A 5X Increase in Response Rates

One of Julia’s favorite marketing campaigns to date was that first cupcake campaign in early 2020. Over the course of two months, the team sent boxes of cupcakes to over 300 cold prospects with a personalized note from an ADR. The campaign garnered an incredible 5X response rate compared to their previous outreach without a gift.

One of Julia’s main focuses has been building a Sendoso playbook for the ADR team. “It has had a hugely positive impact on our response rate,” Julia said about the project. Designed for Guru’s biggest senders, ADRs, the playbook explains best practices and shares suggested flows for cold outbound messaging and deal acceleration. Julia has also designed automated cadences that include coffee gift cards for lower-touch sends and personalized gifts for higher-touch sends.

Even for the smaller sends like coffee gift cards, Julia encourages the team to write personalized notes for each recipient. It’s this attention to detail that makes every gift sent by Guru feel personal—while the Sendoso platform enables the team to do this at scale.

Julia’s playbook encourages ADRs to send more personalized gifts at their discretion, and the team uses Sendoso’s Address Confirmation feature to ensure gifts get sent to the right address. For example, one sales rep recently sent a prospect a Georgetown University hat after realizing they both had attended the school. The recipient was blown away by his thoughtfulness. “This level of hyper-personalization is really effective for us, helping us set meetings and grow relationships over time,” said Julia.

Julia and the team are also using Sendoso’s HubSpot integration to automatically send a ‘thank you’ gift to customers for completing a Tech Validate survey. Additionally, when a customer submits a G2 review, her team has experimented with different tiers of rewards, including Amazon gift cards for the first 100 reviews. It’s a small way of saying thank you to a customer for their time that lives up to Guru’s company value of giving.

Heading into the new year, Julia and her team are excited to explore new use cases and automations with Sendoso. Guru is in the process of integrating Sendoso with Outreach after the company switched over to it in recent months, and Julia is excited to explore all of the new possibilities that come with that shift. She also sees a lot of opportunities within customer engagement and is looking forward to helping the team build out a more formalized playbook. Learning from successful cupcake sends in the past, Guru’s future is certainly looking sweet.

Also are you able to add a line in this article, https://sendoso.zendesk.com/hc/en-us/articles/7273156729243-Connecting-HubSpot-to-Sendoso, that says “Chrome extension is optional and not required for the HubSpot integration to function.”