Ridiculously Good Outsourcing
RIDICULOUSLY GOOD
SALES PROSPECTING
Jaspar Weir, President at TaskUs
Ridiculously Good Outsourcing RIDICULOUSLY GOOD SALES PROSPECTING
Cold calling is dying
Ridiculously Good Outsourcing RIDICULOUSLY GOOD SALES PROSPECTING
Cold calling is dying
Redefining the SDR
Ridiculously Good Outsourcing RIDICULOUSLY GOOD SALES PROSPECTING
Cold calling is dying
Redefining the SDR
What prospectin...
Ridiculously Good Outsourcing RIDICULOUSLY GOOD SALES PROSPECTING
Cold calling is dying
Redefining the SDR
What prospectin...
COLD CALLING
IS DEAD
Ridiculously Good Outsourcing COLD CALLING IS DEAD
In 2007, it took 3.68 cold calls
to reach a prospect
Ridiculously Good Outsourcing
Today, it takes 8
COLD CALLING IS DEAD
Ridiculously Good Outsourcing
2% of cold calls result in
an appointment
COLD CALLING IS DEAD
Ridiculously Good Outsourcing
It takes 6.25 hours to
set 1 appointment
COLD CALLING IS DEAD
PREDICTABLE
REVENUE
Ridiculously Good Outsourcing PREDICTABLE REVENUE
Outbound Reps
1 & 2 ) Sales Development
(Qualifiers)
Inbound Reps
Ridiculously Good Outsourcing PREDICTABLE REVENUE
Outbound Reps
1 & 2 ) Sales Development
(Qualifiers)
Inbound Reps
3 ) Ac...
Ridiculously Good Outsourcing PREDICTABLE REVENUE
Outbound Reps
1 & 2 ) Sales Development
(Qualifiers)
Inbound Reps
3 ) Ac...
Ridiculously Good Outsourcing PREDICTABLE REVENUE
Ridiculously Good Outsourcing PREDICTABLE REVENUE
$89M
PUBLIC
PUBLIC
Ridiculously Good Outsourcing PREDICTABLE REVENUE
$89M
PUBLIC
Ridiculously Good Outsourcing
$
I’VE GOT
99PROBLEMS
AND FUNDING
IS ONE!!!
Ridiculously Good Outsourcing
SDRs ARE EXPENSIVE
Ridiculously Good Outsourcing SALES DEVELOPMENT REPS
• Average salary - $55,000
• $230 per day
$$$
Ridiculously Good Outsourcing SALES DEVELOPMENT REPS
PROSPECTING /
RESEARCH
• Not engaging for rep
• Time consuming
• Expe...
Ridiculously Good Outsourcing SALES DEVELOPMENT REPS
2 hours per day researching
($57.50/day)
Ridiculously Good Outsourcing
10 to 15 calls / hour
SALES DEVELOPMENT REPS
Ridiculously Good Outsourcing
2 hours of research
=
20 - 30 calls not made
SALES DEVELOPMENT REPS
Ridiculously Good Outsourcing
50 calls for 1 appointment
(2% rate)
SALES DEVELOPMENT REPS
Ridiculously Good Outsourcing
If 20 - 30 Calls are not made
$154 to $230
SALES DEVELOPMENT REPS
Ridiculously Good Outsourcing
Extra $76 per appointment
SALES DEVELOPMENT REPS
THE TaskUs STORY
Ridiculously Good Outsourcing STEP 1 : BASIC RESEARCH
Team conducts basic pre-call research on leads already identified.
Ridiculously Good Outsourcing STEP 2 : IDENTIFYING PROSPECTS
Taught team to
identify:
• High-value prospects
• Relevant se...
THE TaskUs STORY
Ridiculously Good Outsourcing BRAND EXPOSURE
Is this the first impression you want to make?
Ridiculously Good Outsourcing STEP 3 : EMAIL OUTREACH
Team sends
custom emails
that include:
• Reason to contact
• Specifi...
Ridiculously Good Outsourcing
Great subject line
To : craig@njoy.com
Subject : Quick
Question
Body:
Hi Craig,
NEEDS TO BE ...
Ridiculously Good Outsourcing
Reason to contact
PRESS MENTION
QUOTE FROM A FOUNDER
FUNDING ANNOUNCEMENT
CUSTOM OUTREACH EM...
Ridiculously Good Outsourcing
Specific ask
INTRODUCES YOUR BUSINESS
SEGWAYS TO WHY THEY NEED YOU
CUSTOM OUTREACH EMAILS
Ridiculously Good Outsourcing
Blurb
ESTABLISHES CREDIBILITY
INTRODUCES YOUR VALUE PROPOSITION
CUSTOM OUTREACH EMAILS
Ridiculously Good Outsourcing
Call to action
DIRECTLY ASKS FOR THEIR TIME
ESTABLISHES YOUR INTEREST IN
PARTNERING
CUSTOM O...
Ridiculously Good Outsourcing
7 Team members generate
800 targeted, researched
leads per month
PROVEN RESULTS
Ridiculously Good Outsourcing
29%Response Rate
PROVEN RESULTS
Ridiculously Good Outsourcing
8% of leads convert
to appointments
CUSTOMIZED EMAIL OUTREACHED
Ridiculously Good Outsourcing
43% of appointments convert
to qualified opportunities
CUSTOMIZED EMAIL OUTREACHED
Ridiculously Good Outsourcing
3.4% of leads convert to
qualified opportunities
CUSTOMIZED EMAIL OUTREACHED
Ridiculously Good Outsourcing
$5 per pre-searched lead
COST OF ACQUISITION
Ridiculously Good Outsourcing
$71 per appointment
COST OF ACQUISITION
Ridiculously Good Outsourcing
Versus $230 per appointment for
a U.S. SDR
COST OF ACQUISITION
Ridiculously Good Outsourcing
Optimized to:
IN-HOUSE SDRs
Prioritize outreach to
high-value targets
Ridiculously Good Outsourcing
Optimized to:
IN-HOUSE SDRs
Follow up with
active leads
Ridiculously Good Outsourcing
Optimized to:
IN-HOUSE SDRs
Focus on refining
outreach
Ridiculously Good Outsourcing
Optimized to:
IN-HOUSE SDRs
Cold call warmed leads
HOW DOES THIS APPLY
TO YOU?
Ridiculously Good Outsourcing
ONE SIZE DOES NOT
FIT ALL
Ridiculously Good Outsourcing
Ridiculously Good Outsourcing
FACTORS TO CONSIDER
WHAT’S YOUR LTV?
Ridiculously Good Outsourcing
FACTORS TO CONSIDER
DO YOU HAVE THE $$$?
Ridiculously Good Outsourcing
IF THE ANSWER IS YES…
THEN DOCUMENT YOUR PROCESS
Ridiculously Good Outsourcing
BREAKDOWN
YOUR RESEARCH
Ridiculously Good Outsourcing
BREAKDOWN
YOUR RESEARCH
Define good/bad prospect
Ridiculously Good Outsourcing
BREAKDOWN
YOUR RESEARCH
Define good/bad prospect
Determine reliable data sources
Ridiculously Good Outsourcing
BREAKDOWN
YOUR RESEARCH
Define good/bad prospect
Determine reliable data sources
Identify sp...
Ridiculously Good Outsourcing
TEST IT WITH
100+ LEADS
Tools: Yesware & Toutapp
Is it replicable? A / B test
Ridiculously Good Outsourcing
FIND AN
OUTSOURCING
PARTNER
CONCLUSIONS
SDRs can be optimized to produce more opportunities
Outsourcing is an underutilized weapon in sales
ROI on out...
THANK YOU
Questions?
Jaspar@TaskUs.com
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Jaspar Weir (President, TaskUs) - Outsourcing your SDRs

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Jaspar Weir (President, TaskUs) - Outsourcing your SDRs

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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?----- 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
  • Jaspar Weir (President, TaskUs) - Outsourcing your SDRs

    1. 1. Ridiculously Good Outsourcing
    2. 2. RIDICULOUSLY GOOD SALES PROSPECTING 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 It takes 6.25 hours to set 1 appointment COLD CALLING IS DEAD
    12. 12. PREDICTABLE REVENUE
    13. 13. Ridiculously Good Outsourcing PREDICTABLE REVENUE Outbound Reps 1 & 2 ) Sales Development (Qualifiers) Inbound Reps
    14. 14. Ridiculously Good Outsourcing PREDICTABLE REVENUE Outbound Reps 1 & 2 ) Sales Development (Qualifiers) Inbound Reps 3 ) Account Executives Closers Qualified Opportunities
    15. 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. 16. Ridiculously Good Outsourcing PREDICTABLE REVENUE
    17. 17. Ridiculously Good Outsourcing PREDICTABLE REVENUE $89M PUBLIC PUBLIC
    18. 18. Ridiculously Good Outsourcing PREDICTABLE REVENUE $89M PUBLIC
    19. 19. Ridiculously Good Outsourcing
    20. 20. $ I’VE GOT 99PROBLEMS AND FUNDING IS ONE!!! Ridiculously Good Outsourcing
    21. 21. SDRs ARE EXPENSIVE
    22. 22. Ridiculously Good Outsourcing SALES DEVELOPMENT REPS • Average salary - $55,000 • $230 per day $$$
    23. 23. Ridiculously Good Outsourcing SALES DEVELOPMENT REPS PROSPECTING / RESEARCH • Not engaging for rep • Time consuming • Expensive • Distracting
    24. 24. Ridiculously Good Outsourcing SALES DEVELOPMENT REPS 2 hours per day researching ($57.50/day)
    25. 25. Ridiculously Good Outsourcing 10 to 15 calls / hour SALES DEVELOPMENT REPS
    26. 26. Ridiculously Good Outsourcing 2 hours of research = 20 - 30 calls not made SALES DEVELOPMENT REPS
    27. 27. Ridiculously Good Outsourcing 50 calls for 1 appointment (2% rate) SALES DEVELOPMENT REPS
    28. 28. Ridiculously Good Outsourcing If 20 - 30 Calls are not made $154 to $230 SALES DEVELOPMENT REPS
    29. 29. Ridiculously Good Outsourcing Extra $76 per appointment SALES DEVELOPMENT REPS
    30. 30. THE TaskUs STORY
    31. 31. Ridiculously Good Outsourcing STEP 1 : BASIC RESEARCH Team conducts basic pre-call research on leads already identified.
    32. 32. Ridiculously Good Outsourcing STEP 2 : IDENTIFYING PROSPECTS Taught team to identify: • High-value prospects • Relevant service offering • Best points of contact
    33. 33. THE TaskUs STORY
    34. 34. Ridiculously Good Outsourcing BRAND EXPOSURE Is this the first impression you want to make?
    35. 35. Ridiculously Good Outsourcing STEP 3 : EMAIL OUTREACH Team sends custom emails that include: • Reason to contact • Specific ask • Blurb • Call to action
    36. 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. 37. Ridiculously Good Outsourcing Reason to contact PRESS MENTION QUOTE FROM A FOUNDER FUNDING ANNOUNCEMENT CUSTOM OUTREACH EMAILS
    38. 38. Ridiculously Good Outsourcing Specific ask INTRODUCES YOUR BUSINESS SEGWAYS TO WHY THEY NEED YOU CUSTOM OUTREACH EMAILS
    39. 39. Ridiculously Good Outsourcing Blurb ESTABLISHES CREDIBILITY INTRODUCES YOUR VALUE PROPOSITION CUSTOM OUTREACH EMAILS
    40. 40. Ridiculously Good Outsourcing Call to action DIRECTLY ASKS FOR THEIR TIME ESTABLISHES YOUR INTEREST IN PARTNERING CUSTOM OUTREACH EMAILS
    41. 41. Ridiculously Good Outsourcing 7 Team members generate 800 targeted, researched leads per month PROVEN RESULTS
    42. 42. Ridiculously Good Outsourcing 29%Response Rate PROVEN RESULTS
    43. 43. Ridiculously Good Outsourcing 8% of leads convert to appointments CUSTOMIZED EMAIL OUTREACHED
    44. 44. Ridiculously Good Outsourcing 43% of appointments convert to qualified opportunities CUSTOMIZED EMAIL OUTREACHED
    45. 45. Ridiculously Good Outsourcing 3.4% of leads convert to qualified opportunities CUSTOMIZED EMAIL OUTREACHED
    46. 46. Ridiculously Good Outsourcing $5 per pre-searched lead COST OF ACQUISITION
    47. 47. Ridiculously Good Outsourcing $71 per appointment COST OF ACQUISITION
    48. 48. Ridiculously Good Outsourcing Versus $230 per appointment for a U.S. SDR COST OF ACQUISITION
    49. 49. Ridiculously Good Outsourcing Optimized to: IN-HOUSE SDRs Prioritize outreach to high-value targets
    50. 50. Ridiculously Good Outsourcing Optimized to: IN-HOUSE SDRs Follow up with active leads
    51. 51. Ridiculously Good Outsourcing Optimized to: IN-HOUSE SDRs Focus on refining outreach
    52. 52. Ridiculously Good Outsourcing Optimized to: IN-HOUSE SDRs Cold call warmed leads
    53. 53. HOW DOES THIS APPLY TO YOU? Ridiculously Good Outsourcing
    54. 54. ONE SIZE DOES NOT FIT ALL Ridiculously Good Outsourcing
    55. 55. Ridiculously Good Outsourcing FACTORS TO CONSIDER WHAT’S YOUR LTV?
    56. 56. Ridiculously Good Outsourcing FACTORS TO CONSIDER DO YOU HAVE THE $$$?
    57. 57. Ridiculously Good Outsourcing IF THE ANSWER IS YES… THEN DOCUMENT YOUR PROCESS
    58. 58. Ridiculously Good Outsourcing BREAKDOWN YOUR RESEARCH
    59. 59. Ridiculously Good Outsourcing BREAKDOWN YOUR RESEARCH Define good/bad prospect
    60. 60. Ridiculously Good Outsourcing BREAKDOWN YOUR RESEARCH Define good/bad prospect Determine reliable data sources
    61. 61. Ridiculously Good Outsourcing BREAKDOWN YOUR RESEARCH Define good/bad prospect Determine reliable data sources Identify specific data points
    62. 62. Ridiculously Good Outsourcing TEST IT WITH 100+ LEADS Tools: Yesware & Toutapp Is it replicable? A / B test
    63. 63. Ridiculously Good Outsourcing FIND AN OUTSOURCING PARTNER
    64. 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
    65. 65. THANK YOU Questions? Jaspar@TaskUs.com

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