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Form $60k to $2m ARR in 12 months ( the secret and lesson) CEO Andre Cvijovic of Referrizer - advanced local business marketing on autopilot shared insights on building to $2m in revenue. The secret was cold calling 20,000 people per week. Here is how they hire the ' calling guys' First, be transparent and honest about the process. Run ads to get interested hires, with a catch ' we only the top talent' Train them, give scripts and tools and for them to succeed. My takeaway. When others say cold calling is dead, listen to Cvijovic. P.S: Get tomorrow's proven product marketing newsletter: productletter.beehiiv.com

Here’s what I like to ask B2B Founders who are thinking of spending $150K+ annually on Sales roles… What if you could avoid time/budget sucks like Recruitment Cycles, Full Time Salaries, Benefits, Vacation, and of course… Training New Hires to learn (maybe) half of what you know 6 months after they start, just in time to use their “experience” to get a new job? Instead, what if for less than $5K/month you could avoid all of the above and receive the following? ☑ ICP definition for your various offerings ☑ Prospecting to identify ICPs ☑ Brand Awareness with ICPs ☑ Content engagement by ICPs ☑ Credibility and Trust within your ICP market ☑ Direct LinkedIn coaching for Founders/SMEs ☑ Daily LinkedIn posts from Founders/SMEs ☑ Steady growth of LinkedIn profiles/networks for Founders/SMEs ☑ Strategic LinkedIn Ads targeted directly at identified ICP prospects ☑ Automated sales outreach (LinkedIn or Email) to targeted, warmed up ICP prospects —— Sometimes, we need to challenge the traditional approach to business practices. Experimenting with cost-efficiency opportunities in the area of sales and marketing is a huge driver for businesses to lower overhead costs and still build their pipeline in these cost-sensitive times. Does this sound like something worth exploring further? Let’s chat! https://lnkd.in/gUcn3dJh Message me on LI or, if you prefer email: info@steadyrevops.com

Here’s a good cold email. Can you identify the five winning ingredients? “Pete - It looks like you have 9 SDRs, which suggests you’re sending cold emails. I spoke to an SDR out of NC who’s booking 15 meetings a month (mid-market) with Directors of Benefits via cold email. No cold calling. Since you folks sell into HR, I thought you might be open to learning how she’s doing it.” What are the 5 ingredients that makes this a good cold email?

You’re wasting your time personalizing emails… How can a company that helps reps personalize outreach say this? Because personalization doesn’t cut through the noise if you’re not agitating your prospects' pain. This is how we run our outbound motion at First Touch: Research companies on RepVue If the rating is below a 4.0 for inbound lead flow / opportunity flow, this indicates that they may rely heavily on outbound If the rating is below a 4.0 for professional development, this indicates that new reps may struggle to ramp quickly Then I pop into First Touch, see if they’re hiring reps, throw in a prompt on what I’ve found in Repvue, and generate outreach Started doing this last week and have already booked 5+ meetings Example:

You’d be surprised how much work you still need to do after the demo is over. You need to be relentless. People are busy and distracted. Studies show that prospects forget 50-80% of what was discussed a day later. You might need a template ready with everything you discussed with the prospect. Your job is to push the deal forward gently but firmly. I'm sharing our post-demo email recap templates that have served us well for quite some time. Save, share with your colleagues, and share your feedback.

What most founders THINK they need (or fool themselves with to delay the Hard Stuff) *Good website copy *One more feature *A case study What you REALLY need (aka the Hard Stuff): *Conversations with customers to discover their "jobs to be done" and to validate if your MVP can add value to those jobs *Users - Win a proof of concept, free trial, or paid pilot at all costs. Must get feedback loop started with actual users How to get it done: *Prioritize outreach - 1, 2, 5 hours a day…whatever it takes to get your first 50 conversations as soon as possible *Minimum of 100 new prospects contacted, every week, with a combination of LinkedIn and Email touch points After the first month of outreach effort, start to look for gains: *We reached out to 400 prospects last month - how can we get to 500 this month? *We had 20 meetings booked last month - how can we get 25 this month? *We had 5 meetings turn into potential opportunities - do we have clearly agreed on and aligned next steps, dates, and And then you just start kind of going down and down the funnel, until you start getting wins. Then you start learning how to retain them. Pretty soon you've got a machine.

You’ll Face Low Appointment Rates Unless You Use a Proven Outbound Process Here are 4 simple ways to improve your booking rates: Leverage a Strong Script: Craft messages that resonate. Implement Effective Follow-Ups: Keep prospects engaged. Use Data to Drive Decisions: Focus on numbers and evidence. Hire the Best Talent: Ensure your team is top-notch.

Most onboarding programs set new reps up for failure. Here’s how to 3x their ramp speed. [I learned this from legendary Kevin "KD" Dorsey, and added my twist Once you have time for a call block - ideally in week 2 - start calling customers No, not the prospects. 𝐂𝐚𝐥𝐥 𝐚𝐜𝐭𝐮𝐚𝐥 𝐂𝐔𝐒𝐓𝐎𝐌𝐄𝐑𝐒 𝐚𝐧𝐝 𝐚𝐬𝐤 𝐭𝐡𝐞𝐬𝐞 3 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧𝐬: 1️⃣ What made you buy our product? 2️⃣ What problem does it solve and what benefit do you see? 3️⃣ How would you describe our product to someone else? 𝐇𝐞𝐫𝐞’𝐬 𝐰𝐡𝐚𝐭 𝐭𝐨 𝐬𝐚𝐲: Hey [name], I just joined Mentimeter, and Johan (your CSM) mentioned you’re one of his favorite customers! Can I ask you a couple of quick questions? I’ll be brief I promise. ... customer gives you time. ↓ Thank you so much. I’m trying to understand the daily challenges of our customers. Could you help me understand: [insert 3 Questions above] 𝐎𝐧𝐜𝐞 𝐝𝐨𝐧𝐞, 𝐟𝐢𝐧𝐢𝐬𝐡 𝐰𝐢𝐭𝐡: 👇 I’ve seen that you are connected to [name] on Linkedin, If you know them beyond just being connected - would you be open to connecting me with them so I can talk about how they solve [challenge customer mentioned]. No pressure either way, I really appreciate you taking the time. Asking for warm introductions makes these calls 2x more valuable. Now you are more comfortable picking up the phone, know your customers better and you built your initial prospect list with valuable introductions. 🚀🚀🚀 What’s your tip for setting new hires up for success? #sales #onboarding #prospecting

WEBINAR RECAP 🔥 On February 15th, Rohan Suri sat down with Justin Geller to chat about his success leading the outbound motion at Gong. One of the guests joined the live Q&A to say it was the "best sales webinar they've ever been to" 💜 During the session, they covered: - Sourcing and hiring talent to build an outbound team. - How to lead and incentivize reps to do more cold calling and emailing. - Where outbound teams are headed in 2024 and what you need to know. - Templates, frameworks and sequences that work in 2024. - Live chat and Q&A with audience. View the replay here: https://lnkd.in/gFKt8sQc

FIRE your recruiting firm. Here's why: I was in an Uber today with the CEO of a well-known logistics company. One of his recruiters turned down someone who took the initiative to offer flying in ON THEIR OWN DIME for an in-person interview because their recruiting firm was "too busy to deal with that." Recruiters and managers who are ONLY concerned with resume bullets are NOT going to find the best workers that think outside the box. They're going to find someone going the "average worker" route of "just apply online" like everyone tells them to. They're in the same pool as thousands of other people who are looking for a job that pays the bills. Look for the person in your inbox who researches you and your company, finds your email, maybe even your phone, and asks to meet. There's software out there that allows someone smart to find you. Give THEM a chance! My job hunt strategy: Use Apollo.io to find a manager, note where they went to school, even if it's a rival of mine, and call with a friendly "Hey John, go Jackets!" before asking for a lunch to learn more about their experience. Find me on McCoy: https://lnkd.in/eMC67SPh