Hey there, it’s Isaac from Leads to Earnings. Welcome to the newsletter.

(est. 5 minute read)

Today I will be going over:

• The beginner’s guide to saving 80% of your sales team’s time

• How to measure campaign success

• I will also share a few cold email links and tips.

Hopefully you enjoy it.

Actionable Cold Email Tip

Your sales rep is wasting 80% of their time doing manual outreach.

This is costing you at least $50,000 per year in wasted manual work.

If you can save 20% of your team's time or reduce headcount by just one SDR.

You’re saving $50-80k per year (based on a Repvue study of SDR compensation).

The average SDR makes $55k/year plus bonus and other hiring costs.

Historically, an SDR team usually includes 3-10 reps hired to do outreach and prospect new customers.

That means a 3 person SDR team costs $250k/year.

And that doesn't even account for churn related costs to backfill your talent.

You're probably already aware that the average SDRs turnover rate is 34% annually.

Not to mention the monthly 5-figure cost of stale data and an outdated tech stack.

Not only is the SDR expensive, but…

SDRs are spending 80% of their time working the wrong leads and doing low leverage work.

This bottlenecked process results in a cascading waterfall of negative consequences.

SDRs miss quota, AEs miss their targets, the sales team misses on revenue… you get the point.

The average SDR spends their day:

Manually building lists in Sales Nav and ZoomInfo

Manually researching accounts

Manually enriching email contact information

Manually writing personalizations

80% of the day is spent doing manual tasks

All time spent doing manual list building and writing personalized messaging is wasted is because it should and can be automated.

If this is possible, then why are SDRs still spending all day manually prospecting?

That's because they probably haven't heard of Clay(.)com (or figured out how to use it).

Think of Clay as a workflow tool that can basically do all the manual work done by a VA or an SDR - with 100% accuracy.

Clay is basically a spreadsheet with integrations to over 75 data sources to enrich your data, do research and more.

The tool enables insanely targeted prospecting at scale. Users can build their dream list with a fraction of the time and money historically required.

The efficiencies generated from Clay are absolutely game changing.

So much so, I decided to make a 26 minute beginner’s guide to using Clay’s data sources and integrations so you can save 80% of your sales team’s time.

If you’d like to check out the Gamma doc training, you can find it here (link)

Useful Bits

• Tweet of the week (link)

• Case study: Adding a 240k/ARR Client for a Marketing Agency (link)

• Quote of the week: “Show me a person who never made a mistake, and I will show you a person who never did anything.” — William Rosenberg, founder of Dunkin’ Donuts

• Quick bite-sized pointer: Make sure you’re collecting data on all your cold email campaigns. Track replies, interested replies, booked meetings, attended meetings. Measure your campaign success against one another by looking at each step in the conversion cycle. If you can figure out where you’re falling short, you’ve just identified your constraint. Once you’ve unlocked your constraint, continue to hone your process improving each step in the cold email funnel until you’ve achieved the lowest possible lead to meeting ratio. We shoot for 1:300 (1 meeting for every 300 prospects), but my suggestion is to start at 1:1,000 benchmark since it indicates you’ve found some level of message market fit. Then work this down over time. Focus on incremental gains to achieve a huge impact over a long time horizon.

How I Can Help You

If you like this newsletter and want to work with me, there are a few ways we can do so:

1. I have a ton of free content that will help you get more clients on my YouTube channel. I post insights from operating high converting cold email campaigns for dozens of B2B companies that have added hundreds of thousands in recurring revenue.

2. If you are looking to improve your cold outbound skills but don’t want to hire anyone, I have a free 71-page course that teaches everything you need to know about cold email.

3. If you want a custom cold email campaign specifically designed for your business & ideal target audience, I have a few slots available to show you how it works. Book in here and on the call I will deliver a full 5-angle cold email campaign for you to use to bring on more high paying clients.

4. If you’d like to hear about how I can help you and your company grow, you can book a call with me here. I might be able to help you grow faster, or I might be able to refer you to someone who can.

Share this with 3 people and get a free training showing you how to convert more cold prospects into warm leads with cold email.

I hope you enjoyed this brief email.

Talk later,

Isaac