Content I Recommend
As an SDR, I always knew “my equation”.
AKA: the number of activities it took me to get a meeting.
This helped me in two ways:
Peace of mind when planning out my days, weeks, and months
A benchmark to beat and track if I was improving
How do you find it?
Step 1 - look at the last 30 or 90 days and divide the number of activities you made (calls, email & social) by the number of meetings you booked.
Step 2 - multiply that by the number of meetings you need to book each month to hit quota.
Step 3 - divide that by the number of working days in the month.
That’s the # of activities you need each day to hit quota.
Sometimes that number will be impossibly high.
If that’s the case, you have a skill problem.
Your goal shouldn’t be to make all those activities. It should be to find the skill gaps and work on them until your daily “equation” is a manageable number.
I did a whole post on how to find those gaps using this exercise.
If the number is possible to hit in a day then great - hit it every day!
Individual contributors - use it every month to objectively know if your skill level is improving or not.
Leaders - use it for your own peace of mind when planning to hit a monthly team number.
Personalizing an email shouldn’t take 5+ minutes (in most cases).
But it was for me…. until I noticed a few key inefficiencies that were slowing me down.
My emails follow a three-line format:
Context (why I’m reaching out)
Call to action
Since my sequences are persona-specific, lines 2 and 3 pretty much always stay the same.
So I really only personalize line 1.
After sending thousands of emails, I realized that what I personalized on only fell into a handful of buckets (again, in most cases):
If they’re hiring
Referencing their content
Using a specific tech stack
Recent job change or promotion
Work history with a client of ours
And a few more niche buckets
I’d rarely find myself personalizing an email on something outside of the above.
So I created one template for each bucket.
Then sorted them from most effective to least (i.e. which bucket got the most responses).
Now when personalizing an email, I start at the top of the list and work my way down until I find a bucket that matches that prospect.
If I do, I select the matching template and send it (sometimes I’ll tweak it depending on context).
If I don’t find a matching bucket, that’s fine. I send the standard person-based template. I’d rather do that than spend an extra 10min trying to find something.
This preserves so much brain space.
No more writer’s block.
I use a 15min repeating timer when writing emails. It keeps me focused so I don’t go down a “personalization rabbit hole”.
Content I Recommend
Ever feel like the stress of sales is bleeding into your personal life? Or feel like no matter how much you crush your quota, you’re not good enough?
There’s a healthy balance to it for sure, but if you’re like me, it can cross the line.
Gladius Sovereign is a good friend of mine who runs an organization called Sovereign Mind - he helps free people of these limiting beliefs.
I’ve done several sessions with him and it’s helped me access a deeper level of peace. He works primarily with sales professionals and is offering free consultative calls.
If it resonates, set up some time with him here.
My colleague Maggie Blume and I are dissecting YOUR cold emails every Tuesday @ 12pm ET.
Want us to review an email or sequence? Send em to email@example.com.
Reviewing a super relevant email I got from CaptivateIQ this Tuesday
I did a deep dive on “The Jedi Method” last week. Grab the recording here if ya missed it!
Thanks for reading,
P.S. If you want to upgrade your subscription for $5/mo here’s what you’ll get:
Access the 60 archives
Access to commenting (I answer all questions)
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