Sales Hacker Series LA - Jaspar Weir - Outsourcing Your SDRs
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Sales Hacker Series LA - Jaspar Weir - Outsourcing Your SDRs
- 2. Outsourcing Your SDRS Jaspar Weir, President at TaskUs
- 3. Ridiculously Good Outsourcing RIDICULOUSLY GOOD SALES PROSPECTING Cold calling is dying
- 4. Ridiculously Good Outsourcing RIDICULOUSLY GOOD SALES PROSPECTING Cold calling is dying Redefining the SDR
- 5. Ridiculously Good Outsourcing RIDICULOUSLY GOOD SALES PROSPECTING Cold calling is dying Redefining the SDR What prospecting really costs you
- 6. Ridiculously Good Outsourcing RIDICULOUSLY GOOD SALES PROSPECTING Cold calling is dying Redefining the SDR What prospecting really costs you How to outsource prospecting
- 8. Ridiculously Good Outsourcing COLD CALLING IS DEAD In 2007, it took 3.68 cold calls to reach a prospect
- 9. Ridiculously Good Outsourcing Today, it takes 8 COLD CALLING IS DEAD
- 10. Ridiculously Good Outsourcing 2% of cold calls result in an appointment COLD CALLING IS DEAD
- 11. Ridiculously Good Outsourcing Only 5 – 10% of people answer cold calls COLD CALLING IS DEAD
- 12. Ridiculously Good Outsourcing It takes 6.25 hours to set 1 appointment COLD CALLING IS DEAD
- 14. Ridiculously Good Outsourcing PREDICTABLE REVENUE
- 15. Ridiculously Good Outsourcing PREDICTABLE REVENUE
- 16. $ I’VE GOT 99PROBLEMS AND FUNDING IS ONE!!! Ridiculously Good Outsourcing PREDICTABLE REVENUE
- 17. Ridiculously Good Outsourcing SALES DEVELOPMENT REPS • Average salary - $55,000 • $229.15 per day $$$
- 18. Ridiculously Good Outsourcing SALES DEVELOPMENT REPS If SDRs Spend 2 hours per day researching ($57.50/day)
- 19. Ridiculously Good Outsourcing SALES DEVELOPMENT REPS
- 20. Ridiculously Good Outsourcing If an SDR can make 10 to 15 calls / hour SALES DEVELOPMENT REPS
- 21. Ridiculously Good Outsourcing If 2 hours are lost to research, Then 20 - 30 calls are not made each day SALES DEVELOPMENT REPS
- 22. Ridiculously Good Outsourcing If it takes 50 calls to setup 1 appointment (2% rate) SALES DEVELOPMENT REPS
- 23. Ridiculously Good Outsourcing If 20 - 30 Calls are not made, Cost per appointment goes from $154 to $230 SALES DEVELOPMENT REPS
- 24. Ridiculously Good Outsourcing This means you’re spending an extra $76 per appointment SALES DEVELOPMENT REPS
- 25. THE TaskUs STORY
- 26. Ridiculously Good Outsourcing STEP 1 : BASIC RESEARCH Team conducts basic pre-call research on leads already identified.
- 27. Ridiculously Good Outsourcing STEP 2 : IDENTIFYING PROSPECTS Taught team to identify: • High-value prospects • Relevant service offering • Best points of contact
- 28. Ridiculously Good Outsourcing BRAND EXPOSURE Is this the first impression you want to make?
- 29. Ridiculously Good Outsourcing STEP 3 : EMAIL OUTREACH Team sends custom emails that include: • Reason to contact • Specific ask • Blurb • Call to action
- 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. 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. 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. 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. 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. 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. Ridiculously Good Outsourcing 7 Team members generate 800 targeted, researched leads per month PROVEN RESULTS
- 37. Ridiculously Good Outsourcing 29%Response Rate PROVEN RESULTS
- 38. Ridiculously Good Outsourcing 8% of leads convert to appointments CUSTOMIZED EMAIL OUTREACHED
- 39. Ridiculously Good Outsourcing 43% of appointments convert to qualified opportunities CUSTOMIZED EMAIL OUTREACHED
- 40. Ridiculously Good Outsourcing 3.4% of leads convert to qualified opportunities CUSTOMIZED EMAIL OUTREACHED
- 41. Ridiculously Good Outsourcing $5 per pre-searched lead COST OF ACQUISITION
- 42. Ridiculously Good Outsourcing $71 per appointment COST OF ACQUISITION
- 43. Ridiculously Good Outsourcing Versus $230 per appointment for a U.S. SDR COST OF ACQUISITION
- 44. Ridiculously Good Outsourcing Optimized to: IN-HOUSE SDRs Prioritize outreach to high-value targets
- 45. Ridiculously Good Outsourcing Optimized to: IN-HOUSE SDRs Follow up with active leads
- 46. Ridiculously Good Outsourcing Optimized to: IN-HOUSE SDRs Focus on refining outreach
- 47. Ridiculously Good Outsourcing Optimized to: IN-HOUSE SDRs Cold call warmed leads
- 48. HOW DOES THIS APPLY TO YOU? Ridiculously Good Outsourcing
- 49. ONE SIZE DOES NOT FIT ALL Ridiculously Good Outsourcing
- 50. Ridiculously Good Outsourcing FACTORS TO CONSIDER WHAT’S YOUR LTV?
- 51. Ridiculously Good Outsourcing FACTORS TO CONSIDER DO YOU HAVE THE $$$?
- 52. Ridiculously Good Outsourcing IF THE ANSWER IS YES… THEN DOCUMENT YOUR PROCESS
- 53. Ridiculously Good Outsourcing BREAKDOWN YOUR RESEARCH
- 54. Ridiculously Good Outsourcing BREAKDOWN YOUR RESEARCH Define good/bad prospect
- 55. Ridiculously Good Outsourcing BREAKDOWN YOUR RESEARCH Define good/bad prospect Determine reliable data sources
- 56. Ridiculously Good Outsourcing BREAKDOWN YOUR RESEARCH Define good/bad prospect Determine reliable data sources Identify specific data points
- 57. Ridiculously Good Outsourcing TEST IT WITH 100+ LEADS Tools: Yesware & Toutapp Is it replicable? A / B test
- 58. Ridiculously Good Outsourcing FIND AN OUTSOURCING PARTNER
- 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
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