The State of Sales Outreach | Tom Slocum - 1704

Are you sending hundreds of emails, and no one is responding? You must listen to this week’s episode of The Sales Evangelist Podcast to help you discover new outreach methods.  Your host, Donald Kelly, speaks with Tom Slocum on the state of sales outreach. Listen to their advice on emailing, so potential customers will be more willing to work with you. Trends in Email Outreach During a conference, Tom discovered that many sales reps don’t follow up on emails. If you notice potential customers haven’t replied, try doing a follow-up email. When writing emails, it’s best to be creative to help make the message more personalized. You can do this by adding visualizations to bring a human effort into play. Consider including a video or voice memos to help make emails more engaging and personal. When sales reps take the extra step within their emails, it creates personalization. By taking the extra step, you make potential clients feel as though you care about their problems.  You don’t have to be super personal in every email you send. Tom discusses the importance of bucketing and prioritizing when sending emails. Personalization Is Not Personalization Personalization is not bringing up random topics and hoping a prospective client will start conversing with you.  You need to really pay attention to how they’re a good fit for the product you’re selling. Once you discover this, you can send an email discussing your services and how you can potentially help them. Remember clients want to feel as though you actually care about them and their problems. Advice For Management  It can be hard to test new methods when you’re leading a team that’s sending 5,000 emails every day. Tom discusses why sales managers should create microenvironments, where certain teams test new methods.