If a sale requires risking political capital, how do you establish trust? Our guest Mark Kosoglow is an expert in outreach and here to share his success tips. Mark believes that effective outreach requires multiple contacts. These contacts are done through a variety of channels and ultimately lead to a sales pipeline. Today we discuss how to provide high value content during outreach while balancing efficient automation and personalization.

Mark Kosoglow is the VP of Sales at Outreach.io a SaaS tool that empowers sales teams through intelligent automation of outreach processes. Mark believes that it's important to communicate with contacts where they live. Effective contact cannot be limited to one channel or a fully automated sequence. Personalizing content and bumping emails dramatically raises the success rate of outreach. Every line read is a step closer to qualifying a sale.

Episode Highlights:

•  Testing to find the right process
• Tiering to determine who is in buying motion
• Using a “bump” to increase replies
• Communicating where they live
• Varying call times to connect via telephone
• Personalizing the sales conversation email
• Using time blocks for efficient calling

  Resources:

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Email Mark at: [email protected]