Transcript
1. Cut through the noise: Compelling emails & proposals that beat the competition Dan Levinschi, Head of Marketing, PandaDoc Joel Stevenson, SVP of Sales & Marketing, Yesware 2. Dan Levinschi Head of Marketing PandaDoc Today’s speakers Joel Stevenson SVP of Sales & Marketing Yesware 3. Rising above the noise 4. Number of Recipients Matters Observe what happens when an email is sent to two recipients Open Rate Reply Rate Tip: When sending emails to two recipients, send to one and copy another 5. Subject Lines Matter How to organize your subject line to improve open rate and reply rate 6. How does subject length effect open and reply rate? Company A # of words in subject line Company B Open Rate Reply Rate # of words in subject line Sales Email Volume 7. Subject line keyword analysisReplyRate Open Rate 8. How to schedule a meeting? Subject line keyword analysis reveals the best words to use! ReplyRate Open Rate 9. How can we use templates more effectively? Best practices: ● Identify the top performing templates. ● Understand why they worked well. ReplyRate Open Rate 10. Should I keep sending if I haven’t heard back from my recipients after (that many) emails? 11. How many emails should I send to get the first reply? 12. How many emails are you sending? How many emails should I send to get the first reply? 70% of Unanswered Sales Email Chains Stop After Email #1 Tip: Keep on emailing since you have not emailed enough 70% 19% 7% 3% 1% 13. Poll time! How many emails do you typically send to prospects? 14. How soon do we expect our emails to be opened or replied? 15. What is the best time in a typical working day to send your emails? 16. You are doing it wrong Improve your quick replies by sending emails very early in the morning or later in the afternoon 17. Best Day To Send Emails 18. What we covered Whom What How many When Recipients Subject line Emails to send Email send time 19. What I’ll cover – Major pitfalls of current sales and marketing go-to-market approaches – How to help reps close deals with the right content at the right time – The tools to help salespeople rather than slow them down 20. Sales and marketing misalignment 21. 32%Companies that optimize the sales/marketing relationships grow 32% faster than companies who do not. Aberdeen Group 22. 47%Best-in-class organizations have a process to streamline proposal, quote, and contract workflows. Aberdeen Group 23. Poll time! Do you have a formal proposal process in place today? 24. Sending sales proposals over contracts 16.4% Quotes 22.9% Contracts 34.2% Proposals 25. Tips for compelling proposals cover letter Include company branding. Personalization is key and provide a summary of what they will glean from the proposal on the first page. social proof Let your customers speak on your behalf, including images and/or a video testimonial to illustrate the value your company brings. personalize Show them who they will be doing business with. Include your management team and delivery/service team that will be working alongside your buyer. 26. Tips for compelling proposals products/CPQ Include a section where your buyer can pick and choose products or services from your price book. terms & conditions Including terms and conditions in your proposal allows the buyer to share with others internally. signature Once you've come to an agreement, allow the buyer to seal the deal with an eSignature to accelerate the sales process. 27. 6 tips to activate content Track engagement & measure effectiveness Send sales proposals, quotes, or contracts Align your story to buyer’s journey Leverage effective proposal templates Social proof Let customers interact with the content: eSign, enter data, pay 1 2 3 4 5 6 28. Bridging sales and marketing 29. In summary 30. Questions 31. Thank you! Free resources ● eBook: Create stunning proposals that close deals fast ● eBook: The Ultimate Guide to Sales Email (Backed By Data) 153 Kearny St, 5th Floor San Francisco, CA, 94111 pandadoc.com 75 Kneeland St Boston, MA, 02111 yesware.com
