Revolutionizing Outbound Sales

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Jacki Leahy, a fractional RevOps advisor and founder of Activate the Magic, on the Hot Pursuit podcast. Jacki shared valuable insights on modern outbound sales strategies, the power of personalization, and how to navigate the challenges of today’s sales landscape.


From the Classroom to the Boardroom
Jacki has a highly unique perspective on sales. She started out as a kindergarten teacher before becoming a Business Development Representative. She points out that the skills developed in classroom management translate surprisingly well to sales and operations:

“Being a teacher, if anyone’s listening to this and you’re a former teacher, we have such a leg up on sales and operations, right? Because we have to have a process, classroom management, you have systems, you have process, and you train to the process.”

This background has allowed Jacki to approach sales operations with a fresh perspective, focusing on creating systems and processes that can be easily taught and replicated.

The Current State of Outbound
Jacki acknowledges that outbound sales is harder than ever, with challenges like:

Stricter spam and deliverability rules
Remote work making it harder to reach prospects
The proliferation of AI-generated personalization
However, she sees these challenges as opportunities to innovate and improve georgia telemarketing data outreach strategies. Jacki emphasizes the importance of truly believing in your product or service:

“When you truly know that your product or service is going to change the game for that human, like, listen, let me get you promoted, kind of change making. When you truly believe that, then selling becomes service.”

Innovative Tools and Techniques for Personalized Outreach
Jacki shared several tools and techniques she uses to personalize outreach at scale:

Clay: A tool that allows you to aggregate data from various sources and combine it into a single table.
DISC Communication Style Framework: Used to tailor communication based on personality types.
Crystal Knows: A Chrome extension that predicts DISC profiles based on LinkedIn profiles.
AI-powered content creation: Tools like REAP for generating content snippets and ranking their potential virality.
By combining these tools, Jacki creates what she calls “operationalizing the scalpel” – a system that provides sales reps with all the information they need to personalize their outreach effectively.

Crafting Effective First Emails
When it comes to that crucial first email, Jacki takes a bold approach.

“That first email and cold outbound in general, you are interrupting someone’s day. So, if you’re trying to sidestep that or avoid that, you’re in for a bad time, right? And being triggering is the name of the game.”

She suggests using personality insights and industry knowledge to craft messages that are so interesting and compelling that they convert any initial offense into curiosity.

The Shift Towards Sustainable Growth
Jacki noted a positive trend in the industry towards more sustainable growth and a focus on human elements.

“I think we’re, as an industry, I think we are also shifting to focus on the humans, right? The shift from growth at any cost to sustainable growth and margins.”

This shift not only benefits customers but also creates a better environment for sales teams, moving away from the “growth at all costs” mentality.