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Increasing Sales Efficiency
John Sung Kim
Disclaimer:
- I love Ukraine, and want to help make it better.
- I believe in the talent in Ukraine, we just need to
inves...
Problem:
- Most IT Outsourcer outbound sales messages sound
like spam.
- 1% response rate is shit.
- 99% of the non-respon...
Solutions:
- Message less volume with more precision.
- Add up-front value to build brand and pipeline.
- Combine retarget...
Let’s have some laughs...
“NO,
Olga!”
- Don’t use “!” or CAPS.
- I’m not into blockchain.
- So you’re masters of everything
software-related, which no one
believes.
- But I do believe you are dishonest
now.
This example is the “best of the worst,”
because the:
1. English is IDIOMATIC.
BUT -
A) It still seems like spam.
B) Uses ...
The CEO should not be doing cold call
outreach, this tells me you are:
1) Very small shop
2) Desperate for sales
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 ...
- Listing price is not needed and makes
me think:
1) You’re a cheap shop with low quality
engineers.
2) You only work with...
Do you really think anyone reads this??
She has wasted 99% of her time - the time
YOU are paying her for.
To customers like me this screams -
SPAM!!!!
- He went from marketing....
- To Sales.....
- Now he’s CFO!!
- We don’t use PHP, so who gives a shit.
Translation: I recently
joined this IT
outsourcer which I
really don’t like. What
I really like is to travel
and be on hol...
- There’s a huge #metoo movement in
America and elsewhere. Do we really need
to use “cute” Ukrainian ladies for the initia...
Slightly more clever than a form template,
but still a weak message.
After I answer, he will ask, “Need
outsourcing??”
- 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?
- Wha...
But what if...
There are paid tools that tell
you about the technology
stack your prospects are
using.
Datanyze has an excellent
reputati...
- The subject line is “Link baity.”
- The first sentence fragment should be
treated as the words in a Google Ad.
1) Link baity subject line
2) Establish personal connection in first sentence that will appear on iPhone
3) Knows EXACTLY ...
Retargeting link!
Anyone who clicks this link to read this article is automatically going to
start seeing my ads follow th...
Using retargeting technology,
prospects who visit this link will start
seeing my ads follow them around on
Facebook, Googl...
Fingrprint.io technology removes all of
the distracting articles and
eyeball-competing ads.
My $10 Million
LinkedIn Message
Establish commonalities - do you really want to
ignore me when we will see each other again?
- We have common friends (whi...
john.kim@jetbridge.com
WhatsApp: 1.415.205.4441
John Sung Kim. Increasing Sales Efficiency
John Sung Kim. Increasing Sales Efficiency
John Sung Kim. Increasing Sales Efficiency
John Sung Kim. Increasing Sales Efficiency
John Sung Kim. Increasing Sales Efficiency
John Sung Kim. Increasing Sales Efficiency
John Sung Kim. Increasing Sales Efficiency
John Sung Kim. Increasing Sales Efficiency
John Sung Kim. Increasing Sales Efficiency
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John Sung Kim. Increasing Sales Efficiency

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.

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John Sung Kim. Increasing Sales Efficiency

  1. 1. Increasing Sales Efficiency John Sung Kim
  2. 2. 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.
  3. 3. 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.
  4. 4. 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.
  5. 5. Let’s have some laughs...
  6. 6. “NO, Olga!”
  7. 7. - Don’t use “!” or CAPS. - I’m not into blockchain.
  8. 8. - So you’re masters of everything software-related, which no one believes. - But I do believe you are dishonest now.
  9. 9. 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.
  10. 10. The CEO should not be doing cold call outreach, this tells me you are: 1) Very small shop 2) Desperate for sales
  11. 11. 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??”
  12. 12. - 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.
  13. 13. Do you really think anyone reads this?? She has wasted 99% of her time - the time YOU are paying her for.
  14. 14. To customers like me this screams - SPAM!!!!
  15. 15. - He went from marketing.... - To Sales..... - Now he’s CFO!!
  16. 16. - We don’t use PHP, so who gives a shit.
  17. 17. 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.
  18. 18. - 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.
  19. 19. Slightly more clever than a form template, but still a weak message. After I answer, he will ask, “Need outsourcing??”
  20. 20. - 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.
  21. 21. But what if...
  22. 22. 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.
  23. 23. - The subject line is “Link baity.” - The first sentence fragment should be treated as the words in a Google Ad.
  24. 24. 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
  25. 25. 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.
  26. 26. 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)
  27. 27. Fingrprint.io technology removes all of the distracting articles and eyeball-competing ads.
  28. 28. My $10 Million LinkedIn Message
  29. 29. 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.
  30. 30. john.kim@jetbridge.com WhatsApp: 1.415.205.4441

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