Build a Better Agency Podcast

EP 239: A new tool to add to your agency’s sales strategy with Jeff Winters

May 4, 2020

Learn about the success of cold email as a new business strategy for agency owners with guest Jeff Winters. Jeff discusses his company, Sapper, which helps with outbound email marketing and sales efforts. He shares scripts, timing cadence, and success metrics for effective cold emailing. The podcast also covers topics like sales cycle timing during COVID-19, agency budget tiers, best practices for automated email sequences, and navigating business challenges during the pandemic.

54:29

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Episode guests

Jeff Winters

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Episode notes

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Quick takeaways

Implementing a three-tiered account model can help agencies allocate resources effectively.

When writing emails, strike a balance between being casual and delivering the pain solve.

Discovery calls should prioritize understanding the prospect's needs and pain points.

Deep dives

The Three-Tiered Account Model

Implementing a three-tiered account model can help agencies allocate resources effectively. Tier one prospects, or top priority prospects, receive more personalized and resource-intensive outreach efforts. Tier two prospects require a slightly scaled-down approach, still including personalized touches. Tier three prospects receive a more automated approach, allowing for efficient outreach to a larger pool of prospects.

Introduction

2min

Outbound Sales Strategies and Success Outcomes

23min

Sales Cycle Timing and COVID-19

3min

Understanding Agency Budget Tiers and Frequency of Contacts

2min

Best Practices for Automated Email Sequences in Sales Prospecting

6min

Email Sales Strategy and Prospecting

4min

Navigating Business Challenges During the Pandemic

14min

Thanks to the Guest and Sponsor, and Reminder of Resources Available

2min

There’s always been a great debate among agency owners – does cold email work as a new business strategy. Many will argue that given SPAM filters and the volume of email that everyone gets, it’s impossible to break through and actually get the attention of someone in the C-suite. My guest Jeff Winters proves that belief wrong for his clients every day. But will it work for your agency?

Jeff created a company called Sapper, a service that works with agency owners and brand leaders to help them with their outbound email marketing and sales efforts. Understanding his methodology means you can do this at home—or you can hire a company like Sapper to do it for you.

In this episode, Jeff gave us the scripts, the timing cadence and how you can measure the results. Ours may be an industry that typically does not boast a lot of success from cold calling, but Jeff has many agencies on his roster that are doing things differently and experiencing great success. I picked Jeff’s brain to find out exactly what they are doing so you can do it too.

A big thank you to our podcast’s presenting sponsor, White Label IQ. They’re an amazing resource for agencies who want to outsource their design, dev or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.

What You Will Learn in This Episode:

How Sapper was founded and what they do
How to master outbound email marketing
How agencies perform using Sapper’s sales methodology
Different tactics you can use for macro, micro, and nano tiered clients
How to approach frequency of communication
What to do when somebody actually responds to your outbound marketing
How to rethink your sales strategy in a time of crisis

Remember Everything You Learn from Podcasts

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Build a Better Agency Podcast

EP 239: A new tool to add to your agency’s sales strategy with Jeff Winters

Episode guests

Podcast summary created with Snipd AI

Quick takeaways

Deep dives

The Three-Tiered Account Model

Effective Email Writing

Longer Discovery Calls

Strategically Timing Follow-ups

Adapting Sales Strategies in Challenging Times

Remember Everything You Learn from Podcasts