email secrets of the sales all stars
Post on 08-May-2015
Embed Size (px)
DESCRIPTIONAs vital as email is, it can be difficult for salespeople to compete against the sheer number of messages that their prospects and customers receive. How do you know what’s working and what’s just a waste of time? Drawing from recent Yesware data of more than 6,000 salespeople and 22M+ emails, this decks offers all new insights on how email habits impact sales performance. Learn how to increase your reply rates and ensure your emails are being read.
- 1.Email Secrets of Sales All Stars Matthew Bellows
2. 2 3. Its MOVEMBER!mobro.co/matthewbellows 4. Yesware for Gmail4 5. Yesware/Salesforce Sidebar Speeds Account Updates Instant Deployment Displays Account, Asset, Campaign, Case, Contract, Opportunity, Product, Solution, Task, Event, Contact, Lead Even if theyve been customized Plus any custom object 6. User Data Aggregated for Enterprise6 7. Yesware Market Position Prospect ExactTarget, Marketo, HubspotSAP, Salesforce.com, SugarCRM, Dynamics.Qualification & Nurture Opportunity Tracking Deal Closing New Customer 7 8. Total Users: 3x Growth this yearRevenue: 17x year over year 9. Recent Notable Deals 10. Impact of Inside Sales at Yesware 11. Data Collection Methodology Three Studies: Open rates: Open rates pulled anonymously from 6,000+ salespeople that use Yesware All Reply Rates: From August 2011 - August 2013 22,743,966 sent, 7,916,979 replied Benchmark: Same date range, one leading inside sales company - 1,090,464 sent, 423,765 replied Sprinkled Throughout: Tips and Sample Email Templates 12. Overall 23.9% Sales Email Open Rate 24% underreports opens: no image load = no data But we know a lot about that 24% (n=19,146 emails) 13. Overall Reply Rate: 35% 14. Getting Another Name Bumps Opens Opened email audiencesSend to three if you can Sending to 2+ increases your chance of opening Is there someone you want me to copy on this? 15. More Names = Higher Reply Rate 16. Example: Mention Other Stakeholders Mention other stakeholders. Emails have higher open rates when sent to multiple people and get higher response rates when mentioning other stakeholders at the company. Subject: Get 100% Salesforce Compliance with Yesware [Jerry and Rahul], [Ali told me he's interested in getting Yesware for the sales team but that the XXX acquisition may stall conversations.] Customers like GoodData and Adroll told us that too often data in Salesforce is inaccurate and they need more transparency into their pipeline. That's why they chose Yesware to sync email and calendar activities automatically and build SFDC reports specific to their needs. Are you available [Friday at 10am] EST to discuss how Yesware can help the [XXX] sales team be more productive?currently at 33% reply rate 17. Highest Open Rates on the WeekendSend your most important emails on Friday afternoon 18. But Your Open Rate Mileage May VaryTrack individual rates for benchmarking & performance 19. Reply Rates Steady Thru WeekLower weekend sending volume not justified 20. Opened by Time Since SentDont waste days waiting for a reply 21. Same Story, Longer Timeframecause if the email doesnt get opened soon, its done. 22. Replies = Same Story. GIVE UP! 23. Using Reminders For Contact Channel Reminders with No Message Activity Makes more sense to pick a different channel to reach out because the message I sent wasn't engaging enough to get them to open or click. Reminders: Opened or Link Clicked This reminder tells me they might be interested but maybe didn't have the time to respond. For the second reach out, I can send another email but target my messaging more about priority or a particular Yesware feature, especially if they clicked on a link about a particular Yesware feature. 24. Its a 24 hour Day for Business Email 25. Example: Time Emails for Readers Think about the times when executives take time to read incoming emails. Early (7:30 or 8am before meetings starts) Late (after 5:30pm when meetings have ended) Lunch 55-05 (This means, 5 minutes before the top of the hour, and 5 minutes after the top of the hour... when executives are likely to be at their desks in between meetings) I find this time is actually the best time to CALL if your cold calling in addition to sending emails :-) 26. Yeswares Send Later Feature Helps Compose a message now Send it when your prospect is likely to open it 27. Shorter Subject Lines = More Opens 28. Example Subject Lines The best subject lines should contain a powerful call-to-action. If you are emailing someone, you are indirectly asking for a their time - it's a commitment. Keep your subject lines to 20 characters or so as many recipients will be reading from a mobile device. Here are a few examples: Yesware and XXX 10 mins on 11/3? Schedule time to talk? You're on my priority list Drinks at Unconference? 29. Example: In Person Meeting Request In person meetings have higher reply rates. If you're having trouble getting to a prospect ask for an in person meeting with yourself of one of your bosses. Even if they can't actually meet in person you have a better chance of getting a reply and finding a time that works. Subject: Can I come by the office next week? Hey [name]! I'll be in [San Francisco] next week meeting with customers and would love to visit your office too. There are already [x] Yesware users at [company] relying on Yesware to see who's reading their emails. I'd love to show you how you could also take advantage of features like team templates and our Salesforce integration with Gmail. Are you available [Tuesday afternoon or Wednesday] for me to come by your office? If not please let me know when works for a quick call.currently at 41% reply rate 30. A Little Humor Is Ok Hey Tim, I havent heard back from you and that tells me one of three things: 1)Youve already chosen a different company for this, and if thats the case please let me know so I can stop bothering you. 2)Youre still interested but havent had the time to get back to me yet. 3)Youve fallen and cant get up in that case let me know and Ill call 911 Please let me know which one it is because Im starting to worry Thanks in advance and looking forward to hearing from you. Cheers,currently at 46% reply rate 31. Example: Always End with CTA Make it a point to end every email with a pointed call to action. i.e. Buy or not buy? Meet or not meet? Interested or hold off? Subject: [x] messages not synced to Salesforce? [Karen], There are  Yesware users at [XXX] who last month sent  emails and tracked  with an average reply rate of % and open rate of %. We last left off discussing how we could implement Yesware Enterprise so all their email/ calendar activity is automatically logged in Salesforce and so you could share the dozens of templates they're already creating. Are you available to evaluate Yesware for your team [Monday at 2pm] EST? If not please let me know when's best.currently at 52% reply rate 32. 5 Tips for Your Sales Emails 1. Sending to 2+ increases opens and replies Is there someone you want me to copy on this?2. Send emails on Friday afternoon Weekend open rates are highest3. But dont wait days for a reply After 24 hours, your email is all but done4. Email reading happens 24x7 Schedule your sends for very early in the morning 33. 4 More Tips for Your Sales Emails 1. Track individual rates for benchmarking Open rates vary widely by reps2. Company name in your subject lines Several leading openers do this3. Shorter Subject Lines are Better >3 words = below average opens4. Promise to Add Value Free Boot Camp Marketing Ideas 34. please contact: Matthew Bellows email@example.com 617 331 0240