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The Nearbound Daily is now officially the ELG Insider Daily!
Welcome to the ELG Insider Daily — the #1 newsletter in the world keeping thousands of GTM professionals on top of the latest Ecosystem-Led principles, tactics, and trends. Join the movement here.
SHARE YOUR INSIGHTS
The Future of Revenue survey
As a GTM leader, your experience and insights are crucial to understanding the direction of revenue strategies in our industry.
We’ve partnered with Pavilion to survey GTM leaders, and we’d love it if you could take 7 minutes to share your thoughts.
It’s completely anonymous, and you’ll get early access to the report before its official release this fall.
Take the survey here.
PRINCIPLES
You might lose a battle, but never the war
Imagine you're crafting that perfect email to a prospect. You hit send with high hopes, only to be met with silence.
A week goes by, then two, then three. It’s frustrating, but remember, the email could have landed in spam, gotten buried in their overflowing inbox, or maybe they just chose to ignore it.
In sales, just like in war, losing a battle is part of the game. It’s okay to face setbacks; they’re stepping stones to success.
You still have multiple chances to capture your prospect's attention — but remember, it’s not about bombarding them with countless emails.
Strategic persistence wins the war.
TACTICS
Hyper-personalize your cold emails with ELG
As hit-or-miss as they are as a tactic, cold emails are still on sales teams’ radars.
However, we can still make them better by sending fewer emails with a higher personalization than tons of generic emails.
To help achieve that, Will Aitken, Chief Vice Directing President of Managing Things at WillAitken.com, shared the four levels of cold email personalization.
Level one: Basic personalization
This is the intel you can get from your CRM — your prospect’s name, job title, industry, company name, company size, etc.
When writing emails this is the first thing you should add, though it may not help you cut through the noise (since it’s basic personalization). Still, it’s always nice to address your prospect by their name (make sure it’s correct!) and to at least make sure that you’re talking to the right prospect.
Level two: Irrelevant personalization
Here’s where you can add some background intel — their alma mater, hobbies, attended events, interactions in social media, etc.
The problem with this level of personalization is that rarely ties back to why you are reaching out, so it isn’t very effective in creating a personal connection with your prospect.
Level three: Creative personalization
In this level of personalization you start connecting the intel dots — relating your prospect’s hobbies with their job OKRs.
“Creative personalization involves making a connection between something unique about the prospect and the value you’re offering.”
If you want to leverage this type of personalization, you have to know your audience — not everyone appreciates a fun touch to cold emails.
Level four: Relevant business personalization
Here’s when you finally achieve getting the answers to the test. Add intel such as decision makers, tech stack, current budget situation, trusted sources, etc.
Link relevant business intel (ecosystem data) to show your prospect how your solution can help them achieve their goals. Show them you know them and that you did your homework.
And in case you don’t have access to that ecosystem data in hand, go and ask your partners and put some ELG plays in motion.
Read his full blog to get more examples, and a better understanding on how to personalize your cold emails here.
RESOURCE OF THE DAY
Create a partner ecosystem that turns data into high conversion referrals
Partnerships are no longer the domain of just “partner people”.
Instead, they can be used to unlock vast amounts of data, new relationships, and scalable growth plays.
When you identify and engage the right partners, co-create targeted go-to-market strategies with your partners, and leverage intent data to prioritize accounts, your ELG strategy will have a higher success rate.
Hear from Manoj Ramnani, Founder and CEO at SalesIntel, and Bob Moore, our Co-Founder and CEO about their most successful partnerships and the keys to their longevity.
Access their on-demand session here.
Stuff you don't want to miss!
- September 10th — RevOps Playbook for High-Growth Companies — Tessa Whittaker, VP of Revenue Operations at ZoomInfo, and Mollie Bodensteiner, VP of Operations at Sound will share how to start and identify your RevOps approach. Organized by RevGenius. Save your spot here.
- September 12th — Building a Value-Based Partnership Strategy — Asher Mathew, CEO and Founder of Partnership Leaders, and Chad Quinn, CEO and Co-Founder of Ecosystems, will share how to strategically align with partners to drive value, optimize resources, and sustain competitive advantage in a cost-conscious market. Register here.
- September 17th - 20th — INBOUND 24 — Join us in Boston this September at INBOUND to meet the newly merged team, get the most up-to-date intel on the new merged Crossbeam x Reveal product, and attend the most fun after INBOUND parties. Meet the team at INBOUND.
- October 1st — SalesIntel Annual Summit — SalesIntel is organizing a 100% free and virtual summit where you will find specific tracks curated for sales, marketing, and RevOps and roundtable working sessions focused on sharing actionable ways to build pipelines and achieve growth goals. Save your seat here.
- October 1st - 3rd — RevCon — RevGenius partnered with Common Room, Sigma, Avoma, The Juice, and many more to bring you a 3-day virtual conference to reunite your sales, marketing, revops, and cs leaders behind to learn and discuss about the future of SaaS. Save your spot here.
- October 14th - 16th — GTM2024 — Join Pavilion at The Fairmont in Austin, TX to get ahead on your 2025 GTM strategy, learn about market trends, and boost your GTM strategy. Get your ticket here.
You're all caught up
See you tomorrow
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