Hey {First Name}, An Insider's Guide to Outbound Sales - #088: Energy & Sustainability A.I. SaaS: 68% open rate, 90% reply rate, 13.4% meeting book rate, $500k pipeline (Raj and Sud)

#088: Energy & Sustainability A.I. SaaS: 68% open rate, 90% reply rate, 13.4% meeting book rate, $500k pipeline (Raj and Sud)

11/04/20 • 39 min

Hey {First Name}, An Insider's Guide to Outbound Sales

In this episode I speak with two co-founders who run a sales development agency for tech companies that have enterprise offerings and long sales cycles. These two take an extremely thoughtful approach and go incredibly deep into their breakdown of how they get the attention of higher level prospects in large organizations to get them on sales calls. If you enjoy detailed episodes, you’ll enjoy this interview because these two founders have one of the most detailed, thoughtful approaches to their sales process that I have ever seen.

Raj and Sud are Co-Founders of InsightCraft. Insightcraft is a global sales as a service company. Both founders have been individual sales contributors for several businesses. With over 30 years of combined experience Raj and Sud know what it takes to drive revenue with direct B2B sales.

Join a community - 5,000+ SaaS founders, agency owners, and entrepreneurs sharing cold outreach tips, tricks, and strategies: https://morgandwilliams.com/community

If you don’t want Zuckerberg to spy on you but you still want valuable cold outreach tips, head on over to https://morgandwilliams.com/newsletter and put in your best email.

Join a community - 5,000+ SaaS founders, agency owners, and entrepreneurs sharing cold outreach tips, tricks, and strategies: https://morgandwilliams.com/community

If you don’t want Zuckerberg to spy on you but you still want valuable cold outreach tips, head on over to https://morgandwilliams.com/newsletter and put in your best email.

Previous Episode

#087: CBD Industry + LinkedIn: 2,000 connection requests, 400 accepted, 40 warm leads, 10 - 12 meetings/mo. (Ves Georgiev)

This episode’s guest has created a reliable formula for generating warm leads on LinkedIn in several different industries. What I really like about his approach is that you can adapt it to any target market and use multiple data sources and Sales Navigator to accurately narrow down to your exact, ideal customer. This makes your sales messaging more powerful and effective. In this episode you’re going to learn how to identify your target market using LinkedIn as well as a simple messaging cadence to generate warm leads.

Ves Georgiev is the Founder of Passion4Growth. Passion4Growth helps IT companies have more conversations with their ideal prospects using social selling strategies on LinkedIn.

Join a community - 5,000+ SaaS founders, agency owners, and entrepreneurs sharing cold outreach tips, tricks, and strategies: https://morgandwilliams.com/community

If you don’t want Zuckerberg to spy on you but you still want valuable cold outreach tips, head on over to https://morgandwilliams.com/newsletter and put in your best email.

Next Episode

#089: SaaS Cold Call Consultation (Hospitality) - Research, Script Building, and Live Cold Calls (Edvinas Liuima)

What you’re about to listen to is a recording of a consultation that did with the founder of a SaaS company. He wanted help building a cold call script and reaching out to prospective customers. In this call I ask him questions about his ideal customer and the transformation his product provides to that customer, next I use that information to draft a cold call script, finally we take turns making some calls and you get to see how the script works live in the field.

This is a long episode so I’ve put time stamps in the description box that note when we switch from research, to script building, to cold calling for easy reference. Also, we did a screen share for this consultation. I’ll include a link to the video as well. You’re going to get a lot out of the episode, including how to build a cold call script from scratch. Stay tuned to the very end.

02:10 - I ask questions to uncover pain points and determine the perceived/intrinsic value of the product

43:36 - We gather prospects to dial

50:10 - First dial and connected call

Please note: this consultation was recorded in August of 2019 - Pre-COVID so my messaging now would be a little bit different.

Join a community - 5,000+ SaaS founders, agency owners, and entrepreneurs sharing cold outreach tips, tricks, and strategies: https://morgandwilliams.com/community

If you don’t want Zuckerberg to spy on you but you still want valuable cold outreach tips, head on over to https://morgandwilliams.com/newsletter and put in your best email.