
    7. 7. 12% of Sales Emails Get Forwarded• Knowing which helps in targeting efforts
    8. 8. Opened by Time Since SentDon’t waste days waiting for a reply…
    9. 9. Opened by Time Since Sent‘cause if the email doesn’t get opened soon, it’s done.
    10. 10. It’s a 24 hour Day for Business EmailSchedule your sends for very early in the morning
    11. 11. Shorter Subject Lines = More Opense.g. “NEW ZEALAND!” Sent to 2 people, forwarded to 6
    12. 12. Email as Data Collection Environment
    13. 13. As Reps use Yesware, They Create Data
    14. 14. Activity, Not Opinions
    15. 15. With Yesware for Teams, Usage = Data
    16. 16. Team Activity Report
    17. 17. 5 Tips for Your Sales Emails1. Sending to 2+ increases your chance of opening • “Is there someone you want me to copy on this?”2. Send emails on Friday afternoon • Weekend open rates are highest3. But don’t wait days for a reply • After 24 hours, your email is all but done4. Only 12% of emails get forwarded • Knowing which helps in targeting efforts5. Email reading happens 24x7 • Schedule your sends for very early in the morning
    18. 18. 4 Bonus Tips for Your Sales Emails1. Track individual rates for benchmarking • Open rates vary widely by reps2. Company name in your subject lines • Several leading openers do this3. Shorter Subject Lines are Better • >3 words = below average opens4. Promise to Add Value • “Free Boot Camp Marketing Ideas”
    19. 19. How to Get Yesware1. Go to www.yesware.com/download2. Enter email address3. Install from Chrome store4. Refresh GmailInstalls in less than 30 secondsChrome browser & Gmail only (for now!)
    20. 20. please contact:Matthew Bellows matthew@yesware.com 617 744 9120

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