How to turn those leads into meetings. Visit SalesHacker.com for more sales hacks, tips, and tactics.

1. M E S S A G I N G - W H A T
W O R K S A N D D O E S N ’ T
L E A D S D O N ’ T A L W A Y S E Q U A L M E E T I N G S

4. I ’ M A S S U M I N G …
• Know your buyer - at least partially
• Know what tools to use to source and email

5. Key Pieces to a good email / call
• Clear subject ….maybe funny but audience
appropriate..scratch that…I hate funny
• Clear ask in the first 2 sentences
• Call out key issues / features
• Clear ask again
• Track, Rinse, Repeat
• Be F*&^ing tenacious

6. S U B J E C T L I N E S - W H A T I S T H E
B A S E L I N E ? ?
• GET SOMEONE TO OPEN YOUR
EMAIL!!!
• If your open rate is under
30%…..something is broken
• If your open rate is over 30%….shoot for
50!

7. W H A T W O R K S ? – S U B J E C T L I N E S
• Time to meet - 5/30 - 30-40%
• RE: Time to meet - 5/30 - 35%+
• Just left you a voicemail…but thought this may be
faster - 35%
• Try using a timeline as well (Meeting with our CEO in
Austin - 5/30) - 37-50%

8. W H A T W O R K S ?
• Their Company / Our company - Time to Connect - 5/30 -
actually underperforms!
• Don’t use FWD - rarely works
• “Sale” or “Free” - sub 10%
• Nobody gives a S*&^ about your enthusiasm - “Newest
XYZ in the Adtech space” “Brining innovation to blah, blah”
- 15-30%

10. C L E A R A S K ! !
• Why are you
emailing or
calling me???

11. M E E T I N G O R R E F E R R A L ?
• Why ask for a referral when you know
you have the right person????
• With a known target - meeting
• Unknown or unsure - referral

12. E X A M P L E …
• Hope all is well. I recently saw an article
(spoke to two people in your
department)….and want to set up 15
minutes to connect with you next week.

14. K E Y P O I N T S F O R T H E M E A T O F Y O U R
E M A I L
• First position the issue - “Many people in the
xyz industry are focusing on how to reduce
time spent via collaborating on xyz. The
industry is seeing organizations that are
focusing on this issue consistently generate
10-20% revenue gains because of xyz….”

15. K E Y P O I N T S F O R T H E M E A T O F Y O U R
E M A I L … C O N T I N U E D
• Next position the company - “At XYZ, we
are working with (relevant industry/location
partners) to see substantial, 30-50% gains
in the efficiency of their operations
department. Our work with, xyz, may be
most relevant as they have had similar
issues with (relevant industry issues)”

16. K E Y P O I N T S F O R T H E M E A T O F Y O U R
C A L L
• Yes, Yes - Ask for the meeting
• Same opening and then confirming question - “Are
you the person focused on (key industry issue)?”
• Next Question: “Is driving up the value of your
advertising inventory something that you are
currently focused on today?”

17. K E Y P O I N T S F O R T H E M E A T O F Y O U R
C A L L
• Excellent - We are seeing many companies now
trying to accomplish this exact target but are
struggling because their current tools such as,
relevant companies/competitors of your product, do
not allow them or cannot….blah, blah
• If you are still focused on, previously mentioned
detail, then it would be good for us to meet to discuss
how we are doing this today. NO PAUSE. Let me
look at my calendar now and let me know how
Thursday afternoon looks for you. I’m open at 2pm if
that could work for you.

19. CLEAR ASK FOR MEETING OR
REFERRAL
• “Obviously there are other key details, but I
want to set up time for us to connect next
week to discuss. Let me know if XYZ date
and time work for you and I will send over a
calendar meeting.”
• Not a question….a statement!!!

20. T R A C K Y O U R R E S U L T S
• Every email should be tracked
• Set out time every 2-4 weeks to optimize
- Reflection is never a bad investment

21. H O W M A N Y T O U C H P O I N T S T O
G E T A M E E T I N G …
• Hubspot would say 7-9 before diminishing
returns. This is about right.
• I say…if it’s the right person…as many as it takes

23. • Stay connected with @JakeTDunlap & @Skaledcom
Thanks for Joining us!