John Sung Kim, CEO at JetBridge Increasing Sales Efficiency Founder and CEO of Five9 (NASDAQ: FIVN) and DoctorBase (acquired by Kareo). Loves motorcycles and all 31 Baskin-Robbins flavors.

1. Increasing Sales Efficiency
John Sung Kim

3. Disclaimer:
- I love Ukraine, and want to help make it better.
- I believe in the talent in Ukraine, we just need to
invest in more “Soft Skills.”
- I have an office in Unit City and teach a soft skills
class at Taras Shevchenko.

5. Problem:
- Most IT Outsourcer outbound sales messages sound
like spam.
- 1% response rate is shit.
- 99% of the non-responders have a negative view of
Ukraine.
- Outbound messages don’t add up-front value, so
don’t build any pipeline.
- High churn in sales departments don’t build
relationships or personal brands with clients.

6. Solutions:
- Message less volume with more precision.
- Add up-front value to build brand and pipeline.
- Combine retargeting with up-front value for classic “4.5%
drip.”
- Split sales teams into:
- Data Team
- Closer Team
- Marketing Team.
- Leverage Tools: Zoom Info, Datanyze, Outreach, Hubspot,
Email Hunter, LinkedIn Sales Navigator, Medium.

10. Let’s have some laughs...

11. “NO,
Olga!”

12. - Don’t use “!” or CAPS.
- I’m not into blockchain.

13. - So you’re masters of everything
software-related, which no one
believes.
- But I do believe you are dishonest
now.

14. This example is the “best of the worst,”
because the:
1. English is IDIOMATIC.
BUT -
A) It still seems like spam.
B) Uses buzzwords like “technology
transformation” which tells me you
have no idea how we really talk in
California.
C) Tells me this will be long message
which makes me not want to read.
D) First sentence on my iPhone is
weak.

15. The CEO should not be doing cold call
outreach, this tells me you are:
1) Very small shop
2) Desperate for sales

16. Imagine if the first sentence you
saw on your iPhone was from a
stranger who said,
“Ivan, I’ll be in Lviv
in October, can we
meet??”

17. - Listing price is not needed and makes
me think:
1) You’re a cheap shop with low quality
engineers.
2) You only work with companies that do
not have a lot of money.
3) Your engineers are unhappy and
probably work on their side project
“billion dollar app idea” on the side, or
in the office when you’re not looking.

18. Do you really think anyone reads this??
She has wasted 99% of her time - the time
YOU are paying her for.

19. To customers like me this screams -
SPAM!!!!

20. - He went from marketing....
- To Sales.....
- Now he’s CFO!!

21. - We don’t use PHP, so who gives a shit.

22. Translation: I recently
joined this IT
outsourcer which I
really don’t like. What
I really like is to travel
and be on holiday,
and also find a job in
the travel industry
one day.
I did not study nor
have any passion for
IT, whatsoever.

23. - There’s a huge #metoo movement in
America and elsewhere. Do we really need
to use “cute” Ukrainian ladies for the initial
cold message?
- Make sure your cold outreach salespeople
have clean social media profiles.

24. Slightly more clever than a form template,
but still a weak message.
After I answer, he will ask, “Need
outsourcing??”

25. - What do you do?
- Why do I give a shit?
- Why should I trust you?
- Who cares you’re going to be in San
Francisco?
- What is “Cooperation??”
- Never start with “I came across your
profile...” that tells me you’re
desperate and troll for prospects on
LinkedIn all day and aren’t honest
about it.

26. But what if...

27. There are paid tools that tell
you about the technology
stack your prospects are
using.
Datanyze has an excellent
reputation in Silicon Valley
and doesn’t just scan
websites but has a data
gathering team call CTOs
and VPEs.

29. - The subject line is “Link baity.”
- The first sentence fragment should be
treated as the words in a Google Ad.

30. 1) Link baity subject line
2) Establish personal connection in first sentence that will appear on iPhone
3) Knows EXACTLY my tech stack to gain credibility and trust
4) Delivers value with great content
5) Attempts to establish relationship first
6) Uses a retargeting link

31. Retargeting link!
Anyone who clicks this link to read this article is automatically going to
start seeing my ads follow them around on Google and Facebook.

32. Using retargeting technology,
prospects who visit this link will start
seeing my ads follow them around on
Facebook, Google and (coming soon)
LinkedIn.
GDPR compliant.
Takes seconds to create.
www.Fingrprint.io (no “e” in spelling)

33. Fingrprint.io technology removes all of
the distracting articles and
eyeball-competing ads.

34. My $10 Million
LinkedIn Message

36. Establish commonalities - do you really want to
ignore me when we will see each other again?
- We have common friends (which work for you).
- We have common interests.
● I do NOT recommend long messages like this
unless you have a strong strategy.

39. john.kim@jetbridge.com
WhatsApp: 1.415.205.4441