[blog_at_glance]

Let's talk about reciprocity. It's that warm, fuzzy feeling you get when someone does something nice for you, and suddenly you're compelled to return the favour.

In B2B, reciprocity is like a secret handshake that opens doors, builds relationships, and keeps the wheels of commerce greased. It's the reason why that prospect you sent a thoughtful gift to suddenly seems more interested in your pitch.

But here's the kicker: reciprocity is a double-edged sword. Wield it wisely, and you're a relationship-building maestro. Mess it up, and you're that creepy person who thinks friendship can be bought.

So, how do we navigate this minefield of corporate gift-giving?  We're about to dive into the do's and don'ts of B2B gifting, with insights gleaned from Manny Deol, the co-founder of the corporate gifting platform, Barney.

1. The Strategy

Do: Take a strategic approach to your gifting efforts. Define clear objectives for your gifting program, whether it's increasing meeting attendance, accelerating deals, improving client retention, or boosting employee morale. Map out all potential use cases across departments:

• Marketing: Driving impact at events and trade shows
• SDRs: Firming up meetings with coffee vouchers
• Sales: Accelerating deals and nurturing high-value prospects
• Customer Success: Building and maintaining client relationships
• HR: Rewarding and motivating team members

Don't: Treat gifting as an afterthought or a sporadic activity. Avoid a scattergun approach where gifts are sent without clear purpose or strategy. Remember, a gift without a plan is just a random act of spending.

2. Budget

Do: Set clear, comprehensive budgets for your gifting strategy. Assign specific budgets to team members or roles, empowering them to make quick decisions while staying within financial boundaries. Consider all use cases when allocating budgets, from marketing events to employee rewards. Regularly review and adjust your budgets based on ROI and business impact.

Don't: Leave your team guessing about spending limits or ignore the financial implications of your gifting strategy. Avoid the "blank check" approach to gifting – it's a quick route to overspending and reduced impact.

3. The Intention

Do: Use gifts as a genuine expression of appreciation for your business relationships. Think of it as relationship fertiliser – a little bit goes a long way, but use too much and you'll burn the whole thing down.

I once sent a handwritten thank-you note with a box of locally-made cookies to a client after they referred us to another company. It wasn't flashy, but it was sincere. The result? They became our biggest cheerleader.

Don't: Give gifts with the subtlety of a sledgehammer, trying to influence business decisions or contract signings. That's not gifting; that's bribery with gift wrap.

4. Rules of Engagement

Do: Familiarise yourself with industry-specific regulations and company policies regarding gift acceptance. Develop clear guidelines for each type of gifting activity, including budget limits, appropriate gift types, and approval processes. Pro tip: Check out resources like the UK Bribery Act 2010 or the FCPA for more information.

Don't: Assume that what flies in one industry will soar in another. The gift that makes you a hero in tech might make you a pariah in healthcare. Avoid creating gifting policies in a vacuum – consider legal, ethical, and industry-specific implications.

5. Balancing Value and Ethics

Do: Keep gift values modest and appropriate for the relationship and industry standards. In the UK, for example, gifts up to £50 per year per recipient are typically tax-deductible. It's like playing limbo with your wallet – how low can you go while still making an impact?

Don't: Go overboard and turn your gift into a tax liability. Nothing says "I value our relationship" quite like creating extra paperwork for your client's accounting department. (That was sarcasm, in case you missed it.)

6. The Personal Touch

Do: Research the recipient's interests, hobbies, or professional goals to select a thoughtful, personalised gift. Use some good old-fashioned social media research to get insights.

I once discovered a client was a huge "Star Wars" fan and sent them a Yoda-shaped succulent planter. They loved it so much, it became a conversation starter in every meeting. May the force of personalisation be with you!

Don't: Resort to generic, impersonal gifts that scream "I put absolutely no thought into this." Unless your goal is to be forgotten faster than last year's marketing buzzwords, in which case, carry on with those branded stress balls.

7. Timing

Do: Maintain a consistent gifting strategy throughout the year. It's like a drip campaign, but with actual, tangible things. Plan for different gifting occasions across departments – from event giveaways to deal acceleration gifts to employee recognition.

Don't: Send lavish gifts only during contract renewal periods. It's about as subtle as a neon sign saying "PLEASE LIKE ME" and just as desperate. (Plus, it might violate some of those pesky regulations we talked about earlier.)

8. The Cultural Tango

Do: Consider cultural norms and preferences when selecting gifts for international business partners. It's like being a gifting chameleon – adapt or risk offending.

Fun fact: In Japan, gift-giving is an art form. The wrapping is often as important as the gift itself.

Don't: Ignore potential cultural taboos or sensitivities. Unless your goal is to become the subject of a "cultural faux pas" anecdote at your recipient's next dinner party. (Spoiler: It shouldn't be.)

9. Transparency

Do: Keep clear records of all gifts given and received, regardless of value. It's like having a gifting diary. Assign responsibilities for gifting to specific departments or team members to ensure accountability and prevent overlap.

Don't: Try to hide or obscure gifting practices. Transparency isn't just a buzzword; it's your get-out-of-jail-free card when the ethics committee comes knocking. Avoid creating a gifting free-for-all where no one knows who's giving what to whom.

Tools like Barney can help you track gifts alongside your customer interactions. It's not just for pipeline management anymore, folks!

10. Measuring ROI

Do: Track the ROI of your gifting campaigns using both quantitative metrics and qualitative feedback. It's not just about feeling good; it's about doing good (for your business). Plan for measurement from the start, deciding how you'll evaluate success for each gifting use case.

Use A/B testing in your gifting strategy. Send different types of gifts to similar prospects and see which ones lead to more meetings or closed deals.

Don't: Assume that all gifting is automatically beneficial without analysing its effectiveness. That's like throwing spaghetti at the wall and hoping it sticks – messy and ultimately ineffective. Avoid continuing with gifting strategies that aren't showing clear business impact.

11. Data Protection 

Do: Ensure you have a lawful basis for processing personal data when managing gifting campaigns. GDPR isn't just a four-letter word. Include data protection considerations in your gifting strategy from the outset.

Don't: Neglect data protection regulations when collecting or using recipient information. Unless you enjoy hefty fines and public shaming. Avoid collecting more data than you need for your gifting program – keep it lean and compliant.

12. The Relationship Foundation

Do: Use gifts as a way to initiate conversations and strengthen business relationships. It's like a conversational lubricant. Integrate gifting into your broader relationship-building strategy across all departments.

Don't: Rely solely on gifts to maintain or improve business partnerships without genuine engagement. A Rolex might buy you time, but it can't buy you a real connection. (See what I did there?) Avoid treating gifting as a substitute for real relationship-building efforts.

Barney:

Punch!’s Preferred Solution for Corporate Gifting

When it comes to navigating the complex world of B2B gifting, having the right tools at your disposal can make all the difference. Enter Barney, a platform that's simplifying corporate gifting. At Punch! we've been using Barney in different areas of our business - from sending coffee vouchers to prospects before discovery calls, to thanking our clients for reviews with some gourmet cookies. 

Barney is the brainchild of husband-and-wife duo Manny and Ras Deol, who have been pioneering the corporate gifting space since 2017. Their journey in personalised business gifting laid the foundation for what would become a revolutionary B2B gifting platform. At Barney, they're not just about sending gifts – they're about fostering meaningful relationships and creating lasting impressions in the corporate world.

What sets Barney apart is its unique blend of industry experience, technological innovation, and a deep understanding of how thoughtful gifting can transform business relationships. The platform is designed to streamline your gifting process while ensuring each gesture remains personal and impactful.

Here's how Barney can elevate your B2B gifting strategy:

1. Personalisation at scale:
   Barney allows you to create customised gifting experiences for each recipient, even when managing large-scale campaigns.
2. Compliance tracking:
   Keep your gifting practices in line with industry regulations and company policies by easily tracking and reporting all gift exchanges.
3. ROI measurement:
   Integrate your gifting efforts with your CRM to track the impact of your gifts on key business metrics.
4. Cultural sensitivity:
   Access a wide range of culturally appropriate gifts for your international business partners.
5. Budget management:
   Set and manage gifting budgets across different departments and teams, ensuring fiscal responsibility while maintaining gifting impact.

By leveraging Barney's platform, you can transform your corporate gifting from a potential minefield into a powerful tool for building and nurturing business relationships. Book a demo here.

The Bottom Line:

B2B gifting is an art form, a science, and sometimes a legal minefield. But when done right, it's a powerful tool in your business arsenal. It's about creating those moments of delight that turn a transactional relationship into a genuine partnership.

Remember, at the end of the day, we're all human. A thoughtful gift can be the bridge that connects us, the spark that ignites a great conversation, or the nudge that moves a deal forward.

A Cost-Benefit Analysis

[blog_at_glance]

Let's cut to it. You're here because you're thinking about outsourcing your SDR function. Maybe you're drowning in a sea of resumes, or your current team is burning through cash faster than a Tesla in ludicrous mode. Whatever the reason, I'm here to tell you why outsourcing your SDR team isn't just smart—it's like finding a cheat code for your business.

Table of contents

• The Real Cost of In-House SDRs
• The SDR Herding Challenge
• The Expertise Edge
• The Bottom Line

The Real Cost of In-House SDRs (Spoiler: It's More Than You Think)

Let's talk money, honey. You might think hiring an in-house SDR is just about slapping a salary on the table and calling it a day. But let me break it down for you:

1. The Salary Iceberg
   Sure, there's the base salary. But that's just the tip of the iceberg. You've got bonuses, National Insurance, pension contributions... It adds up fast.
   
   
2. The Recruitment Rollercoaster
   Remember that recruitment fee? Most agencies charge a percentage that'll make your eyes water. And don't get me started on the time suck of interviews.
   
   
3. The "Oops, I Forgot About That" Costs

• Holiday pay (because even SDRs need to escape sometimes)
• Sick days (trust me, they happen)
• Software licences (because Excel ain't gonna cut it, chief)
• Training costs (unless you want them selling like it's 1999)
• IT support (for when they inevitably spill coffee on their laptop)

4. The "Wait, We Need That Too?" Expenses

• CRM licences (because Post-it notes aren't a viable system)
• Sales platform subscriptions (hello, Salesforce my old friend)
• Email marketing tools (because smoke signals are so last century)

5. The "Why Is Our Office Bill So High?" Costs

• Office space (or a chunk of your electric bill if they're remote, because cardboard boxes don't have Wi-Fi)
• Business admin expenses (because Google Workspace, HR platforms, and yes, even paperclips, don't magically appear)
• Events and awards (because nothing says "team building" like awkward small talk over lukewarm hors d'oeuvres)

6. The "I Didn't Sign Up For This" Expenses

• HR support (for when Jim and Sarah have their weekly showdown)
• Payroll admin (because money doesn't magically appear in bank accounts)
• Management time (say goodbye to your evenings and weekends)

7. The "Oh Crap, We Forgot About Data" Cost
   Data. The lifeblood of any SDR team. And guess what? It ain't free. You're looking at subscriptions, list purchases, and data cleaning tools. (Side note: I once tried to clean our company database manually. I'm pretty sure I aged 10 years in a week.)

The SDR Herding Challenge: Why Managing In-House Teams Is a Full-Time Job

Here's the thing about in-house SDR teams: they're like a box of chocolates. You never know what you're gonna get. (Sorry, Forrest.)

1. SDR Training

You pour time and resources into training your SDRs. They get good. Really good. And then? They leave for a closing role or a competitor. It's like watching your ex succeed on Instagram. Painful.

2. Keeping SDR’s Motivated

Keeping an SDR team motivated is harder than getting my kids to eat vegetables. You need competitions, incentives, and more ra-ra speeches than a high school football coach.

3. Keeping Ahead of Tech Advancements

The sales tech landscape changes faster than fashion trends. By the time you've trained your team on one platform, three new "game-changing" tools have hit the market. It's exhausting. And if no ones keeping up, you could fall behind pretty fast.

The Expertise Edge: Why Outsourced SDR Teams Will Bring You Better Results

Now, let's talk about why outsourcing your SDR function to an agency is the secret to how the fastest growing businesses grow exponentially. 

1. Been There, Done That, Got the T-Shirt
   Outsourced SDR agencies have seen it all. They know what works, what doesn't, and what's just a fad. (Remember when everyone thought social selling would replace cold calling? Yeah, about that...)
   
   
2. Tech Stack on Steroids
   Sales agencies have tried and tested more sales tools than you've had hot dinners (at least the good ones have). They know what works, and they've got the licences to prove it. No more wasting money on shiny new toys that gather digital dust. Not only that, but the really smart agency’s will have an R&D function dedicated to ensuring that they utilise the latest tech to improve SDR productivity, speed up sales cycles and improve overall ROI.
   
   
3. Scaling at Sonic Speed
   Need to ramp up for a big push? An outsourced agency can do it faster than you can say "pipeline." Try doing that with an in-house team. (Spoiler: You can't.) You can try, but try hiring 10 SDR’s for your busiest period in a hurry. When you outsource, you can scale up or down your activity in line with demand, and your business goals.
   
   
4. Insights That Make You Look Like a Genius
   Outsourced agencies work across industries. They've got benchmarks, best practices, and insider knowledge that'll make your CEO think you're the second coming of Steve Jobs. Without these insights, your lone SDR team could be wasting time and effort necessarily.
   
   
5. Risk? What Risk?
   With an in-house team, one bad hire can set you back months. With an outsourced agency? It's their problem, not yours. Sleep easy, my friend.

The Bottom Line

Look, I get it. The idea of outsourcing your SDR function might feel like letting go of the wheel. But here's the truth: it's not letting go, it's upgrading to autopilot.

An outsourced SDR agency can have you up and running in 30 days. Compare that to the 9-12 months it takes to see success with an in-house team. (In that time, you could binge-watch all of "Game of Thrones" twice. Not that I'm speaking from experience or anything.)

So, what's it gonna be? Are you ready to step into the future of sales development? Or are you going to keep throwing money at an in-house team like it's Monopoly cash?

The choice is yours. But remember, in the world of sales, time is money. And right now, that clock is ticking.

7 Signs You're Either Ready… or Not.

[blog_at_glance]

Thinking about supercharging your sales with an outsourced agency? Let's dive into whether it's the right move for you by comparing signs of readiness with potential red flags.

Table of contents

• Product Value and Contract Size
• Growth Mindset
• Sales Team Readiness
• Industry Fit
• Marketing and Sales Alignment
• Proactive Attitude
• Investment Readiness

1. Product Value and Contract Size

You're Ready If: You've Got the Good Stuff

Your product or service is high-value. We're talking annual contracts worth thousands, not £5 fidget spinners. Why? Because agencies need meat on the bone to make their efforts worthwhile. If you're selling enterprise software or specialised consulting services, you're in the sweet spot.

Red Flag: Your Contracts are Tiny

Low annual contract value is a tough sell for most agencies. They need to see a return on their effort, and if your average deal size is too small, the maths simply won't work out. As a rule of thumb, if your ACV is under £50 000, you might struggle to make the economics work.

2. Growth Mindset

You're Ready If: Growth is Your Obsession

You're not just interested in growth; you're obsessed with it. Your whiteboard is covered in ambitious targets, and you're always asking, "How can we scale faster?" This mindset aligns perfectly with what outsourced agencies bring to the table - a relentless focus on expansion and results.

Red Flag: You Want Overnight Success

Outsourced agencies aren't genies. They can't magically fix a broken sales process or a mediocre product. If you're looking for a quick fix or expect miracles in the first month, you're setting yourself up for disappointment. Real, sustainable growth takes time.

3. Sales Team Readiness

You're Ready If: Your Sales Team is Hungry

Your closers are itching for more leads. They're not just sitting around; they're actively asking for more opportunities. This enthusiasm is crucial because an agency will be flooding your pipeline. You need a team ready to pounce on these leads and close deals efficiently.

Red Flag: Your Team Hoards Leads

If your sales team treats leads like Gollum treats the One Ring, we've got issues. Outsourced agencies will be bringing in a flood of new opportunities. If your team isn't prepared to follow up quickly and effectively, those leads will go cold faster than you can say "my precious."

4. Industry Fit

You're Ready If: You're Playing in the Big Leagues

Industries like tech, healthcare, finance, and professional services are prime for outsourced sales. Why? These sectors often have complex sales cycles, high-value deals, and benefit from specialised knowledge - exactly what good agencies bring to the table.

Red Flag: Your Service is... Meh

If you're only competing on price, that's a problem. Outsourced agencies thrive on selling value, not rock-bottom prices. If your offering isn't differentiated or doesn't solve a real pain point, fix that first before bringing in the big guns.

5. Marketing and Sales Alignment

You're Ready If: Marketing and Sales are Best Buds

Your marketing team isn't off creating pretty brochures no one reads. They're in sync with sales, producing content that actually moves the needle. This alignment is crucial because an outsourced agency will need solid marketing collateral to support their outreach efforts.

Red Flag: Marketing? What Marketing?

If your idea of marketing alignment is "stay out of our way," you're not ready. Effective outbound sales require strong marketing support. Without compelling content, case studies, and a clear value proposition, even the best agency will struggle to generate interest.

6. Proactive Attitude

You're Ready If: You're Always on the Hunt

You don't wait for opportunities; you create them. This proactive attitude meshes well with outsourced agencies. They're not there to replace your hustle but to amplify it. If you're always looking for the next big win, an agency can help you find it faster.

Red Flag: You're Stuck in Your Ways

If you see opportunities and say "nah, I'm good," stick to the status quo. Outsourced agencies bring new ideas and strategies to the table. If you're not open to change or trying new approaches, you'll be wasting your money and their time.

7. Investment Readiness

You're Ready If: You're Ready to Invest

Growth takes time and resources. You understand this isn't a "set it and forget it" solution. You're prepared to collaborate closely with the agency, provide necessary resources, and give the partnership time to yield results. As Jeb Blount says, "The key to success in sales is the willingness to do what others won't."

(No direct red flag for this point, as it's more of a culmination of the previous points.)

The Bottom Line

Outsourced sales agencies can change the game. They can boost your sales acceleration, amp up demand generation, and create a predictable pipeline. As Aaron Ross, author of "Predictable Revenue," puts it, "The #1 predictor of success for a company using outbound prospecting is how well they're able to focus their efforts." An outsourced agency could be that focus multiplier for you.

But remember, this isn't a magic fix. It's a strategic move for companies ready to pour rocket fuel on their sales engine. Evaluate your readiness honestly by comparing these signs and red flags to make an informed decision about whether an outsourced sales agency is right for you.

Expanding Punch!'s Global Footprint

LONDON, [5 August 2024] - Punch!, a leading UK-based sales development agency, today announced its acquisition of Khronos, a US-based account-based marketing (ABM) and outsourced sales development firm. This strategic move instantly triples Punch!'s US operations and positions the company as a formidable player in the global sales development market.

The acquisition addresses growing demand from Punch!'s expanding US client base and enables the delivery of consistent, high-quality services across the EMEA and US regions. It brings Khronos' innovative "priority engine" technology into Punch!'s portfolio, enhancing the company's ability to identify and prioritise high-intent sales opportunities.

Enhancing Data-Driven Capabilities

James Snider, CEO of Punch!, stated, "This acquisition isn't just about growth—it's about speed to market and enhanced capabilities. What would have taken us 12 to 18 months to build organically, we've achieved overnight. We're now uniquely positioned to offer global services with a data-driven edge that can significantly shorten sales cycles for our clients."

Kenny Andersen, part of the senior leadership at Khronos, expressed his enthusiasm for the merger: "I am extremely excited about the merging of Khronos and Punch! and what it means for us and our clients. By integrating Punch!'s proven outbound sales capabilities with Khronos' expertise in account-based marketing programs, we're creating a unique solution for B2B sales and marketing organisations. This will allow us to deliver more effective outreach and achieve better results for global go-to-market initiatives. We look forward to the opportunities this brings, benefiting our clients with enhanced capabilities and offering new growth prospects for our employees."

Key points of the acquisition include:

• Immediate tripling of Punch!'s US business operations
• Integration of Khronos' priority engine technology into Punch!'s service offerings
• Expansion of services for both companies' existing client bases across EMEA and US markets
• Formation of a senior leadership team in the US will be headed by Kenny Andersen as the Managing Director of US.

The merger, which has been in discussion since an initial meeting between Snider and Khronos' original founder at a 2018 marketing conference, demonstrates the power of long-term networking in the B2B space.

As the integration process unfolds, Punch! aims to roll out Khronos' priority engine service to the EMEA region, further strengthening its position in the global sales development market.

For more information, please contact: Marita van der Merwe [marita.vandermerwe@punchb2b.com]

Table of contents

• What Is an SDR?
• Modern SDR Prospecting
• Why You Need an SDR Team
• The SDR's Job Role: More Than Just Cold Calling
• Conclusion: SDRs Drive Demand Gen and Revenue Growth

What is an SDR?

An SDR, or Sales Development Representative, is a sales professional who focuses on the initial stages of the sales process. They're the front-line troops in B2B sales. 

Their primary goal is to generate and qualify leads, setting the stage for Account Executives to close deals.

Modern SDR Prospecting

SDR prospecting is the process of finding and engaging potential customers who may be interested in a company's products or services. It involves researching, reaching out to, and qualifying new leads to create a pipeline of opportunities for the sales team.

Effective prospecting is crucial for SDRs as it lays the foundation for successful sales conversations and ultimately drives revenue growth.

Modern SDR prospecting uses:

• Intent data to spot buying signals
• Phone and video outreach
• Social selling on LinkedIn
• Personalised email campaigns

Why You Need an SDR Team

A dedicated SDR team is crucial for companies aiming to accelerate growth and maximise revenue. Without SDRs, your sales process crawls. With them, it sprints. 

By implementing an SDR team, businesses can significantly improve the consistency of their pipeline, allowing Account Executives to concentrate on closing deals. This specialisation leads to increased efficiency, shorter sales cycles, and improved conversion rates.

Moreover, SDRs play a pivotal role in gathering valuable market insights, allowing sales teams to be more focused in their sales efforts, and ensuring that only qualified leads progress through the sales funnel. This targeted approach not only boosts overall sales performance but also contributes to higher customer satisfaction and retention rates. 

To summarise:

1. Focus: A dedicated SDR team allows account executives to focus on closing, not prospecting.
2. Speed: SDRs create a constant flow of qualified leads.
3. Efficiency: Less time wasted on poor-fit prospects.
4. Data: SDRs gather intel that improves targeting and messaging.

The SDR's Job Role: More Than Just Cold Calling

SDRs wear many hats. Their responsibilities extend far beyond traditional cold calling, encompassing a range of activities that fuel the sales pipeline and drive revenue growth. Their job includes:

1. Prospect Research

SDRs leverage advanced tools like LinkedIn Sales Navigator and ZoomInfo to find decision-makers within target organisations. They analyse company news, industry trends, and social media activity to uncover sales opportunities and tailor their approach.

2. Outreach and Engagement

Effective SDRs utilise multiple communication channels to connect with prospects. They craft personalised emails, make warm calls, and engage on social media. Their primary objective is to initiate meaningful conversations that lead to qualified sales meetings.

3. Lead Qualification

Not every lead is a good fit. SDRs use frameworks like BANT (Budget, Authority, Need, Timeline) to qualify prospects and ensure that only the most promising prospects are passed on to Account Executives, optimising the sales team's time and resources.

4. Pipeline Management

SDRs use Customer Relationship Management (CRM) systems to track leads and sales activities. They move prospects through the early stages of the sales funnel. This creates a predictable pipeline for the sales team.

5. Market Intelligence

As the first point of contact with potential customers, SDRs gain unique insights into market trends, common objections, and evolving customer needs. Smart companies use this intel to refine their product offerings, marketing strategies, and overall sales approach.

Smart companies leverage this intelligence to refine their 

Conclusion: SDRs Drive Demand Gen and Revenue Growth

SDRs are more than just appointment setters. They're the engine that drives demand generation and predictable pipeline, setting the stage for successful deals. 

For companies looking to scale their sales efforts, investing in a strong SDR team is an essential strategy, improving sales efficiency and accelerating growth.

Implementing an effective SDR strategy may require some initial investment, but the long-term benefits in terms of increased revenue and scalable growth make it a worthwhile endeavour for B2B companies of all sizes.

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Outbound sales can be a tough nut to crack. You're out there, hustling every day, trying to generate leads and close deals. But how do you really know if your efforts are paying off? .

I've been there. I remember my first outbound sales gig - I was eager to crush it and prove myself. But after a few months of grinding, I realised I had no idea if I was actually making progress. It was like running on a treadmill - a lot of sweat, but no real movement.

That's when I learned the importance of measuring the right outbound sales metrics and KPIs. Because let's be real, if you're not tracking your performance, you might as well be throwing darts blindfolded.

Table of contents

• ROI
• Deals to Close
• Opportunities or Pipeline
• Discovery Calls to Close Won Rate
• Discovery Calls Booked vs. Sat
• Conversations to Discovery Calls Rate
• Final word

So, let's dive into the 6 key performance indicators (KPIs) you need to ask to assess to establish whether your outbound strategy is actually successful.

1. Return on Investment (ROI)

Is your outbound sales strategy actually generating a return on investment? This is where you need to put on your accountant hat and crunch some numbers.

The simple way to do this is to look at your total outbound sales expenses (salaries, tools, tech, etc.) and compare them to the revenue generated from your outbound efforts. If you're spending more than you're bringing in, it's time to re-evaluate your approach.

Treat your outbound strategy like a business - if it's not profitable, it's not sustainable.

2. Deals to Close Rate

Generating pipeline is great, but if those opportunities aren't converting into closed won, something's off. Your deals to close ratio is a critical outbound sales metric that tells you how effective your team is at sealing the deal.

Take a look at the number of closed deals compared to the total number of opportunities generated. If your close ratio is low, it could be a sign that your sales process needs some tweaking. Are you qualifying leads properly? Are you addressing objections effectively? Are you following up enough?

3. Pipeline

Generating pipeline is the lifeblood of any outbound sales strategy. When your pipeline is inconsistent, so is revenue. A steady revenue flow requires the right mix of demand generation, account nurture and deal close.

Track your pipeline generation over time - are you seeing a steady increase in the number of qualified leads entering your funnel? If not, it's time to take a hard look at your outreach tactics and messaging. Your sales team’s capacity can also impact the pipeline: if they’re too busy closing deals, prospecting efforts can be neglected, leaving the pipeline to dry up.

Don’t let your pipeline generation become an afterthought, or you risk a future dip in revenue.

4. Discovery Calls to Close Won Rate

Okay, so you've had a great discovery call - the prospect is engaged, asking all the right questions, and seems genuinely interested. But how often do those calls actually convert into closed deals?

Your discovery call to close ratio is a crucial outbound sales metric that sheds light on the effectiveness of your sales process. If you're having killer discovery calls but struggling to close, it's time to examine your follow-up game.

Are you sending personalised, value-driven proposals? Are you addressing any lingering concerns or objections? Are you staying top-of-mind with timely check-ins and valuable insights?

Remember, the fortune is in the follow-up. Don't let those hard-earned discovery calls go to waste.

5. Discovery Calls Booked vs. Sat

You've booked the discovery call -  great! 

But if the prospect doesn't show up, it's all for naught. Tracking your discovery calls booked to discovery calls sat ratio is key to identifying any issues with your booking process.

Are you making it easy for prospects to schedule and attend calls? Are you sending reminders and providing clear instructions? Are you booking calls at times that work for your prospects' busy schedules?

No-shows are a bummer, but they're also an opportunity to optimise your process and improve your show rate.

6. Conversations to Discovery Calls Rate

Finally, let's talk about the top of the funnel - the initial conversations you're having with prospects. Whether it's through cold calls, emails, or social media outreach, these chats are the first step in building a relationship and generating interest.

Track your conversations to discovery calls booked ratio to gauge the effectiveness of your outreach. If you're having a ton of conversations but struggling to book discovery calls, it's time to reassess your approach.

Are you targeting the right people? Is your messaging compelling and customer-centric? Are you asking for the meeting at the right time, in the right way?

Optimising your outreach strategy can have a big impact on your overall pipeline generation and revenue growth. So don't neglect this critical piece of the puzzle.

Final Word

Whew, that was a lot to take in! But trust me, asking these 6 key questions and tracking the right outbound sales metrics is absolutely essential to the success of your outbound strategy.

It's not about working harder, it's about working smarter. By consistently measuring and optimising your performance, you can make data-driven decisions that lead to real, tangible results.

You may even realise that your current solution is not working, your sales team lack capacity to attend successfully to each of the KPIs, or that it’s time to approach an agency (like Punch! 😉) to help you solve challenges in your outbound efforts.

The legendary salesman Zig Ziglar once said: 

"Every sale has five basic obstacles: no need, no money, no hurry, no desire, no trust." - Zig Ziglar

This quote has always stuck with me. As someone who's been in the sales game for longer than I care to admit (let's just say I remember when CRMs were just a twinkle in some developer's eye), I've learned a thing or two about what it takes to close a deal.

I thought I could keep my secrets safely secured. But, leave it to Marita, our (relentless) Punch! marketing manager, to convince me to package my hard-earned sales wisdom into a bite size roadmap for landing high-ticket deals.

The truth is, I had to dig deep to translate strategies that had become almost second nature. So, that’s what I did.

Table of contents

• Stop Asking Prospects This...
• Struggling to Close? Use These Three Closed Questions
• My Top Three Objection Handlers

Stop Asking Prospects This...

If you've been struggling to get prospects to nail down a start date, this one's for you.

Hands up if you default to the age old question: “When do you want to get started?”.

It’s a TERRIBLE question. And here’s why. 9 times out of 10 the answer to the question will be something along the lines of “let me think about it.” 

This question needs to be reframed, in your mind, and the prospects.

Instead you should be asking:

"From what date would you like to start receiving [insert desired outcome here]?" 

Bam. You just helped them visualise their ideal future.

It's the difference between asking someone when they want to start a weight-loss plan (NEVER!) versus when they want to be 10 pounds lighter (Tomorrow).

Which one do you think is more motivating?

Here are some examples:

Instead of "When do you want to implement our software?" try "When do you want to start saving 10 hours a week on manual data entry?"

Whether they desire mores leads, better customer success, final product launch , getting a specific date helps you to understand their timeline and release a sense of urgency.

It's like when your friend tells you they want to get in shape for a beach vacation - suddenly, there's a deadline and a goal to work towards.

By repeatedly circling back to this question throughout the sales journey, you're psychologically reinforcing the timeline they've set for themselves.

Struggling to Close? Use These Three Closed Questions

I once read that 48% of sales calls end without the prospect even trying to close the sales call once (‘The Psychology of Selling’ by Brian Tracy).

I never wanted to be part of that statistic, and neither should you.

If you’re struggling to get to the close, try this.

As you move closer to the pitch or solutions meeting, there are three closed questions (i.e. it’s a yes or a no) I use to help steer the prospect towards closing:

1. Do you feel our solution will solve your problems?
2. Do you want to work with us?
3. Do you have the budget to move forward?

If they say yes to all three of those, they’re ready to close. 

Simply put, if they feel your solution will solve their problem, they want to work with you AND they have the budget - then it would make closing the obvious next step.

But what if they seem hesitant, even after answering yes to all three questions? 

That's when you ask, "What's holding you back from signing?" 

It's a simple question, but it cuts to the core of their concerns. 

Maybe they're worried about the implementation process, or they need to get final approval from their boss. 

Whatever it is, by asking this question, you're getting the cards out onto the table, and you can then work with them on their specific concerns.

My Top Three Objection Handlers

So, what if your prospect says NO to any of the closed questions I mentioned.

Let's face it - objections are a part of the sales game. 

Heres how you approach them::

1. Price: 

Yes, you might be the most expensive option. But as the saying goes, "you get what you pay for." 

Emphasise the value of your solution - the top-tier talent, the cutting-edge technology, the unparalleled strategic expertise. 

Remind them that they've likely tried cheaper options in the past, and that's why they're now exploring other solutions. 

One strategy I like to use is to ask them if they’re product is more expensive than their competitors. And if they're selling a premium product themselves, point out the parallels - a Porsche deserves another Porsche, not a Kia.

2. "I need to think about it": 

This is where empathy comes into play. Acknowledge their concerns, but gently challenge their thinking. Reiterate the three key questions - do they believe in the solution, do they want to work with you, and do they have the budget? 

If the answer is yes to all three, then what's really holding them back?

3. "I need to check with a colleague/C-suite":

Again, empathy is key. Confirm that their colleagues are aware of the struggles they're facing, and that they likely don't want those struggles to continue. If the prospect has control over the budget, suggest getting a kickoff meeting on the calendar, with the understanding that the date can be adjusted if needed.

At the end of the day, sales acceleration is all about helping your prospects achieve their goals faster. And by reframing your questions to focus on the desired outcome, uncovering objections and solving them, you're not just selling them a product. You're selling them a better version of their business.

[blog_at_glance]

Pricing can be a tricky beast. You know your product or service is worth its weight in gold, but how do you convince your prospects to see it that way? 

As a founder of an outbound sales agency, I've seen my fair share of pricing struggles.It's not about racing to the bottom or competing solely on price - it's about demonstrating the inherent worth of your product or service and backing it up with exceptional delivery.

Table of contents

• The Power of a Strong Brand
• Crafting Your Value Equation
• Delivering Exceptional Customer Experience
• Creating an Indefensible Moat
• Overcoming Objections Like a Pro
• Know When to Walk Away
• The Takeaway

The Power of a Strong Brand

One of the key ways to justify higher pricing is by building a strong brand that exudes quality and value. When you're known for excellence, customers are more likely to perceive your offerings as worth the premium.

Think about it - when you see a high-end designer handbag, you automatically assume it's made with top-notch materials and craftsmanship. The same principle applies in the business world. By virtue of having higher pricing, you're already sending a message that your offering is of superior quality. When you're competing on price, you're just another fish in the sea. But when you're competing on value? That's when you become the catch of the day. 

A study by McKinsey & Company found that a 1% price increase translates into an 8.7% increase in operating profits, assuming demand remains constant. That's the power of perceived value.

So how can you build that strong brand? One effective strategy is to create valuable content and assets that showcase your expertise and provide tangible benefits to your clients and prospects. This could include:

• Detailed case studies that highlight the results you've achieved for other companies
• Thought-provoking articles and whitepapers that address common pain points and challenges
• Useful tools and resources that help potential customers see the value in working with you

By consistently delivering high-quality content, you'll establish your brand as a trusted authority in your space - and that perceived value will help justify your pricing.

Crafting Your Value Equation

But how do you actually create that perception of value? Enter the value equation. Alex Hormozi breaks it down like this in his Value Equation: the dream outcome and perceived likelihood of reaching the goal increases the value, while the time delay and effort/sacrifice decreases it. In other words, you need to paint a picture of the amazing results your prospect will achieve with your help, and make them believe it's not only possible, but probable.

To create your own value equation, start by clearly defining the ideal outcome your product or service provides, then consider the factors that impact perceived likelihood of achievement (like social proof and trust), as well as the required effort and time investment, to craft a compelling narrative that maximises perceived value for your specific audience.

I remember working with a client who was struggling to sell their high-end coaching program. They were charging top dollar, but their prospects just weren't biting. After some digging, we realised the issue: their messaging was all about the features of the program, not the transformation it would bring. We helped them shift their focus to the dream outcome - the financially free, stress-free life their prospects could have - and suddenly, the price didn't seem so steep anymore.

As Hormozi says, "The bigger the dream and the more certain the prospect is that they can achieve it, the more valuable your offer becomes."

Delivering Exceptional Customer Experience

Of course, if you're going to charge premium prices, you need to be prepared to back it up with exceptional delivery. It's not enough to simply talk the talk - you need to consistently walk the walk and provide a customer experience that truly sets you apart.

As James, our CEO, always reminds our team: "In terms of better quality service, constantly improve on the boring things. Do the boring things better. Call scripts, get better strategy built, better quality reporting, etc."

It's often the little details and optimisations that make the biggest difference in the long run. By relentlessly focusing on improving every aspect of the customer journey, you'll demonstrate the value of your premium pricing day in and day out.

Creating an Indefensible Moat

Another way to justify premium pricing is by creating what Warren Buffet famously called an "indefensible moat" around your business. This means having something unique and valuable that your competitors can't easily replicate. 

One powerful approach to building a moat is to foster a thriving community around your brand. When customers feel like they're part of something special and have opportunities to connect with each other and with your company, they're much more likely to remain loyal over the long term. 

Another effective moat-building strategy is to develop proprietary technology that sets your product apart and is difficult for competitors to imitate. By owning key technological innovations in your industry, you can establish yourself as a leader, protect your market share, and create unique value that keeps customers committed to your brand.

Overcoming Objections Like a Pro

But even with a strong brand, a compelling value equation, and a moat, you're still going to face objections. That's just the nature of the B2B sales beast. The key is to anticipate them and have a plan of attack.

One common objection is the old "but your competitor charges less" chestnut. My favourite response? "You're absolutely right, they do charge less. And that's because they offer less value." Then, you hit them with all the reasons why your offering is worth the extra dough. Maybe it's your unparalleled customer support, your proprietary technology, or your track record of success. Whatever it is, make sure it's compelling enough to make your prospect forget all about the price tag.

Another objection you might hear is the classic "I need to think about it." Translation: "I'm not convinced this is worth the investment." Your job? Convince them otherwise. Circle back to the dream outcome. Remind them of all the ways your solution will make their lives easier, their business more profitable, their stress levels lower. Paint a picture so vivid, they can't help but say yes.

Know When to Walk Away

And if all else fails, don't be afraid to walk away. Sometimes, a prospect just isn't the right fit. Maybe they don't have the budget, or maybe they're just not ready to take the leap. That's okay. Better to focus your energy on the prospects who truly value what you bring to the table.

The Takeaway

Justifying higher prices in a competitive market is never easy - but it is possible with the right strategic approach. By building a strong brand, creating unique value, delivering exceptional experiences, and clearly communicating meaningful outcomes, you can demonstrate the worth of your product or service and command the prices you deserve.

It takes hard work, dedication, and a relentless focus on driving value for your customers. But when you get it right, the payoff is more than worth it. You'll build lasting, profitable relationships with clients who appreciate the premium experience you provide and are happy to pay for the privilege.

So don't be afraid to charge what you're worth. Just be prepared to back it up with a truly premium approach every step of the way.

[blog_at_glance]

You know that sinking feeling. You've had a great call with a prospect, you're excited about the potential deal, and then... nothing. Radio silence. Tumbleweeds blowing through your inbox. You, my friend, have been ghosted.

[Cue the sad violin music.]

Getting ghosted sucks, plain and simple. Not only does it sting on a personal level (rejection is never fun), but it's also costly from a business perspective. Every lost opportunity represents time and resources down the drain.

But here's the thing - ghosting isn't inevitable. There are proven strategies we can use as sales pros to greatly reduce the chances of prospects going MIA. It's all about keeping the momentum going and making it easy for them to stay engaged.

Table of contents

• Always Book the Next Step
• Develop a Mutual Action Plan
• Embrace the Power of Multi-Threading
• Go Multi-Channel
• Add Value with Every Touch
• Know When (and How) to Let Go
• The Anti-Ghosting Playbook

Always Book the Next Step

One of the most effective ways to prevent ghosting is to always get another meeting or call on the calendar before ending your current interaction. I learned this the hard way early in my career. I'd have what I thought was a productive first call, promise to follow up, and then... you guessed it. Ghosted.

What I realise now is that vague promises to "touch base" or "circle back" leave way too much room for prospects to disappear. The key is to lock in a concrete next step with a specific date and time. Whether it's a demo, a discovery call, or just a quick check-in, get it scheduled.

Scheduling the next touch point accomplishes a few important things:

1. It creates a sense of momentum and keeps the ball rolling
2. It gives you a reason to follow up if they do start to go dark
3. It psychologically commits them to continuing the conversation

In my experience, prospects are much less likely to ghost when there's already another meeting on the books. It's like the sales equivalent of making weekend plans on a Wednesday. Harder to flake out!

Develop a Mutual Action Plan

Taking it a step further, I've found that creating a shared action plan is even more powerful for keeping prospects engaged. This means mapping out next steps for BOTH parties (not just them), with clear owners and due dates.

For example, maybe you commit to sending over a case study by Friday, while they agree to review it and provide feedback by the following Tuesday. Then you'll regroup on a call the next day to discuss. See how much more concrete that is than a vague "I'll send you some info and let's talk again soon"?

There's actual psychology behind why this works. When people make public commitments to action items, they're significantly more likely to follow through. It's called the "consistency principle" - we have a deep need to be (and appear) consistent with what we've already said or done.

Sports psychologists have been using this for years to boost athlete performance. One study found that when people wrote down their exercise goals, they were 30% more likely to actually stick with their program. Translate that to sales and you can see how getting verbal or written commitments from prospects could seriously boost conversion rates.

Plus, developing an action plan together positions you as a partner and makes the whole process feel more collaborative. You're not just selling to them, you're working with them.

Embrace the Power of Multi-Threading

Here's a hard truth: relying on a single point of contact is a recipe for getting ghosted. People change jobs, priorities shift, projects get put on hold. If your only connection to an account disappears, you're back to square one.

That's where multithreading comes in. Multithreading means building relationships with multiple stakeholders within an organisation - not just your primary contact. By connecting with people across different teams and levels, you create a web of influence and insight.

Think of it like diversifying your portfolio. You wouldn't put all your money in one stock, right? Same goes for your sales relationships. Spreading your efforts across multiple contacts mitigates risk and increases your chances of success.

Multi-threading allows you to:

• Gather diverse perspectives on the company's challenges and objectives
• Identify and influence key decision makers
• Uncover additional opportunities within the account
• Get the inside scoop on internal dynamics and potential roadblocks
• Increase your "stickiness" and stay top-of-mind across the org

Tactically, this could look like scheduling separate discovery calls with contacts in sales, marketing, and customer success. Or asking your main point of contact to intro you to their boss or a leader on another team. The goal is to become so embedded in the account that it would be hard for them to ghost you even if they wanted to.

Just be sure to keep your primary contact in the loop and position all your interactions as trying to deliver maximum value to their organisation. You never want to seem sneaky or like you're going over someone's head. Frame it as a collaborative effort to ensure your solution has the biggest possible impact.

When you have multiple strong threads connecting you to an account, it's much harder to get dropped or forgotten. You've got eyes and ears all over the org. Even if one contact does ghost, you've got other paths in. It's a beautiful thing.

Go Multi-Channel

Another strategy for staying top-of-mind and avoiding the dreaded ghost is to engage prospects across multiple channels. Don't just rely on email. Leverage phone, text, and social media.

The beauty of a multi-channel approach is that it greatly increases your chances of actually reaching them. Maybe they miss your call but see your LinkedIn message. 

It also allows you to tailor your outreach to their preferred communication style. Some people are email people, others are phone people. Adapting to their preferences shows you're paying attention and makes them more likely to respond.

Just be sure not to overdo it and start spamming them. A thoughtful, measured cadence across a few key channels should do the trick. I like to space out touches every few business days so I'm staying on their radar without being annoying.

Add Value with Every Touch

When you do reach out, PLEASE resist the urge to send generic "just checking in!" emails. If there were ever a fast track to Ghostville, that's it. Nobody wants to feel like they're being chased down or guilted into responding.

Instead, make every touch point valuable by referencing previous conversations and providing relevant resources. If you discussed a specific challenge on your last call, send over a helpful article or case study. If they mentioned an upcoming project, check in to see how it's going and share any applicable best practices.

Even just recapping key points from your last conversation and outlining next steps can be remarkably effective. It shows you're listening, keeps things organised, and gently reminds them of the agreed-upon action items.

The real magic happens when you go above and beyond with educational content, event invites, intros to other experts, etc. Suddenly you've shifted from pesky salesperson to trusted advisor. The law of reciprocity kicks in and they almost can't help but respond. It's human nature - when someone does something nice for us, we feel compelled to return the favour.

Know When (and How) to Let Go

Even with all these ghostbusting strategies in place, there will still be times when prospects go dark. It's an unfortunate reality of sales. The key is knowing when to call it quits and how to wrap things up gracefully.

If you've tried multiple outreach attempts over a few weeks with no response, it may be time to send a "closure email." This is a short and sweet message acknowledging that they seem to have fallen off and you don't want to keep bugging them.

That's where a no-oriented question can work wonders.
Something like:

"Hi {first_name}

Have you given up on the new business development project?

Best,
{your_name}"

This type of message gives the illusion of control and makes you appear more trustworthy, as you're not pushing for a "yes." It also plays on the human nature of hating to be seen as a quitter. While it may feel bold or uncomfortable at first, this strategy can be remarkably effective in getting prospects to re-engage. Even if they've gone dark, a well-crafted no-oriented question in your closure email subject line might just be the spark that reignites the conversation.

If after this mail, they are still not responsive, it is clear that you need to move on.

The Anti-Ghosting Playbook

So there you have it - a sales pro's guide to stopping prospects from pulling a Casper. To recap:

• Always book a concrete next step before ending interactions
• Develop a mutual action plan to keep both sides accountable
• Embrace multi-threading to build a web of influence within accounts
• Engage across multiple channels to increase your odds of connecting
• Provide value with every touch point to build real partnerships
• Know when and how to gracefully close the loop on unresponsive opportunities

Put these strategies into action and watch your ghosting rates plummet. Selling is all about relationships, and these techniques will help you build the kind of connections that prospects won't want to fade away from.

Happy ghost hunting!