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December 20, 2024
In this episode, Will Martin interviews John Karsant, founder and CEO of LevelUp Leads, about all things outbound sales. They discuss the challenges of outbound sales for SMBs, the importance of defining the ideal customer profile (ICP), and the common mistakes companies make in their outbound efforts. They also touch on the tech stack and data tools used in outbound sales, as well as the importance of effective copywriting and strategy in cold outreach. In this conversation, John Karsant discusses the effectiveness of different outbound channels, with a focus on cold calling and email. He emphasizes the importance of instant feedback and the ability to make adjustments quickly when using cold calling. He also mentions the value of conferences and events in generating leads. John shares his strategies for approaching different industries and highlights the significance of having case studies and a proven track record of success. He discusses the importance of hiring skilled SDRs and providing them with better training and compensation. Finally, he mentions the need for continuous improvement and adaptation in the outbound industry.
TAKEAWAYS:
- Outbound sales can be complex and challenging for SMBs, and many companies make common mistakes in their efforts.
- Defining the ideal customer profile (ICP) is crucial for successful outbound sales, and companies should focus on targeting the right job titles and pain points.
- The tech stack for outbound sales varies, but it's important to avoid overlapping tools and to choose ones that solve specific problems.
- Effective copywriting in cold outreach involves keeping emails short, relevant, and focused on the customer's pain points.
- The number of steps in a sequence depends on the campaign and the volume of outreach, but four steps is a common sweet spot.
- Strategy in outbound sales includes defining the ICP, building a proper list, and focusing on job titles and pain points. Cold calling provides instant feedback and allows for quick adjustments.
- Conferences and events can be effective in generating leads.- Having case studies and a proven track record of success improves outbound results.
- Hiring skilled SDRs and providing them with better training and compensation is crucial.
- Continuous improvement and adaptation are necessary in the outbound industry.
FounderVideo Podcast Ep. 20: John Karsant, Founder & CEO of LevelUp Leads
"FV 20: How to Make B2B Outbound Work in 2024 | John Karsant"
Brought to you by: https://foundervideo.io
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TIMESTAMPS:
00:00 Introduction and Background
00:43 Common Mistakes in Outbound for SMBs
03:38 How to Nail Down Your ICP (Ideal Customer Profile)
05:16 List Building Process and Data Quality
06:50 Do you Need to Outsource Outbound to Make it Work?
11:55 Outbound Tech Stack and Tools
18:13 Do's and Don'ts in Cold Email Copywriting
25:13 Email is Down, Cold Calling is Up
27:46 New Outbound Strategies: What's Working
39:32 Client Success Story: TDK
42:10 Offers that Win with Outbound
46:22 Future of Outbound Marketing
49:37 Conclusion and Final Thoughts
TAGS:
FounderVideo,Founder Video,Will Martin,SMBs,ideal customer profile,common mistakes,tech stack,data tools,copywriting,strategy,cold outreach,outbound,cold calling,email,instant feedback,adjustments,conferences,events,industries,case studies,SDRs,training,compensation,continuous improvement,Outbound sales
