Do you spend most of your outbound prospecting time in a spreadsheet?
Yeah. With all the great sales automation, contacts databases, Chrome Extensions, Gmail add-ons, template managers and auto-responders, we still end up preparing outbound in a spreadsheet.
Between combining data from SFDC, contact databases and other domain specific tools; repetitive find and replace for “, Inc” from “Google, Inc”; and other manual data work; most reps barely have time to actually personalize the message. About this point, they start to ask, “Should I spend the time to send 25 messages with quality? Or pop ‘First Name’ + ‘Company Name’ in my best template and send 500 at scale?” With increasing quotas, most teams are stuck going with the latter.
“Should I spend the time to send 25 messages with quality? Or pop ‘First Name’ + ‘Company Name’ in my best template and send 500 at scale?” With increasing quotas, most teams choose the latter.
In a decade of running sales outbound, Ben and I found 40–60% of the time was spent finding and prepping data. There were a lot of tools for finding data and sending campaigns, but nothing in between.
So we built the Outbound Ops Toolkit.
The toolkit automates a number of tasks you’d normally do when running outbound (in seconds vs. hours) and a number of things you’re likely not doing today (because you’ve never had the time!).
You can source companies, find people, and even find and validate email addresses without leaving Sheets:
There’s a section for cleaning tools including: First / Last parsing for dynamic field prep, cleaning domains for faster VLOOKUPs and cleaning company names so you don’t accidentally send another message with,“We’re interested in working with GOOGLE, INCORPORATED”:
You can enrich people and companies with data from Clearbit:
For some of our clients, we’ve created custom tools for instantly personalized images. It’s insanely fast. Everyone on your outbound list can receive a personalized image with 15 seconds of effort:
We’ve got a full roadmap, but it’s been incredible to see what’s possible when you’re no longer spending time finagling Excel formulas or bugging your Sales Ops / Business Analyst team for the nth time to help you prep a list. And since it’s all in a spreadsheet, you can easily import / export from any tool in your stack.