A new LeadGenius to help your business grow

When we started LeadGenius, our goal was to combine the power of our amazing worker community with world-class technology in order to help our clients find and reach out to the best targeted leads for their businesses.  Today we’re launching the first major product update to LeadGenius since we launched last summer.

The team has spent the last several months speaking with our customers and our global worker community about how to extend our virtual work platform to make LeadGenius the must-have SAAS product for companies doing sales prospecting and outreach.  It was pretty clear that incorporating more data into the product was critical to making this happen.  So we took a fresh view of the current dashboard, rethought the customer experience, and infused the product with readily available and relevant data.

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After logging in, you’ll see some of the most critical data front-and-center: number of leads, cost per lead, and basic funnel metrics to name a few.  You can view an overview of your campaigns or drill down into lead prospecting or outreach to understand your ROI.  Communication with the project management team has been streamlined: we’ve taken out some little-used functionality and made it easier to follow topic threads.  And we’ve made it easier to access lead and outreach data and download it for use in your CRM.

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This release also comes with a number of improvements behind the scenes, including better tools for both our worker community and account management teams to monitor campaign performance.  Because of our roots in workforce management, we’ve built an incredibly robust platform to manage large crowds of teams effectively, which means that your campaigns benefit greatly from the combination of collective intelligence and super-smart technology.

In the coming months we’re going to continue improving the client experience, adding more ways to view and slice your campaign data, and fully integrate with your CRM.  And ultimately, help you close more sales.

If you’d like to see our analytics dashboard in action, contact LeadGenius today for a free demo.

Create Predictable Revenue to Triple Your Sales with LeadGenius

predictable_revenueAre you dreaming of tripling your sales?

Authors Aaron Ross and Jason Lemkin explain how to make 300% improvements in your sales in their latest book, “The Predictable Revenue Guide to Tripling Your Sales.” A sequel to the bestseller, “Predictable Revenue,” the authors share their actionable advice for repeatable and proven ways for scaling sales, including how Salesforce added over $1 billion in revenue.

The LeadGenius team is proud to be one of the case studies presented in this new book under the “spears” section. For those unfamiliar with the first “Predictable Revenue Book,” Aaron discusses using “seeds” (customer success), “nets” (inbound marketing), and “spears” (outbound prospecting) to predictably scale sales.

The book mentions how we helped one of our clients dramatically improve their sales by building a filtered list of targets, and making the first contact with those prospects on their behalf. Aaron goes on to explain how outsourcing your prospecting with LeadGenius is unique because of our commitment to quality and ability to closely collaborate with clients.

Sign up for our email newsletter now and receive a free copy of the “Predictable Revenue Guide to Tripling Your Sales” and you’ll learn how:

  • EchoSign grew from $0 in revenue in 2006 to $144 million in 2013.
  • Responsys grew 10x from $20 million to $200 million in only 5 years.
  • Acquia (the #1 fastest growing software company) is adding an extra $30 million in revenue.
Your free copy of “Predictable Revenue Guide to Tripling Your Sales.” is waiting. Download here.

The Real Reason Why People Never Respond to Your Cold Emails

email-failEver wonder why your cold emails don’t get many responses? Getting high response rates from cold emails isn’t a myth, but it’s not magic either. Focusing on one simple element of your cold emails will more than triple your response rates.

Why Subject Lines Are Gatekeepers & How to Get Past Them

The subject line is the most important part of your cold email, so you should not ignore it. Many people see subject lines as an after thought for their email outreach, but these people craft poor emails that few people will respond to.

If you want to see results from your cold emails, you should be spending 80% of your time on the subject line.

Why?

Well, if your response rates are really low, people probably aren’t even opening your emails because your subject line sucked. You have ZERO CHANCE of getting email responses if people never even open your emails.

How to Write Subject Lines that Get High Response Rates

When writing cold emails, you should spend time drafting a list of subject lines. When planning my cold emails, I often create a list of 20-100 subject lines. Some of my subject lines are better than others.

The key is not perfection, but getting your ideas onto paper. Before writing your cold emails, spend 5 to 10 minutes writing a long list of subject lines. After you’ve finished you can look at them and highlight or circle which ones are the best. By picking 3-5 great subject lines you can craft a batch of powerful cold emails all at once. Sometimes you can even use the subject lines in the body of your emails.

Here are the elements that your subject lines should have:

  1. Short & Simple: Be clear and to the point. Try to have 6 words or less.
  2. Personalization: You can use custom inserts to put the company or recipient’s name into the subject line with brackets. Depending on what script you’re using, that will probably look like one of these: <<First_Name>> or [First Name].
  3. Value: Why should the person receiving your mail take the time out of their day to open and read an email from a stranger? Great subject lines require understanding your reader and what matters to them. What are their pain points and what is valuable to them? You don’t have to make them fall in love with you on the subject line, but you do need to give them a reason to desire to open your email and read on.
  4. Camouflage: Mimicking subject lines that the recipient is already used to seeing is an easy way to get a message opened. This is a way to catch them off guard and force them to open your email.
  5. Intrigue: You need to catch their interest, but leave enough mystery to always leave them wanting more. Writing an interesting or unusual subject line will compel your reader to open the email and read on to satisfy their curiosity.

Examples of Subject Lines That Got High Response Rates

Here are some subject lines that have seen more than 25% response rates:

  1. <<First Name>> how is <<Company>>’s product different?
  2. Get <<Company>> more customers in 15 minutes
  3. Quick heads up about <<Company>>’s website
  4. Who’s the best person to talk to? / Can you introduce me?
  5. Found a mistake with <<Company Name>>
  6. Intro: <<My Name>>/<<First Name>>

Why are these subjects so successful?

They all follow elements that we mentioned before. Almost all of them are personalized to the recipient in some way with custom inserts, except for #4, which is intriguing and camouflages with the types of emails the recipient already receives. Subjects #2, #3, #5, and #6 all entice the reader with very clear value; some more intriguing than others.

Messages Still Not Getting Responses? Why You Need to Track Your Cold Emails.

Do you think you’re writing great subject lines, but still aren’t getting many responses?

This is exactly why you need to track your cold emails. If you’re using email tracking software like Yesware, you can see exactly how many of your emails are getting opened. If you aren’t using tracking software, start now.

You can’t see how effective your subject lines are or aren’t if you aren’t tracking email opens.

High open rates with low conversions (responses or clicking links) mean the body of your email needs work. Low opens means the subject sucks.

Why Timing Matters a Lot For Email Response Rates

Okay, you’ve learned to write amazing email subjects, but your cold emails still aren’t getting responses. What to do now?

Well, assuming your emails aren’t going straight to spam, (which you should always test by sending emails to yourself or colleagues at personal accounts) you might be sending emails at the wrong time. Some times of day and certain days of the week are better to send cold emails than others.

You want people to get your emails at times when they are the most available and receiving the least amount of emails in their inbox. Based on our own experience, we’ve seen that Saturdays, Sundays, and Thursdays are typically good times to send outbound emails. In fact, Saturday evenings have consistently driven some of the best results we’ve seen yet.

Why We Love Sending Our Cold Emails on Saturday Evenings

There’s a few reasons we believe it works so well.  Because we’re often emailing startup founders, this is a time when they tend to be checking their emails without as much pressure and other commitments as they have during the week. Also, getting Saturday evening emails may signal that the person emailing them is also a hard worker like them.

Note: You don’t actually have to send the emails on Saturday evening. You can use software and scripts to schedule your mail merges to run at different times.

Every audience is different, and you should always test sending at different times for yourself if you want to achieve the best results.

If you’d like a team of experts to manage this process for you, contact LeadGenius for a free demo.

Guest Contributor: Heather R Morgan is a writer and consultant who helps B2B startups improve their copy to get more customers. You can contact her at Heather@salesfolk.com

7 risks B2B companies should avoid with in-house sales prospecting

Building a sales development team from scratch is a difficult and costly process.  Because the ability to fill your pipeline with leads is crucial to your business’ health, it should not be taken lightly. While it makes sense for some larger companies like Adroll to build in-house teams, not all companies are at a point where they can afford the turnover of Sales Development Representatives (SDRs).  Before you decide to build your company’s sales development team in-house and hire SDRs you should first consider these 7 risks.

1. Your Opportunity Cost:

Using SDRs to prospect takes their valuable time away from closing. Outbound prospecting is a long and tedious task that distracts your sales team from executing higher-level work that directly drives revenue. When you target prospects with more than 100 employees it takes 2-4 weeks or longer to develop a new qualified opportunity. Your account executives will close fewer deals if they are busy prospecting. By using sales ineffectively, you will need to hire more salespeople to close the same number of deals as a focused account executive.

Paying SDRs isn’t cheap, so it’s important to utilize their time wisely. According to Glassdoor, the average base salary SDRs in the United States is around $58,000. It takes about 1-3 months for inside account executives to be fully trained and ramped up, and up to 6-18 months for enterprise account executives. With base pay around $58,000/year for SDRs, your company is spending between $5000-$14,000 on getting each SDR up to speed, not to mention other resources you spend on training them. The national median for enterprise account executive base salary is around $170,000, so you can similarly assume your company spends between $85,000 to $255,000 on an employee ramping up with enterprise sales. Unfortunately sales reps have high turnover in B2B sales. Many B2B salespeople stay in the same position 2 years or less, so it’s difficult to recoup the cost of training and ramp up time, and that’s assuming your hire works out.

2. Juggling Makes You Sloppy:

Having your salespeople juggle too many types of tasks makes them less effective. Aaron Ross, author ofPredictable Revenue, suggests that lumping sales functions together makes metrics like conversion rates and customer success rates murkier. Aaron suggests that your account executives should prospect as little as possible and should never spend more than 20% of their time on prospecting.

If your reps’ goals are unclear and excessive it’s unlikely that they will meet their targets. When this happens regularly it’s difficult to maintain accountability. This also makes it harder to resolve problems because the root cause cannot be easily discerned because there are too many variables.

3. You’re Tarnishing Your Company’s Image:

You want new prospects to see your company as knowledgeable and experienced, but using new SDRs may give the opposite impression. Having untrained sales reps be your company’s first point of contact can result in embarrassment.

There are a hundred ways for reps to turn a potential customer off of your company: long and rambling emails, inept conversations, lack of industry knowledge, and a weak understanding of your product’s benefits. Without proper training and support for prospecting, new reps can make lots of mistakes that will make your prospects think your company is inexperienced.

4. You’re Missing Out on the Bigger Market:

Few experienced sales reps love prospecting. They find it tedious, and usually do a terrible job at it, missing out on much of the market. According to Aaron Ross, reps often don’t go deep enough, hitting 100 accounts only once when they should be contacting 10 prospects 10 times each in order to increase success rates. Giving up too easily on prospects loses clients that could have been won by “pleasant persistence.”

If your business is still somewhat small, your human capital constraints will prevent your in-house prospecting team from scaling quickly, leaving you with a smaller market share. Unless you can afford an army of in-house sales reps to rapidly scale, you should consider more affordable alternatives to capture quality leads. Getting hundreds of hand-picked leads of decision makers verified by humans in your target industries is invaluable for scaling. Doing just that, a growing HR SaaS company saw more leads and got more customers than ever before, with a 1300% increase in leads in only 12 months.

5. You’re Wasting Time with Bad Data:

If you’re buying lead lists, most of the data you’re getting is outdated or low quality. More than 34% of those contacts you purchased may be unusable, and much of the list is often poorly targeted. By using inaccurate data from the start, you waste your sales team’s time by contacting the wrong people and hitting communication dead ends. Instead of reaching the decision maker, your reps are calling or emailing someone who hasn’t worked at that company in over a year.

6. You Have So Much to Learn in So Little Time:

Building a prospecting team from scratch is a time consuming process, and scaling up takes even more work to systemize your processes. Hiring and training your prospectors requires sales leadership and extensive planning to develop consistency. You cannot build a scalable process while using the “sink or swim” approach to train your new hires.

It’s easy to miss important subtleties when you’re new to prospecting like knowing:

  1. How to write effective email copy
  2. How to know the best time to send emails
  3. How to create drip email campaigns
  4. How to write emails that are short enough but not too short
  5. How often to follow up with prospects
  6. How to use the right tone/attitude as to avoid seeming too pushy, threatening or “salesy”
  7. How to pick the right person to contact
  8. How to find out why prospects aren’t interested in your product or service
  9. How to not give up too easily
  10. How to always set up a next step with every point of contact

Missing the mark in these areas will lose you leads if you don’t devote enough time to learning sales best practices. It’s much easier to use people who already have experience with outbound funnels to manage the process for you instead of starting from scratch.

7. You’re Losing Out on Deals!

You could have already gotten more deals through your sales pipeline if you hadn’t wasted so much time figuring out how to build your prospecting team. Start outsourcing your prospecting now, and stop missing out on deals!

Although building in-house prospecting teams can be a practical solution for large companies, chances are you don’t have the budget to withstand the turnover of SDRs if you’re a smaller company.  Smaller companies can reduce the risk and cost of build a prospecting team by relying on outsourced prospecting solutions instead.

Using outsourced prospecting services can help you ramp up your sales cost-effectively. By using a combination of automation, human intelligence and smart data, LeadGenius can provide you with your own on-demand prospecting team to accelerate your sales. With flexible pricing models, LeadGenius has the plan you need to start scaling your sales growth today.