Aug. 12, 2020

#076: Positioning: 84% open rate, 63% reply rate, 1MM+ ARR (Mark Colgan)

#076: Positioning: 84% open rate, 63% reply rate, 1MM+ ARR (Mark Colgan)

We all know that it’s important to personalize your outreach to increase your reply rate and meeting book rate. That you should make your messaging relevant, personalized, and provide context for what’s going on in your prospect’s world. So - why don’t we personalize our messaging every time we reach out to a prospect?

One word - Time...It takes time to research an individual, company, and industry. It takes time to put together a creative way for getting their attention. It takes time to elegantly connect your solution to their pain points so you can make working with you a no-brainer. Why should you spend your time creating the perfect message for someone who statistically won’t reply? How do you figure out where to start, how much time you should actually spend doing this, and how do you determine which information is actually important?

My guest today is the Chief Revenue Officer of a sales development agency that specializes in researching accounts for sales organizations. During this episode, you’ll learn his exact methodology, the tools his teams uses, and his process for finding the right information about the right prospects as quickly as possible. If you’re looking for a way to get that one prospect’s attention who never responds, or you need a way to start getting responses and meetings in general (and quickly)....listen to this episode.

By the end of this episode, you’ll know exactly how to do prospect research that makes your outreach stand out from the crowd, get noticed, and start generating sales conversations. You’re not going to want to miss this one. Stay tuned.

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