164: The 2 personalized touches that generate 80% of Chili Piper’s opportunities

Collin Stewart’s guest on this episode of the Predictable Revenue podcast is Michael Tuso, Director of Revenue Performance at Chili Piper. As a coach, guide, mentor, Top 25 Sales Leader, and Sales Development Leader of the Year, Michael has landed on foolproof strategies for everything outbound. More specifically, he’s designed a 5 touch cadence that generates 80% of their opportunities - in only the first 2 touches.

Listen on to learn how, in the middle of Covid-19, Michael’s team had their best month ever (1:03), Michael’s philosophy on cadences (3:25), writing the first email (6:51), how to find the right messaging for your company (10:33), the human element of outreach (14:33), the framework for handling objections over email (17:24), and why and how he pulls data out of his cadence tool (49:38).

Show Notes

Looking for what type of content to use when personalizing your first email? How to build a personalization at scale playbook

We agree with Michael - it’s a fine balance between completely personalized outreach and letting the tools do the work for you. Read about The Art of the Semi-Personalized Email Campaign

More on the importance of being personal: How Workfront’s prospectors heavily tailor their initial email outreach