Top 5 Outbound Prospecting Frameworks & Tactics
Learn innovative techniques for effective outreach, leveraging account insights, and mastering hyper-personalization to significantly boost response rates. Elevate your sales game with proven methods.
Hey, Welcome to this week’s edition of “Future of Prospecting” Newsletter by “Evabot”.
We have been researching Generative AI Technology for the last 18 months and have been astounded by the use cases it brings in Prospecting through Hyper Targeting and Personalisation. For Sales leaders and Revenue leaders, the main challenge with AI-led Prospecting is “How and What not?”
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Outbound prospecting is undergoing a plethora of innovation opportunities. These range from gaining account insights for triggers, identifying the best timings for outreach, understanding exactly whom to reach out to, and using the most effective frameworks of sales leaders to elicit higher response rates.
Sales leaders have been discussing the need to have difficult internal conversations and identify the best tool stack for upgrading their outbound prospecting processes. We have already covered this in one of our newsletter posts.
Last week, we delved into “Generic vs Specific Personalisation” in detail to increase response rates in initial, ice-breaking reach-outs.
Following this, we received over 30 queries from sales leaders asking how exactly we should structure hyper-personalized communication to capture attention and elicit responses.
In the last six months, we have been on the hunt for the best outbound frameworks. Our team has utilized these along with hyper-personalization techniques and achieved higher response rates.
We are going to cover these frameworks and tactics below..
PSA Framework by Keith Weightman
OPPS Framework by Brian LaManna
3Is Framework by Kevin Dorsey
Simple Email Framework by Anthony Natoli
Subject Lines Tips by Yurii Veremchuk
PSA Framework by Keith Weightman
What is it?
P - Problem,
S - Shift,
A - Answer
How to use it?
Step 1: Curiosity-based subject line
Step 2: Share a problem your persona is up against
Choose among the different problems that the company / prospects has shared in news, earnings report, social media
Step 3: Explain the shift it’s causing
Step 4: Answer how others are solving
Step 5: Low friction ask to gauge interest
Questions we asked ourselves before implementing PSA framework
Which of the problems you will pick for persona?
How would you identify that problem? On a scale of 1 to 10, how important is the problem for your persona?
How would you identify the shift? Are the sources legit?
What if, your persona, doesn’t need the solution anymore?
How did we implement the PSA framework?
We did an Initial research and understanding of the PSA framework for us to implement in our outreach process.
After setting the configuration in Eva AI Tool…
Time that our SDRs and AEs took to do analysis and send hyper personalized communication through PSA Framework - 40 seconds
Example
Hit Rate (from our experiments)
6 out of 10
OPPS Framework by Brian LaManna
What is it?
O - Observation
P - Problem
P - P.S.
S - Simple CTA
How to use it?
𝐒𝐭𝐞𝐩 1: 𝐋𝐞𝐚𝐝 𝐰𝐢𝐭𝐡 𝐚𝐧 𝐎𝐛𝐬𝐞𝐫𝐯𝐚𝐭𝐢𝐨𝐧.
❌ I hope you had a great weekend!
✅ Saw you recently announced the new ____
❌ Hi, my name is Brian and I'm the AE aligned with...
✅ Listened to your podcast in June with _____
Noticed, realized, saw, came across, listened, etc.
3 Keys:
🔑 First ~8 words scream personalized. No open = no opp.
🔑 Spend 5 min to find observation: LinkedIn, company website, blog, and Google News.
🔑 Ensuring observation relevant to tie back to your offering
𝐒𝐭𝐞𝐩 2: 𝐏𝐢𝐭𝐜𝐡 𝐭𝐡𝐞 𝐩𝐫𝐨𝐛𝐥𝐞𝐦, 𝐲𝐨𝐮𝐫 𝐛𝐞𝐧𝐞𝐟𝐢𝐭𝐬 > 𝐞𝐱𝐩𝐥𝐚𝐢𝐧𝐢𝐧𝐠 𝐲𝐨𝐮𝐫 𝐨𝐟𝐟𝐞𝐫𝐢𝐧𝐠
Tie back a problem to the observation.
Use their exact title + describe a common challenge that persona faces.
❌ We are an all in one platform that works by capturing, transcribing and analyzing conversations.
✅ CRO's share that as they scale, they lose visibility into their most critical initiatives…
Questions we asked ourselves before implementing OPPS framework
Which of the observations you will pick for persona?
How would you identify the problem to tie with an observation? On a scale of 1 to 10, how important is the problem for your persona?
How did we implement the OPPS framework?
After setting the configuration in Eva AI Tool…
Time that our SDRs and AEs took to do analysis and send hyper personalized communication through OPPS Framework - 40 seconds
Example
Hit Rate (from our experiments)
5 out of 10
3Is Framework by Kevin Dorsey
What is it?
I - low for info
I - middle for insights
I - high for influence
How to use it? (By Kevin)
When targeting an account outbound. You have to leverage the 3 Is
You go low for info.
You go middle for insights.
You go high for influence.
You start low by targeting users, mangers, ICs. Who will know/share some things about the business that you can’t find online.
low for info
You start low by targeting users, managers, ICs. Who will know/share some things about the business that you can’t find online.
One of my favorite emails for this looks like this.
“Hey X, I was thinking of reaching out to Y but didn’t want to waste their time… do y’all even have/do/work with _____?”
Go low for info. There also tends to be more people to target here, which makes odds of connecting go up.
Once you have some info from research and the low targeting.
You can go middle for insights.
This is where you can connect the dots between what you now know and some potential insights/ideas for the business.
“I know y’all don’t have a routing tool in place, this could be causing x,y,x… if that sounds accurate, let’s talk”
(By the way do you notice how short these emails can be?)
Because here is the key y’all…
By the time you target someone at the top you should be telling them about THEIR own business.
If you can’t, you haven’t earned the right to reach out to them yet.
It could sound like this.
“Jenni, I’ve spoke with a,b,c. I know right now there is no routing tool in place which means you can’t send your best leads to the right people.
You’re getting 500 leads a month, so based on even a conservative 10% conversion lift by having more control, and sending to the reps with the highest conversions, you could potentially add $M in pipeline by making this switch.
Can I show you how easy this could be?”
Questions we asked ourselves before implementing 3Is framework
Whom to actually reach out to?
How much time do we have for research?
How to validate the info that we have gotten from the junior team member?
How did we implement the 3Is framework?
Example
Hit Rate (from our experiments)
4 out of 10
Simple Email Framework by Anthony Natoli
What is it?
"Hey Name, (insert the trigger for why you're reaching out).
(Insert a problem you hear often related to this trigger)
(Insert how you solve that problem using social proof)
(Given your 'trigger', open to learning more to see if we can help or not?)
Example
Hit Rate (from our experiments)
5 out of 10
Subject Lines Tips by Yurii Veremchuk
“My cold emails get open rates of around 73%.”
Headline Examples (with higher open rates)
- just called (Nick Cegelski special)
- evaluating stack (*inspo from Will Allred)
- ramping reps;
- building the bench;
- integration plans;
- app conversion question;
- Q4 sequence;
If possible, I try to personalize it based on prospects’ hobbies, recent activities, etc.
- skiing through pipeline;
- sparring with <biggest competitor name>/challenge prospect faces;
- <name> sent me; (*Josh Braun special)
- your Li post;
Rules to create great headlines
1. Keep it short (2-3 words);
2. It’s gotta be relevant to my prospect’s current challenges;
3. No selling in the subject line, no marketing bs. Its job is to get an email open, not to close the deal;
4. Whatever is in the subject line, gotta be explained later in the email;
5. Go straight to the point in your 1st line of the email, cut all the fluff;
Conclusion
With these frameworks along with the powerful Eva AI tool gathering data on 50+ parameters for prospective customers, we were able to send hyper personalised messages with response rates of 50% and higher…
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