From 500 Dials to 100 Meetings: The GOAT Framework for Sales Development
I'm giving you the chance to end the conversation here. When I do it this way, I actually have like a 35-40% chance of getting a meeting booked because most people go, 'Oh hey, you can help me with that.'
If you can combine those things, what we've always found is that if you can wait till for a LinkedIn message, and we're talking about LinkedIn messaging right now, message 5 through 7 is where we have our highest conversion rate on the pitch. So if I can get a conversation going back and forth, and I can establish rapport, it's much easier to go now and pitch.
I can't hire my way out of that problem. If I try to scale it, I am scaling a failure. I have to fundamentally break what I was doing and go and optimize each of those steps before I have any right to automate anything.
- The 'GOAT' framework (Grind, Optimize, Automate, Thrive) is crucial for improving sales processes. Grinding involves manually performing a task from start to finish to understand every step before automating.
- Focusing on a single metric and trying to 10x it can lead to significant breakthroughs, forcing teams to break existing systems and innovate.
- When selling internally, especially for automation or AI projects, it's essential to match the 'do it' vs. 'know it' attitude of the person you're speaking to. Front-line reps care about 'do it' (how it helps them directly), while leadership cares about 'know it' (visibility and strategic impact).
- Starting a conversation with a lighthearted, slightly silly message (like a specific joke about 'under the hood' or 'trunk') can significantly increase reply rates on platforms like LinkedIn.
- The most effective LinkedIn messages for pitching are typically touches 5 through 7, but these are most successful after a conversation has already been initiated and rapport built.
- A conversation is only counted if it includes a mention of the product, is with a unique ICP, and is with a unique contact, ensuring quality over quantity.
- Automating a flawed process will only scale failure; it's crucial to optimize each step manually first before implementing automation.
- Engaging with prospects on platforms like Reddit or Instagram, where they are actively discussing problems, can be highly effective, even if it requires a more nuanced approach to identify ICPs and build rapport.
- 72% reply rate (Achieved by Adia Toll's team on LinkedIn after optimizing their outreach strategy.)
- 35-40% meeting booked rate (Achieved when using a conversational approach on LinkedIn before directly pitching.)
- 15% pick-up rate (For cold calls, considered decent for industry standards.)
- 35-40% conversation to conversion rate (On cold calls, depending on the rep.)
- 5 meetings out of 100 dials (Resulting from a 15% pick-up rate and a 35-40% conversation to conversion rate on cold calls.)
- 3-4% reply rate (For emails, close to industry standard.)
- 100 ICP meetings in 6 weeks (A goal Adia Toll achieved personally early in her role at Ask Elephant.)
- 500 dials for every 1 meeting booked (Initial inefficient process before optimization, highlighting the need to improve conversion rates at each step.)
RevBots.ai View:
- AI Sprinklers will bolt this onto CRMs but miss manual optimization steps
- SaaS Hoarders should audit tools against the 35-40% meeting metric before buying more
- The GOAT framework aligns with ARM's principle: optimize before automating
- Tab Hoppers should manualize processes before considering automation tools
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