GTM Newsletter Issue #15: Tips for Improving Your Sales Outreach Response Rates

Welcome to the GTM Launchpad newsletter! Each week, I will share with you a sales play to help you grow your business, level up your sales game, and find success in the trenches. I aim to provide you with actionable insights. Stay tuned for practical tips on cold calling, lead gen, and closing deals!

Hey there GTM Launchpad fam! It is time for issue #15 and trust me when I say you are in for a treat 😎

Last time around we cracked open the can of wonder that is ABM. This time let's get our hands dirty with some practical tips for boosting your sales outreach response rates 📈 🎯

Are you ready? We are talking action steps backed by data and spiced up with some real-world examples from my own business.

Let's jump in! 👇

Target the Right Leads

In sales it is not about reaching more people. Yes it is a numbers game but It truly comes down to reaching the right people. If you are targeting leads that are a good fit for your solution/service then your response rates are bound to increase.

Example: I have developed a systematic approach to identify my ICP based on key characteristics and traits common among my most common clients. Factors like industry type, company size, the tech stack they are using, and even common pain points. I then align this ICP with my marketing/content efforts. Targeting leads that match these criteria.

I use a combination of tools. Like CRM data and databases to narrow down my leads. This data-driven approach helps me ensure that my outreach is relevant & timely for them. Increasing the likelihood that my outreach will resonate and garner a response. And let me tell you this targeted approach? It works wonders.

Personalize Your Emails

People want to feel special. Not like they are just another email or # on a long list. Personalization can increase your reply rates by up to 100%!

Actionable Tip: Go beyond just using their first name. Mention something unique about their business or something they recently shared on LinkedIn. Make it personal, make it genuine & make it relevant.

Add Value to Your Pitch

It's not about what you want—it's about what your prospect needs. Show them how your solution/service can solve their pain points.

Example: I do not just talk about my service's features. I share how it can address their specific challenges and drive results. Leveraging social proof where I can.

Reference Your Competitors

If your prospects are using or considering your competitors don't shy away from it! Show them how your solution is different or better. Dig in on the topic. The competition is good. Means they care.

Example: "I noticed you're using [Competitor's product]. Our solution provides similar benefits but with the added advantage of [Unique selling point]..."

Incorporate Engaging, Personalized Video Content

Emails with videos can increase click rates by 300%. Do not need to use it on everyone of course but lean into VIDEO! It works! It's a game-changer when done right!

Actionable Tip: Create a 30-60 second personalized video introducing yourself and addressing your prospects challenges this week. Keep it brief, relatable, and focused on them. Let me know how it goes!

Leverage LinkedIn Sales Nav

LinkedIn is a goldmine for sales outreach. Sales Nav can help you identify and engage with the right leads, gather intent data now & help you form org chats within key accounts. Follow folks like Morgan Ingram, Jed Mahrle & Jesse Ouellette for more Sales nav tips.

Actionable Tip: Dive into Sales Nav and setup some alerts on key prospects, and accounts. Run a few lead reports to find fresh new business this week. A slept on feature is using the “Connections of” filter. Grab someone similar to you & your brand that has a hold on your market. If they follow them they have high chance of wanting to follow you too.

Run A/B Tests

What works for one lead might not work for another. Test different strategies, analyze the results, and refine your approach.

Actionable Tip: Test different subject lines, email lengths, or call-to-actions. Find out what resonates best with your prospects. Experiment, Experiment, and Experiment!

That's all for today! I hope these tips help you boost those response rates and crush your sales goals my friends!

Next week we are shifting gears to explore "The Power of Storytelling in Sales". It's gonna be epic!

Until then GTM Launchpad fam keep those spirits high and let's rock our outreach! 💪

^{Thanks for reading, see you again next week at 8 am MST!}

^{- Tom Slocum ✌️}

Are you looking to level up your sales game or launch a successful GTM motion? The SD Lab has got you covered. Here are three ways I can help you transform your sales process and empower your team:

• The Revenue Accelerator Program: Choose from three tailored packages for a 14-week intensive collaboration to supercharge your GTM motion. Together, we'll optimize the key pillars of People, Process, and Tech to maximize your sales results:

  • Basic Package: Benefit from in-depth analysis, recommendations, and essential tech stack evaluations to improve your sales process and team performance.

  • Standard Package: Enjoy a customized sales playbook, advanced tech stack optimization, and priority support for a more comprehensive solution.

  • Premium Package: Experience a complete sales process overhaul, full tech stack implementation support, and ongoing team coaching for the ultimate sales transformation.

• Custom Sales Playbook Design: Collaborate with me to create a tailored playbook that aligns with your unique value proposition, target audience, and sales process. Equip your team with the knowledge and strategies they need to close more deals and boost revenue.

• Team Coaching Packages: Elevate your team's performance with my 4-week, 8-week, or 12-week coaching programs. Focusing on the top of the funnel, I provide personalized feedback and actionable tips to help your team reach their full potential and achieve up to a 20%+ increase in meetings booked and pipeline generated.

Unlock the power of the SD Lab and start your journey to sales success today!