The document provides tips for tailoring a sales strategy for the mid-market sector. It defines the mid-market as companies with 100-1,000 employees and $5M-$100M in revenues. Tips include preparing reps for longer and more complex sales cycles, researching accounts thoroughly before outreach, personalizing communications, leveraging multiple stakeholders, testing subject lines and scheduling techniques, and getting entire companies engaged through referrals and templates. The presentation aims to help reps move "from mouse hunting to deer hunting" by targeting larger mid-market deals.
Stratechi Sales Plan Presentation by McKinsey Alum.pdfStratechi.com
Visit https://www.stratechi.com/sales-plan-template to download the 54-page editable Sales Plan PowerPoint widescreen template created by a McKinsey consultant. The PowerPoint has all you need to get started on your sales strategy with slides packed full of agendas, charts, funnels, plans, timelines, geographic sales maps, images, icons, goals, mission, marketing strategy, account management, org charts, budgets, revenue trends, benchmarking, target customers, value proposition, change management, roadmaps, project plans, SWOT analysis, PESTLE Analysis, competitive advantage worksheet, initiatives, and many other topics necessary to create a winning sales strategy.
Product Launch Go To Market Strategy PowerPoint Presentation SlidesSlideTeam
Presenting this set of slides with name - Product Launch Go To Market Strategy PowerPoint Presentation Slides. The stages in this process are Product Launch Go To Market Strategy, Entering A New Market, New Product Introduction.
Need to present your business conversion strategy, our content ready Customer Acquisition PowerPoint Presentation Slides can help you out. Consumer acquisitions is the process of convincing the consumer to buy your product or service, keeping this in mind our team have designed this customer retention strategy complete deck which includes professional slides like segmentation and targeting, market sizing, target prospects, understanding consumer needs, acquisition strategies, demand creation strategy, sales force automation, sales funnel, consumer lifecycle, user lead framework, lead generation strategy, lead nurturing lifecycle, lead scoring, lead conversion process, acquisition channels/tools, cost by channel, client referrals, etc. Acquiring new customer is part of marketing process so it also covers PPT slides on marketing as well such as social media marketing, marketing campaigns and promotions, marketing reach by channels, marketing roadmap, word of mouth marketing, marketing growth strategy, idea acquisition cost model, customer retention strategies, benefits and impacts, customer loyalty lifecycle, loyalty program dashboard, customer satisfaction and feedback, key metrics, Ansoff matrix for growth strategy, etc. Download this customer lifecycle PPT design to boost your business sales. Our Customer Acquisition PowerPoint Presentation Slides are like a backpack. They contain all the essentials.
How do you know if your company has become a truly digital business? Check out this slide presentation and find out.
Designed and presented by: Ken Polotan
The Go-To-Market framework is a related set of activities and processes that connect the company’s product strategy to the customer experience. The Go-To-Market framework is cross-functional, spanning product management, product marketing, and sales. It is a strategy and requires operational efficiency.
PSFK's Future of Retail 2020 Report - Summary PresentationPSFK
Researchers PSFK provides the most pioneering thought leadership when it comes to innovation in retail and along the customer experience journey. PSFK's Future of Retail 2020 report provides a strategic roadmap for brands and retailers to deliver hyper-personalized service that meets the unique needs of every shopper in a post-experiential era.
This deck provides an introduction to the themes in the report plus concepts for the future of customer experience.
Full report: http://www.psfk.com/reports
About PSFK: http://www.psfk.com/membership
Concepts: http://www.weareyourstudio.com
Stratechi Sales Plan Presentation by McKinsey Alum.pdfStratechi.com
Visit https://www.stratechi.com/sales-plan-template to download the 54-page editable Sales Plan PowerPoint widescreen template created by a McKinsey consultant. The PowerPoint has all you need to get started on your sales strategy with slides packed full of agendas, charts, funnels, plans, timelines, geographic sales maps, images, icons, goals, mission, marketing strategy, account management, org charts, budgets, revenue trends, benchmarking, target customers, value proposition, change management, roadmaps, project plans, SWOT analysis, PESTLE Analysis, competitive advantage worksheet, initiatives, and many other topics necessary to create a winning sales strategy.
Product Launch Go To Market Strategy PowerPoint Presentation SlidesSlideTeam
Presenting this set of slides with name - Product Launch Go To Market Strategy PowerPoint Presentation Slides. The stages in this process are Product Launch Go To Market Strategy, Entering A New Market, New Product Introduction.
Need to present your business conversion strategy, our content ready Customer Acquisition PowerPoint Presentation Slides can help you out. Consumer acquisitions is the process of convincing the consumer to buy your product or service, keeping this in mind our team have designed this customer retention strategy complete deck which includes professional slides like segmentation and targeting, market sizing, target prospects, understanding consumer needs, acquisition strategies, demand creation strategy, sales force automation, sales funnel, consumer lifecycle, user lead framework, lead generation strategy, lead nurturing lifecycle, lead scoring, lead conversion process, acquisition channels/tools, cost by channel, client referrals, etc. Acquiring new customer is part of marketing process so it also covers PPT slides on marketing as well such as social media marketing, marketing campaigns and promotions, marketing reach by channels, marketing roadmap, word of mouth marketing, marketing growth strategy, idea acquisition cost model, customer retention strategies, benefits and impacts, customer loyalty lifecycle, loyalty program dashboard, customer satisfaction and feedback, key metrics, Ansoff matrix for growth strategy, etc. Download this customer lifecycle PPT design to boost your business sales. Our Customer Acquisition PowerPoint Presentation Slides are like a backpack. They contain all the essentials.
How do you know if your company has become a truly digital business? Check out this slide presentation and find out.
Designed and presented by: Ken Polotan
The Go-To-Market framework is a related set of activities and processes that connect the company’s product strategy to the customer experience. The Go-To-Market framework is cross-functional, spanning product management, product marketing, and sales. It is a strategy and requires operational efficiency.
PSFK's Future of Retail 2020 Report - Summary PresentationPSFK
Researchers PSFK provides the most pioneering thought leadership when it comes to innovation in retail and along the customer experience journey. PSFK's Future of Retail 2020 report provides a strategic roadmap for brands and retailers to deliver hyper-personalized service that meets the unique needs of every shopper in a post-experiential era.
This deck provides an introduction to the themes in the report plus concepts for the future of customer experience.
Full report: http://www.psfk.com/reports
About PSFK: http://www.psfk.com/membership
Concepts: http://www.weareyourstudio.com
Building an enduring, multi-billion dollar consumer technology company is hard. As an investor, knowing which startups have the potential to be massive and long-lasting is also hard. From both perspectives, identifying companies with this potential is a combination of “art” and “science” — the art is understanding how products work, and the science is knowing how to measure it. At the earliest stages of a company, it comes down to understanding how a product is built to maximize and leverage user engagement.
In this presentation, Sarah Tavel shares her "Hierarchy of Engagement" framework she uses to evaluate non-transactional consumer companies she is looking to invest in.
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”Drift
Andy Raskin has led strategic story training at Uber, Intel, Yelp, General Assembly and Stanford and called this the greatest sales pitch he's seen all year. Have a look.
Here's the deck from my Performance Marketing Session at Upgrad Exchange in Bangalore. Please leave your queries /feedback below.
(Link to plan in deck seems expired, here is the link - https://docs.google.com/spreadsheets/d/10c3ITcbOEWOUbFOyTuHlK1M5wJlMQBdZ2QfP3Fss1RU/edit#gid=752459564)
Well, Performance Marketing is quite a buzz word today. But for many marketers or entrepreneurs, it's easy to get lost in jargons and not catch the real essence. My goal was to simplify the concepts in performance marketing with examples everyone can relate to.
The deck also covers a performance mindset, and a spend management strategy that can help brands optimize their spends towards metrics that matter.
To deck covers
- The Marketing funnel & How most marketing teams are structured today.
- Performance marketing with a case-study, where I have detailed a spend strategy with channels & metrics
- Wrapping up, the deck talks about growth engines & growth hacks - with some inspiring examples.
Inilah pitch deck dari raksasa media digital, Buzzfeed. Bagi kamu yang memiliki model bisnis yang serupa dengan BuzzFeed, mungkin kamu dapat terinspirasi dari pitch deck ini.
Growth vs. Scale: Business Strategy, Product Mix, Business Growth StrategyRoland Frasier
From the La Jolla Mastermind on March 9, 2017, this deck contains my top tools for designing business strategy and growth strategy. For growth hacking, check out the 3x3x3 Growth Matrix, which contains multiple strategies for attaining growh: getting more customers, having them buy more when they order, and having them return to order again and again.
It provides actionable growth tools like the Channel Grid, Trend Mapping Canvas, Value Curve Plotter and Business Innovation Map, to help you plot your business's growth.
It also provides the 3x3x3 Business Scale Matrix, which helps you drill down on systems, people and money. Tools are included to help with this effort as well.
They include The Product Mix Canvas, Product Development Grid and Ash Maurya's Lean Canvas.
Presenting this set of slides with name - Market Penetration Strategy Powerpoint Presentation Slides. This aptly crafted editable PPT deck contains thirty five slides. Our topic specific Market Penetration Strategy Powerpoint Presentation Slides presentation deck helps devise the topic with a clear approach. We offer a wide range of custom made slides with all sorts of relevant charts and graphs, overviews, topics subtopics templates, and analysis templates. Speculate, discuss, design or demonstrate all the underlying aspects with zero difficulty. This deck also consists creative and professional looking slides of all sorts to achieve the target of a presentation effectively. You can present it individually or as a team working in any company organization.
Compiled by Kurio & thenetworkone
The contributing experts and agencies are : Michał Kaliściak, Head of Content & Moderation, 180heartbeats +JUNG v MATT (PL), Kevin Fernandez, Social Media Producer, Adolescent Content (USA), Mar Camps, Digital Director, Atrevia (ES), Emily Ostrowska, Social Strategist, Culture (NZ), Adaobi Ugoago, Senior Creative Strategist, Day One Agency (USA), Silvia Tasso, Senior Digital Strategist & Francesca Trevisan, Digital Strategist, Different (IT), Jemma Parkin, Senior Account Manager, The Hallway (AU), Monika James, General Manager, Healthy Thinking Group Asia (SG), James Hebbert, Managing Director, Hylink UK (CH/UK), Lukas Hardy, Social Media Manager & Pancho González, Chief Creative Officer, Inbrax (CL), Oana Oprea, Head of Digital Planning, Jam Session (RO), Megan Perks, Executive Creative Director, Joe Public United (SA), Amy Bottrill, Social Account Director, Launch (UK), Gaby Arriaga, Founder, Leonardo1452 (MX), Rajesh Mehta, Chief Strategy Officer & Dhruv Gaur, Consultant, Digital Marketing, Medulla Communications (IN), Shannon Osborne, Head of Digital, Osaka Labs (UK), Lucas Florian, Unit Director, PIABO (DE), Kei Obusan, Senior Data and Insights Manager, Radarr (SG), Carol Chan, Managing Director, Comms8 (UK/HK), Presh Hunder, Social Media Manager & Jide Agbana, Product Marketing Manager, Enterfive (US / UK / NRA), Christopher Dimmock, SVP Integrated Strategy, Abelson Taylor (USA)
Our Product Marketing Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to develop a comprehensive product marketing plan.
In this deck, Greylock Partner Jerry Chen reviews some of the traditional economic moats that technology companies typically leverage and how they are being disrupted. I believe that startups today need to build systems of intelligence™ — AI powered applications — “the new moats.”
Digital Business Transformation | Strategy + Executionfeature[23]
Speed of innovation and certainty of your digital technology strategy is your new IP.
Market leading brands know they are competing in the 3rd Industrial Revolution – The Software Economy – and they will live or die by their digital adoption. Companies mature in digital business transformation are outperforming, making more money, and are more profitable than their peers.
These Digital Leaders are proactively transforming their business models and leading their segments through the frenetic pace of social, mobile, analytics, cloud, and the Internet of Everything. Unfortunately, digital is still shrouded in confusion, viewed as a cost center, and punished with inadequate funding.
How do you transform modern businesses at scale by creating technology-based capabilities, products, services, and business outcomes that delivers your authentic brand promise?
B2B Product Sales 101 for Startups : Support deckLuc Boilly
B2B Product Sales 101 for Startups - Long version, aimed as a support deck for a one day workshop.
The overall sales process overview for B2B early stage to market fit Startups .
Enjoy and contact me if you have any questions !
Planning a Product launch ? Here is a guideline/template for Defining a Go To Market Strategy. The deck would be more apt for Technology Product / Solution launch. Feel free to download and customize the deck for your needs.
Ever wondered how unit economics affect your growth rate? Quantitative analysis is the most essential part of successful growth hacking. Here is a specific example.
Digital Transformation - another buzzword around the globe, is it? Well, it is a trend of course, but, all of trends has some reason behind them. So, what Digital Transformation stands for? What is transformed? How the transformation is done? Why do we need to transform something? This presentation focuses on answering these questions and understanding what stands behind the trend called Digital Transformation from user experience point of view.
Building an enduring, multi-billion dollar consumer technology company is hard. As an investor, knowing which startups have the potential to be massive and long-lasting is also hard. From both perspectives, identifying companies with this potential is a combination of “art” and “science” — the art is understanding how products work, and the science is knowing how to measure it. At the earliest stages of a company, it comes down to understanding how a product is built to maximize and leverage user engagement.
In this presentation, Sarah Tavel shares her "Hierarchy of Engagement" framework she uses to evaluate non-transactional consumer companies she is looking to invest in.
Here’s The Deck Andy Raskin Called “The Greatest Sales Pitch I’ve Seen All Year”Drift
Andy Raskin has led strategic story training at Uber, Intel, Yelp, General Assembly and Stanford and called this the greatest sales pitch he's seen all year. Have a look.
Here's the deck from my Performance Marketing Session at Upgrad Exchange in Bangalore. Please leave your queries /feedback below.
(Link to plan in deck seems expired, here is the link - https://docs.google.com/spreadsheets/d/10c3ITcbOEWOUbFOyTuHlK1M5wJlMQBdZ2QfP3Fss1RU/edit#gid=752459564)
Well, Performance Marketing is quite a buzz word today. But for many marketers or entrepreneurs, it's easy to get lost in jargons and not catch the real essence. My goal was to simplify the concepts in performance marketing with examples everyone can relate to.
The deck also covers a performance mindset, and a spend management strategy that can help brands optimize their spends towards metrics that matter.
To deck covers
- The Marketing funnel & How most marketing teams are structured today.
- Performance marketing with a case-study, where I have detailed a spend strategy with channels & metrics
- Wrapping up, the deck talks about growth engines & growth hacks - with some inspiring examples.
Inilah pitch deck dari raksasa media digital, Buzzfeed. Bagi kamu yang memiliki model bisnis yang serupa dengan BuzzFeed, mungkin kamu dapat terinspirasi dari pitch deck ini.
Growth vs. Scale: Business Strategy, Product Mix, Business Growth StrategyRoland Frasier
From the La Jolla Mastermind on March 9, 2017, this deck contains my top tools for designing business strategy and growth strategy. For growth hacking, check out the 3x3x3 Growth Matrix, which contains multiple strategies for attaining growh: getting more customers, having them buy more when they order, and having them return to order again and again.
It provides actionable growth tools like the Channel Grid, Trend Mapping Canvas, Value Curve Plotter and Business Innovation Map, to help you plot your business's growth.
It also provides the 3x3x3 Business Scale Matrix, which helps you drill down on systems, people and money. Tools are included to help with this effort as well.
They include The Product Mix Canvas, Product Development Grid and Ash Maurya's Lean Canvas.
Presenting this set of slides with name - Market Penetration Strategy Powerpoint Presentation Slides. This aptly crafted editable PPT deck contains thirty five slides. Our topic specific Market Penetration Strategy Powerpoint Presentation Slides presentation deck helps devise the topic with a clear approach. We offer a wide range of custom made slides with all sorts of relevant charts and graphs, overviews, topics subtopics templates, and analysis templates. Speculate, discuss, design or demonstrate all the underlying aspects with zero difficulty. This deck also consists creative and professional looking slides of all sorts to achieve the target of a presentation effectively. You can present it individually or as a team working in any company organization.
Compiled by Kurio & thenetworkone
The contributing experts and agencies are : Michał Kaliściak, Head of Content & Moderation, 180heartbeats +JUNG v MATT (PL), Kevin Fernandez, Social Media Producer, Adolescent Content (USA), Mar Camps, Digital Director, Atrevia (ES), Emily Ostrowska, Social Strategist, Culture (NZ), Adaobi Ugoago, Senior Creative Strategist, Day One Agency (USA), Silvia Tasso, Senior Digital Strategist & Francesca Trevisan, Digital Strategist, Different (IT), Jemma Parkin, Senior Account Manager, The Hallway (AU), Monika James, General Manager, Healthy Thinking Group Asia (SG), James Hebbert, Managing Director, Hylink UK (CH/UK), Lukas Hardy, Social Media Manager & Pancho González, Chief Creative Officer, Inbrax (CL), Oana Oprea, Head of Digital Planning, Jam Session (RO), Megan Perks, Executive Creative Director, Joe Public United (SA), Amy Bottrill, Social Account Director, Launch (UK), Gaby Arriaga, Founder, Leonardo1452 (MX), Rajesh Mehta, Chief Strategy Officer & Dhruv Gaur, Consultant, Digital Marketing, Medulla Communications (IN), Shannon Osborne, Head of Digital, Osaka Labs (UK), Lucas Florian, Unit Director, PIABO (DE), Kei Obusan, Senior Data and Insights Manager, Radarr (SG), Carol Chan, Managing Director, Comms8 (UK/HK), Presh Hunder, Social Media Manager & Jide Agbana, Product Marketing Manager, Enterfive (US / UK / NRA), Christopher Dimmock, SVP Integrated Strategy, Abelson Taylor (USA)
Our Product Marketing Plan Playbook is a planning methodology that highlights our premium tool-kit of tools & templates to develop a comprehensive product marketing plan.
In this deck, Greylock Partner Jerry Chen reviews some of the traditional economic moats that technology companies typically leverage and how they are being disrupted. I believe that startups today need to build systems of intelligence™ — AI powered applications — “the new moats.”
Digital Business Transformation | Strategy + Executionfeature[23]
Speed of innovation and certainty of your digital technology strategy is your new IP.
Market leading brands know they are competing in the 3rd Industrial Revolution – The Software Economy – and they will live or die by their digital adoption. Companies mature in digital business transformation are outperforming, making more money, and are more profitable than their peers.
These Digital Leaders are proactively transforming their business models and leading their segments through the frenetic pace of social, mobile, analytics, cloud, and the Internet of Everything. Unfortunately, digital is still shrouded in confusion, viewed as a cost center, and punished with inadequate funding.
How do you transform modern businesses at scale by creating technology-based capabilities, products, services, and business outcomes that delivers your authentic brand promise?
B2B Product Sales 101 for Startups : Support deckLuc Boilly
B2B Product Sales 101 for Startups - Long version, aimed as a support deck for a one day workshop.
The overall sales process overview for B2B early stage to market fit Startups .
Enjoy and contact me if you have any questions !
Planning a Product launch ? Here is a guideline/template for Defining a Go To Market Strategy. The deck would be more apt for Technology Product / Solution launch. Feel free to download and customize the deck for your needs.
Ever wondered how unit economics affect your growth rate? Quantitative analysis is the most essential part of successful growth hacking. Here is a specific example.
Digital Transformation - another buzzword around the globe, is it? Well, it is a trend of course, but, all of trends has some reason behind them. So, what Digital Transformation stands for? What is transformed? How the transformation is done? Why do we need to transform something? This presentation focuses on answering these questions and understanding what stands behind the trend called Digital Transformation from user experience point of view.
Business owners generally go into business because they are passionate about what they do, not because they are passionate about running a business. Yet in today’s economic climate, it is even more important to understand how to effectively manage the business in order to survive.
The Business Growth Masterclass series is designed for smaller businesses. Its cost effective masterclasses give you the chance to understand how a business works and how to grow your business by working smarter, not harder. It’s like getting the practical bits from an MBA at a fraction of the cost.
Increase Sales, Revenues, and Profits Quickly by Jamie Siracusa for BECJamie Siracusa
Learn the new marketing and sales secrets of the most successful companies in the world. We have taken the exact processes used to gain and dominate market share and designed a realistic (affordable) marketing plans for small and medium sized local South Jersey and Atlantic City area businesses. See what works and avoid wasting money. For professional practices, retail, restaurants and service organizations in the Atlantic city, county, and South Jersey areas- Presented by Jamie Siracusa at The Business Excellence Center.
12 Sales Effectiveness Experts To Follow If You're In Sales OperationsOptymyze
In the last 25 years, technology has given an enormous boost to sales productivity and created a whole new generation of sales effectiveness experts. Almost all of these experts started as sales practitioners, whose successful methodologies were sought after by peers, who in turn applied them in their own organizations.
There are dozens of innovators and thought-leaders on the subject of sales effectiveness who are worthy of your attention. But since there are only 24 hours in a day, we’ve picked the top 12 for your consideration.
33 Tips, Secrets and idea's to help you create value for your business. Ultimately they will help you sell your business for the highest value possible.
To accelerate sales results, elevate level of contact to Vice President or above and elevate Value Messaging with INSIGHT, IDEAS AND IMPACT. Visionary Selling shows you how.
20. Best practices:
1. Identify the top performing
templates for each role.
2. Understand why they
work.
3. Share effective strategy
with your team.
Using Templates More Effectively
21. Total Emails to Send
How many emails should I send before
I get a reply?
There are different ways to slice and dice this. This is a slightly adapted version from the US SBA. Key thing to note is that there are approximately 5M companies in SMB, and only 4% as many in the mid-market. It takes much more focus, and requires higher pricing in the segment for you to have a reasonable TAM.
Case in point, this illustration from a VC shows how, if your product sells for $1K per year, you’ll need 100,000 customer to build up a $100M business, whereas at a $10K price-point you’d only need 10,000. You can go up-market or down-market. Prominent examples of companies going up-market include: Salesforce, Dropbox, AWS, Slack. Doing so requires product maturity & investments on the security, integrations, and customization side. What’s why going up is more common than going down (an example of which is IBM). It’s easier to build an MVP that nails a need in SMB/MM, before moving up. As a business, you may want to go up-market to capture a bigger TAM, to lock in bigger, longer-term contracts, and simple due to the prestige. By the way, you may notice that it takes as long to close a $20K deal as a $5K deal—that’s also a great reason to go up-market.
Buyer doesn’t even know! (approvals, forms, etc). Don’t be shy. “I know when we buy software…”
Multiple stakeholders – even if 1 DM, others will need to give thumbs up
Deals can fall apart: champion leaves, economic change, strategy change
Ask the hard questions: “what are the other priorities that could derail this project?”
Don’t underprice - big price commands respect and commitment
Ask for multi-year deals – that’s what big buyers expect, and it gives you a bargaining lever.
Build in price for add-on users
Expect legal to get involved – build this into your timing assumption
New notes:
SMB deal: 3 emails and 1 call over 2 days.
MM deal: 68 rmails, 5 calls, 1-in person meeting over 45 days.
RISKS: longer deal cycles (more chances for deal to fall apart—champion leaves, economic changes, strategy change), multiple stakeholders—even if 1 DM, others will need to give thumbs up, Expect legal to get involved—build this into your timing assumption.
TACTICS: Ask the hard questions: “what are other priorities that could derail this project?”, dive deep into buying process
- Buyer doesn’t even know! (approvals, forms, etc). Don’t be shy. “I know when we buy software…”. Don’t underprice—big price commands respect and commitment, ask for multi-year deals—that’s what big buyers expect, and it gives you a bargaining lever., Build in price for add-on users.
Control freaks & impatience are a plus, homework super important, Complex slide decks, Need comprehensive training across sales, product, etc.
What research have you done on their needs?
How will the prospect measure success?
Who could derail the deal?
Who are the Decision Makers?
What do the stakeholders care about?
What’s going on with the business at the executive level?
You’ve done all the hard work to identify the right prospects, now make sure that your reps are representing your company professionally. A brand can be damaged a lot faster that it’s built. Personalization is key. « Beyond a reasonable doubt. » Here it worked too well.
Segway: It obviously takes a lot more than one personalized email to break into the mid-market. I’ll hand it over to Tracy, who has some great data to share around best practices with email campaigns in particular.
Take advantage of this by casting a wide net. Work all possible angles to get your foot in the door at a target company by expanding your outreach to include other key stakeholders aside from the decision maker, and personalizing your outreach to show how your tool can address key pain points in their specific role. Sending a personalized
In SMB companies, many team members wear multiple hats. This makes simplifies the sales process, because it means, if you do your research correctly, that the person you are targeting to buy your product is likely both the person who will be using your product and the decision maker. This also means that titles don’t always correlate exactly to job function when you’re prospecting into smaller companies.
Mid-market companies are much larger, which allows individuals to specialize. This gives mid-market reps more insight into an individual’s role based on job title, and lets you collect more reliable data on what kind of messaging resonates with individuals in each role, and what kind of pain points they are experiencing that your tool can help with.
For example, Gwen, one of our mid-market SDR’s, made an impression and got a referral to the correct contact at a company by researching the prospect and personalizing her outreach to build a relationship with him.
After the 2012 presidential election, former Obama campaigners made headlines when they revealed that their most wildly successful email subject line consisted of a single word: “Hey.” By their account, that email alone brought in millions of dollars.
Impressive? Definitely. Could you get away with this subject line? Doubtful.
Drawing on data from over 500,000 sales emails sent by Yesware users in Q1 2014, we found that subject lines containing the word “hey” resulted in lower open and reply rates than other common subject line keywords.
What it means: There’s no such thing as a silver-bullet subject line. The best way to understand what makes some email subject lines more or less effective is to study what works for others and then try it for ourselves.
Here’s what we’ve learned from the best and worst email subject lines sent by over 1,000 anonymous inside sales pros.
The data reveals that some subject line keywords perform well across the board, resulting in both high open and reply rates. However, other frequently used words weren’t so effective. Here, you can see how keyword performance varies by open and reply rate, as well as results for comparable word groups.
Tip: You may be better off asking for a “call”, instead of trying to put some time on their “calendar.” Both words tend to be used when scheduling meetings, yet we see that subject lines containing the word “call” work best (62% open rate, 35% reply rate), while emails bearing “calendar” perform worse (33% open rate, 10% reply rate).
Try including some of the most effective subject line words mentioned above in your emails to see how they impact open and reply rates. You can perform an A/B test of your own subject lines using Yesware’s template reply reports to track opens, link clicks, and gauge email effectiveness.
Leverage your technical sales engineers to pull data on top-performing subject lines from Salesforce, segmented by job title. This data can help you master persona-based selling. Looking at the subject line that gets the most opens based on job title gives you an indication of what messaging resonates most with your target persona. Then, seeing which email get the most replies, tells you what content resonates most and allows you to make templates for future use.
Templates are closely related to subject lines.
In mid-market, templates can be helpful in two ways:
1. When trying to break through, creating templates that are tailored towards particular job functions to address personalized pain points can help you get your foot in the door. At the end of this webinar, we will share some of our top performing templates with you. Use analytics to find out which of these templates perform the best by persona, personalize for each deal, and use moving forward.
2. If you find yourself frequently dealing with stakeholders in similar job functions across organizations, create a template for reaching out to them to get them on board, and one that addresses their primary concerns for easy use and access.
Deciding when and how to follow-up with people who don’t respond to your initial email can be tricky — especially when you can see that they’ve opened it. It’s not easy to strike the balance between adding value and being annoying. So it makes sense that the majority of sales folk may choose not to follow-up at all.
We ran the numbers and found that 70% of unanswered sales email chains stopped after the first attempt. Only 19% went on to email a second time.
That’s a lot of missed opportunities.
It takes just one day for an email to be a lost cause... if your email is ever going to be opened, 91 percent of the time it’s opened within a day after you sent it. Furthermore, 90% of emails that received replies were replied to within one day after they were opened. During that first day, over half of opened emails were replied to within three hours.
What it means: It pays to be proactive. After you send a tracked email and can see that it’s opened, the countdown is on. Any replies will most likely occur that day, so don’t sit around waiting for a reply if you haven’t received a response within a day or two. Email them again.
% Replied on THIS Email
- If you send the second email after you haven’t heard from the first, you have a 21% chance of getting a reply.
% Replied Eventually
- If you keep sending emails, our data shows that the chance you will eventually hear back from the recipient is 25%..
But what if I never get a reply?
Mid-market companies are larger, which means that you are best off working multiple angles to get your foot in the door at the same company. If the Decision Maker isn’t engaging with your outreach, why not reach out to somebody with a similar job function and ask for an introduction? Personalized outreach can get you a good word with the decision maker and help you build trust.
What’s the best time to send an email? Whenever there’s the least competition
According to Yesware’s analysis of over 500,000 sales emails sent in Q1 2014, email open and reply rates are higher on the weekends. Why? It could be because there’s significantly less email being sent on weekends.
Think of it as the Late Night Infomercial Effect
Have you ever watched an infomercial at 3am?
It’s the time period known as the “Graveyard Slot” – when TV networks sign off and give up. But for certain companies (think Snuggie and ShamWow), the Graveyard is prime time and highly lucrative. That’s because when there’s nothing else on, night owls are more likely to watch an infomercial.
Similarly, when there’s little else being emailed, your emails are more likely to stand out and get noticed. This in turn could lead to greater open and reply rates.
We see this same line of thinking when we look at email reply rates over 24 hours.
Send emails in the early morning or evening
Emails sent in the early morning (between 6 and 7 am) and evening (around 8 pm) were the most effective at getting a response, with reply rates hovering around 45%. The graph above also reveals that much fewer emails were sent during these time slots.
The horizontal line is “hour in which the emails were sent”. These hours have been adjusted by the senders’ local time zone.
The basic pattern of “early morning and later in the afternoon off-work hours work the best” is confirmed cross different companies, though for some companies, early morning works the best, and for some companies, later afternoon works the best.