Sales Hacker Series LA - Jaspar Weir - Outsourcing Your SDRs

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  • Hi Sales Hacker, great slides! thanks for sharing. I’d like add some other great tools: 1- FollowUp.cc (Paid) - Send follow-up emails; 2- ReplyUp.com (Freemium) - Send follow-ups emails; 3- WhoIsVisiting.com (Paid) - Identify unknown B2B website visitors; 4- Found.ly (Paid - It's us) - Sales prospecting tool on LinkedIn; 5- Attach.io (Paid) - Viewer engagement analytics for presentations; Thanks
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  • Thanks for sharing. Outbound prospecting is so important for a more predictable sales process. We're currently using a sales prospecting tool called www.found.ly which grabs us the professional email address of our prospects in real-time, and also allows us to reach out to them using the internally built email automation tool. I'd be interested to hear if anyone else uses this system to get your feedback to compare?
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  • 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?
  • Can we add some transitions here, where I can click to see one item at a time?
  • Can we update these numbers to reflect our now larger team? We can leave the other things the same re response rate
  • 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
  • Sales Hacker Series LA - Jaspar Weir - Outsourcing Your SDRs

    1. 1. Ridiculously Good Outsourcing
    2. 2. Outsourcing Your SDRS Jaspar Weir, President at TaskUs
    3. 3. Ridiculously Good Outsourcing RIDICULOUSLY GOOD SALES PROSPECTING Cold calling is dying
    4. 4. Ridiculously Good Outsourcing RIDICULOUSLY GOOD SALES PROSPECTING Cold calling is dying Redefining the SDR
    5. 5. Ridiculously Good Outsourcing RIDICULOUSLY GOOD SALES PROSPECTING Cold calling is dying Redefining the SDR What prospecting really costs you
    6. 6. Ridiculously Good Outsourcing RIDICULOUSLY GOOD SALES PROSPECTING Cold calling is dying Redefining the SDR What prospecting really costs you How to outsource prospecting
    7. 7. COLD CALLING IS DEAD
    8. 8. Ridiculously Good Outsourcing COLD CALLING IS DEAD In 2007, it took 3.68 cold calls to reach a prospect
    9. 9. Ridiculously Good Outsourcing Today, it takes 8 COLD CALLING IS DEAD
    10. 10. Ridiculously Good Outsourcing 2% of cold calls result in an appointment COLD CALLING IS DEAD
    11. 11. Ridiculously Good Outsourcing Only 5 – 10% of people answer cold calls COLD CALLING IS DEAD
    12. 12. Ridiculously Good Outsourcing It takes 6.25 hours to set 1 appointment COLD CALLING IS DEAD
    13. 13. SDRs ARE EXPENSIVE
    14. 14. Ridiculously Good Outsourcing PREDICTABLE REVENUE
    15. 15. Ridiculously Good Outsourcing PREDICTABLE REVENUE
    16. 16. $ I’VE GOT 99PROBLEMS AND FUNDING IS ONE!!! Ridiculously Good Outsourcing PREDICTABLE REVENUE
    17. 17. Ridiculously Good Outsourcing SALES DEVELOPMENT REPS • Average salary - $55,000 • $229.15 per day $$$
    18. 18. Ridiculously Good Outsourcing SALES DEVELOPMENT REPS If SDRs Spend 2 hours per day researching ($57.50/day)
    19. 19. Ridiculously Good Outsourcing SALES DEVELOPMENT REPS
    20. 20. Ridiculously Good Outsourcing If an SDR can make 10 to 15 calls / hour SALES DEVELOPMENT REPS
    21. 21. Ridiculously Good Outsourcing If 2 hours are lost to research, Then 20 - 30 calls are not made each day SALES DEVELOPMENT REPS
    22. 22. Ridiculously Good Outsourcing If it takes 50 calls to setup 1 appointment (2% rate) SALES DEVELOPMENT REPS
    23. 23. Ridiculously Good Outsourcing If 20 - 30 Calls are not made, Cost per appointment goes from $154 to $230 SALES DEVELOPMENT REPS
    24. 24. Ridiculously Good Outsourcing This means you’re spending an extra $76 per appointment SALES DEVELOPMENT REPS
    25. 25. THE TaskUs STORY
    26. 26. Ridiculously Good Outsourcing STEP 1 : BASIC RESEARCH Team conducts basic pre-call research on leads already identified.
    27. 27. Ridiculously Good Outsourcing STEP 2 : IDENTIFYING PROSPECTS Taught team to identify: • High-value prospects • Relevant service offering • Best points of contact
    28. 28. Ridiculously Good Outsourcing BRAND EXPOSURE Is this the first impression you want to make?
    29. 29. Ridiculously Good Outsourcing STEP 3 : EMAIL OUTREACH Team sends custom emails that include: • Reason to contact • Specific ask • Blurb • Call to action
    30. 30. Ridiculously Good Outsourcing Great subject line To : craig@njoy.com Subject : Next Thurs? Body: Hi Craig, NEEDS TO BE DIRECT AVOID SPAMSPAMSPAM WORDS CUSTOM OUTREACH EMAILS
    31. 31. Ridiculously Good Outsourcing eason to contact Reason to contact “As I was browsing your website, I noticed that you’re looking for customer service reps and would like to learn more about how you’re approaching support.” PRESS MENTION QUOTE FROM A FOUNDER FUNDING ANNOUNCEMENT CUSTOM OUTREACH EMAILS
    32. 32. Ridiculously Good Outsourcing eason to contact Specific ask “I ask because my company TaskUs (http://taskus.com) helps a wide variety of internet companies with essential processes like tier-one customer support, and other back office support.” INTRODUCES YOUR BUSINESS SEGWAYS TO WHY THEY NEED YOU CUSTOM OUTREACH EMAILS
    33. 33. Ridiculously Good Outsourcing eason to contact Blurb “We currently work with HotelTonight, Tinder, Whisper and many more to help them save ~42% on costs and streamline operational processes. ESTABLISHES CREDIBILITY INTRODUCES YOUR VALUE PROPOSITION CUSTOM OUTREACH EMAILS
    34. 34. Ridiculously Good Outsourcing eason to contact Call to action “What is the best way to get 20 minutes in your calendar to discuss how we can work together?” DIRECTLY ASKS FOR THEIR TIME ESTABLISHES YOUR INTEREST IN PARTNERING CUSTOM OUTREACH EMAILS
    35. 35. Ridiculously Good Outsourcing eason to contact Call to action “What is the best way to get 20 minutes in your calendar to discuss how we can work together?” DIRECTLY ASKS FOR THEIR TIME ESTABLISHES YOUR INTEREST IN PARTNERING CUSTOM OUTREACH EMAILS
    36. 36. Ridiculously Good Outsourcing 7 Team members generate 800 targeted, researched leads per month PROVEN RESULTS
    37. 37. Ridiculously Good Outsourcing 29%Response Rate PROVEN RESULTS
    38. 38. Ridiculously Good Outsourcing 8% of leads convert to appointments CUSTOMIZED EMAIL OUTREACHED
    39. 39. Ridiculously Good Outsourcing 43% of appointments convert to qualified opportunities CUSTOMIZED EMAIL OUTREACHED
    40. 40. Ridiculously Good Outsourcing 3.4% of leads convert to qualified opportunities CUSTOMIZED EMAIL OUTREACHED
    41. 41. Ridiculously Good Outsourcing $5 per pre-searched lead COST OF ACQUISITION
    42. 42. Ridiculously Good Outsourcing $71 per appointment COST OF ACQUISITION
    43. 43. Ridiculously Good Outsourcing Versus $230 per appointment for a U.S. SDR COST OF ACQUISITION
    44. 44. Ridiculously Good Outsourcing Optimized to: IN-HOUSE SDRs Prioritize outreach to high-value targets
    45. 45. Ridiculously Good Outsourcing Optimized to: IN-HOUSE SDRs Follow up with active leads
    46. 46. Ridiculously Good Outsourcing Optimized to: IN-HOUSE SDRs Focus on refining outreach
    47. 47. Ridiculously Good Outsourcing Optimized to: IN-HOUSE SDRs Cold call warmed leads
    48. 48. HOW DOES THIS APPLY TO YOU? Ridiculously Good Outsourcing
    49. 49. ONE SIZE DOES NOT FIT ALL Ridiculously Good Outsourcing
    50. 50. Ridiculously Good Outsourcing FACTORS TO CONSIDER WHAT’S YOUR LTV?
    51. 51. Ridiculously Good Outsourcing FACTORS TO CONSIDER DO YOU HAVE THE $$$?
    52. 52. Ridiculously Good Outsourcing IF THE ANSWER IS YES… THEN DOCUMENT YOUR PROCESS
    53. 53. Ridiculously Good Outsourcing BREAKDOWN YOUR RESEARCH
    54. 54. Ridiculously Good Outsourcing BREAKDOWN YOUR RESEARCH Define good/bad prospect
    55. 55. Ridiculously Good Outsourcing BREAKDOWN YOUR RESEARCH Define good/bad prospect Determine reliable data sources
    56. 56. Ridiculously Good Outsourcing BREAKDOWN YOUR RESEARCH Define good/bad prospect Determine reliable data sources Identify specific data points
    57. 57. Ridiculously Good Outsourcing TEST IT WITH 100+ LEADS Tools: Yesware & Toutapp Is it replicable? A / B test
    58. 58. Ridiculously Good Outsourcing FIND AN OUTSOURCING PARTNER
    59. 59. CONCLUSIONS SDRs can be optimized to produce more opportunities Outsourcing is an underutilized weapon in sales ROI on outsourced email outreach is extremely high Ridiculously Good Outsourcing
    60. 60. THANK YOU Questions? Jaspar@TaskUs.com

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