His cold outreach response rates are consistently 25-35%. And he’s very particular about how he organizes his week.

He starts with these 3 buckets:

🍎  Low-hanging fruit

Spend your first month in a new territory here, and revisit every 3-6 months.

▪️Disqualified opps.

▪️MQLs in nurture phase

▪️Prospects following your company on LinkedIn

▪️Prospects at current accounts that are past employees of your clients

🍞 🧈  Bread & butter

Targeted outbound approach to key accounts and contacts.

▪️Prioritize and stack rank your account list

▪️Engage through phone, email, and LinkedIn for 30 days

▪️Individually research every prospect and send tailored messaging and resources

✈️  Air coverage campaign

Volume approach to tier 2 and tier 3 personas.

▪️Drive market awareness at volume

▪️Use email only sequences with 5-6 touches

▪️This funnels prospects to your website and drives inbound awareness over time



Full interview here.


PS – Want help implementing tactics and strategies that top reps use in their cold outreach? Check out our Prospecting Boot Camp starting in two weeks. 

More info about the Boot camp here. $100 off Labor Day special if you use the code “bootcamp2020”!


Join the conversation on LinkedIn here.


Join me and 42 of the top sales speakers and quota-carrying reps on the Think Outside the Script summer tour.
Here are three ways we can help you with your prospecting:
  • Reply Method GuideA proven messaging structure for increasing response rates and setting more meetings from your cold outreach.
  • Think Outside the Script. A membership to help B2B sales professionals with modern strategies and tactics to land more meetings with your ideal clients.
  • Work together. Get help motivating your team and arming your reps with modern prospecting strategies and tactics. Let’s talk about training and coaching.