Today

As of late, it feels as if things are not as boomin’ as they once were. With advancements in technology and uncertain economic conditions, the playing field has changed and we all should have already started to think about how we can adapt to swim against the current. Businesses need to use their capital efficiently and will need to evolve the way things are currently done to accomplish that.

This challenge also applies to how businesses organize their sales team. Currently, a sales team is dependent on SDRs to use outbound strategies to generate demand. This entails booking meetings where a more senior sales teammate speaks with the prospect to understand if there is a need for their solution. This is a tough task filled with manual button-clicking admin work.

Depending on the person, some may put more mindful effort into prospecting and copywriting. This, at times, still fails to accomplish the objective. The more the person fails, the less invested they feel in putting their best effort to target the right people and send a resonating message. They just end up focusing on the quantitative metrics. Copying and pasting the same message to hundreds of contacts that might not even be within the ideal customer profile. This is a quick way to burn leads and get off on the wrong foot with people in the industry. Making it more difficult to book the right meetings in the future.

Most of the time, the typical hires lack experience and creativity in building proper outbound systems themselves. What’s worse, they are oftentimes led by someone who has never experimented with new ways to improve the current system, gives them a basic sales playbook, and orders them to hit their numbers. Some companies can afford to operate like this, but there is plenty of optimizing to do.

Tomorrow

The future is bright with new tools being released at record speed, implementing the latest innovative technologies, like AI. This is the time to challenge conventional practices with new ways of doing things. For companies to start, they will cut the fat. We have already seen this with the bloodbath of layoffs across technology.

In the sales world, so much can be done with just picking the right tool stack, building a workflow around it, then ultimately automating the repetitive tasks. The strategy is around hiring experienced salespeople, well-equipped with technology. This will allow the top guns to 2x their output, at least.

A proper tool stack will consist of tools to find high-intent prospects, personalize outreach, manage leads, and finally automate the entire process. This is, of course, oversimplified. Within the whole process smaller tasks will be engineered into the workflow, from data extraction from multiple data sources, to validating the data, and fully enriching your ideal customer profile contacts. This will help with developing the omnichannel strategy down the line.

There are also additional tasks that shouldn’t be overlooked, such as deliverability checks, spam scores, and monitoring blacklists. Warming of accounts is crucial and can quickly put your domain in blacklists if done incorrectly. Then, to ensure the messaging is moving in the right direction, there is sentiment and reply tracking/reporting. With all of this in place, it completely augments a salesperson’s capabilities to accomplish more and focus on fully understanding the customer needs. And of course, many of these tools are using AI in some capacity already.

This will just allow sales to put more mindful effort into targeting the right people and ensuring the messages hit at a relevant time. With a system backed by tools, sales are able to reach a record number of people with the right messaging. Subsequently, by tracking the data and continuously iterating through different versions of copy, based on the data, the team will narrow in on product-market fit and track key metrics based on quantitative and qualitative metrics. The system is then predictable and repeatable, driving pipeline generation with ease.

Gngine is helping businesses move into high-growth by implementing this type of growth engine today and continues to iterate through workflows/tools that make the most sense for its clients. Some companies are using Gngine to experiment with how efficiently they can get their sales team running. Cut the manual, non-scalable tasks with an intentional growth engine.

If this sounds like something you would like to have a deeper dive into, we are happy to chat. Get in touch: hello@hypergrowthgtm.com