Oppaday – Part 1 – Lessons About the Outbound Sales Process
It was 20 years in the making, sparked by a global pandemic and a moment of epiphany – the birth of Oppaday in March 2020. Here we are – almost 2 years and 25 clients later. It appears that the Oppaday outbound sales process does indeed translate from personal success to providing success for others.
When I started Oppaday, I didn’t realize how unprepared I was to deliver all the components of the Oppaday system. I knew how to build the contact lists, write the scripts and automate the emails – all done at previous start-ups. But once I started with the first client (still with us today!) – I quickly understood that there were more effective ways (and tools) to build the contact lists and automate the email process. I tested the new methods/tools and off I went. What have I learned along the way about the outbound sales process? A lot! Let’s review!
Basic lessons about the Oppaday process
- The premise of the Oppaday process/system does work 90% of the time. The only time that it does not work as well is when the product that is being pitched is a completely new product or new way of doing something.
- The Oppaday process is a horizontal solution and can be applied to many if not all industries. Industries that have used Oppaday so far – HR, Talent Acquisition, Marketing, Software, Manufacturing, Branding, IT, Healthcare, Insurance, Transportation
- Every client’s experience with the Oppaday process is different. Some clients start to get opportunities in the first week, while others can take 2-4 weeks. Early tweaks in the process will help reach the ultimate goal of steady opportunities.
Basic lessons about the outbound sales process
- Cold email campaigns are an effective way for companies to scale their business and drive new opportunities.
- There are daily email limits that you need to follow to stay under the spam radar.
- You need to change your email subject lines and email body content regularly to keep your bounce rate low.
- You need to test more than 1 email tool so that you have a backup.
- You must warm up new email addresses for 1 month – preferably a manual warm-up.
- Once you start to scale, set up a 2nd email on a new domain and eventually shift all cold campaigns to your new email – freeing up your main email for daily work.
- It is ok to run campaigns from Gmail and Outlook concurrently (separate domains).
- You need to take a break sometimes from launching new campaigns and let the current campaigns run their course.
- If your market is big enough, you can successfully launch thousands of contacts over several months if not years.
Clients are teachers
Many of the lessons that I have learned have come directly from the outbound sales activities of my clients –
- We meet weekly and analyze the campaigns
- We study the KPIs and make adjustments if needed
- We see what happens when the “campaign ladder” reaches 10 active campaigns
- We see what happens when you don’t warm up a new email properly
- We see how Gmail and Outlook act differently when it comes to cold email campaigns
- We see more bounces occur as time goes on and we make changes to get out of trouble
Every client’s experience using the outbound sales process is different. This has a lot to do with the different industries, products or services that clients offer. It also depends on a client’s goals and expectations. If a client wants to grow and scale at a fast rate, then they will add new employees and new email addresses from which to launch new campaigns. This will double or triple the daily outbound emails and increase new sales opportunities. But this will also require more attention and flexibility to keep the campaigns healthy and spam-free.
The next phase
Organization, preparation and the ability to adapt quickly are keys to maintaining a successful outbound sales process.
Organization – As you build your contacts lists, you need to get a grip on organizing them – including signing up for a CRM. A CRM like HubSpot can be very helpful in the organization process of your growing contact list, including sending warm email marketing campaigns.
Preparation – Once campaigns have started, you need to keep them going, not missing a day of potential opportunities. To maintain this process, you need to continue to build contact lists and revise email scripts – preparing for new campaigns.
Adaptation – This area is very important to keep a healthy outbound sales process going. This includes keeping under the spam radar by following simple email content rules and testing new email delivery tools to make sure you are getting the best value from the best tool in the market.
Bottomline: There is a lot to learn about the outbound sales process. You must apply the lessons learned to your own outbound sales process – constantly organizing, preparing and adapting to the ever-changing landscape. It is a battle every day to find new sales opportunities, but this battle can be won if you are open to learning.
Oppaday is a proven outbound sales process system.
The Oppaday system provides the knowledge and foundation to build an ongoing successful outbound sales process.