#594 - The Perfect Outbound Sequence: Scripts, Templates, Messaging

0:00Today we are going to be teaching you how to build your outbound process from scratch. We're going to start by giving you the perfect outbound sequence. So that is the data-backed touch pattern of calls, emails, and social touches. From there, we're going to teach you what to say for every single step of that sequence. Call scripts, voicemail scripts, email templates, and LinkedIn templates are things you're going to walk away with from this session. And then we're going to finish by teaching you how to get smart and get double-digit replies. These are a bunch of different hacks that you can use to get better and better and better at your outbound.

0:32Armand Farrokh: And we give you everything you need to build this on your own, including templates below. But if you want some help building this out, we will literally help you build out your own outbound playbook at 30MPC down below as part of our enablement program. Let's jump in. All right, so let's start by walking through the perfect outbound sequence structure. We are literally going to go through every single step of this sequence in this session. but let's just start by talking about the structure and the principles behind it. So principle number one is you're going to hit 10 to 14 touches over about 30 days.

1:02And the reason for that is, one, it takes time to break into a great account. And when you reach out to somebody multiple times over 30 days, it gives you a chance to surface multiple different problems and position your product in multiple different ways because it likely solves different things.

1:17Armand Farrokh: So Armand, can you walk us through the principles for this sequence? Two points to make. Number one, a lot of people make the mistake in a sequence of peppering people with their entire pitch over and over and over again, 20 times. And so the first thing you'll notice is we switch between problems and strategies throughout the sequence. And every time you do that, you give yourself a new shot to get replies. That's number one. Number two is if you just hit someone with 14 emails in a row, it would be extremely annoying, but you can buy yourself more touch points by going multi-channel. So you will see that calls, emails, and LinkedIn are working together.

2:02Armand Farrokh: That's the second point. So the total sequence, 10 to 14 touches over about three to four weeks, mixing in multiple channels so you're not annoying. The way that this ends up getting played out, as you can see, we have three big chunks or themes to the outbound sequence. This gives us a chance to surface multiple different problems or hit on multiple different things in our outbound. So the first big chunk, this is where we're putting the most effort in, we are going to hit them with the biggest problem that we think they have that we solve. This is where we're going to hit them with email, LinkedIn, cold call, multiple times.

2:39If that doesn't work after about a week, then what you are going to do is you're going to change the problem that you are speaking to, because obviously the first one didn't resonate. The big change here is that we are phasing out LinkedIn, and because this is a P2 problem versus a P1, we're going to do less overall outreach in this phase. And then if neither of those hit, we're just going to start pushing away. So we phase out calls, we phase out LinkedIn, and we are just trying to get the truth with our push away or breakup emails. Again, we're going to go through every single one of these, but this gives you a sense of the structure for how we are reaching out.

3:14So let's talk about now how to actually build out your messaging for what goes into all of these touches. And then we are going to walk through every single touch with examples.

3:22Armand Farrokh: So step number two is you then need to decide your incision points in the organization. In other words, who are you actually going to put into a sequence? So this is important for a couple of different reasons. So for example, we sell the sales teams, our enablement program. and what you'll see is that we've identified in green the different people who could be potential champions for our deal. So a director of sales could be a champion or an enablement director could be a champion. There are people below the line who could influence a deal. There are people above the line who will sign off on the deal but these are the people who are gonna carry us throughout the organization.

3:55Armand Farrokh: So we wanna spend a lot of our prospecting time on those people. So that's the first reason this is important. The second reason this is important is because the problems that we describe in our sequence are going to be different for a director of sales than they are for an enablement director. So this is going to tell us what should go in the sequence and also how many sequences we should build. So usually we will have a sequence for sales leaders and a sequence for enablement leaders. And then we'll just have templates for different products or problems that we're hitting on. All right. So let's talk about how we actually then build this into a sequence and we're going to walk through a sequence.

4:28What you need to do once you've defined your incision points, Armand has two. He's got the enablement org, and he has the sales org. What you need to do is for each of the personas that you reach out to is define the top two problems that you solve for the persona. So we already talked about the enablement use case for how 30MPC helps enablement and sales teams. I'm going to be walking through another example for a company called Covey. Covey, if you don't know them, they're, I guess you can see the problems they solve right here. They help talent leaders with two big problems. Problem number one is when they post a job description, they get a million inbound applicants and screening those applicants is brutal.

5:10And it makes it really hard to identify and quickly contact the best talent. The other problem they solve is when you are outbounding for talent, when you're trying to hire for a key role, identifying like the perfect fit candidates and messaging them is really, really hard. And that keeps people from hitting the outbound volume they need on talent acquisition to get the best candidates. So the reason we're showing you this is we're going to be showing you 10 to 14 touches over 30 days. You do not need to come up with 10 to 14 different problems. You need to pick your big two for each persona, and then we are going to weave that in to those 10 to 14 touches.

5:45So let's actually jump into the sequence walkthrough. Okay, so we're back at the sequence. We talked about, again, we've got our 10 to 14 touches. We've got three big themes that we are hitting on. We're going to start with the first big problem. Let's talk about the big chunks that happen here. The first day when you are choosing to reach out to someone, you're actually not going to cold call them. You are going to start with an email of the biggest problem that you solve for them. And then as soon as you do that, you hit them with a LinkedIn connection request. The reason for this is when you start with email, it's just faster than making a bunch of cold calls to people that you've literally never messaged before.

6:24And you will tease out a lot of the initial replies more quickly than if you choose to start with calling. So let's actually walk through that first email here.

6:34Armand Farrokh: All of our big problem emails will follow the same format, which is four steps. Number one, personalization, what I know about you. Number two, the problem that that creates. Number three, how we solve that problem. And then number four, an interest-based call to action. Do you want to learn more? So let's walk through this actual email. It says, hey, Whitney, personalization, I saw your team has 27 job postings, including that new enterprise AE role, right? So the trigger here is I saw your job posting. Now the problem with that is with more candidates than ever before, the hard part isn't getting people to apply.

7:08Armand Farrokh: It's figuring out which of these thousand applicants is actually worth phone screen, right? So now that's the attachment, the segue between what I saw about you and a problem. Notice it's not just like random thing I saw about you, completely unrelated problem. The third piece is then you go through the solution, which is how we solve the problem. And Covey Scout basically takes your ideal candidate profile, screens thousands of profiles to uncover the top 5 % of applicants within an hour, helping companies like DoorDash evaluate the best candidates, not screen resumes. Are you open to seeing what this would look like?

7:39Armand Farrokh: So that's like the base email template we'll use. Notice that this entire thing, if we were to run this on a preview, it would fit on a phone screen. So it's a very short email. You can do this in three sentences, whether you stack personalization and problem together or in four sentences if you do it separately. But four sentence cold emails, personalization problem solution, CTA. One thing to call out is this subject line. You're following the rule of no selling in the subject line. You are making the subject line entirely about them. There is a job posting. You're hiring an enterprise AE role.

8:12Literally, that is the subject line. It's really, really hard to not open that email if you are a talent leader that is hiring, but it is not deceptive. And so that is going to drive a bunch of initial replies.

8:23Armand Farrokh: So you do all this work of like trying to research the person, personalize them and all that stuff. And then a lot of people just like do a generic pitch again in the second email. Instead, just do two low friction bubble ups and give your personalization another chance to be seen. You will be amazed how many people reply just because you bubbled up the first email. And so the first is a simple two sentence bubble up, which is I just tried you over the phone. Any thoughts? And then the third one is it would be annoying to just do that twice. And so I like to throw in something different. So it could either be a one minute video walkthrough like here, or it could be like a case study, for example.

8:57Armand Farrokh: So you have the personalized email, the four step email, and then you have a bubble up and then you have a slightly different bubble up from there. It's worth noting that you need one good piece of research to power your entire sequence. Instead of finding 17 different triggers, find one really good one. Use it in your email, use it in your LinkedIn touch point, use it in your voicemail, use it in your cold call talk track. Alrighty, so Armand just walked through the big three emails that we are sending in this initial messaging theme. What we're going to do now is we're going to walk through the steps that happen in between each of those emails.

9:28We'll start with LinkedIn, and then we will go into cold calling. So let's go down to the LinkedIn section of this template. By the way, if you want to grab this template, we've got a link to get it for free in the description of this episode. So LinkedIn templates, let's start. First thing you're doing is you're sending a blank connection request. rule of thumb for LinkedIn connection requests is you either go zero effort and you make it blank, or you swing for the fences and go 120 % effort and like uber tailor and personalize your connection request. If you go somewhere in the middle and you say something like, Armand, I'm working with revenue leaders in New York City in SaaS, he's going to smell the sales pitch and he's going to decline your request.

10:05So blank connection request. Then deeper in, your first LinkedIn message you're going to send is you're going to avoid the whole pitch thing. For whatever reason, folks are like pretty adverse to getting pitched on social platforms, even when it's a business platform like LinkedIn. So instead your pitch is going to be context only and it is going to point back at the email. So you can see what we did here is we took the same context, what we know about you, notice that enterprise job posting, and we're going to say, we sent you an email about it. And then we are just going to say, I'm not selling here, but would you take a look at it?

10:43Was it even moderately interesting? And a lot of folks are going to see this and go back and respond to your email. But this gives you another chance to bubble that thing up on a different channel.

10:54Armand Farrokh: It's worth noting that you need one good piece of research to power your entire sequence. Instead of finding 17 different triggers, find one really good one, use it in your email, use it in your LinkedIn touchpoint, use it in your voicemail, use it in your cold call talk track. The worst discovery advice is just be curious and ask lots of questions. Look, our prospects are not showing up to sales calls to answer our questions. They're showing up to get their questions answered and to figure out how we can solve their problem. And this is what Pipedrive does. If you want to get clear, complete sales visibility, you can use Pipedrive's easy to use and customizable CRM that is designed to be simple from day one and stay easy to use as your team grows.

11:30We actually put together an entire resource hub with Pipedrive to help you get to Precedents Club, and you can get them for free in the 30 MPC Pipedrive Closers Hub. The link is in the show notes. Today's show is brought to you by Responsive, which helps sales teams respond to RFPs, security questionnaires, and buyer requests faster so deals don't die at the last mile. One great way to drive your deals faster is to run parallel processes instead of linear processes. For example, in vendor review, work with your buyer to kick off legal, security, and procurement review simultaneously instead of doing them one by one sequentially.

12:03We built a playbook with our friends at Responsive on different proposal accelerators that you can use to close deals faster. Grab it in the show notes.

12:11Armand Farrokh: Today's show is brought to you by ConsenSys, which helps your demo keep selling even when you're not in the room. Before I show a demo, I set it up like it might have to work without me. I include these three slides before I drop in. Number one, the biggest problems I learned in discovery. Number two, how we solve those problems. and number three, a what does success look like today slide. You can steal that exact 30 MPC demo deck template powered by ConsenSys. Go check it out in the show notes. Yes. Next message, you're literally just bubbling up. Any thoughts? Then that same to your point, Armand, that video that you recorded that you sent in that third bubble up email, you're just going to resend it here.

12:48Armand Farrokh: One way to think about it is you're using your cold call so they can hear your voice. You're using your LinkedIn so they can see your face and you're using your email so they have a place they can reply. And so all of your touch points outside of your email, unless you catch them on a live cold call, are usually driving back to your email, which is the main place that you have your quote unquote pitch. All right, so we've hit on your emails and your LinkedIn's. Now let's talk about the two cold calls that we're making in the first big messaging theme. So I've got some cold call scripts. By the way, if you want to go steal this outbound template or any of our call scripts, we're going to put this stuff in the episode description so you can grab all that stuff for free.

13:26So let's talk about the call script. Again, to your point earlier, Armand, I am not going to reinvent the messaging wheel on my cold call script. I'm literally going to use the exact same point of personalization and the same problem that I called out in my initial email. Usually when I'm cold calling, I pull up that first email that I sent them, and I kind of use that as my loose script. So there's two things you got to do here when you're making your cold call. The first thing is you've got to get them to be willing to hear you out. And so I lead with what's called a tailored permission opener, where, again, I put the context up front.

14:00So Whitney answers the phone, and she goes, hello? And I'm going to go, Whitney, I just finished reading the job posting for the Open Enterprise AE role you all have. And I'm going to be honest, this is a cold call, but it is a well-researched one, and I'm wondering if I can get half a minute to tell you why that job posting made me call you, and then you can totally tell me if it doesn't make sense for us to talk. Sound fair? Whitney's going to go, sure. From here, I'm just going to lean into the problem that I saw and give them one sentence on how we solve it. So I'm going to say, look, most of the directors of talent that I talk to tell me they don't really have issues getting folks to apply to their enterprise AE listings.

14:38The hard part is like, it's pretty mind-numbing to have to sift through a thousand different resumes just to figure out which candidates are the blue-chip ones who you should actually be taking to the phone screen stage. And so Covey Scout takes your ideal candidate profile, and it literally screens thousands of profiles to help you uncover the best candidates within minutes. And folks like DoorDash and others use us so that they can spend more time talking to candidates and not screening resumes. And so look, I know I'm calling you totally out of the blue, and I guess I'm wondering if you might be open to learning more when I'm not calling you out of the blue.

15:11So if I break this down so you can build your own, you can see there's three parts. You're opener, you lead with context, that personalization, that trigger that made you call them in the first place. You're going to own that it's a cold call. And then you're going to use the fact that you led with some research and you're honest about it being a cold call to get permission to roll into your pitch. And then your pitch just has three parts. You are going to hit them with the emotion of the problem. You're then going to give them one sentence, not everything, about how you solve that problem. And then you're just going to ask them if they are open to learning more when you're not calling out of the blue.

15:47You're going to hit them with an interest-based CTA. All right, so there's your call script. The reality is a lot of people aren't going to pick up the phone. And so we're going to use our voicemail as a tool not to ask for a callback, but to drive their attention back to the emails that we sent.

16:01Armand Farrokh: We did a study with Gong of over 300 million cold calls, and it showed that when you cold call, it doubles your cold email reply rate. And when you leave a voicemail, it then triples your cold email reply rate. So the goal of the voicemail is not to get them to call you back. It's to get them to respond to your email. So the voicemail sounds something like this. Whitney, I just read the new job posting y 'all have for the Enterprise AE role, and there's no need to call me back. I'm literally about to hit send on an email to you. Just so we don't play phone tag, would you mind taking a look and letting me know if what I sent over is even remotely interesting?

16:33It's going to come from Nick over at Covey. Thanks. So what I'm doing is I'm leading with that upfront context, and I am driving their attention back to the cold email. All right, so this concludes your first big problem. We hit them with three different emails, three different LinkedIn messages, two cold calls, voicemails at both times. Now, if that first problem didn't resonate, we got to switch to something else.

16:55Armand Farrokh: And so this takes us to the second big problem. One thing to note about just how this outreach is going out, notice that we've been reaching out in outreach clusters. So the first day is the one exception. We just get the email and the LinkedIn connection out. And the next two clusters are call if they don't answer, voicemail into the email, into the LinkedIn message. Same thing, triple tap, cold call, cold email, LinkedIn message. Now we are phasing out LinkedIn touch points so we're not just bombarding them over LinkedIn. Now we just have call email, call email, double touch. Alright, so let's go down to the second big problem.

17:32Armand Farrokh: So if you remember the first big problem was focused on screening inbound resumes. The other thing that Covey helps with is outbound sourcing. So if you can't get candidates to come to you, you've got to go pick the candidates, right? So notice before we had that trigger that we were using up here, which was I saw your team has a bunch of job postings and including that new enterprise AE role. Notice we're using the exact same trigger here. And so it's super, super easy. Like you shouldn't have to reinvent the wheel every single time. And notice there is a same format personalization plus problem email right here.

18:03Armand Farrokh: I'm not going to read it off. If you want to freeze it right now, you can. Cool. and then from there instead of doing another bubble up which is any thoughts again this is when we start to change our strategy from bubbling up to pushing away right so a common strategy that I like to follow is what we call nudge nudge push away push away so I bubble it up twice and then I start pushing it away because when you remove sales pressure people are more likely to give you the truth and so this is where we say hey Whitney I'd hate to bother you if this doesn't fall on your plate. Like, is there someone else on your team that I think I should reach out to?

18:37Armand Farrokh: And so now Whitney knows I'm going to go reach out to other people on her team. So that's my first chance to get a reply. So those are the next two emails that come with the second biggest problem is we surface the second biggest problem once. And then we ask if they're the right person as our bubble up email. And by the way, all of this was on a new subject line. Every time you see one of these big blocks, it's a new subject line and same principles, two to four word subject line not selling in the subject. That was something that I screwed up when I was a new AER month is I would literally put everything on the exact same thread and at a certain email reply.

19:09No, actually. And the problem is, is like, if you think about your subject line as an opportunity to get their attention and get them to open the email, if they're not responding to a certain subject line or message, like even if you've changed the problem you're reaching out about, they're going to see that same subject line again and again and again. And they start to tune out the noise. So you change the subject line to give you another at bat of getting the email open and piquing their interest.

19:36Armand Farrokh: Correct. And so at this point, we finished up the second problem. We've done two more cold calls. We haven't left voicemails on this because data shows that after two voicemails, it's kind of like diminishing returns. It's just a lot of time talking to the ether instead of talking to someone. And now at this point, our strategy for the final subject line is what many people call a breakup riff or a just get to the truth riff. So the final two emails are spaced four days apart each. And the first one is a push away, which is, hey, like I'm assuming you're not interested. And then the last one is telling you, hey, I'm going to leave some resources behind.

20:09Armand Farrokh: So what those look like is as follows. Hey, I shared a few ways that I thought we could help. It sounds like this isn't a fit. Could you give me the thumbs up or thumbs down? Again, I'm making it easy to just get a response at this point. And then the final piece is I'm going to do a leave behind, which is I'm assuming this isn't a fit. Here's a one sentence summary. Here's a one sentence demo video. Here's a case study, yada, yada, yada. And then I usually reach back out in 30 days. And this is the line that usually drives the reply at the end of the sequence is you'll see a little pop at the end of the sequence because I'm telling them, Hey, would you mind letting me know if I shouldn't reach back out?

20:44Armand Farrokh: And so usually if people know you're going to reach out again, they actually have a reason to reply and say where their head is actually at. Cool. So I wouldn't blast them with a million more emails after this. Most of my sequences are like six to seven emails. At this point, nurture the account and come back to it later. So good news for you. You now have the perfect outbound sequence and you know literally what to say, what to do, how to sound for every single step if you're selling Covey. Now you actually have to build this for yourself. You can see there were three big ingredients that go into every single piece of messaging that actually happened in that outbound sequence.

21:19We're not going to spend a ton of time on this. If you want to freeze this and look at this on your own, you can. But we talked about the context that we were leading with. The big piece on the context, the example that we used was that Enterprise AE job listing. You have to think through the pieces of context that you could look for about your customers that would attach to the problem that you solve. Make a list then of the top five pieces of context you might look for, and those are the things when you are researching an account you will look for. So you don't need to have a million different email templates.

21:48You can build your top five based on the context that you find. then you need to make your problem triggering if you just say screening candidates takes a lot of time the person's going to be like no shit you don't really understand me saving time and making money are too generic so we have to layer in some of these different attributes here to go from a base basic problem to one that actually hits home for the prospect and then the last piece is how you actually describe what you do this should be one sentence if you try to give them everything thing, it's going to be too much of an email to read.

22:24We want to give them our biggest differentiator. We do X. We use AI to screen thousands of resumes so that you don't have to state the problem again. Spend hours just trying to find a candidate worth a phone screen. So use these three different formulas to build out your context, your triggering problem, and then your one-sentence solution.

22:46Armand Farrokh: The worst discovery advice is just be curious and ask lots of questions. Look, our prospects are not showing up to sales calls to answer our questions. They're showing up to get their questions answered and to figure out how we can solve their problem. And this is what Pipedrive does. If you want to get clear, complete sales visibility, you can use Pipedrive's easy to use and customizable CRM that is designed to be simple from day one and stay easy to use as your team grows. We actually put together an entire resource hub with Pipedrive to help you get to President's Club, and you can get them for free in the 30 MPC Pipedrive Closers Hub.

23:17The link is in the show notes. Today's show

23:19Armand Farrokh: is brought to you by Unify. Top SDRs don't work every account the same. They tier by intent and then they work the hottest signals first. So Unify actually builds that list for you. If you just describe who you're targeting in plain English or connect your CRM, it will literally search over 40 different sources to surface the tier one accounts automatically and then draft the outreach in your voice. So it's basically like Claude for outbound sellers. Grab our guide on how top SDRs hit quota every year in the show notes or sign up for free at unifiedgtm.com. Today's show is brought to you by Responsive, which helps sales teams respond to RFPs, security questionnaires, and buyer requests faster so deals don't die at the last mile.

23:57One great way to drive your deals faster is to run parallel processes instead of linear processes. For example, in vendor review, work with your buyer to kick off legal, security, and procurement review simultaneously instead of doing them one by one sequentially. We built a playbook with our friends at Responsive on different proposal accelerators that you can use to close deals faster, grab it in the show notes.

24:21Armand Farrokh: All right, so the final piece is like, how do I get this sequence from getting five to 7 % replies to 10 to 15 % replies? And I think the mistake that a lot of people make is they will launch a new sequence in the market and be like, huzzah, like I have this perfect messaging. And then when it doesn't land, they tear it all down again. And then they restart. And they just keep going through that over and over and over again. Your sequence is your first test in the market. And that allows you to collect data from what types of messages do people respond to. And then every time you run 100 prospects through your sequence, you should look at your reply rates and you should see which parts of your sequence are underperforming, duplicate your sequence, and change one template.

25:11Armand Farrokh: and that's how you get your sequence from six to seven to eight to nine percent replies and beyond guy fieri in diners drive-ins and dives he'll always be like touring around these like barbecue joints and he'll go to the back and it's always this like grandma who's like you know i've been marinating this barbecue sauce for the last 72 years since i was a kid and like that's kind of what you're doing with your sequence is you're not throwing all the barbecue sauce away every single time. You're just like adding a couple ingredients to the barbecue sauce to the point where like every single template in your sequence is hitting.

25:46Armand Farrokh: So you want to identify like the parts of your sequence that are underperforming and just like keep popping those out while still making sure that the entire story makes sense. So that's number one. Number two, a lot of times people will have 17 ,000 sequences, which become impossible to maintain. So they have a sequence for like a fundraising event, a sequence for a new hire, a sequence for every single situation you could possibly have. And then when you decide to make like big picture messaging changes, none of those sequences get the benefits of your guy Fieri barbecue sauce changes. And so instead have no more than three to five sequences, max one per persona or one per product.

26:29Armand Farrokh: And then from there use trigger templates based on different compelling events or pieces of context like Nick was talking about back here. So for example, for Covey, you'll notice that we have the same first problem email structure, but we have different trigger templates for if a company won an HR award, or if someone went from a big company to a small company, which means they have fewer resources, or if someone went from a small company to a big company, now they're dealing with like 17 ,000 resumes, but we don't need to rewrite the entire sequence. We just need to have a different first email template for that.

27:03Armand Farrokh: And then all of the other bubble up emails should kind of still work the same way. I've got barbecue sauce on my mind for number three, which is chunking up. I'm thinking of that nice meaty sauce, Armand. Chunking up is something that we learned from Jason Bay, who runs an awesome outbound company called Outbound Squad. You're going to be reaching out to folks who are at different levels on the power line. And if you try to talk to somebody who is a manager, the same way that you would talk to a director or VP, your messaging is not going to hit. And so what you have to do when you are reaching out to folks who are above the line is chunk up and attach the process-based problem to a business problem that a director might care about.

27:45So this is an example for Pave, which is a company that helps compensation teams make equitable compensation decisions. If I'm reaching out to a manager, I'm going to say something like this, where it's like, look, during Q1 merit season, your team is buried in spreadsheets, because a manager might care about the pain of dealing with spreadsheets. But if I'm reaching out to somebody who is above the line, a VP, I need to be able to attach the spreadsheets to a problem that they care about, which is typically more C-level metrics or risk or business-focused problems. So I don't need to change the problem that I speak to.

28:23I do need to attach it to something a tad higher order to make it resonate when I go higher in the York chart. So you should build out your chunk up statements when you are reaching out above the line. And then the last piece, as I'd love to offer you a little bit of barbecue and corn, Brad Armand, is we did this study with Gong when we were building out our cold email training program with Jason Bay. And one of the things that we found was a couple of years ago, best practice in terms of CTAs was to just ask for interest. Hey, would you be open to learning more? Would you be open to taking a look?

28:55Would you be open to chatting when I'm not calling you out of the blue? That is still better than saying, are you free Monday at two or Tuesday at four? But there's actually a different CTA that does way better, which is making an offer. An offer is CTAing to something that gives them value, irrespective of if they enter a sales process with you and look to buy your product. And so there's three different types of offers that you can make. There's easy, there's medium, and there's hard. Easy is just pitching the blind date. So Armand, I've been helping you out as a wingman recently. If I were pitching the blind date for you on a cold call, if I was your SDR, I'd be like, look, you know, I'm wondering if you might be open to meeting with Armand.

29:38He's one of our account executives. He actually has worked with over 50 different VPs of sales over the last year, helping them build out their outbound process from scratch. Armand has done that because he has led over 50 VPs of sales through sales processes with our product helping them with that. So pitching the blind data is easy. It is just positioning the value of the resource they're going to meet with. A little bit harder, this is a little bit more valuable. You might use this for like an account that you really want to land. This is where you might use something like one of your most valuable lead magnets.

30:07This might be if you have benchmark data. Example, Armand, we have benchmark data on best practices for outbound in terms of the types of language to use, the number of calls to make, and that might be an offer. I know that's an offer our AE team uses when they're reaching out to enablement leaders. Hey, I'm wondering, worst case scenario, I can walk you through some of the data of what we've seen working with teams and what's working in outbound today. And then the last piece is a one-to-one offer. This is harder to do, but this is through your best enterprise accounts or your dream accounts.

30:37So for example, at 30MPC, our hard offers, our most valuable one-to-one offers for like our dream accounts, will actually offer to review their sequence templates or review their cold email or review their cold call scripts and give them feedback on that for free because that is how we land a meeting with an extremely valuable prospect. It is well worth the time. So for you, you should think about the types of offers that you could make because they will dramatically increase your chance of actually landing the meeting.

31:04Armand Farrokh: So folks, now you have everything that you need to build your perfect sequence structure, figure out who you are going to put into that sequence, figure out the cold calls, cold emails, all the messages that you put inside of it. And then lastly, how to make great barbecue sauce in a double digit reply sequence. So this session was designed to give you everything that you need to be self-sufficient to build your own outbound process from scratch. The reality is, is a lot of folks need help with this. And that is what 30MPC does when we work with sales teams. Usually when we work with a sales leader or enablement leader, we can help them get their outbound sequences to double digit reply rates.

31:41We can get their reps booking one in three cold call connects, and we can help outbound teams get to a place where like the engine is revving. And so if you would like to work with 30MPC, we've got a link to get in touch with us below. But thank you for watching. And regardless, we're rooting for you. Because outbound ain't easy. Selling ain't easy. But with a stomach full of barbecue, you can do it too.

32:10Armand Farrokh: Today's show is brought to you by ConsenSys, which helps your demo keep selling even when you're not in the room. Before I show a demo, I set it up like it might have to work without me. I include these three slides before I drop in. Number one, the biggest problems I learned in Discovery. Number two, how we solve those problems. And number three, a what does success look like today slide. You can steal that exact 30 MPC demo deck template powered by ConsenSys. Go check it out in the show notes. The worst discovery advice is just be curious and ask lots of questions. Look, our prospects are not showing up to sales calls to answer our questions.

32:43They're showing up to get their questions answered and to figure out how we can solve their problem. And this is what Pipedrive does. If you want to get clear, complete sales visibility, you can use Pipedrive's easy to use and customizable CRM that is designed to be simple from day one and stay easy to use as your team grows. We actually put together an entire resource hub with PipeDrive to help you get to President's Club, and you can get them for free in the 30 MPC PipeDrive closers hub. The link is in the show notes. Today's show is brought to you by Outreach, the agentic AI platform for driving execution across every stage of your deal.

33:14Great sellers drive velocity at every stage of their sale, and one thing that's worked well for me is assigning redline deadlines to my prospects when we kick off vendor review. Even artificial micro-deadlines for things like first cut of redlines and security review helps my prospects get their internal team moving. We built a guide on how to help you drive six and seven figure deals with our friends at Outreach. Get it free in the show notes.