Owler INsight: The Secret to Irresistible Outreach & Skyrocketed Response Rates
During the August Owler INsight, 30 Minutes to President’s Club founder Armand Farrokh joined Owler Marketing Manager Alexandra Stone to discuss what it takes to get a prospect’s attention.
Identify Sales Triggers Using Insights
Sales triggers aren’t only about timing but about finding patterns within deals that are closing. This approach allows for more precise and efficient outreach.
Farrokh suggests that every salesperson should be able to research a prospect in under five minutes, going on to say the key to efficient research is in identifying the top five features that lead prospects to buy a solution, stacking them by importance, and focusing research efforts on those critical points.
Get started with these questions:
Has this company raised a round of funding?
Any new hires?
Have they raised a Series B or C?
Want to put these tactics to the test? Then check out this guide we made with 30MPC where Armand lays out the exact email, cold call, voicemail, and LinkedIn templates you need to land your next meeting.
Drive Results By Understanding Companies’ Motivations
Consider a company’s fundamental structure and how they aim to:
Save money
Make money
Prevent risk
Lean into a company’s cost-saving initiatives by examining finance-related job postings and financial reports, such as a company's Form 10-K for public entities then tailor outreach efforts accordingly.
Focus on keywords Like:
Profitability
Costs
Burn
Earnings per share
Pique Interest With A “Sit-Up Moment”
Build credibility with your outreach by mentioning the work you’ve done with competitors and providing case studies. Then establish relevance and build rapport with prospects by using the insights you’ve gathered to connect the dots between sales triggers, parallel case studies, and low-friction calls to action.
Respect Prospects’ Time By Being Deliberate
The next time you leave a voicemail message, use the "Heard the Name Tossed Around Opener" that Farrokh is a fan of. Reference recognizable competitors or industry players to quickly establish credibility and garner intrigue.
Reinforce the relevancy of the outreach and invite prospects to join a meaningful conversation using a two-step voicemail strategy. Start with a voicemail message that focuses on contextual information and sparks curiosity before leading prospects to read an email that accompanies the voicemail.
Remember the importance of maintaining a casual and confident and authentic tone in your delivery.
Keep these guidelines in mind when prospecting via LinkedIn as well. Video prospecting is a tactic Farrokh prefers to use in the LinkedIn setting and further along the prospecting timeline versus in an initial email.
Try the “run the triple” method which consists of strategic approaches to emailing prospects, calling them and connecting via LinkedIn over the course of a few days.
Adopt New Approaches
When it comes to turning around outdated or ineffective sales strategies, Farrokh suggests finding leaders to champion you and showcasing their sales success to demonstrate the effectiveness of new strategies carried out under their guidance.
Save time in your day by using sales tools to identify data within your CRM and use it to easily refer to the top triggers of your prospects. Proactively creating trigger templates alongside teammates is another effective solution that preps your for your next instance of outreach.
Want to learn more about driving increased sales using account insights? Owler and 30 MPC teamed up to create this playbook on opening touches that captivate!
Prospect, Engage, and Close Your Next Lead.
Start leveraging sales triggers like Armand Farrokh and make prospecting effective and fun (cause it’s always fun when you book more meetings) for your team. Get the account-level insights, contact data, and sales triggers your team needs to streamline their sales process and close more deals – all in one platform.
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