Building a successful sales organization from the ground up is no small feat. It requires strategic planning, data-driven decision-making, and a focus on cultivating the right mindset within your team. In this episode, I sit down with Megan Prince, Chief Revenue Officer of Zeni, to explore how she led her company to 10x their ARR in just a few years through a powerful outbound sales strategy.
The Power of Outbound Sales
Learn why Megan believes that a strong outbound motion is crucial for controlling your destiny and driving consistent growth. She reveals how 65% of Zeni's revenue comes from outbound efforts and explains why it's their most cost-effective customer acquisition channel.
Building an Effective Tech Stack
Discover the tools and technologies Zeni uses to power their outbound engine, including:
· Orum for cold calling
· LinkedIn Sales Navigator for social selling
· AmpleMarket for data mining and email automation
· Avoma for listening to cold calls
· HubSpot for task management
· FlyMSG.io for AI Writing, text expansion, sales prospecting training and social selling
Designing High-Impact Sequences
Megan breaks down their 20+ step outbound sequence that spans 20-30 days, incorporating multiple touchpoints across various channels. She emphasizes the importance of persistence, noting that it often takes 12-18 touches to convert a prospect into a customer.
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