2min chapter

Bridge the Gap™ by Revenue Reimagined cover image

Episode #69 Your Emails ARE Being Ignored. Here's How You Fix Your Sales Outreach ft. Mark Kosoglow, CEO

Bridge the Gap™ by Revenue Reimagined

CHAPTER

Harnessing Unstructured Data for Effective Sales Outreach

This chapter explores how to identify and utilize valuable unstructured data to enhance sales outreach. It highlights the importance of creating a refined Ideal Customer Profile (ICP) and the effectiveness of a targeted strategy over merely focusing on data volume.

00:00
Speaker 1
The core thing I found is they have real business acumen. And what they're able to do is typically find unstructured, extremely valuable data somewhere on the internet or somewhere. They bring it into a place, they analyze it, they take their time, they find what's interesting, and then they get so excited about why this person or company should be a customer that they can't help but figure out a super compelling way to get them into a conversation because they're so excited to share and to teach and to, you know, to give value because of what they figured out. That's the process that I think outreach or that not outreach, see them. So program that operators trying to create is how do we take a core set of lists and help you sharpen what your ICP definition is? Cause most people have a super sloppy ICP definition. How do we help them build that good list? How do we then go identify and fetch this unstructured data that we can add to that core data set that is extremely valuable and personable? How do we then analyze that data for insights that are interesting? And then how do we make sure that those insights are actually compelling enough for us to reach out it's okay to take a list of a thousand companies and say we don't have something to say to 715 of them it's okay y'all because that's what you don't waste time on the 715 they're never going to do anything you convert the 285 that you can and this is the number one thing i see when i started operator people were like well mark you're gonna have more accurate day you get better coverage and i'm like no we're not gonna have the most accurate data we're not gonna have the best coverage do you know why you need more accurate data and they're like why i said let me do a math problem for you how many contacts do you have in your database right now two hundred thousand all right great two hundred thousand what's your data accuracy level fifty percent all right so that means you have a hundred thousand people that you know their name and address and phone number in the right job they're at you can't convert a hundred thousand people and do your next two million dollars of revenue you don't have an accuracy problem you have a conversion problem or product problem or
Speaker 3
product market fit problem like there's a lot of other problems that you have
Speaker 1
you don't you don't need more accurate data you don't need better coverage.

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