Bay Area Sales Dev and Sales Ops leader specializing in outbound lead generation. Experience with early and mid-stage startups. Scaled current team from $1m to $7m+ ARR in 12 months.
Is your SDR team struggling to connect with prospects? Are they converting at a low rate no matter how hard they dial? Are you wondering where to start when someone answers the phone?
Don't waste another day on a strategy that doesn't convert. I can help your team generate a game plan that really works. Here are some of the things I can do for you:
- Open calls in a way that engages prospects.
- Discuss value propositions that are likely to resonate with prospects.
- Create simple, effective messaging.
- Deal with gatekeepers.
- Track your progress and understand your activity funnel.
Modern business leaders are inundated with shitty sales and marketing emails every day. Cutting through the clutter, while sending more than a few emails a day, is a huge challenge. I can teach you how to build a SALES email prospecting engine that will generate high-quality, high-intent leads.
The knowledge I will share should not be confused with marketing coaching—I am a salesperson and not a marketer. The email campaigns I create are for salespeople.
I can teach you where and how to acquire the best lists for your specific campaign. I'll ask you questions that will help you determine which data company or strategy is best for your growth.
Early in my sales career, I worked for a lead data company that is now a powerhouse in the lead space. I've spent the past few years building on the knowledge I gained there and can share it with you.
Are you ready to aggressively grow your business? If so, then sales development, specifically lead velocity rate, is the single most important factor in your success.
I have helped build outbound sales development programs for startups like Keen Systems, LeadGenius, and PandaDoc ($1m to $7m+ ARR). I have also consulted for early-stage startups like Good Audience.
I can offer valuable knowledge on the following:
- How to write effective emails
- Calling skills for sales dev
- Deciding when to hire
- Deciding who to hire
- Choosing the right tools
- Choosing a CRM
This is a difficult question to answer without a lot more info, but I'll share some high-level strategy.
1) Develop your ICP (Ideal Customer Profile) in your new markets. Until you do this, you're just "doing stuff" without clear direction.
2) Identify the likely decision-makers in your market. If you're not sure, start calling some of the companies that match your ICP and ask questions.
3) Build a list of people who match the decision-maker role at your ICP companies and start asking questions. It may take some effort to get people on the phone, but it will be well worth your time to understand your prospects?
4) Using what you've learned, create an outbound marketing and sales strategy with companies in your ICP as your outbound targets.
I hope that is helpful.
If you're a relatively new startup, I would think twice before hiring a remote salesperson. Despite the potential for saving money and the timezone alignment, there are several downsides:
- Unless you (or other leaders) have experience in sales leadership, you should be learning from your sales reps every day. This is unlikely to happen with remote salespeople.
- Properly interviewing and vetting a candidate is much more difficult if the process is not conducted in person.
- In order to realize significant savings, you must recruit from a candidate pool with far fewer experienced SaaS salespeople.
I think you're looking at this the wrong way. Your customer acquisition cost is not something you should benchmark against other businesses. Without knowing more, like your short and long-term goals, it's impossible to answer.
Two companies with similar business models may have different answers to this question. A venture-backed startup trying to keep up with aggressive revenue goals may be able to stomach an astronomical CAC. A bootstrapped startup that is not seeking venture money may aim for slower growth and much lower CAC.
I suggest setting up a call with a marketing or finance expert to determine what CAC is appropriate for your company and how to get there.
Great call again today, making some really big decisions on the direction of our sales team and have clarity on the next steps!
Awesome session. Great guidance in how to improve and grow our sales team. Excited to start implementing things. Already booking our follow on call with Taft for a few days time.
Incredibly valuable, as always.
Packed with insight as always! His advice always takes our sales development efforts up a level... or three.
Taft comes highly-recommended.
His first call bore fruit to the tune of 5X'ED RESPONSE RATEs from outbound email. I don't doubt the second call will, in time, bear significant fruit as well.
I hope and anticipate that he'll continue to be a touchstone for us as we grow our outreach campaigns!
Had a great call with Taft! Provided some great insight into building an awesome sales org
I came to Taft with a firm grasp of sales development philosophies having worked in the industry for some time. Taft was able to provide me a different perspective than I had originally thought of that is already helping me structure our ongoing sales development activities. I highly recommend Taft and will myself be coming back for more advice.