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When and Where to Automate Sales Outreach with Gessi Schechinger #326

Gessie Schechinger is the CRO  for the  OnCourse Sales Engagement Platform. As CRO he is responsible for successful execution of the strategies for their sales and client success teams. Gessie is a proponent of sales automation. In this episode he shares his process  with steps that automate sales outreach and steps that are best left manual  for personalization.

Sales Automation

Many people are skeptical of automation. Some see it as junk email. Gessie believes most of what you see is nonsense.Yet he believes in the possibility that you can automate outreach while still have a personalized touch. This is especially the case on LinkedIn. LinkedIn allows direct access, but this needs to be done responsibly.

Automate Outreach Process

Gessie shared advice on connecting. There are 6 steps. These are researched based steps proven successful. When automated, sales outreach can scale quickly.

Automation:

1. 1. See if they are open to connect and only that. Connect WITHOUT a note.
   2. Thank them when they connect as in a live situation.
   3. Ask questions about their business.
   4. Go to a manual step when they respond

Manual:

1. 1.  Two-by-Two method: take two minutes and find two things  relatable
   2. Ask to find a time to schedule a meeting

Topo Report inbound leads take 8-10 touches, over 14 days, have response time less than an hour. With a generic email its 2%, a call is 12%, use LinkedIn you will get 30% engagement rate.

How To Find Gessie Schechinger

Thank Our Sponsor Sharetivity

Sharetivity helps salespeople increase prospect engagement by providing an easy and fast way to personalizing their outreach. Sales starts with getting your prospects attention, given all the noise you have to be different, you have to personalize your outreach. Unfortunately, that is time consuming to go to Google, Linkedin, Twitter, YouTube etc to find an icebreaker.

Thank Our Sponsor Habanero Media

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Past Episodes

Sales Consulting To Grow Your Business

Pat helps technology startups and businesses discover the true value they bring to market, find customers who deeply appreciate that value then scale that process to extraordinary profits. We do this with modern 2020 sales and marketing techniques. 

Pushy sales doesn’t work! The key is to build trust over time. What  tools do we use?  LinkedIn, Email and the power of the Voice Mail.

We believe and teach the value of a helping mindset. Your prospective customers have challenges, hopes and aspirations. They need your help. All you need to do is build their trust, and faith, in your organization. Learn  how we help here. Once it’s clear you can help, you will have loyal clients for life. When you bring value you make sales. Or if you’re a startup, learn sales for engineers and skills to promote your new venture.

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