Sales prospecting automation in United Kingdom

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hey everybody it's kyle damborz with vors.com and today we are discussing a controversial topic i'm looking forward to it what is that topic you ask i think you read the title let's talk about it [Music] alrighty so today we are discussing personalization versus automation ding ding ding personalization versus automation now there are two camps that you should be aware of camp one personalize everything spend as much time as you need crafting the perfect email and focus specifically on improving response rates and then there's the other camp the automation camp these people are usually scary they wear masks and they don't really talk much but they are doing a lot they're sending mass emails hoping for low conversion rates but because the quantity is so high is going to make up for it in the end because there's less effort on their part look there's nothing wrong with either camp and when it comes to automation versus personalization we're really discussing quality versus quantity well where do you fall in the debate i'll tell you where i fall i don't want to choose i want to do quality and quantity and there's one way that i know that's really good at accomplishing that and that thing is prioritization you must prioritize your leads and how do we do it it's very simple a b c you have your a leads these are the top priority they look like really good fits they're typically more developed businesses you have a ton of data on them and you know that this is a company that could really benefit from your product or service then there are b leads number two here b leads are one that look like they're pretty good but you're not 100 sure you're on the fence they're not as qualified or i should say pre-qualified they're not as pre-qualified as the a leads but they're pretty close and definitely worthy of that b spot then number three sea leads these leads are the dark dusty leads that fill up the bottom of your crm that hopefully if you have the right fishing equipment you could pull out a nice little prospect out of there those are the c leads you don't know much about them or it may seem like on the surface or not a great fit or you just don't have enough data to make that decision before reaching out either way you need to bucket your leads into those three buckets so you as an sdr as an account executive can prioritize your time to make sure when you're doing the quality outreach right that's the high personalization you are spending that time on highly qualified high revenue producing opportunities while on the other side you're using automation to be able to cast a wider net amongst those leads that you're unsure of and what may end up happening or what typically happens is you're going to be reaching out from an automated perspective to see leads some of those leads will reply you may get a meeting or two or the timing might not be right and when you get those replies those leads either go into the b bucket or c bucket and you're actually pulling from this kind of this dark deserted oftentimes neglected right the the island of mis fit leads so to speak you're pulling from those and filling the b and then the a list and then likewise with b's some of these people will reply you're going to put them into the a list as well real quick if you're liking the content please click the like button it helps us out a ton now let's get back to watching the video now a-list leads high personalization like i said as you're doing that personalization you're gonna have more time after you're reaching out and you have a lot of your a-leads and sequences and you're working them as normal that's when you start putting some personalization some manual touches on the b leads and maybe just the first email is a manual touch and then there's some automated follow-ups while the a leads are manually uh tailoring every single message or maybe you're doing more videos or things that require a lot more work from you a lot more time but it's worth it because the payoff's bigger and they're already pre-qualified those be leads you're going to do some of that not as much leverage automation to do some of the follow-up or any other parts of the sequence that you feel automation will be helpful to have there but you're really focusing on mixing that quality and quantity approach by using personalization as much as you can justify outside of the a leads on those b leads and then c leads let's automate all of that that way you have a healthy stream of automation going taking advantage of that one to three percent of the market that's ready to buy now and you have that quality approach going to the pre-qualified leads in your pipeline so that way you're not wasting a bunch of time spending quality outreach on unqualified leads nobody wants to do that so i know it's not a great answer who wins the debate personalization or is it automation the truth is you got to be down the middle and if you're closed-minded i can tell you you're not going to be very good at prospecting things that i thought would never work totally worked and things that i was super fired up about and was the greatest prospecting idea i'm a genius fell flat so as long as i've been doing this i can tell you it is a marathon you gotta test a lot and you've got to do different things when they zig you zag and if you get really good at investing yourself in the process and becoming addicted to the prospecting process you're going to find yourself generating better results so don't pick automation don't pick quality or personalization do both and ultimately i believe you're gonna see better results thanks so much for watching i hope you enjoyed this and i look forward to talking to you soon