Good day and happy Tuesday! You may notice that our email this week looks slightly different - and that’s because we’ve changed email sending providers!

We’ve made the jump to beehiiv!

That being said, please help us out to make sure that this email gets delivered to your inbox by dragging it into the primary folder! Let us know if you run into any issues by replying directly back to this email!

Let’s get into the content! What’s on the agenda?

• Tips from the top

• 2 Underrated Searches in LinkedIn Sales Navigator

• How to handle the 5 most common objections

• Low connection rate? Try Phone Oracle!

• The Cold Call Opener Hook

• Creative Tactic of the week

Tips from the top

"Bump emails are fine, but many people are overusing them. If every other email in your sequence is "thoughts?" or something similar, you're missing out on valuable chances to pique your prospects' attention, and are risking them getting email fatigue. 

Additionally, if you send a bump email on top of an automated, non-relevant, and unpersonalized first email, chances are you are going to frustrate your prospect even more!

Give them something interesting. Just a few ideas of other things you can include:

- Context. Summarize again why you are reaching out to them. Make it as specific as possible
- A story about how you helped their competitor. People always want an eye on what others are doing
- A case study that you summarize in a few points. Don't send over a 3-page case study. Give them the key points with a clear before/after state
- An article from another company about the industry. Again, give them the key takeaway
- A useful resource or tool. It doesn't even have to be created by your company. 
- An interesting LinkedIn post in their industry with a unique insight"

Examples:

• “Hey Bob - Any thoughts on my previous message? Looks like your team is advertising with Facebook ads so I thought it’d make sense to connect”

• “Hey Bob - Given that your team is publishing blog posts weekly - I thought you’d find this tool helpful that analyzes your posts and gives you a quick checklist on your SEO”

• “Hey Bob - “I saw you sell running shoes on Amazon. We just helped another Amazon shoe vendor reduce return rates by 20% with one small change. I shared more in my previous email, think this could help?”

2 Underrated Searches in LinkedIn Sales Navigator

1. Filter by Connections of (your company's executives) + Target Persona (excluding current customers)

If your company leaders are active on LinkedIn try this search! This search shows prospects that are connected with your company's leaders and are not yet customers.

2. Search by keywords + job function instead of only job title

For example, if you're looking for marketing leaders that are using Hubspot. You could search by "[job function]" + keyword of "hubspot"

You can uncover people that mention words like Hubspot in their profile, but might not match your ICP's exact title

How to Handle the 5 Most Common Objections

There are 5 objections that account for nearly 74% of all objections on a cold call (according to Gong).

Nick and Armand from 30 Minutes to President’s Club break down how to work through these 5 common objections and provide a framework you can use.

Check it out below!

In partnership with: Phone Oracle

Cold Call Opener Hook

Many cold call openers sound the same nowadays. This creates a situation where whenever prospects here one of those "familiar" cold call openers, they resist.

They instantly go into defense mode because they think it's going to be "just another sales call". So how can we get prospects to let down their guard a bit?

Create curiosity in the opener. Mention something relevant to them off the bat. Here's an example

1. "Hey Bob - We haven't spoken before. This is Jimmy from The SDR Newsletter. I’m calling about ACME's blog and was hoping you could help me out for a moment."

If Bob manages the blog, he's going to lean in because it is instantly relevant.

2. "Hey Bob - This is Jimmy from The SDR Newsletter. I noticed you added 5 new videos to your company's Youtube channel last week, and I was hoping to ask you a question about that."

Same situation. If Bob manages the Youtube channel, he'll be more inclined to listen to your next sentence.

Creative Tactic of the Week

This week’s creative tactic of the week comes in the form of a LinkedIn post from Ryan Patel, founding GTM at Letterdrop. If you like the content, be sure to like the post and follow Ryan to support his content!

“An exec is WAY more likely to reply to an exec than a 23 year old SDR

(Almost twice as likely according to our own data)

At Letterdrop we co-prospect with our CEO, Parthi Loganathan‎

He gets 30% replies on personalized video messages to our target accounts

But the key is it takes very little of his time & our strategy delivers results that make it worth it for him

How we do it:

1. I determine which of our target accounts have the strongest triggers and send Parthi a CSV of LinkedIn accounts of decision makers to connect with (we automate the connection requests so it's virtually no work for him)

2. I look at which folks accepted the connection request & write out a script for a personalized video for each person. All of the scripts are put in a co-prospecting tracker for Parthi

3. I have a recurring calendar hold on Parthi's calendar on Thursday mornings. He will go down the list of scripts in our co-prospecting tracker & send 10 personalized videos on LinkedIn in 30 minutes

4. We don't forget to follow up. After he sends his new videos, Parthi checks the co-prospecting tracker & follows up on the videos he sent the week prior

P.S. By the time these folks get a video from Parthi they've already seen his content on their feed for a week & gotten thoughtful engagement from our team on their content. NO PITCH SLAPPING! 👋🏽

I created a template of the co-prospecting tracker we use to make the whole process run smoothly”

Resources from Our Partners

• PitchFolio: Looking for a new sales job? Stand out to hiring managers by building a brag book with PitchFolio. Showcase your cold emails, mock cold calls, + other sales skills to land more interviews!

• RepVue: Worried you might be underpaid? Check out RepVue (it's free!). RepVue has tons of data on base salaries, OTE, quota attainment, product/market fit, and so much more. 

• Skylar: Want to practice your cold calls? Try cold calling the Skylar AI bot (it's free)!  Think you can book a meeting with the bot? Try it out!