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How Poor Outbound Performance Management Will Affect Revenue in 2023 Continued… (Part 2/2 - The Dream Team)
This is Part 1 of 2 where Jake gives an introduction to the concept of Outbound Performance Management: what it is, why it’s important for sales and revenue leaders in 2023, and how to build the outbound performance management dream team.
"Quick analogy for you. If Marketing spends $100K a month on ads, they will use 15-20% of that budget to optimize performance. At the same time, we're spending $100K on SDRs and only spending $4,000 or $5,000 a month on optimizing outbound performance. Why?"
This is why this topic is important. Let’s get into Part 2.
In this episode, Jake covers:
- The types of data points that we're looking at (in tools like Outreach and Salesloft) are the highest-performing sequence, overall positive-reply sequence performance, highest-converting touchpoint, and highest-performing content. But unfortunately, today, it's still manual.
- One of the most important things for us to change is mindset. Outbound is an ongoing optimization process. It is never a campaign. It is never a sprint or rebrand over six months, and then we're done.
- Don't just look at what's performing now. Think about where the economy is headed, where your industry is headed, and start to put in place contingency sequences.
- The role of an SDR leader is evolving. If your org isn't hiring an agency to help you or a full-time person, then it's your job. You have to turn into your own performance person and look at setting up the data in the right way.
- This process should be 100% collaborative.
Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.
Check out the full article and recording on skaled.com: https://skaled.com/insights/outbound-performance-management-increase-revenue-2023/
…
Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake:
https://skaled.com/modern-leader-sign-up/
Follow Jake:
LinkedIn: https://www.linkedin.com/in/jakedunlap
Instagram: https://www.instagram.com/jake_dunlap_/
Twitter: https://twitter.com/jaketdunlap
Website: https://www.jakedunlap.com/
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By Jake Dunlap
4.7
1414 ratings
This is Part 1 of 2 where Jake gives an introduction to the concept of Outbound Performance Management: what it is, why it’s important for sales and revenue leaders in 2023, and how to build the outbound performance management dream team.
"Quick analogy for you. If Marketing spends $100K a month on ads, they will use 15-20% of that budget to optimize performance. At the same time, we're spending $100K on SDRs and only spending $4,000 or $5,000 a month on optimizing outbound performance. Why?"
This is why this topic is important. Let’s get into Part 2.
In this episode, Jake covers:
- The types of data points that we're looking at (in tools like Outreach and Salesloft) are the highest-performing sequence, overall positive-reply sequence performance, highest-converting touchpoint, and highest-performing content. But unfortunately, today, it's still manual.
- One of the most important things for us to change is mindset. Outbound is an ongoing optimization process. It is never a campaign. It is never a sprint or rebrand over six months, and then we're done.
- Don't just look at what's performing now. Think about where the economy is headed, where your industry is headed, and start to put in place contingency sequences.
- The role of an SDR leader is evolving. If your org isn't hiring an agency to help you or a full-time person, then it's your job. You have to turn into your own performance person and look at setting up the data in the right way.
- This process should be 100% collaborative.
Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.
Check out the full article and recording on skaled.com: https://skaled.com/insights/outbound-performance-management-increase-revenue-2023/
…
Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake:
https://skaled.com/modern-leader-sign-up/
Follow Jake:
LinkedIn: https://www.linkedin.com/in/jakedunlap
Instagram: https://www.instagram.com/jake_dunlap_/
Twitter: https://twitter.com/jaketdunlap
Website: https://www.jakedunlap.com/