Solving The Ongoing Challenge of Hitting Your Quarterly Sales Targets
It’s a tale as old as time, and one we are all very familiar with. You KNOW that your business can offer prospective clients exactly what they’re looking for, but just how do you convince them to choose you over your many competitors? So how can one Hitt quarterly Sales Targets?
It can be complicated to cut through the noise of it all, and solving the ongoing challenge of hitting your quarterly targets is a struggle all software companies are familiar with
So what’s going to make you stand out from the crowd? First, reaching the goals you’ve set out for yourself is essential, and it can often be discouraging when you’re not generating successful leads.
Luckily, there are solutions, and we’re here to tell you what those are.
First, we must consider exactly how we can reach the right people at the right time. So how do you find prospects interested in what you’re putting out?
Utilizing LinkedIn and email marketing are successful ways of reaching your target audience where they are. What’s more, these options of lead generation marketing are instant, easily accessible, and, best of all, free!
Next, perhaps the most critical step is to have a large enough pipeline to secure genuine, quality leads. On average, the number of targets you’re reaching out to needs three times the amount you need to close. So, if you’re trying to close 10, you must have 30.
To get a significant pipeline, nailing a hyper-targeted campaign via email or LinkedIn is essential. The more you hone in on your desired audience and their specific pain points, the higher your conversion rates.
So, we need to assess what our prospects need before ascertaining how we can help them. Focus on THEIR pain point first – what are they looking for? What is it the company is struggling with? Then, dig into the recurring needs of people within the industry until you find exactly what it is you can target, rather than focusing on the means to an end.
Opening with a strong one-liner that speaks directly to their unique pain points is a guaranteed eye-catcher and will have the reader pausing with a “they understand me!” moment. After all, relatability is everything.
We get it, hitting those quarterly sales targets is a feat many have yet to conquer. Building an extensive pipeline of the right audience and focusing on solving a genuine pain will help you get there. Personalize your messaging and let them know that you genuinely understand them.
Once you nail these elements, you will have a better chance of meeting your quarterly sales goals.
Email marketing delivers the highest ROI to marketers than any other channels, including social media. Cold email outreach campaigns can help you to reach more potential customers and make more sales, so it is an art that requires mastering.
Cold emailing requires finesse because there’s so much noise to cut through in your prospects’ inboxes. The average person gets up to 147 emails per day, and they will barely open 10 percent of that amount.
While you might not be able to harness the divine power as Jim Carrey did in Bruce Almighty, you can outsource the difficult tasks to professionals who can do it better and more efficiently! However, if you have hired a team of Sales Development Representatives (SDRs), you need to stay on top of things. Ensuring that their methods are working towards achieving your business goals.
You don’t have to micromanage, but periodic checks with some key performance indices (KPIs) will help you to measure the success of your cold email outreach.
In this article, we’ll look at the KPIs for measuring the success of your SDR team’s email outreach. First, let’s get through what a great cold email is, and is not.
What Is a Cold Email?
First things first. Let’s get you acquainted with what a cold email actually is. Many SDRs think that cold emailing is ‘spraying and praying’- or randomly sending out non-targeted emails with the hope that someone, anyone, will respond. This results in low open rates and subsequently, little to no conversion.
A cold email is an email sent to a potential customer that has not previously contacted you or expressed interest in your product or service. However, cold emails are intentionally sent to people that you suspect will need your solutions.
The success of your cold email outreach will therefore be determined by how many new leads and eventually, customers that you get.
KPIs for Measuring Your SDR Team’s Cold Email Outreach
Remember you can’t optimize what you don’t measure. These metrics will allow you to dial in your SDR performance.
SDR teams need to track the efficiency of their cold email methods regularly.
1. Cold Email Open Rates
Most SDRs are fine with losing 97% or more of their leads. They say ‘that’s just how the market works’ or something along those lines, but that’s not true.
There’s no reason why you should settle for 2-3 percent conversion rates when it is possible to attain open rates up to 28.46%.
To determine the effectiveness of your cold email campaign, you must measure the open rates of the emails you’re sending out. If your prospects are not even reading the killer copy and offers that you’re sending them, what’s the point?
If your open rates are low, your SDR team may have to change their approach to cold emailing to achieve better results.
2. Response Rates (Positive and Negative)
Measuring responses is a highly important metric in determining the efficiency of your cold email approach. This covers both negative and positive responses. Taking binary responses into account will help you further streamline your target market since you can derive insights from recurring patterns in your positive responses.
For example, if all the emails that got positive responses had a certain subject line style, you could conclude that that is a component that you should use consistently.
Basically, measuring your responses will help your SDR team to determine which cold email approach is most effective, and fine-tune their methods in the process.
Tracking your cold email progress helps to know which approach works best.
3. Appointment Rates
It is also important to measure how many interested prospects you get further down the sales funnel. Potential clients that read your organization’s emails and agree to discuss further are rare and welcome green lights, so it is necessary to track what helped in securing their interest to that point.
Securing acceptance and appointments is a strong indicator of good salesmanship. It takes skill to pique the interest of prospects and even get them to go from ‘oh no not another email’ to ‘wow, I’d like to know more about this offer’.
You can keep track of appointment rates by measuring the percentage of follow-throughs against the number of opened emails.
4. Success Rate of Different Profiles
Prospective clients or points of contact are always divided into different tiers in the organization. You could be sending emails to CTOs, CEOs and Procurement Managers. Or Content Marketers, depending on the service you’re offering. Those who you think would be responsible for decision-making in the organization that you’re targeting.
With that approach, it would be very important to track the profiles of the prospects that you’re getting positive responses from. This data would help you to reduce guesswork and channel more marketing effort towards the right prospect profiles.
Let’s say you’re emailing CEOs and Procurement Managers of a particular organization, for example. If you consistently get responses, whether positive or negative, from the PMs, that is an indicator that PMs are the contact people to focus on in that organization.
5. Best Converting Verticals
If your SDR team is sending out emails under different verticals, it is also crucial to measure which of those verticals have the best conversion rates.
For instance, if you have cold emails for target industries like SaaS, tech, small businesses, etc., and the SME verticals are doing good numbers, you need to find out why.
An in-depth analysis into intent, message value, and delivery would help you discover what makes that vertical stand out. Then, you could apply the same approach to the other verticals for better results.
Conclusion
It is not enough to be busy in business; what matters is getting busy doing the right things. Things that help you achieve your business goals. Pumping out cold email batches may make you feel like work is getting done. The main goal is results.
Monitor the progress of your SDR teams with cold email campaigns, so that you’ll be well-informed to do more of what works or change your approach if necessary.
Further Reading – Pupils should constantly search affordable-papers.net for extra information when writing a research document.
If you feel your company needs assistance in lead generation, talk to our team of experts who might be able to find the perfect solution for you. SSC Digital, accelerated business growth.
B2B lead generation is complex — the sales cycles are long, customers fewer, and it involves more decision-makers. This makes it far more complicated than B2C lead generation, where customers are many, and sales cycles are shorter.
That’s why any B2B business needs to give special attention to their lead generation efforts. If you don’t do it well, you may as well end up wasting a lot of your marketing budget, and here’s what would happen to your campaign:
Lead generation campaigns can fall flat when not executed properly. | Source: GIPHY
This is perhaps the reason why marketers gave preference to lead generation in 2020 as well. So, to ensure you have a steady stream of leads and customers, we’ve put together this B2B lead generation cheatsheet.
So, let’s dive right into it.
Cheatsheet for B2B Lead Generation in 2021
From email marketing to content marketing, there are loads of approaches that you can take to generate leads for your B2B business. Here are the best B2B lead generation hacks to help you out.
1. Email Marketing
Email marketing is an excellent way of going about B2B lead generation. It’s also highly effective, with an ROI of over $40 for every single dollar invested in it. The best part about it is that you can use it to acquire leads and nurture them and move them further down your sales funnel.
Here’s how you can leverage email marketing for B2B lead generation:
First, build a list of potential prospects.
Collect their email addresses.
Draft a cold email and send it over.
Send reminders after a few days, if they don’t reply.
While this may seem simple enough, there can be many challenges along the way. Simply compiling a list of prospects and sending out cold emails won’t help your cause. As the Black Panther would say:
The key here is to segment and micro-segment your email list to craft targeted cold email campaigns for B2B lead generation.
You can segment your audience based on their interests, demographics, or locations. This can allow you to target particular buyer personas and thus personalize your offerings further. As a result, they’ll be more likely to find the email relevant.
With micro-segmentation, you can take this targeting one step further. You can dive deep into your audience and create granular clusters among them. This allows you to personalize further your cold email messaging.
2. Email Automation
Sending out cold emails can be a great way to approach B2B lead generation. However, when you’ve to scale up your cold email outreach, it can get challenging. That’s where email automation comes into the picture.
Using it, you can set up autoresponder sequences that will work without intervening manually. Then, all you’ve got to do is leverage an email marketing tool like Mailchimp or ActiveCampaign and add your email list.
You can then segment your audience and create an email template to send to each segment. Next, you can set up autoresponder sequences activated based on how the recipients respond to them.
For instance, if the recipients don’t reply to your email, the autoresponder sequence will send a second email after a few days.
3. Email Deliverability
When you’re doing cold email outreach for B2B lead generation, it’s also essential to look at your email deliverability. You might have an enormous email list, but if the emails don’t get delivered, you’ll end up waste your time and budget.
To improve your email deliverability, here’s what you can do:
Get your domain verified to ensure your emails don’t go to spam folders.
Filter your list regularly to avoid those emails that bounce.
Be consistent with your email volume.
Don’t send spammy emails to avoid getting marked as spam.
Instead, encrypt emails to build trust among the receivers.
4. Marketing Research/Data Analytics
To generate leads, you must target your marketing efforts well. For this to happen, you need to do in-depth market research.
The idea is to understand precisely who your audience is, as this will help you customize your messaging, which, in turn, can influence your B2B lead generation.
If you’ve already got a website or customers, you can dive into their data and try to understand who shows interest in your brand and buys from you.
While numerous tools can do the job for you, it helps to have a combination of professionals and tools. We at SSC combine both to deliver the most detailed and accurate database to help you target your marketing campaigns. From demographic to technographic data, we cover it all.
5. Content Marketing
Yet another way through which you can do B2B lead generation is content marketing. Nearly 70% of marketers leverage it for this purpose. Content marketing involves creating and distributing high-quality content through blog posts, images, videos, etc
Content marketing helps B2Bs hit their marketing goals.
The idea behind it is to become a helpful resource for your audience. Doing so can help improve your brand trust and may encourage your audience to become your leads.
Here’s how you can go about content marketing:
First, find out the pain points of your audience.
Then, create content around how you can solve them and weave your products or services into it.
Finally, add internal links to landing pages or registration pages.
Leverage search engine optimization (SEO), social media, email marketing, etc. to distribute your content and grow its reach.
Final Thoughts
Lead generation has a critical role to play in driving your business growth. Without it, you can’t expect to generate sales and drive revenues.
To generate leads, it’s essential to leverage email marketing. You must segment and micro-segment your email lists and personalize your emails for the best results. When dealing with email outreach on a large scale, it helps to use email automation to engage with your prospects without any manual interference.
Additionally, you should pay attention to email deliverability as it can make or break your campaign. It’s also equally important to conduct market research and analyze the data collected as well to understand your audience. Without doing so, even the best of campaigns can fail.
All of this can seem challenging to implement, but we can help. Get in touch with us and we’ll help you grow your business.
Email personalization at scale requires a well-thought-out, organized workflow. No ifs, and, or buts about it!
The more personalized your emails are, the more valuable they will be to the recipient. Not to mention, the better your response rate will be.
Example of email personalization at scale
The inverse is true as well. If your emails aren’t personalized or relevant to the recipient, you have a greater chance of having recipients mark your email as spam. This will burn out your domain, and your results will tank.
When sending emails, you are sending your message to people who all fit different profiles and have other needs.
Draft your emails to speak to each persona in your recipient list at the same time | Source: Shutterstock
Emails are an effective way of reaching your audience and speaking to them directly. However, when you’re talking to your audience or customers, it’s best if you personalize the conversation.
Doing it for a few prospects can be easy. But what if you have hundreds or thousands of prospects or customers to whom you are reaching out? You need a well-thought-out process to do email personalization at scale successfully.
This article will help you learn how to manage email personalization at scale.
Let’s dig in.
Why Email Personalization at Scale Matters?
It’s easy to send out a random templated email to your customers. However, that may not get you the results that you’re looking for. Instead, it might be opened and sent to the Junk folder directly. Then, customers need only a few seconds to decide whether they like your marketing message.
Case in point: emails with a personalized subject line are 26% more likely to be opened.
Moreover, about 70% of millennials are frustrated because of irrelevant emails. By leveraging email personalization at scale, you can engage the recipient of your email on a one-to-one basis. Driving more engagement because the reader feels that you are speaking directly to them.
Image via SmarterHQ
It is not only millennials who demand personalization. Nine out of 10 consumers (91%) are likelier to buy from brands that personalize their offers and recommendations.
In order to stay ahead of your competitors, it is essential that you personalize your emails and communications with your customers. By doing so, you will be able to better connect with them and build lasting relationships.
There are numerous examples of brands that have benefited from personalization, and Amazon is a prime example among them. Every email that it sends includes personalized recommendations for the customers.
Source: Amazon
How to Achieve Email Personalization at Scale?
“What’s in a name? That which we call a rose by any other name would smell as sweet”… Romeo knows what’s up! Adding your customer’s name to your emails is the simplest personalization you can do.
But there’s much more to email personalization at scale than that. First, you must genuinely dive into your audience’s psyche and understand them.
To do this, you need to gather data about your prospects and customers. Then, once you have this data, you need to make sense of it. Then figure out how to personalize your emails for your customers.
Email marketing can be a powerful tool, but only if done correctly. Knowing who to send your emails to and when is half the battle; crafting an effective email that speaks to their needs is the other half. With the right tools and a little planning, you can make email marketing work for you.
So, let’s look at the different methods to help you achieve email personalization at scale.
1. Utilize Behavioral Analytics
To personalize your emails, you must first understand your customers by determining their preferences. While you can figure that out by carrying out surveys and asking your customers, behavioral analytics can help too.
Here’s how to collect behavioral data:
Segment your audience into different buyer personas. For example, in your email outreach, you may want to speak differently to a CEO prospect versus a Director level person. Both have different pain points. Segmenting your audience will help you craft the right message for the recipient.
Understand the customer journey for each persona. For example, does your prospect have purchase authority or do they have to ask a supervisor? Knowing this upfront will help you personalize your message more effectively.
Track customer behavior for each persona. Looking at open rates, response rates and click-through rates. Other parameters are a great way to track customer behavior for each persona. For example, as they click through to your website, UTM tracking helps drive prospects from emails to your website. This helps you can see their path to purchase more effectively.
Create an “icebreaker“ for each contact that is a point that would be relevant to them and feel personalized. Do some research before your and create an icebreaker. Having specific reasons to reach out will make you more interactive. It will also give you a personal touch that benefits you in the long run! Write it in such a way that it drops naturally into the message of your email. For example, note which posts they posted on their blog and take a snippet from it. Then when you send an email, you can include a copy like “I love your post on {{topic x}}. It spoke to me.” This becomes a very personalized email and shows this was not an email sent to everyone. You want to show them that you took the time to research THEM, so your message becomes genuine and well-informed.
Boosting Your Conversions via Email Personalization at Scale
Did you know that you can personalize images in your emails to increase conversions?
Segmenting your audience and using behavioral analytics to gather insights, can help you understand how to personalize emails effectively.
In today’s business world, first impressions are everything. That’s why when you’re reaching out to potential clients, it’s important to make a good impression from the start. A personalized image and a offer for coffee can go a long way. It makes you seem like more than just another salesperson. This makes your email significantly more appealing and will help you get the meeting you’re looking for.
Email personalization with images: “[{Yourname}], let’s grab a coffee and I’ll tell you how we can help you.” Source: Lemlist
2. Establish a Team
To achieve email personalization at scale, you also need a dedicated team to oversee your transition. From a traditional email marketing approach to a trigger-based one.
The idea is to ensure the transition is smooth and implemented without a hitch. Your team should include:
A Campaign Manager who manages the entire program
An IT Staff Member
One or more SDRs (Sales Development Representatives) sending out emails. And replying to recipients who want to learn more. Their goal is to schedule as many sales appointments as possible.
A researcher who builds your list uses tools like LinkedIn as well as other market research tools. This is an evergreen process.
Remember that this team would need to work together to improve your email personalization results continuously.
3. Employ Technology
Finally, you can’t go anywhere without technology and automation when you’re planning to do email personalization at scale.
Image Source: Giphy
The right technology can help you create numerous personalized variations and triggers. This wouldn’t be possible manually. At the same time, email marketing automation enables you to send such emails on autopilot, when the actions related to the triggers take place.
Some of the email automation tools you can check out are:
Mailshake
Hubspot
Woodpecker
Mixmax
Lemlist
Active Campaign
Clickfunnels
Conclusion: Personalize Your Emails at Scale Now
Email is an important marketing channel. Personalization is a must. Consumers are now expecting it. If you’re not delivering, they’ll go to your competitors.
To wrap up, you should utilize behavior analytics and analyze customer usage. You should set up a dedicated team for personalization, and employ technology to achieve email personalization at scale.
However, doing all of this yourself can be challenging. It always helps to work with experts. We at SSC, have a dedicated team of professionals. We can help you with this and many other things. So get in touch with us now.
Cold emails are essential to B2B lead generation and marketing strategy. But cold emails are no secret codes to success. When you’re doing outreach through cold emails, you need to have a plan. But the key here is to ensure that your emails appeal to the receivers. The only way to find this out is through A/B testing them.
A/B testing helps you find out what exactly gets most of your receivers to open your email and take the action that you want them to. This makes it a critical component of cold email outreach that helps in optimizing your emails for better results.
So, how can you perform A/B testing on your emails?
Let’s find out.
How to do A/B Testing for Your Cold Emails
A/B testing is an elaborate process to test each element of your email, like the subject line, email body, call-to-action (CTA), and more, to figure out what works the best. Based on these tests for every element, you’ll be able to find the best combination for your cold emails.
So, let’s dive right into how you can do it.
1. Setup a Champion and Challenger System
If you’ve already been conducting cold email outreach for a while now, you may have an email that’s performed the best. You need to fix this email and all its elements as “champions” as they’ve given you the best results until now.
Then, you need to pick up each element and come up with a few alternatives. Each of these would be a challenger that would “challenge” the champion.
The idea is to test out each variant of the elements while keeping all the other elements constant. If it’s the challenger that outperforms the champion, it’ll become the champion. But if the champion performs better, you can move on to another challenger and conduct the same test again.
Think of them as two gladiators (one reigning champion and the other, a challenger) battling it out for you to determine which one’s better.
This champion-challenger or A/B test is a continuous process. You need to go on testing regularly so that you can constantly improve your results.
2. Test Subject Lines for successful email campaigns
Subject lines are significant for all emails, especially cold emails. This is because you won’t be a known sender to the email receiver, so you must try harder to get their attention. As a result, the only element that will determine if the email will be opened or not would be your subject line.
We all know how annoying spam emails can be. First, they constantly try to sell you something; worst of all, they constantly shout at you. It’s enough to drive anyone crazy
But what if there was a way to avoid them? Well, there is! Just follow these simple tips, and you’ll be spam-free.
That’s why you need to A/B test your subject lines continuously to determine which ones deliver the best open rates. The idea is to intrigue your receivers and grabs their attention so that they open your emails.
The Hustle does an excellent job at this. All their emails have catchy subject lines that instantly grab the receivers’ attention and nudge them to open them.
Some of the variations that you can use are:
Subject Line Length
Short
Long
Capitalization
Title Case
Uppercase
Lowercase
Sentence Case
Subject Line Components
Emojis
Personalized Words (Name, Company Name, etc.)
Promotional Words
3. Test Email Body of our email outreach
The email body is yet another important element of cold emails and it determines if the receivers will dwell on your email long enough to see the call-to-action (CTA)
Just like the subject lines, you’ll also need to use the champion and challenger method for A/B testing the body of your email.
The idea is to come up with the most engaging cold email possible.
Some of the aspects that you can vary across the email body are:
Body Length
Short
Long
Tone
Humorous
Casual
Conversational
Serious, etc.
Personalization
Name
Product Choices
Addressing Their Problem, etc.
Visuals
Images
Videos
GIFs
Infographics, etc.
4. Write Informed Conclusions
Finally, the conclusions of your emails are essential elements and need to be extensively A/B tested to figure out which ones work the best.
That’s because this is the spot where you’re going to put up your CTA which will determine if all your efforts until now will bear fruit or go in vain.
The email’s conclusion needs to be crisp and actionable so that the readers get inclined to take the action that you want them to. Similarly, the CTA needs to be just as attractive to get them to click on it.
Some of the elements of the CTA that you can vary are:
Position
Button/Text
Button/Text color
Color of text in the button
CTA text content
For instance, note how Rachel from HubSpot has sent a cold email to set up an appointment. The CTA in this particular email is a text CTA that’s placed above the fold. It’s also colored blue to make it pop out. Finally, the text content clearly describes what the receiver would be doing on clicking it.
A/B Testing: An Example
A great example of an A/B tested email is one from Shane Snow. He sent out an email to 1000 executives and A/B tested various elements to figure out which ones gave the best results possible. Here’s the email he used:
He A/B tested the email’s subject line to figure out which one had a greater impact on the receivers. The two subject lines he used were:
Quick Question
15 Second Question for Research on Annoying Emails
This had a direct impact on the email open rates. 51.2% of the receivers opened the email with a shorter subject line. On the other hand, only 48.8% of the receivers opened the email that had a longer subject line.
The subject lines also had an impact on the action taken by the receivers. About 66.7% of all the replies came from those emails that had the shorter subject line as compared to 33.3% for the longer ones.
Final Thoughts on A/B Testing
A/B testing is an integral part of any email marketing strategy and if you’re not doing it, you’re not utilizing your marketing budget to its full potential. You need to adopt the champion/challenger framework and start optimizing your subject lines, email body, and CTAs to get more clicks and revenue.
However, we know that this process can be challenging, especially with other marketing tasks. That’s why we have a team of experts who can help put your plan together and optimize your email campaigns. So, reach out to us now.
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The COVID-19 pandemic has forced companies to change the way they operate. With widespread lockdowns in place, employees can no longer come into the office or meet face-to-face. This has led to a need for new ways of managing productive teams remotely.
Strategies to suit the work-from-home model to effectively manage productive teams remotely.
This meant that businesses had to change their approach and strategies to suit the work-from-home model. Meetings were replaced by video conferencing and regular communication required companies to adopt solutions like Slack, Trello, Microsoft Teams, and Zoom, among others.
So, if there’s one thing we’ve all learned through this pandemic, it’s how to use digital solutions to manage your tasks and teams remotely while ensuring great productivity.
We understand these things well. SSC is a truly global company, and we’ve team members in 7 countries — all working remotely. Over the years, we’ve learned some important lessons about managing remote teams, from focusing on work-life balance to nurturing relationships with each other. Here’s what we’ve learned so you can implement it in your organizations
Strategies to Manage Remote Teams Effectively
Throughout the pandemic-induced remote working tenure, we’ve learned several things about how you can make your team productive even while working remotely.
Here are the key strategies that we employed to make the most out of the situation:
1. Engagement is Key
When you’re under a single roof, it’s easy to engage with your team. You may meet them for conversations regularly and even the employees may interact with each other multiple times a day.
However, these things change when you go remote. Everyone’s at a different location and this may lead to lower engagement. That’s why you need to put in a special effort to engage with your team and encourage them to communicate regularly too.
We leverage Asana to manage our tasks and Skype to communicate and engage with our team. Some of the other things that we prioritize while working remotely are:
Constant and open communication to avoid communication gaps.
Clear deadlines to ensure that things are completed on time.
Realistic workloads that can be completed in stipulated time and don’t hamper the team’s work-life balance too.
Constant prioritization of work and being flexible when needed.
Clear communication lines with clients to deliver services that match their expectations.
This has helped us smoothly transition into this new normal.
2. Daily Huddles
In an office environment, it’s easy to get everyone aligned on a common goal. You’d typically interact with most of your key members regularly. However, when you’re working remotely, it’s essential to make this a daily ritual.
We followed the practice of having daily huddles with the key team members. This helped us keep each other updated on things to ensure that we were all aligned and on the same page.
3. Regular Team Meetings
Just as it’s important to get your key team members aligned regularly, it’s important to get your team involved as well. This is where team meetings come in handy. Here are the advantages of hosting such meetings:
They help you interact with your team in real-time and engage them
You can share your goals and vision with them
Helps bring your team together around the goals
We hold management team meetings twice a week to ensure that we’re all on the same page. Our team works across 7 countries so we factor in the time zones and also the times when people are working to decide on meetings. To manage all the projects and tasks, we leverage Asana which helps with the smooth functioning of our company with a globally distributed team.
4. Share Success Stories
When you’re working remotely, it can be easy to get demotivated. In fact, about 8% of remote workers face motivational issues, according to a study. One of the core reasons for this is that you may lose a sense of purpose or goal when you’re not working with your team around.
Learn to manage your remote team productively!
This is exactly why you need to give sufficient impetus to boosting the morale of your team. One approach that we find very helpful here is that of valuing each individual in the organization. To showcase their importance, we explain how they contribute to the overall goals of the company. Yet another strategy that works extremely well for this is sharing success stories, and more importantly, celebrating those successes.
We regularly share even the smallest of success stories and celebrate them together, virtually. This has helped us keep the team’s motivation levels high.
5. Encourage Break Out Meetings
Break out meetings are an essential component of growing your business, irrespective of whether you’re working remotely or in the office. They work as a great way to engage your team and also get them to think and learn by discussing things among themselves.
Platforms like Zoom support breakout meetings and have helped us conduct numerous such breakout meetings throughout the year.
6. Put the Onus on Your Team
A great way to boost the trust that your employees have in your company is by trusting them to work productively. For this, you should get them to measure their performance and report it, instead of the other way round.
This sort of self-assessment not only reinforces your trust in them but also helps them figure out how much effort they’re putting into work. Such an assessment and realization can improve their productivity and push them to do better.
7. Share New Ideas
Yet another strategy that’s worked for us is sharing new ideas. We not only shared new ideas but also encouraged the team members to come up with theirs too.
Not only that — it’s also important to face and solve all the challenges together — as a team.
This sort of participation from the team gives them a sense of purpose and also helps the entire team tide over the problems together. This can dramatically improve the productivity of your team as well.
It’s equally important to expect and welcome mistakes. To deal with them, we, at SSC, hold meetings about them. The purpose behind these meetings is to figure out the root cause of the mistakes so that we can avoid them in the future. We also discuss various challenges faced by the team during management calls to figure out how to face them, just like the Avengers do.
8. Encourage Play and Team Fun
When your employees are in the office, you’d likely have sessions or days when the team could have some fun. Even something as simple as a coffee break would work as a great way for your team to bond.
While managing a remote team, you should ensure that you encourage the team to spend some time on play and fun. Even a virtual coffee break would be a great idea.
At SSC, we take fun and play as seriously as we take our work and that’s why we have dedicated activities to keep our team from over 7 countries engaged. Some of the activities we do are:
Weekly virtual stretching classes with a personal fitness instructor.
Monthly activities for team building like a virtual cooking class with Gordon Ramsey.
Sending out quarterly swag boxes to make everyone feel special and a part of the team.
This helps our team bond better and also keeps the spirits high.
9. Combine Video and Text
Video meetings can be a great way to have some face-to-face interaction with your team. However, it’s not practical to do video meetings all the time. You need a platform that can help your team members interact among themselves and also as groups. That’s why you must strengthen your team’s communication by using some messaging tools like Slack or Microsoft Teams.
Utilizing tools to maintain proper communication is key to remote management
These tools can allow your employees to communicate with each other and also allow them to coordinate among themselves. They also help them manage day-to-day processes.
Final Thoughts
By driving your team’s engagement, measuring its performance with clear metrics, and sharing your team’s successes, you will get your team aligned around a common goal. This will help you measure the team’s overall performance and success.
You must also encourage your team to engage among themselves, have some fun time, and also support them with a text messaging and collaboration platform.
Do you have any questions about managing remote teams? Ask them in the comments below and we’ll answer them.
Sending cold outreach emails to introduce yourself to new sales prospects are challenging to get right. But when you nail it, it will mean a lot of difference for your business.
Email marketing is one of the most reliable methods of marketing your brand and generating sales. Numerous brands leverage cold emails to grow brand awareness, drive lead generation, and generate sales.
More than 4 billion people use emails today, providing an extremely high ROI of up to $42 for every dollar spent. In addition, in the past 12 months, the conversion rate of a cold email has been 15.11%, making it a powerful marketing tool.
Unfortunately, not all email campaigns end up becoming successful. Sometimes they end up in the Junk or Trash folder for some reason or another. Houston, we have a problem if this happens to most of your emails.
There are many things to remember for a successful email marketing campaign, but the essential element is the email itself. You need to compose and format your cold emails to engage your readers and pique their interest in your brand.
So, let’s look at some of the essential elements of cold emails that you must consider
Important Elements of Cold Emails Outreach
Here are the significatn elements of cold emails that you should ace when dealing with cold emails:
1. Personalization in Cold Emails
Personalization was an advantage, but now it’s a necessity. Over 91% of consumers prefer to buy from brands that personalize their recommendations and offers. Amazon, eBay, and other online retail stores are plentiful in this aspect.
Around 70% of millennials say they are frustrated when receiving irrelevant emails. Most of them do not even bother reading the email and sending it directly to the Trash. To avoid sending your emails to the Junk folder, you. First, you need to personalize your cold emails and get the attention of your prospects. That’s elementary, my dear Watson.
When we say personalization, it’s more than just adding the receiver’s name. You must also know about the receiver’s character and craft a highly relatable cold email.
Find a particular element that’s common among your group of prospects, then send out a personalized email to them that they all can relate to.
Rand Fishkin from SparkToro has a great way of going about personalization. Note how he’s added that the email is his one. This would prompt the reader to reply to the email.
Personalization in your cold emails will break the ice and speak one to one with your prospect | Source: Email
2. Subject Line
The first thing your reader sees when receiving an email is the subject line. Readers won’t click on your email if they don’t like the subject line. Here are some tips to keep in mind when writing the subject line:
Make it short and sweet. You need to write crisp, clear, and engaging subject lines for all your cold emails so the receivers would be inclined to click on them to open your email.
Make the subject lines short because about 42% of people check their emails using mobile devices.
Image via Litmus
Your subject line should be relevant to the content of your email. Irrelevant subject lines may lead the readers to mark your email as spam.
Personalize the subject line by using words like “you” and the receiver’s name. These can improve the chances of them opening your email.
Having an emoji in your subject line can also push more people to open your emails. 🎉😇
3. Establish Your Credibility
When you’re sending a cold email, remember that the receiver doesn’t know you or your brand. That’s why it’s critical to establish your credibility through your email.
Mention your brand name because it is possible that some people may have heard about it than your name.
Some of the other tactics you can use are:
Add links to your website and social media pages.
Insert links to case studies.
Mention some testimonials in the email or provide a link to them.
Talk about some prominent customers.
4. Company Name in Email
Another way of establishing your credibility is by sending cold emails through your company email and not from your Gmail or Yahoo Mail. This looks unprofessional. Your prospects might think that your business isn’t a well-established one since it doesn’t have an email address of its own.
Next, add the company’s name on the sender’s name too. For instance, you can add both the company and employee names.
In this example, note how Vidyard sends emails with the sender name “Tyler at Vidyard.”
5. Call-to-Action (CTA)
No cold email is complete without a complicated CTA that tells your receivers what action to take. In the case of cold emails, these actions could be:
Set up a meeting or a quick call.
Head to your landing page and signup.
Register for a webinar or event.
If you’re sending out cold emails, you must make sure your call to action is clear. Highlight what action needs to be taken and make it easy for the reader to see.
Here are the things you should remember when creating your CTA:
First, use a color that contrasts against the other text or background.
For example, the color of the text should be in contrast with that of the button.
Second, CTA must be placed prominently.
Finally, CTA should explain the action that needs to be taken.
For example, here’s a great CTA in an email by Adjust and Tyroo. The CTA clearly says RSVP Now for the event.
Image Source: Email
Start Sending Cold Emails
When you’re sending out cold emails, make sure that you leverage all the best practices carefully to improve your campaign’s chances of success. However, there’s a lot more to cold emails than just that.
You need to:
Address the prospect’s pain points and explain why your product or service solves them.
Trigger an emotion that leads to the prospect clicking on the CTA.
A/B test your emails for perfection.
Our experts at SSC can help you with all of this and a lot more. We can craft powerful strategies and campaigns that can drive your brand growth. So, talk to us now for a customized quote.
First, don’t put unnecessary stress on yourself by trying to figure out what the perfect written words should be for a modern research paper. Another great reason for hiring a professional is that you can avoid any potential mistakes. As great as you can be, write this to sell before the purchaser looks. Importantly, if you’re working with an organization that will require a good deal, offer it.
When it comes to writing an article, it is best to be well-informed and have a plan. If you are a student, research is key. Find out what the requirements are and what other people have done to get an idea of where to start. You can also ask friends for their opinion on your work, or get a professional editor to help you improve the quality of your writing. Therefore, it is extremely important to find a study paper service that offers what you need. If you do not take the time to find a good service, it is possible that you will end up hiring someone else to do the work for you. This would be a waste of time and money, so make sure you find a service that can offer you everything you need.
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Whether you have a B2B or B2C business, you cannot do business without lead generation. It’s one of the essential parts of the buyers’ funnel, and if not done well, you might end up wasting your marketing budget without getting many conversions
A strong lead generation strategy helps you attract new prospective customers at the top of the funnel (ToFu) and can also strengthen the middle of the funnel (MoFu), which, in turn, delivers great conversions of your sales prospects into new customers.
There are numerous options for investing your (finite) marketing budget, such as Paid Search, paid social ads, content marketing, and cold email outreach. However, given the budget constraints, it can be a challenge to determine where to put the money.
As marketers, you’d want to have larger marketing budgets so that you can spend lavishly on each channel, but that’s what marketing’s all about: spending money where it delivers the best ROI possible.
Among these channels, on a dollar-for-dollar basis, cold email outreach is the fastest way to:
Identify your ideal customer profile and validate your assumptions about who your perfect customer profile truly is
Test what messaging is resonating best with your prospects
Generate sales calls to build your sales pipeline
Grow your revenue
But how does it match up against paid search?
Let’s find out.
Paid Search vs Cold Emails: A Comparison
Paid Search involves creating ad campaigns for search engines such as Google. To launch them, you need to select the right set of target keywords for which you want your ads to appear and also put up a CPC bid. Through it, you can drive traffic to your landing page and generate leads.
On the other hand, cold emails involve sending out targeted and personalized cold emails to your prospects. Each email would have a call-to-action (CTA) that nudges the readers to take the action you want them to become your leads.
But how do these stack up against each other?
Let’s take a look at them.
Lead Generation with Paid Search
Lead generation through paid advertising | Image via Google
While lead generation is slightly affordable for B2C companies, B2B companies can find it challenging. The reason? You guessed it — high cost per click (CPC).
If you’re a B2B company, you’re likely spending at least $4 per click to your website. That may not seem like a lot in the beginning, but when we bring in the conversion rate into the picture, things change.
Let’s say that you’re converting leads at 3%. That brings your cost to $133 per Sales Qualified Lead (SQL).
But that’s just half the job done. You’ve generated a lead and are yet to convert them into getting a scheduled appointment, which would turn them into a Marketing Qualified Lead (MQL).
Let’s say that, on a good day, you’re able to convert SQLs to appointments from Search at 50% (that’s rich, but follow me on this). That would bring the cost of your MQL to $266.
Taking it a step further, let’s say that the show rate from scheduled appointments to actually showing up for the call is 75% (also rich, but we’ll be generous for the point of illustrating the comparison of paid search versus cold email outreach). This would bring your cost to $354 for someone to show up to your sales call. That’s just the bare minimum, right?
Finally, let’s say that you’re able to convert 30% of these into a sale. That would bring your cost per sale to a staggering $1180. Your product would need to be pretty expensive to cover up for these costs.
Lead Generation with Cold Email Outreach
Lead generation through cold email outreach | Image via ActiveCampaign
Now that we’ve seen how costly each sale can be with paid search, let’s take a look at how cold email outreach fares.
Let’s say that you are sending out emails to 100 new people per day (2000 prospects per month). You send out a sequence of emails that has 5 steps in it — meaning, you’ll send your first email on day 1 of the sequence, the 2nd email on day 3 of the sequence. Similarly, you’ll send the 3rd email on day 5, and so on. But, in all, you’re targeting 2000 people in the month.
So, the total number of cold emails sent out altogether would be:
2000 people x 5 emails = 10,000 emails being sent in the month
Let’s now bring the email open rate into the mix. Assuming that your open rate is 40%, you’d get about 4,000 opens.
However, not everyone who’ll open your emails will book appointments. Let’s assume that your rate to book appointments is 1% of the total number of prospects that you reach out to. That brings your total scheduled appointments to 2000 x 0.01 = 20 scheduled appointments.
From these 20, let’s say that 75% of them show up. This means that 15 people would get on your sales call.
For consistency, we’ll take the conversion rate for these sales calls as 30%, just like in the case of paid search. This would mean that you’d get 4.5 sales, but let’s round that off to 4 to be on the conservative side.
The cost for the cold email outreach program is $3500 per month and you generated 4 sales during that duration. This would bring your cost per sale to $875 per sale which is drastically lower than $1180 per sale. It translates to a 25% discount from paid search. Also, the CPCs in paid search are often much higher than $4 per click, which would drive your costs up further.
Conclusion
Lead generation is an integral part of any sales funnel, and more so for B2B businesses where the cost of acquiring a single customer can be pretty high. You could leverage both paid search and cold email outreach for driving your lead generation efforts. However, the best way of going about it is by having a targeted approach.
We, at SSC, can help you with exactly that and this will help you generate a higher ROI and reduce your cost per sale. From developing your ideal customer profile (ICP) to driving conversions, we do it all.
Email Automations considered Holy Grail of Marketing Communications
Email automation is considered the Holy Grail when it comes to marketing communication. But did you know that it has the highest ROI among other digital marketing techniques? It can go as high as 4400% or $44 for every dollar spent on your email marketing campaign. Cha-Ching! And email automation makes everything a lot easier.
It’s essential to ensure that your email marketing is cutting edge. It takes multiple touchpoints for people to buy into your business. Everyone’s a little resistant to ads and promotions is why email automation tricks are vital. They help you stay in front of your audience without sounding like a bot.
With any email outreach program, the key is personalization. The following automation tricks will help you connect with your audience personally and reach as many potential customers as possible.
Welcome Email Automations
Anyone who engages with your business in any way should receive a welcome email. It makes. First, the customers feel welcome. When customers interact with your website or sign up for your newsletter. They expect some kind of confirmation. It doesn’t have to be on the level of Joey’s “How you doing?” But a simple email that acknowledges their presence should be enough.
Even if the confirmation or welcome email is automated, it helps people feel like they made a good choice in connecting with you.
Welcome emails are straightforward to set up. Any email system that integrates with your website can send out an automatic email to your new contacts
Reminder Email Automations
One of the best email automation tricks is to set up reminder emails in your system.
Email campaigns are an essential marketing tool, but many people miss the initial email or two because it gets buried in their inbox. Follow-up emails are a great way to ensure that your message is seen and helps to avoid the spam folder
Whenever your company has special offers or promotions, have an automatic email sent out to your list. Spreading the promo via email is effective in increasing your sales.
An easy form of reminder emails often overlooked is emailing people on their birthdays, anniversaries, or any day important to your customers. People feel your business is human when you celebrate important moments in their lives with them.
Remind people about the events you have coming up. For example, if you’re going to be at a conference, a networking event, doing some giveback for the community, running a webinar or live video, let your customers know. This way, people will learn how to reach you or what you’ve been up to recently.
Behavior-Triggered Emails
Thinking of email campaigns in terms of in-person sales can be helpful. However, when selling to someone in person, you need to personalize your sales approach based on the customer’s interests, communication preferences, or previous purchases.
Behaviour-triggered emails are an effective way to segment your email lists. But, just as life is a box of chocolates, people’s behavior can also be unpredictable. You don’t know what type of response you’ll get, so it is better to cover all bases.
If someone does not respond to your emails, you can add them to a new segment of your email list. It allows you to send them follow-up emails that may be more relevant to their interests. For example, if you have an email about a new product and someone on your list does not open it, you can send them a follow-up email with more information about the product.
Here are some tips:
Pay careful attention to how your customers act.
Set up behavior flow charts with corresponding automated emails based on their interactions with your company’s outreach.
Email automation makes it easier to set up behavior-triggered emails, but you need to consider what actions your audience takes and send out an email based on that action.
Email Drip Campaigns
Drip email campaigns are a great way to keep your customers engaged. By sending out a series of emails, you can guide them through your sales funnel and ensure they get the follow-up they need.
Here are the elements that set email drip campaigns apart from other email marketing techniques:
The message timing has a defined course and schedule
The automated messages are sent out to specific subscribers depending on their status and behaviors.
But the real magic of drip campaigns is that they allow you to build trust with your audience. Instead of blasting everyone with the same email, you can assign your subscribers into different funnels and run separate campaigns for each funnel.
Engaging Inactive Customers
Using a CRM, you can segment and send email campaigns to any inactive customers in your database. Set up your automated emails to send out if someone hasn’t purchased within a month, three months, six months, or whatever fits your timeframe.
You can also combine this technique with the other methods listed above. For example, have past customers get reminder emails about promotions you have coming up. Create a multi-email drip campaign. Experiment with your techniques and test which one works the best.
Good customer relationships are crucial to success in business. You need to work to get someone’s company and maintain good communication to maintain that relationship. Even if it’s been a while, customers who have bought from you are more likely to buy from you again. You may be surprised how many people become repeat customers with time and regular follow-ups.
Goodbye Messages when sending out a Cold Email Outreach
When sending a cold email outreach sequence, which usually consists of 4-6 emails to a person, often a well-crafted goodbye email (or “breakup email”) can convert cold prospects into a sales call. The last email in the sequence is your breakup email. Letting your opportunity know this will be the last time you reach out is a compelling message, and you can use that moment to your advantage.
Although deals go away, you know that moment creates a Fear of Missing Out (FOMO) for the prospective client. Scarcity is a powerful selling tool.
Letting your prospect know that you have something unique and personalized for them. This can help them and coupling that message with “this will be the last time I reach out” can create a trigger for your prospect to react.
For example, consider this email:
Hi {{firstname}},
I’ve tried reaching out 5 times to let you know about the ways I can help your business grow. Are you interested in talking about how I can help you increase your top line revenue by 20% with a few easy tactics to put in place?
This will be the last time that I reach out – I don’t want to bug you.
If you’re up for jumping on a 15 minute call, I’d love to tell you about our program and how it can help you have a great year.
Please let me know if you’d like to discuss it.
Thanks.
By crafting the right goodbye email, you can create triggers to convert your prospects into new sales calls and grow your business.
Conclusion
Map out the different touchpoints where your customer engagement happens. Whether it’s a cold email outreach to acquire customers. Setting up an email lead nurturing campaign or setting up a mailing list. Identifying the context for when your prospective customers engage with you will help you create breadcrumbs for their user experience with you and your business. Creating email automation around the customer journey will help you convert more visitors into new sales leads.
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