March 30, 2017

#419. How (and why) to Send a Cup of Coffee to a Buyer. With Braydan Young.

Braydan Young, CEO and Co-Founder of Sendoso, joins me on this episode of Accelerate!.

KEY TAKEAWAYS

[3:43] Braydan and his coworker developed a concept to help reps effectively set up more meetings.

[5:49] Braydan explains how to send a cup of coffee to a prospect.

[6:11] Offering a cup of coffee is a human gesture, not a sales pitch. What difference does it make to the conversation?

[6:52] The operation is simple; a click triggers it in Salesforce, LinkedIn, or Gmail. Email opening is tracked.

[7:32] What’s coming in Version 2? Get ready for Account Based Gifting!

[9:55] Braydan talks money. Who pays for what?

[12:01] Braydan talks about Salesforce integration, and how activity is managed. Sendoso also works in Marketo, HubSpot, Microsoft Dynamics, Slack, Eloqua, and Zendesk.

[16:11] Braydan tells of a 75% open rate when users send an email through Sendoso’s platform. Be sure there is good content, beyond a coffee, to engage the reader.

[18:43] Sendoso works with SurveyMonkey to reward for taking a survey; Salesforce rewards registering for a webinar.

[22:24] Braydan names some great use cases. Anywhere on the client-facing side has a case for gifting.

[25:55] One company using Sendoso went from five to 10 demos a week. It also doubled response rate.

[27:42] Braydan describes additional success stories.