130: Simplifying Sales Emails: Creating Compelling Campaigns

June 30, 2022 00:47:35
130: Simplifying Sales Emails: Creating Compelling Campaigns
B2B Revenue Acceleration
130: Simplifying Sales Emails: Creating Compelling Campaigns

Jun 30 2022 | 00:47:35

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Show Notes

Sales emails do not have to be complex, nor do they have to be particularly lengthy - in fact, the most successful campaigns tend to be those that cut to the chase. They’re quick, concise and tailored to the recipient.

After all, the key decision-makers that salespeople target are unlikely to have the time to read a detailed, novel-like email. This rings particularly true if the content isn’t relevant to their specific needs and pain points. You must grab their attention and pique their interest in just a few short sentences, a skill that is much easier said than done.

Sales emails have long been part of every salesperson’s toolbox, but it's a skill that can take time to be developed. Creating compelling email campaigns may be the goal, but they can simply be taken as spam if not created correctly.

In this episode of the B2B Revenue Acceleration podcast, our host Aurelien Mottier (Co-Founder and CEO of Operatix) is joined by Ollie Whitfield (Growth Marketer at VanillaSoft). They discuss how best to go about creating compelling sales emails, including best practices for structure, language and eye-catching subject lines.

To hear this interview and many more like it, subscribe to B2B Revenue Acceleration on Apple Podcasts, Spotify, our website, or anywhere you get podcasts.

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Episode Transcript

WEBVTT 1 00:00:01.040 --> 00:00:06.080 You're listening to be to be revenue acceleration, a podcast dedicated to helping software 2 00:00:06.120 --> 00:00:10.279 executives stay on the cutting edge of sales and marketing in their industry. Let's 3 00:00:10.279 --> 00:00:15.160 get into the show. This podcast is sponsored by Gong. Gong empowers your 4 00:00:15.320 --> 00:00:21.519 entire go to market your organization by Operationalizing Your Most Valuable Asset, your customer 5 00:00:21.519 --> 00:00:27.399 interactions. Transform your organization into a revenue machine, or unlocking reality and helping 6 00:00:27.440 --> 00:00:31.920 your people reach their full potential. Get started now at Gong dot Io. 7 00:00:32.719 --> 00:00:37.159 Hi, welcome to be a review acceleration. My name is and I'm here 8 00:00:37.200 --> 00:00:42.320 today with Holie Whitfield, growth marketer Adventu less stuft. How are you doing 9 00:00:42.399 --> 00:00:46.840 today? All the better for being here a nice nice to spend some time 10 00:00:46.880 --> 00:00:49.799 with you and speak about some code emails over it today. Are you doing 11 00:00:50.079 --> 00:00:54.000 abso luckily? Yeah, I mean the email in the toolboxes is a subject 12 00:00:54.000 --> 00:00:58.320 of controversy. So looking forward to discussing with you and discussing some of the 13 00:00:58.359 --> 00:01:00.960 technique and everything. But before we get going, you would you mind just 14 00:01:02.000 --> 00:01:07.680 giving a little bit of a gable to yourself and the company you representsoft yeah, 15 00:01:07.719 --> 00:01:11.599 so I've always worked in sales technology companies for some reason. I'm not 16 00:01:11.640 --> 00:01:15.439 sure exactly why, but with that you get to learn a little bit about 17 00:01:15.439 --> 00:01:19.680 cold calling, about cold email, about social media, outreaching, all those 18 00:01:19.680 --> 00:01:22.519 things. And I was a salesperson once upon a time, so I have 19 00:01:22.640 --> 00:01:26.000 done a bit of this stuff. And the topic we're going to speak about 20 00:01:26.079 --> 00:01:30.560 later on it it did start many years ago. I started off as an 21 00:01:30.599 --> 00:01:34.239 str I completely freestyled everything. I had no road map, I had no 22 00:01:34.280 --> 00:01:40.159 templates, I had no frameworks, I had no proper framework structure to anything 23 00:01:40.239 --> 00:01:42.959 I did, whether that be reaching out, whether that be to the phone 24 00:01:42.959 --> 00:01:46.319 call, the sales process, that anything. I just did it and sort 25 00:01:46.319 --> 00:01:49.319 of really learned the hard way, because you had to when you literally have 26 00:01:49.400 --> 00:01:52.719 nothing. And at one point I thought to myself, like I'm writing what 27 00:01:52.840 --> 00:01:56.280 I thought was quite a good email, very personalized, to a few prospects 28 00:01:56.280 --> 00:01:59.840 a day, but I was really mixing up I calls to Action, I 29 00:01:59.879 --> 00:02:02.799 was mixing up certain parts of the email which should be their own thing and 30 00:02:02.799 --> 00:02:07.640 and really the results weren't as good as I was hoping. I didn't get 31 00:02:07.680 --> 00:02:08.520 upset about it. I thought, you know, I'm starting. Is there 32 00:02:08.520 --> 00:02:13.120 I need to implumence something to help me make this repeatable, and that's when 33 00:02:13.120 --> 00:02:15.919 I stumbled a from a boss across, I should say, frameworks. So 34 00:02:15.960 --> 00:02:19.719 that's where we got to and the company, obviously my company, and other 35 00:02:19.800 --> 00:02:23.560 software sales engagement platform. And obviously, if you know what that means, 36 00:02:23.599 --> 00:02:27.000 you know that that helps sales represent their cold emails, it helps them stick 37 00:02:27.000 --> 00:02:30.000 to their cadence, it helps them follow our pails and do their cold calling. 38 00:02:30.520 --> 00:02:32.759 So very applicable to my team. And we spent a lot of time 39 00:02:32.759 --> 00:02:37.639 looking at our emails and core scripts. So pretty well versed in that at 40 00:02:37.639 --> 00:02:40.599 this point now. Yeah, well, I remember the days were starting as 41 00:02:40.639 --> 00:02:45.080 well as a video. Yeah, and I was pretty much in the symboled 42 00:02:45.080 --> 00:02:46.319 as you here. Is really stuff contact to go after. I mean, 43 00:02:46.360 --> 00:02:52.280 in fact, back in the day Linkedin didn't exist and for the CRM system 44 00:02:52.319 --> 00:02:54.000 we had to use like a c Dr Own, you know that you would 45 00:02:54.039 --> 00:02:59.599 put in down like it was all cool, but you had to install it 46 00:02:59.680 --> 00:03:00.919 on your motion and everybody. So back in the days, yell know, 47 00:03:01.000 --> 00:03:05.520 pages and and if you go and start to to to call people, and 48 00:03:05.560 --> 00:03:07.400 many emails were horrendous. You know. I've been looking at some of them. 49 00:03:07.439 --> 00:03:12.319 Maybe a few years later and they were like super along. I want 50 00:03:12.319 --> 00:03:15.319 you to tell everything to the prospect. You know all my life all the 51 00:03:15.400 --> 00:03:19.159 all the functionalities. Leyn't realize how it works at all. So very much 52 00:03:19.159 --> 00:03:22.479 looking forward to the conversation today. Well, well, let's get cracking ready. 53 00:03:22.520 --> 00:03:28.080 I mean everybody knows what email is. I think people have different perspective 54 00:03:28.759 --> 00:03:32.719 on the effectiveness of emales, which is always take with a pinch of salt, 55 00:03:32.759 --> 00:03:38.000 because obviously he won't as every single tool. If you don't use it 56 00:03:38.000 --> 00:03:42.599 effectively, your Hon't get great results. So as we get started, could 57 00:03:42.599 --> 00:03:47.039 you please share with us some too and don'ts of email outreach? Yeah, 58 00:03:47.240 --> 00:03:51.759 so it's it's funny that you say that people have different opinions on that. 59 00:03:52.120 --> 00:03:53.879 I recorded a web but or not very long ago, with Devin Rade from 60 00:03:53.879 --> 00:03:58.840 Gong and he he went through some of the research that he and his team 61 00:03:58.879 --> 00:04:01.520 have done about a call to actions and just generally speaking, what is the 62 00:04:01.520 --> 00:04:05.319 performance of email inside of a deal and as a complete cold outreach touch, 63 00:04:06.120 --> 00:04:10.759 and a lot of the feedback he got on that content, just as as 64 00:04:10.800 --> 00:04:15.000 an article on their website, very polarizing. So some people treat it as 65 00:04:15.000 --> 00:04:17.759 the silver bullet. They believe what is Said Is Gospel. They go with 66 00:04:17.800 --> 00:04:21.120 that and it's fact. And then some people they just question it to the 67 00:04:21.240 --> 00:04:25.560 end of the earth. Is this about the right job titles, right industries, 68 00:04:26.279 --> 00:04:29.199 locations, all of it. So, so it really has append there's 69 00:04:29.240 --> 00:04:30.439 a lot of, you know, a lot of variables to all of this. 70 00:04:30.600 --> 00:04:33.240 So that's the that's the fun thing. You kind of have to take 71 00:04:33.279 --> 00:04:35.879 it and apply it to your own situation as best you can. But, 72 00:04:36.959 --> 00:04:41.360 dudes, I like brevity in my emails, so that means I don't like 73 00:04:41.480 --> 00:04:44.199 a big essay. Interestingly, though, again, I do a lot of 74 00:04:44.240 --> 00:04:46.759 webinars. So I had a couple of top tier experts in my opinion, 75 00:04:46.800 --> 00:04:50.920 Sam McKenna and Carl Common, had them email me and we went through it 76 00:04:50.959 --> 00:04:54.439 on a Webinar and we and we broke down what did they do, why 77 00:04:54.480 --> 00:04:57.480 did they do it? I had the chat raide them and that kind of 78 00:04:57.480 --> 00:05:00.600 stuff. It was a close one, very close, but their emails were 79 00:05:00.600 --> 00:05:04.839 actually quite long and I thought that's really interesting because I normally like and normally, 80 00:05:05.040 --> 00:05:08.600 I don't know about you, when you when you're going through Linkedin, 81 00:05:08.680 --> 00:05:13.399 when you're reading stuff about cold event, it's normally. Normally you hear shorter, 82 00:05:13.519 --> 00:05:15.680 the better. Within reason. Obviously you don't want two words, but 83 00:05:15.759 --> 00:05:19.600 normally you hear something like that. And their emails as experts very, very 84 00:05:19.600 --> 00:05:23.800 personalized, and the court to Action was very unique to me, and even 85 00:05:23.839 --> 00:05:27.319 the bridge between court to Action and the trigger events that that was very personalized 86 00:05:27.319 --> 00:05:30.040 to me. But it was quite long and I thought, well, that 87 00:05:30.120 --> 00:05:32.480 that's interesting. So so a bit of a mix. What what I'm getting 88 00:05:32.480 --> 00:05:36.319 out there is I like brevity, but they did that style. So what 89 00:05:36.360 --> 00:05:40.600 I'm saying in a sense is your first email, for example, you're never 90 00:05:40.639 --> 00:05:43.879 going to just send one to leave it, try something and your next one 91 00:05:44.040 --> 00:05:46.279 do it different. So don't go like four or five emails in a row 92 00:05:46.439 --> 00:05:49.399 they're all very long. Mix it up. So you could have a short 93 00:05:49.439 --> 00:05:51.480 one, a long one, then the next one could have a video, 94 00:05:51.560 --> 00:05:55.920 the next one curves something else. So a bit of variables. That that's 95 00:05:55.920 --> 00:06:00.519 a good D and they don't obviously going very long. So all the close 96 00:06:00.639 --> 00:06:02.600 did an analysis. One of the first things I did in this job. 97 00:06:02.639 --> 00:06:09.560 We looked at over six thousand cold emails said using our platform. The longest 98 00:06:09.600 --> 00:06:14.879 one, if I remember, was six thousand words. In the body, 99 00:06:14.920 --> 00:06:17.240 which is eight percent of the second Harry Potter novel in length. If, 100 00:06:17.279 --> 00:06:20.399 if you believe that's that, and the subject I was fifty two words. 101 00:06:20.839 --> 00:06:25.720 So obviously things like that, when you're going way outside of what is what 102 00:06:25.879 --> 00:06:29.600 you have ever seen in your own inbox, that's just not going to do 103 00:06:29.680 --> 00:06:32.120 it. But a bit of an extreme example. But yeah, going too 104 00:06:32.120 --> 00:06:35.839 long. Make make sure nothing gets read. And my pet peeve, I'll 105 00:06:35.879 --> 00:06:40.480 say this one then I'll stop grambling pet peeves. Bullet points in emails. 106 00:06:40.560 --> 00:06:43.959 You've probably seen that Brazilian times, just like I have. If I'm trying 107 00:06:43.959 --> 00:06:46.079 to follow up, this is what I always go wrong. I normally use 108 00:06:46.199 --> 00:06:50.240 too much of my information first. So if I'm going to go with four, 109 00:06:50.480 --> 00:06:54.560 four pain points I want to hit you with, if I list all 110 00:06:54.560 --> 00:06:57.839 four of them, what have I got to say after that? I've used 111 00:06:57.839 --> 00:07:00.879 all of it. So if I just kill the world, want to talk 112 00:07:00.879 --> 00:07:03.279 about the first one, and then I saved the next three and I write 113 00:07:03.319 --> 00:07:09.560 my emails regarding them separately, I've got four emails, or maybe four or 114 00:07:09.600 --> 00:07:13.639 five emails and four or five calls and Linkedin touches and so on and so 115 00:07:13.720 --> 00:07:16.199 forth. Instead I've just thrown it all in the wall. One email bullet 116 00:07:16.199 --> 00:07:20.079 points. No one reads them, it's gone. That's that's my big one 117 00:07:20.120 --> 00:07:24.000 at the moment. So, Shaman, we've found a good at pointing emails. 118 00:07:24.000 --> 00:07:25.879 So I've been. I may have too. I may have to refi 119 00:07:26.000 --> 00:07:30.600 my strategically. Do you think there is a difference between North America and Europe 120 00:07:31.040 --> 00:07:38.639 in Tilm of what prospect like or responsetraight to different type of Emaales? You 121 00:07:38.720 --> 00:07:42.439 know, the reason why I'm skining is because do you remember it was a 122 00:07:42.519 --> 00:07:46.519 tactic maybe two or three years ago, where people would just put blank at 123 00:07:46.519 --> 00:07:49.600 the beginning of emails you had nohing, and then they would stop saying hey, 124 00:07:49.639 --> 00:07:53.639 and then you have to scroll down the gate. I find it extremely 125 00:07:53.639 --> 00:07:58.000 on the in and and and actually, you know, I do like an 126 00:07:58.000 --> 00:08:01.519 email that you're authentic, going to the point, you've done your research, 127 00:08:01.680 --> 00:08:03.720 you are shocked and you tell me what you do, you tell me what 128 00:08:03.879 --> 00:08:07.079 you want. Tell me that you want a meeting with me to discuss what 129 00:08:07.319 --> 00:08:09.920 and what I would get out of it, and give me two times. 130 00:08:09.959 --> 00:08:13.680 Make It easy for me to book it right that. That's what I would 131 00:08:13.680 --> 00:08:18.000 prefer as a prospect myself, but I was recently. The cements were like 132 00:08:18.079 --> 00:08:22.920 extremely long and some of my guys in the US use that type of Fimil 133 00:08:22.000 --> 00:08:26.959 and actually found a lot of success. Right. It's like the Linkedin Post 134 00:08:26.079 --> 00:08:30.120 that you've got one sentence and I was all sentence on the list as a 135 00:08:30.160 --> 00:08:33.000 sentence to the list. It seems to be working and I don't really understand 136 00:08:33.000 --> 00:08:39.200 why. But do you think that there is a fundamental difference term of expectations 137 00:08:39.480 --> 00:08:43.799 or pressference depending on where you are? US, US Europe? This might 138 00:08:43.840 --> 00:08:48.440 be controversial, so call me out. Okay, I think a little bit 139 00:08:48.440 --> 00:08:52.720 that you the UK, speaking from from the UK, and Europe is a 140 00:08:52.799 --> 00:08:58.120 little bit behind North America. They have a little bit more technology. There's 141 00:08:58.120 --> 00:09:03.440 so many more companies over there that are very SAS centric and all that sort 142 00:09:03.440 --> 00:09:07.240 of stuff. Over here, I can name on my on one hand number 143 00:09:07.279 --> 00:09:09.799 of Saas companies that I actually know. So that maybe that's just me, 144 00:09:09.960 --> 00:09:15.799 but but that bubble effects that that really makes the US. I don't know 145 00:09:15.799 --> 00:09:18.159 what it is. I feel like there's a bit of an Echo Chamber and 146 00:09:18.720 --> 00:09:22.480 all of the advice and the best practices that they know and that they actually 147 00:09:22.559 --> 00:09:26.320 developed sometimes and they're implementing across all of these companies. I feel like you 148 00:09:26.399 --> 00:09:30.759 see it a lot more and it's a lot more cutting edge and a lot 149 00:09:30.759 --> 00:09:35.159 more up to the minute in terms of best practice, whereas over over in 150 00:09:35.240 --> 00:09:39.320 Europe police, what I have seen just my personal lens, we try and 151 00:09:39.440 --> 00:09:43.080 use best practices. Absolutely definitely try and do that. We're always trying to 152 00:09:43.080 --> 00:09:48.440 improve. We're just a fraction behind some of the stuff that they're doing, 153 00:09:48.639 --> 00:09:52.399 and sometimes that's because, let's say, a lagged market in the US. 154 00:09:52.559 --> 00:09:54.799 If I'm selling to into like a laggered market and they don't do email, 155 00:09:56.240 --> 00:09:58.799 I might cold call them and a very standard, basic cold call might just 156 00:09:58.840 --> 00:10:01.519 be the best way to do it. And you and you treat it as 157 00:10:01.600 --> 00:10:05.399 number escape. That might be the way over and over. In Europe that 158 00:10:05.480 --> 00:10:09.240 might be a bit more of the case, whereas in the US that might 159 00:10:09.320 --> 00:10:13.480 just be a couple of markets or some in particular. But the rest, 160 00:10:13.559 --> 00:10:18.399 it seems like, or at least I'm perceiving, you've got to be a 161 00:10:18.399 --> 00:10:20.759 bit more clever and a bit more advanced than you know. I think things 162 00:10:20.799 --> 00:10:24.320 are a lot more in that regard. So so what do you think? 163 00:10:24.360 --> 00:10:26.840 Are you saying differently all the same. Yeah, I mean I'm seeing different 164 00:10:26.879 --> 00:10:31.720 tactics. You know, the textiqus that have worked and I think we are, 165 00:10:31.720 --> 00:10:33.639 you know, dose tactics general all the time. I was speaking to 166 00:10:33.639 --> 00:10:39.200 someone about linkedin voice. Notes to linkedin voice was pretty cool. PS covid 167 00:10:39.240 --> 00:10:41.200 you would get people prospects. You will send the voice to a prospect. 168 00:10:41.279 --> 00:10:43.639 The reason why it's cool is because you need to do it on your on 169 00:10:43.720 --> 00:10:48.159 your phone. So if you are in a cold center and you are, 170 00:10:48.440 --> 00:10:52.480 you know, in a sequence without treach and stuff like that, potentially you 171 00:10:52.600 --> 00:10:56.399 may not be able to take your phone, go into the APP find really 172 00:10:56.679 --> 00:11:00.399 and leaving the voice. But they were pretty good because if you're if it's 173 00:11:00.399 --> 00:11:03.240 the first voice to curiasive, it's like the first video curacived, for the 174 00:11:03.279 --> 00:11:05.960 first video is said, what is that? Let's have a look. So 175 00:11:05.600 --> 00:11:09.159 at least you get the open rate and then, by the way, we 176 00:11:09.240 --> 00:11:11.519 have to come back to the subject line and remind me to get back to 177 00:11:11.559 --> 00:11:16.080 that. But I think you get the open rate. I think I'm scenical 178 00:11:16.200 --> 00:11:18.720 because I'm in the industry and our right in the semis and we're looking at 179 00:11:18.720 --> 00:11:22.399 the tactics. I think it would be useful to get the lengths of a 180 00:11:22.519 --> 00:11:26.279 prospect. I do agree with you. I think the US are probably a 181 00:11:26.320 --> 00:11:28.759 little bit more advanced, but also think that the US is also much more 182 00:11:28.799 --> 00:11:35.120 spammy than we are here in Europe and the prospect probably gets far more less 183 00:11:35.200 --> 00:11:39.639 qualitative interaction. And that lead me to believe you know, when there is 184 00:11:41.159 --> 00:11:46.159 when there is an element of spam or volume or whatever, technology is overused, 185 00:11:46.679 --> 00:11:48.840 and what I've seen in my lifetime of our technology being over used that 186 00:11:48.919 --> 00:11:52.840 people go back to the bloody basic. The bloody basic is a one structured 187 00:11:52.960 --> 00:12:00.440 email that is smart and this is basically what I would send one of our 188 00:12:00.440 --> 00:12:05.080 professional at my level. That I respect that at the time to research and 189 00:12:05.120 --> 00:12:07.679 I will try to be pertinent and I will be on bolding the fact. 190 00:12:07.679 --> 00:12:09.960 Look, I'm trying to be pertinent, but I don't know if I've got 191 00:12:09.960 --> 00:12:13.519 it. But I believe that you've got to those issues right because I've been 192 00:12:13.799 --> 00:12:18.759 compodies in your situation or individual I C P in your situation suffering from the 193 00:12:20.120 --> 00:12:24.519 same issues and we've got a really good way to solve it. So I 194 00:12:24.559 --> 00:12:28.039 agree with you that I would probably not put that into an email, but 195 00:12:28.039 --> 00:12:31.080 but that's how I feel about the US right now. I think everybody is 196 00:12:31.080 --> 00:12:37.360 trying to be too smart sometimes, and when I've got the opportunity to speak 197 00:12:37.399 --> 00:12:41.919 to prospect they don't want smart. They was okay, you've got a product. 198 00:12:41.960 --> 00:12:45.639 You're clearly trying to get some of my time. Right, help me 199 00:12:45.799 --> 00:12:48.080 what I'm trying to do. I'm trying to put you on the map. 200 00:12:48.679 --> 00:12:52.639 What exactly do you do and what makes you unique? That's the other people 201 00:12:52.679 --> 00:12:56.720 who do something similar out to you, and you've got to be able to 202 00:12:56.840 --> 00:13:01.840 articulate that relatively when and quick Lee. And that's the difficulty, I think 203 00:13:01.879 --> 00:13:05.320 of writing an email. The difficulty of writing an email is how can you 204 00:13:05.360 --> 00:13:11.240 succactly summarize of every proposition? And then I like your idea of cutting it 205 00:13:11.279 --> 00:13:15.279 down so longer and need answer to your question. But I think when I 206 00:13:15.279 --> 00:13:18.639 look at the emails and all the different taxic and I get into conversation, 207 00:13:18.759 --> 00:13:22.320 of course some of them will work and someone, someone will smile because they 208 00:13:22.399 --> 00:13:26.960 got hey, I got a coffee about show whatever attached to the email or 209 00:13:26.200 --> 00:13:30.080 your there is a caddle link, so I can go ahead pick up something 210 00:13:30.120 --> 00:13:31.960 I was five years ago and I start cool Aymore. You know, you 211 00:13:33.120 --> 00:13:35.039 have some cool sign that show you've got lots of things that you can do 212 00:13:35.360 --> 00:13:41.679 to make it a bit different from a look perspective. But at the end 213 00:13:41.679 --> 00:13:43.919 of the day, when, when, when I have conversation with syllable people 214 00:13:45.080 --> 00:13:52.200 or of decision makers, they want efficiency. They don't want personalization, they 215 00:13:52.240 --> 00:13:54.600 want pertinence. You know, they don't care about the page you went to 216 00:13:54.600 --> 00:13:58.559 the same university, or you should put the same soccer or football or baseball 217 00:13:58.559 --> 00:14:03.080 team as them, or you know, I get tons of things that people 218 00:14:03.200 --> 00:14:05.240 saying, Oh, yeah, your last podcast was fantastic. Right, I 219 00:14:05.360 --> 00:14:07.919 didn't really listen to that. No, but they just, you know, 220 00:14:09.039 --> 00:14:11.279 they just obviously traded to get my ego going, which is one of the 221 00:14:11.320 --> 00:14:16.679 tactics. So I think you need to have people who receive a lot of 222 00:14:16.720 --> 00:14:22.600 females to probably teach people who want to send emails how to do it. 223 00:14:22.720 --> 00:14:26.360 And when you reach from the prospect, my feedback and never left it, 224 00:14:26.399 --> 00:14:31.039 but partually North America will have been part of like prospect, but or recently 225 00:14:31.039 --> 00:14:35.960 on the topic is just be pertinent. Just just tell us what you want 226 00:14:37.360 --> 00:14:39.360 and give me the option to say yes or no and in a way get 227 00:14:39.440 --> 00:14:43.679 to the point, but you might not work in on markets if you go 228 00:14:43.759 --> 00:14:46.120 two or three other down and you're trying to get a meeting with an influencer. 229 00:14:46.679 --> 00:14:52.080 Maybe that cool email with you know, like that new technique that you've 230 00:14:52.120 --> 00:14:56.120 got on Linkedin, on whatever training platform, may work, but end of 231 00:14:56.159 --> 00:15:01.279 the day, solid subject, two people open it and then solid open here. 232 00:15:01.679 --> 00:15:05.000 I'm research. I've researched too. You are not. It's not an 233 00:15:05.000 --> 00:15:09.960 automated demail. Have that. Do it with thousands of people. Is Pretend 234 00:15:09.000 --> 00:15:13.600 in the way. And then I tried to be pertinent by by making epothesis 235 00:15:13.639 --> 00:15:18.480 of pain that you are facing based on result that I've done, and I 236 00:15:18.559 --> 00:15:22.639 try to tease you is how we solve it. And and and that's that's 237 00:15:22.639 --> 00:15:26.000 how I would go about it, based on the feedback I received. And 238 00:15:26.000 --> 00:15:28.559 actually I will do that work. But that makes sound a little bit all 239 00:15:28.600 --> 00:15:31.879 school, you know, but it's for me. That's what works. And 240 00:15:31.159 --> 00:15:35.440 when I sent my emails I get a good response raight but I would not 241 00:15:35.559 --> 00:15:39.960 send an email to someone I'm not convinced we're ready. Then not response. 242 00:15:41.360 --> 00:15:43.759 So I need to convince myself that I'm like a box. Are Going on 243 00:15:43.799 --> 00:15:46.759 the ring or the M fighter. I'm not gonna God. I'm thinking I'm 244 00:15:46.799 --> 00:15:50.240 gonna get destroyed. I'M gonna go, I'm gonna Only God. I think 245 00:15:50.240 --> 00:15:52.960 I've really a good chance to do it, which I think is also important, 246 00:15:52.960 --> 00:15:56.679 and that's what all the preparation for me of that email. But it's 247 00:15:56.720 --> 00:16:00.279 not just email, it's your whole sequence. You know the email is when 248 00:16:00.360 --> 00:16:03.600 doing so, if you're prepelled, you're can cool, you pre do, 249 00:16:03.720 --> 00:16:07.759 you propere fily everything, but that preparation is really key and d you are 250 00:16:07.759 --> 00:16:10.399 actually going in the organization. Yeah, you're actually going. Some of deal 251 00:16:10.480 --> 00:16:14.519 value. The more important that is. Well, it's funny you say that 252 00:16:14.600 --> 00:16:17.679 you treat it like going into a boxing ring. Would you get into the 253 00:16:17.759 --> 00:16:19.519 ring with that person if they were going to destroy you? Obviously you would 254 00:16:19.559 --> 00:16:22.200 not. What I've been trying to do with our sales reps, particularly for 255 00:16:22.240 --> 00:16:26.679 some of our best target accounts, are a B M list. We're writing 256 00:16:26.720 --> 00:16:33.279 emails on the level of that. You're you're almost asking why on earth do 257 00:16:33.399 --> 00:16:36.840 we not work together? Yet we're finding those ones where it makes it that 258 00:16:36.960 --> 00:16:41.000 much sense. Then it's just easy. It's like a normal email between colleagues. 259 00:16:41.080 --> 00:16:44.279 Instead of a cold email, whereas I feel like the cold email, 260 00:16:44.320 --> 00:16:47.720 you're you're in a different mindset. You're you're like trying, you're actually really 261 00:16:47.720 --> 00:16:52.240 trying to convince and you're you're doing it so intentionally, whereas when you're just 262 00:16:52.320 --> 00:16:56.399 emailing a colleague because it's a task, you're just doing it and it happens. 263 00:16:56.840 --> 00:16:57.960 We're trying to treat it a bit more like that. If we have 264 00:16:59.120 --> 00:17:03.519 and we can find that much reasoning, that makes so much sense, it's 265 00:17:03.559 --> 00:17:07.759 gonna work value. You're not interrupting. I'm not interrupting all this day, 266 00:17:07.880 --> 00:17:11.839 when all your is that email, no matter if you respond to me or 267 00:17:11.880 --> 00:17:15.119 not, is interested in my meeting or not, is going to be. 268 00:17:15.160 --> 00:17:19.519 Oh Wow, okay, that's interesting. I have information to give you. 269 00:17:21.200 --> 00:17:25.480 I've got educational content. Not contacted, would attached, but I will put 270 00:17:25.519 --> 00:17:30.440 something in there that it needs to be of value to you. You know 271 00:17:30.480 --> 00:17:33.759 what I mean. So I'm not interrupting your day too try to sell you 272 00:17:33.839 --> 00:17:38.960 something. I am giving you value. I'm actually enpy you to realize that 273 00:17:38.960 --> 00:17:42.680 there is something available that I could do fantastically well for you, potentially in 274 00:17:42.680 --> 00:17:48.680 your organization. So that's reframing of helping versus just being an entrance is very 275 00:17:48.720 --> 00:17:52.240 big, because it's it's like it's like spots psychology. I mean, if 276 00:17:52.240 --> 00:17:57.000 you go back to the boxing things, you you need to reframe to a 277 00:17:57.119 --> 00:18:02.599 positive value of what you are doing. That's just Ah. You know that 278 00:18:02.680 --> 00:18:06.480 gave with resiversign. But then, you know, for me the worst is 279 00:18:06.480 --> 00:18:10.279 the people who are blessing. I received emails from my competitors asking me if 280 00:18:10.279 --> 00:18:14.359 I need the paper generation and support two grammy business and that that's a big 281 00:18:14.359 --> 00:18:15.319 no no. You know, when they take at least and they're just like 282 00:18:15.440 --> 00:18:21.640 blast. That's where I don't get. So you you, we we kind 283 00:18:21.640 --> 00:18:26.160 of spoke about demail structure from my perspective. Okay, maybe I shouldn't let 284 00:18:26.200 --> 00:18:29.480 you go first. Well, what's? What's? How is your perspective difference 285 00:18:29.519 --> 00:18:30.960 from my? Dame of the structure? You would like to use it, 286 00:18:32.000 --> 00:18:34.759 and I appreciate what you're saying. Or is that you may have differenttimated the 287 00:18:34.799 --> 00:18:38.880 block right, so you may probot them in a different work. But what? 288 00:18:40.279 --> 00:18:44.240 How? How would you structure them in the best possible way? So 289 00:18:44.759 --> 00:18:47.319 what what I went and did? Anyone could do this. So I don't 290 00:18:47.359 --> 00:18:49.440 proclaim that it's my own. I went on to Google and I went for 291 00:18:49.519 --> 00:18:55.599 cold email frameworks just so that I could help myself right to a consistent framework, 292 00:18:55.920 --> 00:19:00.880 let's say framework. Don't think about template. Template is High Ali, 293 00:19:00.920 --> 00:19:03.440 I noticed that you are the growth marketer out for the littlestoft. Do you 294 00:19:03.480 --> 00:19:07.839 have a podcast insert my company about when can we meet? Calendar link. 295 00:19:08.279 --> 00:19:12.039 That is not a framework. That's just a crap. Email. Framework is 296 00:19:12.079 --> 00:19:18.119 something like what to say in which sentence order and then, basically, like 297 00:19:18.960 --> 00:19:22.160 if I could draw without using words, what would the email look like? 298 00:19:22.480 --> 00:19:25.640 So, for example, Josh Braun, but probably somebody you've seen on Linkedin 299 00:19:25.720 --> 00:19:29.400 that I follow him, he's got his own framework and it's called the t 300 00:19:29.400 --> 00:19:33.839 t t t t email and that is the trigger event, third party validation. 301 00:19:33.240 --> 00:19:37.640 Teach me and tell me, and that's him trying to tell you how 302 00:19:37.680 --> 00:19:40.880 to write the email. So do you begin with your trigger event? Your 303 00:19:40.880 --> 00:19:44.079 Second Party is your third party validation, and so on. Those are all 304 00:19:44.079 --> 00:19:48.119 on separate lines and that is how he writes his emails. Why I do 305 00:19:48.240 --> 00:19:52.400 that? And I've I've subconsciously become quite good at just doing that format. 306 00:19:52.440 --> 00:19:55.279 anyways, now, because I've I've spoken about it a lot and I think 307 00:19:55.279 --> 00:19:59.440 it's a good one. Why he does that is often we're just like freestyle. 308 00:19:59.519 --> 00:20:03.039 We just think right, I'm reaching out to them because reason and I 309 00:20:03.119 --> 00:20:07.799 want this, and I noticed that. Jumble it all together and it becomes 310 00:20:07.799 --> 00:20:11.279 a really jarring, not well flowing email, and that's what I used to 311 00:20:11.279 --> 00:20:14.240 do in my early days. I used to go something like Hey, I 312 00:20:14.279 --> 00:20:17.519 love your podcast and I saw that you have this thing and also I'm doing 313 00:20:17.559 --> 00:20:19.400 that thing too, and we we had that same guest on and also we 314 00:20:19.480 --> 00:20:23.200 do this and what we meet and the prospect is probably very confused and it's 315 00:20:23.240 --> 00:20:26.519 too much. It's not in a bright order, not a great email. 316 00:20:26.559 --> 00:20:30.359 So the point of a framework is not to tell you how to write, 317 00:20:30.640 --> 00:20:33.519 is to tell you kind of what to write, but in a way that 318 00:20:33.599 --> 00:20:37.400 will actually work better than you just throwing something it's it's being conscious and not 319 00:20:37.519 --> 00:20:41.680 unconsciously throwing something up just because the amount of times that we do this, 320 00:20:41.759 --> 00:20:45.519 we especially if you're personalizing stuff very well or if you're finding a lot of 321 00:20:45.559 --> 00:20:48.720 good research to make it relevant, you will have to structure it a little 322 00:20:48.720 --> 00:20:52.799 bit differently. You will have to change what you say. It's employ is 323 00:20:52.839 --> 00:20:56.160 just kind of Oh, instead of your hiring three people, oh this account 324 00:20:56.160 --> 00:21:00.240 they're hiring severn, so I'll change that work. That's not really doing anything 325 00:21:00.279 --> 00:21:03.839 different. So so I just started to look for those. So there's plenty 326 00:21:03.880 --> 00:21:06.799 of them. So I said, Josh Braun's, that's one. There's Aida, 327 00:21:06.880 --> 00:21:10.160 which is a I d a. that's a very well known copyrighting one. 328 00:21:10.240 --> 00:21:11.519 So if you've ever seen a billboard, which I bear you how, 329 00:21:12.000 --> 00:21:15.799 you have seen an Aida Billboard. That is how they write copy. If 330 00:21:15.799 --> 00:21:21.319 you've ever seen it added a newspaper. Sometimes they use ada to write that, 331 00:21:21.440 --> 00:21:26.119 and it's basically attention, interest desiring action. There's normally a big attention 332 00:21:26.119 --> 00:21:29.319 grabber at the top of any billboards. Then there's an action in the bottom 333 00:21:29.359 --> 00:21:33.480 right corner somewhere something like that. That's one. There's there's problem, agitate, 334 00:21:33.559 --> 00:21:37.920 solution, obviously B and a and s that there's be a b before 335 00:21:37.960 --> 00:21:41.160 after bridge. That's probably when you get a lot. I'm getting a lot 336 00:21:41.160 --> 00:21:42.440 of those at the moment. I got a few of them, but just 337 00:21:42.440 --> 00:21:47.279 just right into a framework I always find really helps me out. So I 338 00:21:47.279 --> 00:21:49.200 don't think I answers your question very well there. Did I no, no, 339 00:21:49.319 --> 00:21:52.119 you did. I mean, you know, the difficulty of the question 340 00:21:52.680 --> 00:21:57.000 is to depend on who you are targeting. All right, if you're targeting 341 00:21:57.359 --> 00:22:03.400 I think it sounds the CFO. You may want to have a different ton 342 00:22:03.480 --> 00:22:08.279 of female if you're interacting with a sill level person versus a deputy of a 343 00:22:08.359 --> 00:22:14.759 deputy of a deputy person. If you're saying something for Five K, they 344 00:22:14.839 --> 00:22:18.400 are are virsuits three million a r? And also it depends on the multi 345 00:22:18.599 --> 00:22:22.240 buying personal potential journey, the complexity of the deal. You know, are 346 00:22:22.279 --> 00:22:26.079 you disruptive? Are you a commodity? Al Right, so, are you 347 00:22:26.200 --> 00:22:30.359 bringing something new to the market and people may want one, but they will 348 00:22:30.359 --> 00:22:32.359 be looking at each other and so, okay, with's paying for it? 349 00:22:33.079 --> 00:22:36.319 L suits? Well, you know, I've got one, so do I 350 00:22:36.400 --> 00:22:38.319 need to replace it? I think the tone of female. I agree with 351 00:22:38.400 --> 00:22:41.759 you. I think there are lots of things that are available. There is 352 00:22:41.839 --> 00:22:47.920 lots of frameworks. I think thinking that there's a silver bullet is not right. 353 00:22:48.039 --> 00:22:51.200 In fact, I think what has worked for me is priority to take 354 00:22:51.599 --> 00:22:56.640 different methodology and kind of mixed them up together and try to come up with 355 00:22:56.759 --> 00:23:03.680 something that kind of bring, you know, meeting back home but the the 356 00:23:03.799 --> 00:23:06.599 things that I know that when I present to a good email, I know 357 00:23:06.720 --> 00:23:08.720 it's a good email, and you know that if you send a good email, 358 00:23:08.759 --> 00:23:11.319 your response rate will be high. And what I'm saying hi is pretty 359 00:23:11.359 --> 00:23:15.720 much, you know, around twenty if it's done properly, if you crave 360 00:23:15.799 --> 00:23:18.319 them properly, if you spend the time to not just do the lazy stuff 361 00:23:18.359 --> 00:23:22.720 of or you are looking on servees, Nlegat or class doom the people that 362 00:23:22.799 --> 00:23:26.000 are recruiting or whatever, and I try to be Smad, basically all you 363 00:23:26.039 --> 00:23:29.119 are based in Montreal. Well, guess what, I've got an oncle living 364 00:23:29.200 --> 00:23:30.599 there. This is fantastic. Now we have friends, let's get a bitting 365 00:23:30.640 --> 00:23:33.920 together. I think we need to do a little bit more than that. 366 00:23:33.079 --> 00:23:40.000 And and and I believe that prospect also appreciate the fire that you can't make 367 00:23:40.279 --> 00:23:44.559 hypothesis of their pains. You know also, and particularly as you are going 368 00:23:44.640 --> 00:23:48.200 disruptive. I think that's that's important, because you're almost trying to tell them 369 00:23:48.240 --> 00:23:52.759 in the best polite way, that there is a better way to do something 370 00:23:52.799 --> 00:23:56.119 they already doing. Okay, so it's it's really about this is what I 371 00:23:56.279 --> 00:24:00.279 see in the market Oh, this is what we've been we really days and 372 00:24:00.359 --> 00:24:04.960 this is what all dwards with the new aren't so all those things, depending 373 00:24:06.000 --> 00:24:11.160 on what you are saying, I think, would dictate a different structure and 374 00:24:11.240 --> 00:24:12.759 I don't think there is one sage fits sour. So I do agree with 375 00:24:12.880 --> 00:24:15.920 you. I think people need to look at what's available. You need to 376 00:24:17.039 --> 00:24:19.799 play, you need to experiment, you need to measure and then try to 377 00:24:19.960 --> 00:24:26.359 replicate what's successful. Basically, so something you said that I now actually need 378 00:24:26.440 --> 00:24:30.839 to take my notes and throw them away. We do them because the five 379 00:24:30.920 --> 00:24:36.039 frameworks that my team normally rights to the our five favorites, picking some out 380 00:24:36.079 --> 00:24:40.119 of the Internet that we liked. We try and mix up our cadences to 381 00:24:40.319 --> 00:24:42.920 right to various ones of these frameworks throughout that as I said, basically we 382 00:24:42.960 --> 00:24:48.160 don't want to write the exact same thing ten times because it's obvious no one 383 00:24:48.240 --> 00:24:49.480 cares and if you don't like it the first time, you're probably not gonna 384 00:24:49.519 --> 00:24:53.359 like it on the night. We mix it out. But let's say, 385 00:24:53.440 --> 00:24:57.240 for example, my my p a s problem, agitated solution, just like 386 00:24:57.359 --> 00:25:04.160 you said, champion level, probably could work. Big CEO, huge company. 387 00:25:04.720 --> 00:25:10.960 You will not sell them a problem that they have and maybe they don't 388 00:25:11.000 --> 00:25:12.480 know that they have it. That's your that's your weight it, but you're 389 00:25:12.519 --> 00:25:15.480 not really going to agitate it and you're not going to tell the something that 390 00:25:15.519 --> 00:25:18.960 they don't know so much. So probably, like you said there, I 391 00:25:19.039 --> 00:25:23.359 think that's a that's one problem with frameworks. Actually, I have not thought 392 00:25:23.400 --> 00:25:27.160 about it until just now, but you can write any template, any framework 393 00:25:27.240 --> 00:25:30.240 the one, but it has the bent. So so, as I was 394 00:25:30.279 --> 00:25:37.640 saying, problem agitate solution champion version is very different to problem agitate solution decision 395 00:25:37.680 --> 00:25:41.680 maker version a big company. But just to pick two different ferries, sort 396 00:25:41.720 --> 00:25:44.279 of the same thing there. So yeah, so, yeah, definitely, 397 00:25:44.480 --> 00:25:48.480 like even using a trigger event, the trigger event obviously could very much change 398 00:25:48.519 --> 00:25:52.119 dependent on role and type of company and what actually has happened in that in 399 00:25:52.160 --> 00:25:55.799 that company or market. I would never say to you that you're hiring two 400 00:25:56.000 --> 00:25:59.880 SDRs because maybe you're not involved in that adult. Maybe it would be some 401 00:26:00.039 --> 00:26:03.759 that like help spot data tells me that meetings and now being more by co 402 00:26:03.960 --> 00:26:07.359 calling than email this week. Right. If that's true, maybe maybe you 403 00:26:07.359 --> 00:26:11.400 would care more about that. Do you know? It's those things the best 404 00:26:11.519 --> 00:26:15.039 triggered I've seen rearly was been working again and I'm thinking very about when the 405 00:26:15.079 --> 00:26:18.640 Explo and C I. We we tried to, because we've got to framework 406 00:26:18.720 --> 00:26:22.839 and we work with our clients and all that. But and you need to 407 00:26:22.920 --> 00:26:26.319 be able to do it. When I was a Bidr, I used to 408 00:26:26.599 --> 00:26:32.160 love having conversation with my as so and they would tell me about all the 409 00:26:32.279 --> 00:26:36.200 meetings they are going to it. Back then I was I was working the 410 00:26:36.279 --> 00:26:38.720 French market. So, you know, I would be working with an a 411 00:26:38.960 --> 00:26:42.000 and it would come back and say, Oh wow, I got that meeting 412 00:26:42.079 --> 00:26:47.119 with BNP Pariba. I met with the CIS group and you know, I 413 00:26:47.240 --> 00:26:51.480 realized a doubt sourcing everything to I D m. But so so we wanted 414 00:26:51.559 --> 00:26:53.880 to go with that angle and when we go to the meeting we realized that 415 00:26:53.960 --> 00:26:59.000 actually, that problem is that and I'm like this is called does man, 416 00:26:59.200 --> 00:27:03.079 because that's my reger. I'M gonna go to all the people and can I 417 00:27:03.240 --> 00:27:06.000 use the world? You know you can. I mean you can just say 418 00:27:06.039 --> 00:27:07.720 what. We've been speaking with one of the big one of the Big Five 419 00:27:07.799 --> 00:27:14.200 Bank and the conversation we were completely wrong. We wanted to go and tell 420 00:27:14.279 --> 00:27:15.880 them about this and that, which is traditionally what we've been doing. But 421 00:27:17.000 --> 00:27:19.799 what we realized? We realized that the big part of the infrastructure was being 422 00:27:19.839 --> 00:27:23.519 outsourced and the real issue was the human kept. It all around that and 423 00:27:23.599 --> 00:27:26.880 what's happening with people, and this is how we can help around that. 424 00:27:27.440 --> 00:27:30.880 And I know that you've got responded to my previous notes, but that just 425 00:27:30.519 --> 00:27:37.200 and the number of people who are responding to okay, now you're at my 426 00:27:37.359 --> 00:27:41.359 level, you're speaking to people like me. You really do it. It's 427 00:27:41.400 --> 00:27:45.200 that's really what good from my perspective, as a trigger. That's always been 428 00:27:45.200 --> 00:27:49.000 the trigger that works the best for me. Is I just realized something else. 429 00:27:49.799 --> 00:27:55.119 I'll just realise something that told you with someone in your industry that kind 430 00:27:55.119 --> 00:27:59.359 of compete with you and this is the issue that they're facing. And you 431 00:27:59.559 --> 00:28:02.599 may at a meeting because they want to know what's going on done there. 432 00:28:03.720 --> 00:28:06.960 And you know, everybody looks a little bit of their competitor and they may 433 00:28:06.960 --> 00:28:08.200 say, well, I may meet with Ali to Ondersand what they're doing, 434 00:28:08.200 --> 00:28:11.079 because we're thinking about our team. So you may not get the meeting for 435 00:28:11.119 --> 00:28:17.480 the right reason, but there is a sort of follower like ship. What 436 00:28:17.759 --> 00:28:19.839 this guy is the way. You know, can we spend falterious to discuss 437 00:28:19.839 --> 00:28:22.480 about it and how use of that problem? Because if you can solve the 438 00:28:22.559 --> 00:28:26.319 prime for those guys and you're having meeting with them to solve their poem, 439 00:28:26.400 --> 00:28:29.960 maybe you can serve mine as well. So it's always been a good trigger 440 00:28:30.079 --> 00:28:33.759 for me too, all the bd deal and listening to us to really create 441 00:28:33.799 --> 00:28:37.200 a relationship with d a s and not just get feedback on the meeting you 442 00:28:37.279 --> 00:28:41.319 said for them, but all the world stories and use those world stories. 443 00:28:42.079 --> 00:28:45.680 People like to be told the story. I believe I want to ask you 444 00:28:45.759 --> 00:28:48.960 something. So I've had the spoken about quite a lot similar to what you're 445 00:28:48.960 --> 00:28:52.400 saying. Yeah, but not not about what the accounting is active or your 446 00:28:52.440 --> 00:28:56.200 colleagues have been able to find out what the prospect is, what you've been 447 00:28:56.200 --> 00:29:00.039 able to find out yourself speaking to other people in that account. So I 448 00:29:00.200 --> 00:29:03.519 say I want to call you write. What happens? What would you say 449 00:29:03.880 --> 00:29:07.079 if I'm if I find out a couple of things from your str team, 450 00:29:07.160 --> 00:29:11.000 just picking something up and I noticed there's a B and c going on, 451 00:29:11.640 --> 00:29:14.759 whatever it might be, and then I email you and I call you, 452 00:29:15.440 --> 00:29:17.759 go through my kids with you and I say, look, I just want 453 00:29:17.799 --> 00:29:21.559 to let you know about one, two and three things that that your team 454 00:29:21.599 --> 00:29:25.319 have been expressing. And obviously it's not really bad like that. They think 455 00:29:25.359 --> 00:29:27.680 you're terrible and the company sucks. It's nothing like that. It's just stuff 456 00:29:27.720 --> 00:29:32.119 to improve a bond which you would care about. You do you take that? 457 00:29:32.279 --> 00:29:34.200 Because I've heard this spoken about quite a lot. I think it's very 458 00:29:34.279 --> 00:29:37.000 difficult to do it in the right way. You don't really want to be 459 00:29:37.160 --> 00:29:41.599 digging up there and be seen to sort of try and find the headline, 460 00:29:41.599 --> 00:29:44.160 because that's not it. But I think it can be used. I think 461 00:29:44.200 --> 00:29:48.599 a meeting every day with someone would just even if you start, I would 462 00:29:48.680 --> 00:29:52.599 ruse or no, I mean I woke up every day to the better company 463 00:29:52.119 --> 00:29:56.000 so and and, as the company is growing, trust me, keeping you 464 00:29:56.039 --> 00:30:00.559 off your eyes on the D D is difficult, you know, and we 465 00:30:00.640 --> 00:30:03.240 are trying to to do it, but you you're kind of building a plane 466 00:30:03.319 --> 00:30:07.920 or making a plane better or when you are in the air, so sometimes 467 00:30:07.960 --> 00:30:11.319 you've got issues and you've got to deal with it. And also we're managing 468 00:30:11.400 --> 00:30:15.039 people. So that for me is is a great trigger. We tried it 469 00:30:15.160 --> 00:30:18.440 for selfully so I don't think it's just me, because we tried it for 470 00:30:18.480 --> 00:30:22.039 our self and one of the videos we would do is to put an inquiries 471 00:30:22.079 --> 00:30:26.759 through a company we want to get in touch with and we basically don't get 472 00:30:26.799 --> 00:30:32.279 followed up for three days and then we would send an email to getting sent 473 00:30:32.440 --> 00:30:37.319 and say look, as an inquiries to the other to your three competitors, 474 00:30:37.400 --> 00:30:38.960 and here is the response time from the other. You clearly have an issue 475 00:30:40.039 --> 00:30:44.640 here. People won't buy your stuff. People hated it right. We had 476 00:30:44.720 --> 00:30:48.559 some very bad feedback. I had some CEO emailing me and stuff like that, 477 00:30:48.759 --> 00:30:52.960 and I find it bizzare because I believe that self, a oneness is 478 00:30:52.079 --> 00:30:56.799 number one quality of leadership and it doesn't mean that you've got to get phrases 479 00:30:56.839 --> 00:31:00.880 all the time right. I would actually respond better to you if you point 480 00:31:00.920 --> 00:31:03.960 out issues in the business. Also, as you telling me. Oh what 481 00:31:04.079 --> 00:31:10.960 you really is fantastic, because I think you are helping me if you are 482 00:31:11.119 --> 00:31:14.920 doing me to improve or if you're trying to go to a subject matter to 483 00:31:15.160 --> 00:31:18.279 sublute that improve me helped me to improve. That's just, you know, 484 00:31:18.160 --> 00:31:22.680 Brown nosing or you know, I don't need to be told that you know, 485 00:31:22.720 --> 00:31:25.759 it's just like you always look fantastic from the outside. You know when 486 00:31:25.759 --> 00:31:26.799 you are inside, you know what's going on, you know what you're working 487 00:31:26.839 --> 00:31:32.440 on. It never stops. So I think for me early that technique would 488 00:31:32.480 --> 00:31:36.680 work really well, but I've seen some people not feeling as good about it 489 00:31:36.799 --> 00:31:41.160 because you cannot expose something that's not working and it defends mechanism comes in and 490 00:31:42.119 --> 00:31:48.319 yeah, I've had if people send us a bad email, we we retaliate 491 00:31:48.440 --> 00:31:52.039 with our own email. Love retality as such, like it's a way I 492 00:31:52.119 --> 00:31:53.640 agree or anything, but we try and say, look like there's a better 493 00:31:53.680 --> 00:31:57.160 way, we can help you with this and that and so on. Yeah, 494 00:31:57.279 --> 00:32:00.279 same thing, and you would have thought and it's trying to help you 495 00:32:00.359 --> 00:32:04.720 sell. But yeah, what's not to like there? Well, I think 496 00:32:04.759 --> 00:32:07.000 it's like you said, there's a bit of Friday that comes up and it's 497 00:32:07.680 --> 00:32:10.599 hold on, don't point the finger at me, and I get that quite 498 00:32:10.599 --> 00:32:14.480 a bit in our emails too. Sometimes that the ones that I receive. 499 00:32:14.599 --> 00:32:19.119 It's they're trying to do FOMO. They're trying to say marketing teams, like 500 00:32:19.319 --> 00:32:22.480 you haven't thought about this thing yet, and it's almost like we've missed out 501 00:32:22.559 --> 00:32:25.720 we're stupid. One Way to upset me is to make me feel stupid, 502 00:32:27.119 --> 00:32:30.440 so that one never works. But but if it's like you're showing me something 503 00:32:30.599 --> 00:32:35.240 new that not everyone knows and it's not just me that's missing out, it's 504 00:32:35.279 --> 00:32:37.880 different that it's such a subtle difference. But yeah, I have tried that 505 00:32:37.960 --> 00:32:42.240 whole Um and I've actually done the one that you said to where you go 506 00:32:42.400 --> 00:32:45.079 through their inquiry system, never hear back and then you say look, that's 507 00:32:45.119 --> 00:32:51.960 broken. What's going on? Yeah, and it's it's absolutely mad that you've 508 00:32:51.960 --> 00:32:54.359 got to send our marketing need or just saying to you will leave me alone. 509 00:32:54.759 --> 00:32:58.039 Your Business Are you know? We don't. We would never work with 510 00:32:58.079 --> 00:33:00.440 a company. Lad You so well. If I was in their shoes, 511 00:33:00.440 --> 00:33:02.640 I would say it's okay, well, okay, good. Thank you, 512 00:33:02.759 --> 00:33:06.559 well done, because I didn't see that. I didn't put an inquiry myself 513 00:33:06.640 --> 00:33:08.400 and you got me there. I'm feeling a little bit of shame, you 514 00:33:08.480 --> 00:33:10.200 know, I would. I would. You know, you feel a little 515 00:33:10.200 --> 00:33:14.559 bit of shame that they actually you get somewhat smarter, that done something and 516 00:33:14.680 --> 00:33:17.680 just realize something is that working? At least give them the time to explain 517 00:33:17.759 --> 00:33:21.519 what they could do, because even if you don't want to buy their stuff, 518 00:33:21.960 --> 00:33:23.640 you could get some best practices and it could help you to steer the 519 00:33:23.720 --> 00:33:30.759 shape. But sanks for wellness and accountability is there are two of the value 520 00:33:30.799 --> 00:33:34.160 that we we have to define what, what, what a good person needs 521 00:33:34.279 --> 00:33:37.920 to poetics and the people that we developed. Some people don't have it, 522 00:33:37.160 --> 00:33:39.519 some people don't like to have it and you know, you get them on 523 00:33:39.559 --> 00:33:42.759 the bad day, they've got some bigger issue. They think it's not a 524 00:33:42.799 --> 00:33:45.599 big issue. But put yourself in the shues of the prospect right, if 525 00:33:45.640 --> 00:33:49.519 I put an inquiry to any ourself, then all your completitors, they can 526 00:33:49.599 --> 00:33:52.160 tell you something. The person that's respond to me the first, and maybe 527 00:33:52.200 --> 00:33:55.880 it's because I work in the industry and like that, but the one that's 528 00:33:55.920 --> 00:33:59.960 respond to me the first and give me the best explience in the search process 529 00:34:00.119 --> 00:34:02.200 are likely to get made. But you don't know, right they're like they're 530 00:34:02.240 --> 00:34:07.599 likely to get my bugrself there. So I don't know. I think everybody 531 00:34:07.720 --> 00:34:09.280 is different. But with your technique, and by the way, if you 532 00:34:09.320 --> 00:34:13.239 know anything about the proticts, of mentioned that on the podcast now. But 533 00:34:13.440 --> 00:34:15.480 as we don't just give me on the thing that they need to know and 534 00:34:15.639 --> 00:34:20.400 get fixed. But because there are enquiry system I confromise you I'll be reaching 535 00:34:20.440 --> 00:34:22.599 out and we'll put them or I'll be on you within a minute. Yeah, 536 00:34:22.639 --> 00:34:25.159 we should try that on these shows, you know, every month and 537 00:34:25.239 --> 00:34:29.519 we keep, we keep, we keep touching to make sure that now that 538 00:34:29.639 --> 00:34:34.280 you have different names. So we don't know absolutely you're coming back to we 539 00:34:34.559 --> 00:34:37.119 discussed earlier on about the subject line. I just want to come back to 540 00:34:37.159 --> 00:34:38.920 that very briefly. I mean, I think there is a lot of bad 541 00:34:38.960 --> 00:34:43.239 quality here. Against someone sending an email from the first time ever, do 542 00:34:43.360 --> 00:34:47.239 w youtube points and you know, like the forwarding you something which that's very 543 00:34:47.320 --> 00:34:52.639 much starting the relationship on the bed. You basically start engaging with me by 544 00:34:52.719 --> 00:34:57.039 laying to me or trying to manipulate me. I don't like it. So 545 00:34:57.239 --> 00:35:00.320 so there are lots of things like that going on. People putting something words 546 00:35:00.639 --> 00:35:05.159 drastic pency to get you to a band and you've got nothing insight. What 547 00:35:05.280 --> 00:35:10.320 are your advision creating a competing subject link? This is one where, if 548 00:35:10.480 --> 00:35:15.800 if I say the words about subject line, words lengths, like don't have 549 00:35:15.920 --> 00:35:17.599 a very, very long subject line, people just say yeah, I know 550 00:35:17.760 --> 00:35:22.239 that, but because we all do. But my stats show that works. 551 00:35:22.280 --> 00:35:25.000 So it was very close between what would work best. Two words, three 552 00:35:25.039 --> 00:35:29.880 words and forwards. I wish I could have gone into this much detail, 553 00:35:29.960 --> 00:35:34.360 but I have a strong theory that the ones that had four words, they 554 00:35:34.400 --> 00:35:37.360 were small words. They weren't big long words of like ten letters each. 555 00:35:37.800 --> 00:35:42.199 And the reason is, and we measured that by open rate and reply rate, 556 00:35:42.559 --> 00:35:45.719 so across both of those metrics, those lengths of subject lines did work 557 00:35:45.840 --> 00:35:51.000 better on our analysis. That's because I believe with that. Let's say I've 558 00:35:51.039 --> 00:35:53.360 got two words in my subject line and it's your podcast, just picking something 559 00:35:53.480 --> 00:35:58.280 up. That's not that long. You in your Gmail, you will definitely 560 00:35:58.360 --> 00:36:01.719 see at least all five, six, seven, maybe eight words of my 561 00:36:01.840 --> 00:36:06.159 initial email. After that, before you open it, I called a preview 562 00:36:06.239 --> 00:36:08.039 text that everyone speaks about it now so that it's the new thing. If 563 00:36:08.079 --> 00:36:13.880 I've got decent relevance impersonization in their email, you've got like a double wireme 564 00:36:13.960 --> 00:36:16.079 that you can see your podcast is a subject line. You can tell what 565 00:36:16.159 --> 00:36:20.159 it's about, but it's not really detailed that you don't need to open it 566 00:36:20.760 --> 00:36:22.920 and you've got a bit more of the preview into what's going to happen. 567 00:36:23.000 --> 00:36:27.719 So then you will probably open it. So that's good. But, like 568 00:36:27.880 --> 00:36:30.159 I was saying about the Webinar that we did a while ago, so I 569 00:36:30.280 --> 00:36:35.119 had the two experts email me. Their subject lines pretty long. So I 570 00:36:35.199 --> 00:36:37.159 thought, hold on a second. Everyone talks about how you've got to have 571 00:36:37.239 --> 00:36:40.079 a short subject line, how it's got to be very crisp to three four 572 00:36:40.119 --> 00:36:45.559 words, but there's was six and seven what they were doing and why it 573 00:36:45.639 --> 00:36:47.400 worked for me and it was very personalized to me. So again, this 574 00:36:47.519 --> 00:36:52.360 doesn't really work on just a but two thousand people in a cadence and let 575 00:36:52.440 --> 00:36:54.559 it go. They were doing stuff, like one of them said, the 576 00:36:54.639 --> 00:36:58.519 river Medway, which is literally I can see it out my window right there. 577 00:36:58.880 --> 00:37:01.840 It's the it's the medway river in my town and guarantee you I've never 578 00:37:01.920 --> 00:37:06.239 had an email about that ever before. A little bit of novelty, and 579 00:37:06.480 --> 00:37:08.079 he had a couple of other words on the end of the subject line, 580 00:37:08.599 --> 00:37:14.639 but with that one it did stand out for obvious reasons. It's clearly only 581 00:37:14.800 --> 00:37:16.840 me is getting is going to get that one. So that one was one 582 00:37:17.079 --> 00:37:21.400 the other one. So Sam uses her own the little man, show me, 583 00:37:21.519 --> 00:37:23.840 you know me. So in that one she picks out three things, 584 00:37:24.280 --> 00:37:28.639 and I quite like this one. But it can go wrong if you get 585 00:37:28.920 --> 00:37:32.559 random things. For example, she's picking out things that are totally unrelated to 586 00:37:32.639 --> 00:37:37.199 each other about me. So it could be she has a mutual connection with 587 00:37:37.320 --> 00:37:39.960 me. So she might name them and then it might be a recent event 588 00:37:40.079 --> 00:37:44.000 which I did. So so we did a virtual conference and it was called 589 00:37:44.039 --> 00:37:46.960 Giver Con. So it's the person that we both know, and then comma, 590 00:37:47.559 --> 00:37:52.400 then give a con comma, and then something else that she's also found. 591 00:37:52.440 --> 00:37:55.199 It could be sometimes people do their own company names. Sometimes it's like 592 00:37:55.840 --> 00:38:00.000 linkedin post or whatever it is. But do you then put to to explain 593 00:38:00.079 --> 00:38:02.760 that? That said, I wants to grab your attention, so you know, 594 00:38:04.719 --> 00:38:06.960 and now you are already here. Is what I want to drop some 595 00:38:07.239 --> 00:38:09.159 because I guess you've got to explain what you do these things. Say. 596 00:38:09.440 --> 00:38:14.519 How do how do you go about the first paragraph then now, or do 597 00:38:14.599 --> 00:38:16.840 you just do that and then you go straight into your your your your very 598 00:38:16.880 --> 00:38:21.239 problem in the in the body, in their emails. That was what their 599 00:38:21.280 --> 00:38:24.880 first bit was. So their first sentence, or so that was. Yes, 600 00:38:24.960 --> 00:38:30.880 so the river medway one UM. He used some contexts about saying years 601 00:38:30.920 --> 00:38:35.559 ago the river medway was the only way that any talent would get money. 602 00:38:35.639 --> 00:38:37.760 It would be the center of Commerce and Training, all that sort of stuff. 603 00:38:38.119 --> 00:38:43.639 Now the technology is involved and he segued into how things work nowadays. 604 00:38:44.119 --> 00:38:45.960 He had quite a cool segway that. That's pretty cool. Yeah, that's 605 00:38:45.960 --> 00:38:50.440 pretty cool because it's not too cheesy like and if you're probably look at it 606 00:38:50.480 --> 00:38:52.599 and it's like, Oh, you've made a depart too. You probably went 607 00:38:52.679 --> 00:38:57.760 on Google map, did something, went on the wikipedsia, put some stuff 608 00:38:57.800 --> 00:39:00.280 together. You really want to talk to me. You made a really conscious 609 00:39:00.320 --> 00:39:05.119 effort to speak to ministries, to the meet your Robert. So yeah, 610 00:39:05.239 --> 00:39:07.639 okay. But the cool thing about that so I asked him and he told 611 00:39:07.679 --> 00:39:10.360 me and now I thought about it, I thought that map, that's just 612 00:39:10.440 --> 00:39:15.800 so easy. How did he find out that without spending all day? It's 613 00:39:15.800 --> 00:39:19.679 actually really easy. He went on my linkedin profile and he saw the town. 614 00:39:20.199 --> 00:39:22.519 It tells you where everyone's living. So if for some people might say 615 00:39:22.559 --> 00:39:27.039 do y'rk, okay, a bit more difficult. You can't say the Brooklyn 616 00:39:27.079 --> 00:39:30.119 Bridge and they don't live anywhere near it. But if someone lives in suberbitare 617 00:39:30.159 --> 00:39:35.159 like I do, I've got maidstone in Ken in England, then great. 618 00:39:35.440 --> 00:39:37.760 Just put maidstone into Google. You will find the River Med where, you 619 00:39:37.800 --> 00:39:42.599 will find what's here. You'll find madstone United Football Club, you'll find the 620 00:39:42.920 --> 00:39:45.559 library whatever. He just did that. It took him twenty seconds. He 621 00:39:45.599 --> 00:39:49.920 went on my linkedin profile, like you should with anyone, saw that and 622 00:39:50.000 --> 00:39:52.320 he saw my job title, to which is something else that he used. 623 00:39:52.760 --> 00:39:54.280 So it's you know, once you build the muscle memory, once you've done 624 00:39:54.280 --> 00:39:58.119 it a few times, once you've done your reps, you can get really 625 00:39:58.159 --> 00:40:00.400 quick with that stuff. So so already s but that concussion is very much 626 00:40:00.440 --> 00:40:06.760 about people doing the job properly right. It's it's about using the tool properly. 627 00:40:06.760 --> 00:40:09.239 You can give me an ax and I can do some very stupid stuff 628 00:40:09.280 --> 00:40:14.559 with that. Oh I can actually use it properly and cut wood and cut 629 00:40:14.599 --> 00:40:16.239 a lot of woods and be very you know, basically a lot of but 630 00:40:16.400 --> 00:40:19.679 like, I don't know about that energy, but there you go. I'm 631 00:40:19.719 --> 00:40:22.079 trying with the x. But what do you think it's opening in the market? 632 00:40:22.280 --> 00:40:25.079 Because what do you think is so many spam? I mean, I 633 00:40:25.159 --> 00:40:30.480 still receive a lot every day out people just literally send in me an email 634 00:40:30.559 --> 00:40:32.320 or you've not saying I wanted to bump that up. If you're not respected 635 00:40:32.320 --> 00:40:36.360 to my previous one, you must be busy. No, you just you 636 00:40:36.360 --> 00:40:39.320 don't even just scrap. I'm not interesting that. Will never be interested in 637 00:40:39.400 --> 00:40:42.800 that. You don't even have the right guy in fifty percent of the case 638 00:40:42.880 --> 00:40:45.000 or sixty percent of the case, and I don't know what you want. 639 00:40:45.079 --> 00:40:49.400 Most of them actually don't respond because I'm like, I don't have any any 640 00:40:49.440 --> 00:40:52.440 d what would be the agenda of that meeting? You want a meeting with 641 00:40:52.639 --> 00:40:54.280 me. You're want the most precious thing that I've got, which is time, 642 00:40:54.639 --> 00:40:58.840 because I'm never going to get it back, and you're not telling me 643 00:40:59.000 --> 00:41:02.440 why. That's bloody sentfish. But so that that's by the stuff. So 644 00:41:04.400 --> 00:41:07.239 what do you think it's opening with technology, and what do you think is 645 00:41:07.280 --> 00:41:10.000 happening in the market? If you meaning there's a bit of a problem which 646 00:41:10.239 --> 00:41:15.679 is really difficult to solve because you never know. There's no tangible sign apart 647 00:41:15.760 --> 00:41:19.440 from just the obvious things like it looks like we're getting better a plrates. 648 00:41:19.480 --> 00:41:22.639 It looks like we're getting better email rates, all those things, booking more 649 00:41:22.679 --> 00:41:25.920 meetings. It's really the messaging. So and it's amplified when you get a 650 00:41:27.039 --> 00:41:30.239 volume. If I if I send ten emails a day and I get now 651 00:41:30.320 --> 00:41:32.480 replies, you know, okay, bad day. If I send a thousand 652 00:41:32.519 --> 00:41:36.000 again that replies, it feels like, oh my God, that's terrible, 653 00:41:36.400 --> 00:41:38.800 but really it's the same thing. So it just feels worse with all of 654 00:41:39.119 --> 00:41:44.159 the speed technology. I think it's messaging is this huge thing now. So 655 00:41:44.920 --> 00:41:47.760 your your email where they're saying whatever they want to say and there's no real 656 00:41:47.800 --> 00:41:51.400 agenda and all that stuff, and then they follow up and they do the 657 00:41:51.599 --> 00:41:53.360 like what are your thoughts? Email, all of that stuff. They go 658 00:41:53.519 --> 00:41:58.079 through ten, twenty touches, they call you, they linked in, you 659 00:41:58.119 --> 00:42:00.679 don't engage or maybe you tell them no, one are interested. After all 660 00:42:00.760 --> 00:42:05.719 of that, what's happened is they've done that to hundreds of people and the 661 00:42:05.800 --> 00:42:08.400 same things happened maybe a couple of bit. What they didn't do, or 662 00:42:08.440 --> 00:42:12.440 what they maybe not done well enough, is the first thing that I did 663 00:42:12.480 --> 00:42:15.719 in my job, the first thing that our reps now doing their job spend 664 00:42:15.840 --> 00:42:20.360 like a week, two weeks. I mean the whole week, don't do 665 00:42:20.400 --> 00:42:24.920 anything else, sit on calls like this and speak to customers and people are 666 00:42:25.000 --> 00:42:30.119 like them. That's it. That's literally it. So when I joined this 667 00:42:30.199 --> 00:42:32.719 company I had three pages of notes of content, ideas and things I wanted 668 00:42:32.760 --> 00:42:37.239 to do based on my assumptions, and I knew the company very well senior 669 00:42:37.280 --> 00:42:40.800 for years and I know the space. When I did those phone calls for 670 00:42:40.800 --> 00:42:45.239 about two weeks, I promise I got rid of every single bit of the 671 00:42:45.360 --> 00:42:51.280 whole notepad. It was all wrong. None of it actually landed with any 672 00:42:51.320 --> 00:42:53.280 of the customers. I was really embarrassed. I was asking them so like, 673 00:42:53.559 --> 00:42:57.039 do any of these make any sense to you, like would that be 674 00:42:57.159 --> 00:43:00.360 interesting at all? And they all just think no, like your most but 675 00:43:00.480 --> 00:43:04.639 it's not like that. And what what they then got from them? You 676 00:43:04.679 --> 00:43:07.519 know now translate into it everything that we do. So I was that far 677 00:43:07.639 --> 00:43:10.400 off and that's how much I actually knew about the company going into it. 678 00:43:10.920 --> 00:43:15.199 Never mind, that's quite rare most of the time. If I was to 679 00:43:15.320 --> 00:43:17.840 jump to another company now, I probably wouldn't know as much about them as 680 00:43:17.880 --> 00:43:22.639 I would have known this company coming in here. Yea a massive disadvantage and 681 00:43:22.840 --> 00:43:28.159 that that really translates into the messaging. So to email you right now if 682 00:43:28.199 --> 00:43:30.519 I don't know our stuff inside and out and I've heard it from fifty companies 683 00:43:30.599 --> 00:43:35.360 like you, just like you, just for the reasoning for me to email 684 00:43:35.400 --> 00:43:38.559 you being okay, I got no chance. I'm really guessing. It's hard 685 00:43:38.679 --> 00:43:42.199 enough as it is when you know what you're talking about and you know exactly 686 00:43:42.280 --> 00:43:45.440 what person like you, the recipient of my email, is going through. 687 00:43:45.039 --> 00:43:49.480 Never mind if you're not absolutely sure. The hardest thing is, though, 688 00:43:49.559 --> 00:43:52.000 it's very difficult to know when you have that, because I would never email 689 00:43:52.039 --> 00:43:55.480 you thinking I've got it wrong. That's stupid. So no one does that. 690 00:43:55.880 --> 00:44:01.280 But it is very difficult to yeah, well, you know, there 691 00:44:01.360 --> 00:44:04.840 is a lot of people I don't care about being wrong and they just think, 692 00:44:04.880 --> 00:44:07.880 you know what, a thousand email yesterday, you don't get any response. 693 00:44:07.000 --> 00:44:09.559 Let's do ten thousand tomorrow and see if I get something. Oh and 694 00:44:09.639 --> 00:44:13.639 it ten sunsand I got one response. I need to do ten thousand every 695 00:44:13.719 --> 00:44:16.039 day. I mean that's stupid, but I think there is a lot of 696 00:44:16.079 --> 00:44:20.480 people thinking that way. You know, it's a number game or the more 697 00:44:20.639 --> 00:44:23.199 the bigger the male list, the more the more response will get, I 698 00:44:23.239 --> 00:44:29.000 mean, yeah, and the more you're gonna damage your brands because you obviously 699 00:44:29.079 --> 00:44:31.599 won't be pertinent. You mentioned something very interesting. You can have come back 700 00:44:31.639 --> 00:44:35.840 to one of the thing that was describing as my own experience, which is 701 00:44:35.920 --> 00:44:39.679 really around. The way you will know how to be personate with people is 702 00:44:39.719 --> 00:44:44.840 by speaking to people in their shoes and also what their issues are. Okay, 703 00:44:45.280 --> 00:44:49.199 and I think now and again that's probably for all the BDSDA listening to 704 00:44:49.320 --> 00:44:52.880 us and people sending even in general in your company must have, or should 705 00:44:52.920 --> 00:44:58.159 have, or would have, conversational intelligence. You can actually listen to calls, 706 00:44:58.280 --> 00:45:00.719 you can listen to things, you can find use nuggets. You should 707 00:45:00.760 --> 00:45:05.000 have a setup where the A is asking questions about look, what are your 708 00:45:05.079 --> 00:45:07.679 changes? What what keeps you awake at night, when you get out of 709 00:45:07.760 --> 00:45:09.880 work and you drive back? You know whether you're thinking, what's in your 710 00:45:09.960 --> 00:45:14.159 mind? What is it that you want to solve? Okay, go and 711 00:45:14.239 --> 00:45:17.239 pick up these nuggets and get it from thers's mouth and use them again. 712 00:45:17.360 --> 00:45:22.519 I think this is this is brilliant, because I don't think it's complicated. 713 00:45:22.920 --> 00:45:25.679 I think he's doing the the important versus the augent. I think he's doing 714 00:45:25.800 --> 00:45:31.840 the smart thing versus the volume things. Is quantity versus quantity, and I 715 00:45:31.840 --> 00:45:35.920 would draw to us. Someone say, look at send ten men and I 716 00:45:36.000 --> 00:45:39.079 got two responses. When someone says said ten thousand, I've got two responsive. 717 00:45:39.119 --> 00:45:43.159 The Guy has got ten thousand and got two response he will be so 718 00:45:43.360 --> 00:45:46.199 concerned. It clearly means that something is wrong, that that is not right. 719 00:45:46.559 --> 00:45:50.440 Subject Line is not right, content of the message is not right, 720 00:45:50.559 --> 00:45:55.039 not called to action whatever. But probably everything is right. abably three everything 721 00:45:55.159 --> 00:45:59.199 is not right in that in that context, if you if you get such 722 00:45:59.280 --> 00:46:02.519 a small running time of response, we're getting to the end of the session. 723 00:46:02.519 --> 00:46:07.320 Really Bridges, but we could have probably carried on farm it felt like. 724 00:46:07.400 --> 00:46:08.559 You know, it was a very interactive session. So thank you so 725 00:46:08.719 --> 00:46:12.320 much for for your time with you today. We should probably do that again. 726 00:46:12.360 --> 00:46:15.079 And just a wrong number two. If anyone wants to get you got 727 00:46:15.159 --> 00:46:20.039 to find your online or to engage with the needle soft. What's the best 728 00:46:20.119 --> 00:46:22.840 way to get all of you? Everyone probably would say the same thing, 729 00:46:22.960 --> 00:46:25.840 but linkedin. Is that where I spare my time. So that's the one. 730 00:46:27.159 --> 00:46:30.360 I'm lucky that not many people share my name so I probably come up 731 00:46:30.440 --> 00:46:32.639 near the top, or hopefully first, if you put my name into into 732 00:46:32.679 --> 00:46:37.639 the search bar there and Vanilla soft dot com. Yeah, we're always doing 733 00:46:37.679 --> 00:46:40.159 loads of webinars and content and all this kind of stuff. So probably they 734 00:46:40.480 --> 00:46:44.519 linked in profile to freeze. I fin it should trade to send you an 735 00:46:44.559 --> 00:46:49.480 email and the relivant s contenance to the points. I will review it. 736 00:46:49.599 --> 00:46:52.679 I will send feedback. Whatever it is. I try my best to not 737 00:46:52.880 --> 00:46:54.639 just sit and talk about it, I try and live and reread it too. 738 00:46:55.159 --> 00:46:58.639 That's wonderful worlds. Thank you so much for your time today. It 739 00:46:58.719 --> 00:47:01.679 was an absolute pleasure to have you on this my pleasure you've been listening to 740 00:47:01.800 --> 00:47:06.760 B two B Revenue Acceleration. To ensure that you never miss an episode, 741 00:47:07.039 --> 00:47:09.760 subscribe to the show in your favorite podcast player. Thank you so much for 742 00:47:09.880 --> 00:47:15.039 listening. Until next time. This podcast is sponsored by Gong. Gong empowers 743 00:47:15.079 --> 00:47:22.559 your entire go to market organization by Operationalizing Your Most Valuable Asset, your customer 744 00:47:22.599 --> 00:47:28.440 interactions. Transform your organization into a revenue machine by unlock in reality and helping 745 00:47:28.519 --> 00:47:32.000 your people reach their full potential. Get started now at Gong dot Io.

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