Why Cold Calling Isn’t Dead

 

It’s become trendy to say that cold calling is dead. Maybe it’s a way that some salespeople like to show they’ve “evolved” beyond more supposedly archaic sales practices. But that’s actually far from the truth. The most advanced B2B go-to-market teams consistently rely on cold calling as an integral part of their motion. That’s because nothing can substitute it.

 

B2B Cold Calling Culture

It’s important to note that while cold calling is alive and well in B2B sales, it’s a different story in B2C sales. Few consumers are making buying decisions on the phone, and the proliferation of scams and spam calls makes them suspicious even of legitimate businesses selling over the phone.

Many people come to B2B sales with a similar mindset. They don’t understand the mindset of executives that are used to getting cold calls from business leaders as a normal way of doing business. 

Those executives know to expect cold calls because they know their teams are cold calling as a part of their sales motions as well. Generally speaking, it’s a reciprocal relationship: there’s an agreed-upon way of doing business, and both the prospect and the seller understand what to expect from each other.

B2B cold calls are also more targeted than the cold calls that consumers get. Best practices involve sellers researching the prospect before dialing their number, meaning that they should know they’re pitching something relevant to their audience. 

 

Why Cold Calling Won’t Die

The most important reason why cold calling won’t die is that it works. Salespeople everywhere book meetings from cold calls daily. While naysayers cite statistics like “cold calling doesn’t work 90.9% of the time,” that’s actually a very optimistic view. If BDRs are booking a meeting with one in every ten cold calls, they’re hitting their monthly quotas quickly.

Even cold calls that don’t end in meetings have value. You can spread brand awareness with a positive conversation, and even voicemails are a great way to do personalized, outbound marketing. 

Text messages are popular among organizations from businesses to political campaigns for the same reason: people pay attention to them, and even the awareness they spread is valuable. 

Cold calling also works in more extended, complicated prospecting strategies. Some organizations have confusing ways of titling their employees, so it might be hard to find the right prospects just from the research you do online. 

Instead, you need to get your hands dirty and start asking questions to the people that know the answers, the ones already working at the business you’re trying to sell to.

If businesses could replace cold calling with something else, they would. It takes serious amounts of time and money, and it’s not able to be automated the way scaleable email sequences are.

They haven’t replaced it because they know it’s the best option available. Cold calling has unique benefits that you can’t substitute with any other medium of communicating with customers. But cold calling is best done by experts. That’s why businesses everywhere outsource their B2B cold calling to experienced teams like Salaria’s cold calling professionals. If you’d like to speak about how cold calling could accelerate your business’s growth, feel free to book a meeting with us today.

Source - https://salariasales.com/why-cold-calling-isnt-dead/

How to Personalize Sales and Marketing Emails

Impersonal, spammy emails feel awful to receive, and do nothing for you if you’re sending them. But it’s important to know how to personalize intelligently, to maximize the benefits of personalization without getting bogged down in too many details.

If you can walk that line well, you can scale into a broad, profitable volume-based marketing effort. But personalization isn’t easy to scale, so it’s important you pay attention to the best ways to get a return on your effort.

What Personalization Should You Include?

What you should personalize in an email depends on what you can personalize with accurate information. For example, do you have good, quality data on a person’s job title? You probably don’t.

Job titles change rapidly, and most people don’t use their actual job title. Automated prospecting tools pull official titles like “Senior Product Manager III” or LinkedIn titles like “Sales Ninja,” neither of which should go in your email. So, you should avoid personalizing according to job title.

Instead, it pays off to use easily verifiable, numerical data points. For example, if you’re selling an HR platform, you could include a data point that refers to the number of employees at a prospective customer’s company: “With more than 500 employees to take care of, you’ve got a lot of data to track.”

Why Does Personalization Help?

Personalization helps your B2B sales prospecting for a few different reasons. It helps a person understand how your product is immediately relevant to them, it grabs their attention more forcefully than a generic hook ever could, and it also helps you get through spam filters.

When you personalize with the customer’s needs in mind, you write sales and marketing emails that show them why they need what you’re selling. You’re targeting them for a reason–they need your product, and all you need to do is bring your messaging in line with how you found them in the first place.

Personalization also grabs your audience’s interest with immediately relevant details. If you’re reaching out to someone, it’s because they fit into your target audience, and you can be open about that. Tell them that you can help businesses of their size, that use the tools they do, or any other relevant details that explain why they’re an especially good fit for you.

It’s also important to note that good personalization helps make sure your emails get through to the right folder. If you end up in Spam, you’ll never get read or be taken seriously, and personalization can help make sure that doesn’t happen. Spam filters are getting more advanced, and they’re looking for emails with generic language that sounds like it’s from a marketer.

How Do I Test Personalization?

Once you’ve figured out the perfect, personalized email, it’s important to test it. Your emails are the face of your company, so you need to make sure you’re presenting them as well as possible.

To test your emails, don’t rely on the previews that automated email tools will provide you. Those don’t show what the emails will look like across different mailboxes, on different devices.

Instead, send your email to multiple inboxes – Gmail, Outlook, Yahoo, and others. Look at them on a computer and on a phone, and watch out for even the slightest changes in font size and other important details.

Source:https://salariasales.com/how-to-personalize-sales-and-marketing-emails/