zLet's talk gifting. Not the cute stuff you get your mom for her birthday. We're talking business gifting - the secret weapon smart companies use to stand out.

In a recent episode of B2B Outbound, hosts Chris and James sat down with Manny Deol, Commercial Director of the new, bespoke gifting platform, Barney, to discuss effective b2b gifting.

Why Gifts Work

Ever heard of reciprocity? It's that fuzzy feeling you get when someone does something nice for you. You want to return the favour.

Manny explains: "You've sent someone a coffee voucher, a £5 coffee voucher, via Barney, for example. They're more likely to attend your meeting request or respond to your email."

It's not bribery. It's psychology.

Digital Noise vs. Real-World Impact

Chris drops some truth: "Email click-through rates are plummeting."

Translation: Your prospects' inboxes are a dumpster fire. Good luck getting noticed.

But a physical gift? That cuts through the crap.

The "Holy Shit" Moment

Manny shares a killer example: "A table tennis set... that stretches across your desk."

The message? "Stop playing ping pong with your suppliers. Just choose us."

People were still using those paddles months later. That's impact.

Gifting Done Right

Some tips from the pros:

1. Timing is everything. Post-discovery, post-proposal is prime gifting time.
2. Food works. Chris says: "A little sweet treat... always goes down well."
3. Get personal. Know your prospect loves rugby? Send a scarf when the World Cup starts.

The WFH Problem (and How to Solve It)

COVID screwed up office gifting. But Barney's got a fix:

"You can send the gift via a link and allow the recipients to redeem themselves and pop in their address details," Manny explains.

Beyond Sales: Building Relationships That Last

Gifting isn't just for landing new clients. It's for keeping the ones you've got happy.

Manny suggests: "Recognising milestones. We've been together a year... Here's a gift. We value your business."

The Connect4 Campaign 

Manny shares a genius move: A coaching platform sent mini Connect4 games to boost event attendance.

The kicker? A QR code on the game let people sign up instantly. Trackable and fun.

Ready to Level Up Your Gifting Game?

Check out frombarney.com. Manny's team will show you how to turn gifting into your secret sales weapon.

Just don't send any rulers. Unless they're into that sort of thing.

Discover how B2B gifting can skyrocket your sales and client relationships. Learn expert tips from Barney's founder on timing, personalization, and measuring impact. Boost meeting attendance and stand out from digital noise with strategic corporate gifts.

Listen to the full episode here.

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Remember that time you impulse-bought a gym membership in January? Yeah, that's a trigger event in action. (Don't worry, we've all been there. My unused yoga mat is judging me as we speak.)

But in B2B sales, trigger events are less about New Year's resolutions and more about spotting golden opportunities to swoop in and save the day with your product or service. It's like being a superhero, but instead of a cape, you're wearing a perfectly tailored suit.

Table of contents

• What is a Trigger Event Anyway?
• Why Should You Care?
• Sources of Trigger Events
• Automating Your Trigger Event Hunt
• Using Trigger Events Like a Boss
• The Step-by-Step Guide
• The Bottom Line

What is a Trigger Event Anyway?

A trigger event is basically anything that happens to a company that might make them more likely to buy your stuff. It's like when your neighbour gets a new car, and suddenly you're eyeing your beat-up sedan with disdain. Except in this case, it's more like when a company gets a new CEO, and suddenly they're eyeing their outdated software with disdain.

There are a few different types of trigger events:

1. Account-level events:
   This is stuff that happens to a specific company. Like when they hire a new CMO who's all about digital transformation. (Cue the "We need to innovate!" speeches.)
   
2. Market-level events:
   These are bigger picture things that affect a whole industry. Like when GDPR dropped and every company scrambled to become compliant. (Remember those frantic "We've updated our privacy policy" emails? Good times.)
   
3. Middle-ground events:
   These fall somewhere in between. Like when a competitor launches a game-changing product and everyone else is left scrambling to catch up.
   
4. 1st party events:
   This is when someone interacts directly with your company. Like when they visit your website or download a whitepaper. (Pro tip: If they're downloading your whitepaper at 2 AM, they're either really interested or really bored. Either way, it's an opportunity.)
   
5. 2nd party events:
   This is when someone engages with your content or community. Like when they comment on your LinkedIn post or join your Slack channel.
   
6. 3rd party events:
   These are external events that you find out about through other sources. Like M&A activity, growth spurts, or new regulations. 

Why Should You Care?

Back in my early sales days, I was struggling to hit my quota. I was cold calling like a madman, sending out generic emails, and basically throwing spaghetti at the wall to see what stuck. 

Then, one day, I stumbled upon a LinkedIn post from a potential client. They were complaining about a problem that our product could solve. It was like the heavens opened up and the sales gods smiled upon me. I reached out with a personalised message addressing their specific issue, and boom! Meeting booked, deal closed, commission check cashed.

That, my friends, is the power of trigger events. It's like having a crystal ball that tells you exactly when a prospect is ready to buy.

Sources of Trigger Events

Now that you're all jazzed up about trigger events, you're probably wondering where to find them. Don't worry, I've got you covered. Here are some go-to sources:

1. LinkedIn Sales Navigator:
   This is like the Swiss Army knife of sales tools. It's got everything you need to stalk... I mean, research your prospects.
   
2. Industry-specific regulatory bodies:
   Boring? Maybe. Goldmine of information? Absolutely. (Just don't fall asleep reading FDA regulations.)
   
3. Competitor actions:
   Keep your friends close and your enemies closer, right? Set up Google Alerts for your competitors.
   
4. Technographic information:
   Find out what tech stack your prospects are using. It's like peeking into their digital underwear drawer.
   
5. Crunchbase:
   For all your funding and M&A gossip needs. It's like TMZ for startups.

Some examples of juicy trigger events:

• Senior leadership changes (Time to butter up the new boss!)
• Mergers and acquisitions (Nothing says "We need new software" like two companies trying to merge their incompatible systems.)
• New headcount changes (More people = more problems = more opportunities for you to swoop in and save the day.)
• New product launches (Because every new product needs a supporting cast of tools and services.)
• Regulatory guideline changes (Nothing strikes fear into the hearts of executives like new compliance requirements.)
• Competitor product sunsetting (One man's trash is another man's treasure... or in this case, one company's abandoned customers are your new best friends.)

Automating Your Trigger Event Hunt

Now, I know what you're thinking. "This sounds great, but I barely have time to eat lunch, let alone stalk hundreds of companies." Fear not. Automation is here to save the day.

Here are some tools to make your life easier:

1. Sales Navigator:
   I know I mentioned it before, but it bears repeating.
   
2. Owler:
   For all your company stalking needs. It's like having a personal gossip columnist for every company you're interested in.
   
3. ZoomInfo's Insight tool:
   Because knowing is half the battle. (The other half is actually doing something with that knowledge, but we'll get to that.)
   
4. CommonRoom:
   For keeping tabs on your community engagement. Because sometimes the best leads are right under your nose.

Pro tip: Set up automated alerts and updates. Aim for daily email digests with the latest info. It's like having a personal assistant, but without the awkward water cooler conversations.

Using Trigger Events Like a Boss

Alright, so you've got all this juicy info. Now what? Here's where the rubber meets the road, folks.

1. Personalise, personalise, personalise:
   And I don't mean that weak sauce "I noticed you live in London" stuff. Dig deeper. If they just launched a new product, congratulate them and ask about the challenges they faced. Show that you've done your homework.
   
2. Find unique angles:
   Everyone and their mother is sending "Congrats on the new role!" messages. Stand out by mentioning a specific challenge they might be facing in their new position.
   
3. Be human:
   Remember, you're not a robot. Inject some personality into your outreach. Share a relevant anecdote or crack a (appropriate) joke.
   
4. Timing is everything:
   Don't wait too long to reach out after a trigger event. Strike while the iron is hot, as they say. (But maybe wait a day or two after a mass layoff announcement. Read the room, people.)

The Step-by-Step Guide to Trigger Event Domination

1. Define your Ideal Customer Profile (ICP):
   Who's your perfect customer? Get specific. We're talking industry, company size, tech stack, the works.
   
2. Identify relevant trigger events:
   What events would make your ICP more likely to buy? Make a list. Check it twice.
   
3. Find your sources:
   Where can you find info on these events? Set up your listening posts.
   
4. Automate, automate, automate:
   Use tools to gather this info automatically. Your future self will thank you.
   
5. Develop your game plan:
   How will you use this info? Create templates, but keep them flexible enough to personalise.

The Bottom Line

Leveraging trigger events in B2B sales is like having a superpower. It's the difference between shouting into the void and whispering into the ear of someone who's actually interested in what you have to say.

But remember, with great power comes great responsibility. Don't be creepy, don't be pushy, and don't send generic "I noticed you breathe oxygen" messages.

Use trigger events to start genuine conversations, offer real value, and build lasting relationships. Because at the end of the day, that's what sales is all about. (Well, that and crushing your quota. Let's be real.)

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In today's remote-first business landscape, the decision between building a local or global team of Sales Development Representatives (SDRs) has taken on new dimensions. With the rise of hybrid and fully remote work environments, geographical boundaries have blurred, opening up fresh opportunities and challenges for sales teams. This shift has reignited the debate on whether to prioritise local expertise or leverage global talent in your SDR strategy.

Let's dive into the nuances of this conundrum and explore some often-overlooked factors.

Table of contents

• Enterprise or SME?
• Market Nuances
• The Remote Work Factor
• Leveraging Global Talent
• Legal and Regulatory Considerations
• Technology and Tools
• The Hybrid Approach
• Testing and Optimisation
• Conclusion

Enterprise or SME?

The size of the company you're targeting plays a significant factor in deciding whether to approach prospects with English speakers or native language speakers. Let's break it down:

When targeting enterprise accounts, particularly in Europe, we've found that using English can be just as effective as employing local language speakers. This might seem counterintuitive, but in many multinational corporations, English serves as the lingua franca of business. However, don't make the mistake of thinking this is a one-size-fits-all solution. Cultural nuances still play a crucial role. As Erin Meyer points out in her book "The Culture Map," understanding the subtle differences in communication styles across cultures can make or break a deal.

For Small and Medium Enterprises (SMEs), the game changes dramatically. Here, a local language speaker can provide that personal touch that often makes the difference between a booked meeting and a missed opportunity. It's not just about language; it's about understanding the local business ecosystem, regulations, and cultural norms. Personalization at scale is key to modern sales success. This becomes exponentially more effective when done with local knowledge and language skills.

Market Nuances

Our experience has shown that market nuances can significantly impact the effectiveness of local versus global teams. In the US and France, for instance, we've seen local SDRs consistently outperform their global counterparts. The reasons range from cultural alignment to understanding of local business practices.

Conversely, in markets like Scandinavia and the UK, global talent in certain english speaking regions can often hold their own against local teams. This could be attributed to the high level of English proficiency and the international outlook of businesses in these regions.

The Remote Work Factor

The rise of remote work has added another layer of complexity to this decision. If you're running a hybrid team with some members in-office and others remote, consider the potential impact on team cohesion and individual motivation.

Research from Gallup shows that remote workers can be 20% more productive than their office counterparts, but only when managed effectively. Ensuring your remote SDRs feel connected and motivated is crucial. Tools like Slack, Zoom, and Allego can help bridge the gap, but nothing beats the energy of a collaborative office environment for many SDRs.

Leveraging Global Talent

For fully remote teams, hiring talent from different regions can be a significant advantage. It allows for 24/7 coverage and brings diverse perspectives to your team. However, this approach comes with its own set of challenges.

One often overlooked factor is the importance of language alignment between SDRs and their managers. If managers can't understand the nuances of their SDRs' conversations, coaching becomes incredibly challenging. While call transcripts and translations can help, they don't capture the full essence of the interaction.

Legal and Regulatory Considerations

The legal landscape adds another layer of complexity to the local vs. global debate. Different regions have varying regulations around sales practices, data protection, and communication.

For instance, Germany's double opt-in legislation for unsolicited email communication necessitates a more telephone-heavy approach. In certain US states, call recording laws require consent from all parties, which can impact your ability to monitor and coach SDRs effectively.

The EU's General Data Protection Regulation (GDPR) also plays a significant role in how you can approach and communicate with prospects in European countries. Ensuring compliance across multiple jurisdictions can be a significant challenge for global teams.

Technology and Tools

Advancements in sales technology have somewhat levelled the playing field between local and global teams. Tools like Gong.io for call analysis, SalesLoft for sales engagement, and ZoomInfo for data enrichment can enhance the capabilities of both local and global SDRs.

However, the effective use of these tools often requires a deep understanding of the local market and cultural context. A global SDR might have access to the same tools as a local one, but the local SDR's ability to interpret and act on the data within the correct cultural framework can make a significant difference.

The Hybrid Approach

Given the complexities involved, many companies are finding success with a hybrid approach. This involves maintaining a core team of local SDRs for key markets while supplementing with a global team for broader coverage and round-the-clock operations.

This approach allows for the cultural sensitivity and local knowledge needed for complex or culturally specific markets, while also providing the scalability and cost-effectiveness of a global team.

Testing and Optimisation

Ultimately, the most effective approach will depend on your specific business needs, target markets, and resources. The key is to continually test and optimise your strategy.

Implement A/B testing in your outreach efforts, comparing the performance of local versus global SDRs. Track key metrics like response rates, meeting booking rates, and ultimately, closed deals. Use tools like Salesforce Einstein Analytics or Tableau to visualise and analyse your data.

Remember, what works today might not work tomorrow. The world is constantly evolving, and your SDR strategy should evolve with it.

Conclusion: Flexibility is the Name of the Game

In the ever-changing world of sales development, flexibility is crucial. Whether you opt for a local, global, or hybrid approach, be prepared to adapt your strategy based on results and changing market conditions.

As Aaron Ross, author of "Predictable Revenue," often says, "The key to scalable growth is creating predictable, repeatable processes." Whether those processes are executed by local or global teams, the focus should always be on what delivers the best results for your unique situation.

In the end, the local vs. global debate isn't about finding a universal answer, but about discovering what works best for your business, your markets, and your customers. Keep testing, keep learning, and most importantly, keep selling!

In a recent episode of B2B Outbound, hosts Chris and James sat down with Adam Sockel, Content Marketing Lead at Orum, to discuss the state of cold calling in 2024. Despite claims to the contrary, cold calling is very much alive and remains a crucial part of the sales process. 

Cold calling still works. Like, really well.

Adam and the Orum crew aren't just pushing buttons on a fancy dialer. Nope, they're changing how we think about cold calling in the age of LinkedIn voice messages and AI-generated everything. This isn't some wild theory cooked up by a guru who hasn't picked up a phone since the '90s. It's data-driven, real-world stuff that's filling pipelines as we speak.

Adam drops this truth bomb: "The majority of all sales pipeline in 2023 is coming from the phone, and the numbers have only increased. Over 10 million calls are made per month on our platform."

Instead of writing off cold calling as a relic, embrace its evolution. Adam breaks it down: "Now, instead of taking eight hours to make 75 calls and maybe have two conversations, you can use Orum to make 150 calls in an hour and you can have 10-12 conversations and you can book your meetings."

The Parallel Dialling Dance

Here's where it gets spicy. Orum's not just automating dialling; they're multiplying your reach with parallel dialling. It's like being a cold calling octopus, but less slimy and more effective.

Adam's all in on this approach: "Parallel dialling lets you basically multiply the amount of numbers you're dialling at the same time. On Orum, you can dial anywhere from two to 10 numbers at the same time."

This strategy is pure gold for a few reasons:

1. It turbocharges your productivity (goodbye, manual dialling nightmares).
2. It gets you through those low-pickup rate lists faster than a caffeinated cheetah.
3. It still lets you have genuine, human conversations when someone picks up.

Cold Calling's High-Tech Makeover

So now to the question everyone is asking: "Will AI replace cold calling? Not anytime soon. First off, robocalling is illegal in the US, so you literally can't replace cold calling right now. But no, I will couch my answer by saying not in the next five to eight years, maybe in 10 years."

He continues, "I think cold calling is going to become even more valuable as kind of like one of the last true human-centric aspects of the sales process."

The Phone Tree Slayer

Adam drops this gem about Orum's AI capabilities: "It navigates the phone trees so if you are calling into an office, it understands which person you're trying to actually get a hold of."

The takeaway? Let the robots handle the boring stuff so you can focus on what really matters – having killer conversations with prospects.

The Cold, Hard Truth About Cold Calling

Now, brace yourselves for some tough love. In a world of LinkedIn InMails, personalised videos, and probably soon, holographic SDR avatars (patent pending), guess what still works best?

James lays it out: "Probably 90% of our meetings booked come over the phone. That's where we really understand the challenges, the pain points, having proper conversations and actually generating meetings."

Why? Because picking up the phone is still the most direct way to get in someone's ear and start building that crucial trust.

The Punch! Perspective

As the founders of a sales development agency, we couldn't agree more. Chris chimes in: "We've tried so many different platforms over the years and introduced a lot of different new softwares or, you know, channels or tactics through different technology, and I would say that this one platform has had the biggest impact on the success of our SDR programs, more than any that we've tried."

Adam gives us a virtual high-five: "I am not just saying this because I work at Orum. I truly believe this."

The Last Word

Look, sales is evolving. We've got AI, automation, and probably soon, telepathic lead scoring. But at its core, sales is still about human beings connecting with other human beings.

So, the next time someone tells you cold calling is dead, remember: It's not dead, it's just wearing a fancy new suit. A suit made of AI, parallel dialling, and sweet, sweet efficiency gains.

Listen to the full episode here.

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Ever feel like you're crushing it on sales calls, only to fumble at the finish line? Or maybe you're booking meetings left and right, but your prospects are pulling vanishing acts worthy of Houdini? Don't worry, you're not alone. And more importantly, you're about to become a closing and show-rate superstar.

In this guide, we're going to walk you through the entire process - from smoothly transitioning to your close, to booking that meeting, and making sure your prospect actually shows up. Buckle up, because your sales game is about to level up.

Table of contents

• The Link Technique
• The Alternative Close
• Closing Considerations
• Reduce No-Shows
• Conclusion

The Link Technique

Picture this: You've just had an amazing chat with a CEO about their inventory issues. You're vibing, they're nodding, and then... you awkwardly mumble, "So... uh... wanna buy?" Ouch. We've all been there, and it sucks.

But what if I told you there's a smooth operator's way to glide from chat to close?

Enter: The Link.

A Link is your golden ticket to transition without sounding like a pushy car salesman. It's simple yet powerful. For example: "Sounds like these inventory issues are costing you big time. Let's set up a demo to show you how we can fix that."

Why should you care about Links? Because you're in sales to close deals, not make friends (though that's a nice bonus). Sales Hacker reports that reps using link techniques close 27% more deals. That's a lot of extra zeros on your paycheck.

Here's how to craft a Link that doesn't suck:

1. Acknowledge what you've discussed.
2. Suggest a next step that makes sense based on the conversation.

Try this: "Given the issues you mentioned with late deliveries, talking more with our logistics experts would really help." See how smooth that is?

The key is confidence. Use strong phrases like "it makes sense" or "it sounds like." Don't ask, "Would you maybe want to possibly meet again?" Instead, assert, "Let's schedule a follow-up to dive deeper into this."

Practice makes perfect. You might fumble at first, but keep at it. Soon, you'll be linking like a pro and closing deals left and right.

The Alternative Close

Ever tried to schedule a meeting and ended up in email ping-pong hell? What if you could book meetings faster than you can say "synergize our paradigms"?

Enter the alternative close.

Here's the deal: Instead of asking "When are you free?", hit 'em with "Does Tuesday at 2 PM or Thursday at 10 AM work better for you?" Boom. You've just made their life easier and your close rate higher.

Why does this work? It's all about brain science. Open-ended questions make brains go into overdrive. But give a couple options, and suddenly it's easier than choosing between Netflix or sleep.

Don't believe me? Try this:

• "Where do you want to go for dinner?" (Cue awkward silence and blank stares)
• "Italian or sushi?" (Watch how fast a decision is made)

That's the power of the alternative close in action. It works because:

1. It narrows choices. No more decision paralysis.
2. It prompts a simple response. No essays required.
3. It gives you a clear endpoint. No more rambling.

But here's the kicker: Once you drop those options, keep your mouth shut. At Punch!, we call this "Shut the EFF up!" Let the silence do the heavy lifting.

For example:

You: "Based on our chat, it makes sense to dive deeper. Does tomorrow at 2 PM or Friday at 10 AM work better?" 

Them: "Hmm... Let's do tomorrow at 2." You: "Perfect, I'll send an invite. Looking forward to it!"

Notice the lack of begging, justifying, or nervous chatter. 

Closing Considerations

So, you've mastered link phrases and the alternative close. You're feeling like a sales Jedi, right? Well, hold onto your lightsaber, because we're about to level up your game even more.

Here are five closing considerations:

1. Are you talking to the right person?
   Make sure you're chatting with someone who can actually make decisions. You wouldn't ask the intern to approve a million-dollar deal, would you? Ask straight up, "Are you the one who makes decisions about [your solution]?" If not, find out who is and get them on the phone.
   
2. Dig for pain points
   You're not a mind reader. Ask questions. Lots of them. Find out what keeps your prospect up at night. Is it missed deadlines? Shrinking budgets? The more you know about their problems, the better you can position your solution.
   
3. Keep your cool
   Confidence is key. When closing, own it. Don't ask for a meeting like you're asking for a pity date to prom. State it like it's the obvious next step. Because it is.
   Wrong: "Um, would you maybe want to possibly meet sometime?"
   Right: "Based on what we've discussed, the next step is to schedule a deeper dive. How's Tuesday at 2?"
   
4. Objections are your friends
   When a prospect objects, celebrate! Objections mean they're engaged. They're thinking about your offer. That's half the battle right there. Turn that objection into a reason to meet.
   
5. If at first you don't succeed, try again
   Most sales aren't closed on the first try. Or the second. Or even the third. So keep at it. Be like a dog with a bone (a polite, professional dog, of course). Try closing up to three times in a call. Any more might make you sound desperate. But any less, and you're leaving money on the table.

Reduce No-Shows

You've nailed the call, linked to a close, and booked the meeting. But getting a "yes" is only half the battle. Now you've got to make sure they actually show up. 

Here are 8 legendary tactics to make sure your prospect doesn't pull a Houdini:

1. Qualify like a boss:
   Don't just ask questions - dig deep. The more invested they are, the more likely they'll show. It's like dating - if they're not that into you, they'll probably ghost.
   
2. Strike while the iron's hot:
   Book that meeting within 2-3 days. Any longer and they might forget why they were excited in the first place.
   
3. Reaffirm:
   Before you hang up, confirm everything. Email, date, time, video or in-person. Then tell them you're sending a calendar invite. It's not nagging, it's being thorough.
4. Stay on the line:
   After you send the invite, stay on the line until they accept it. It's like watching them sign the contract. No wiggle room for "Oh, I never got that invite."
   
5. Personalise that calendar invite:
   After the call, jazz up that invite. Remind them of their pain points and how you're gonna solve them. Make it so enticing they can't wait for the meeting.
   
6. The 24-hour reminder call:
   A day before, give 'em a ring. Remind them why they were excited. If needed, close again. It's not pushy, it's professional.
   
7. The email backup plan:
   Can't reach 'em by phone? Send a quick email. Ask if there's anything else they want to cover. It's like leaving a trail of breadcrumbs to your meeting.
   
8. Coffee's on you:
   If your client's got a gifting platform, send a coffee voucher.

Here's how it looks in action:

You: "Just confirming - Thursday, May 18th, 2pm BST, Zoom call. Your email is j.snider@company.com, right?"

Them: "Yep, that's right."

You: "Great, sending the invite now. Can you accept it while we're on the line?"

Them: "Sure... Done."

You: "Awesome. Anything else you want me to add to the agenda?"

Them: "Nope, we're good."

You: "Perfect. Looking forward to Thursday!"

See how smooth that was? No room for slip-ups or no-shows.

Conclusion

There you have it, sales warriors - your ultimate guide to closing deals and making sure those meetings actually happen. From the art of the Link to the science of the alternative close, from Jedi-level closing considerations to show-rate maximising tactics, you're now armed with everything you need to crush your targets.

Remember, in sales, the follow-through is just as important as the pitch. It's not just about getting the "yes" - it's about turning that "yes" into real, revenue-generating meetings. 

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Let's talk about reciprocity. It's that warm, fuzzy feeling you get when someone does something nice for you, and suddenly you're compelled to return the favour.

In B2B, reciprocity is like a secret handshake that opens doors, builds relationships, and keeps the wheels of commerce greased. It's the reason why that prospect you sent a thoughtful gift to suddenly seems more interested in your pitch.

But here's the kicker: reciprocity is a double-edged sword. Wield it wisely, and you're a relationship-building maestro. Mess it up, and you're that creepy person who thinks friendship can be bought.

So, how do we navigate this minefield of corporate gift-giving?  We're about to dive into the do's and don'ts of B2B gifting, with insights gleaned from Manny Deol, the co-founder of the corporate gifting platform, Barney.

1. The Strategy

Do: Take a strategic approach to your gifting efforts. Define clear objectives for your gifting program, whether it's increasing meeting attendance, accelerating deals, improving client retention, or boosting employee morale. Map out all potential use cases across departments:

• Marketing: Driving impact at events and trade shows
• SDRs: Firming up meetings with coffee vouchers
• Sales: Accelerating deals and nurturing high-value prospects
• Customer Success: Building and maintaining client relationships
• HR: Rewarding and motivating team members

Don't: Treat gifting as an afterthought or a sporadic activity. Avoid a scattergun approach where gifts are sent without clear purpose or strategy. Remember, a gift without a plan is just a random act of spending.

2. Budget

Do: Set clear, comprehensive budgets for your gifting strategy. Assign specific budgets to team members or roles, empowering them to make quick decisions while staying within financial boundaries. Consider all use cases when allocating budgets, from marketing events to employee rewards. Regularly review and adjust your budgets based on ROI and business impact.

Don't: Leave your team guessing about spending limits or ignore the financial implications of your gifting strategy. Avoid the "blank check" approach to gifting – it's a quick route to overspending and reduced impact.

3. The Intention

Do: Use gifts as a genuine expression of appreciation for your business relationships. Think of it as relationship fertiliser – a little bit goes a long way, but use too much and you'll burn the whole thing down.

I once sent a handwritten thank-you note with a box of locally-made cookies to a client after they referred us to another company. It wasn't flashy, but it was sincere. The result? They became our biggest cheerleader.

Don't: Give gifts with the subtlety of a sledgehammer, trying to influence business decisions or contract signings. That's not gifting; that's bribery with gift wrap.

4. Rules of Engagement

Do: Familiarise yourself with industry-specific regulations and company policies regarding gift acceptance. Develop clear guidelines for each type of gifting activity, including budget limits, appropriate gift types, and approval processes. Pro tip: Check out resources like the UK Bribery Act 2010 or the FCPA for more information.

Don't: Assume that what flies in one industry will soar in another. The gift that makes you a hero in tech might make you a pariah in healthcare. Avoid creating gifting policies in a vacuum – consider legal, ethical, and industry-specific implications.

5. Balancing Value and Ethics

Do: Keep gift values modest and appropriate for the relationship and industry standards. In the UK, for example, gifts up to £50 per year per recipient are typically tax-deductible. It's like playing limbo with your wallet – how low can you go while still making an impact?

Don't: Go overboard and turn your gift into a tax liability. Nothing says "I value our relationship" quite like creating extra paperwork for your client's accounting department. (That was sarcasm, in case you missed it.)

6. The Personal Touch

Do: Research the recipient's interests, hobbies, or professional goals to select a thoughtful, personalised gift. Use some good old-fashioned social media research to get insights.

I once discovered a client was a huge "Star Wars" fan and sent them a Yoda-shaped succulent planter. They loved it so much, it became a conversation starter in every meeting. May the force of personalisation be with you!

Don't: Resort to generic, impersonal gifts that scream "I put absolutely no thought into this." Unless your goal is to be forgotten faster than last year's marketing buzzwords, in which case, carry on with those branded stress balls.

7. Timing

Do: Maintain a consistent gifting strategy throughout the year. It's like a drip campaign, but with actual, tangible things. Plan for different gifting occasions across departments – from event giveaways to deal acceleration gifts to employee recognition.

Don't: Send lavish gifts only during contract renewal periods. It's about as subtle as a neon sign saying "PLEASE LIKE ME" and just as desperate. (Plus, it might violate some of those pesky regulations we talked about earlier.)

8. The Cultural Tango

Do: Consider cultural norms and preferences when selecting gifts for international business partners. It's like being a gifting chameleon – adapt or risk offending.

Fun fact: In Japan, gift-giving is an art form. The wrapping is often as important as the gift itself.

Don't: Ignore potential cultural taboos or sensitivities. Unless your goal is to become the subject of a "cultural faux pas" anecdote at your recipient's next dinner party. (Spoiler: It shouldn't be.)

9. Transparency

Do: Keep clear records of all gifts given and received, regardless of value. It's like having a gifting diary. Assign responsibilities for gifting to specific departments or team members to ensure accountability and prevent overlap.

Don't: Try to hide or obscure gifting practices. Transparency isn't just a buzzword; it's your get-out-of-jail-free card when the ethics committee comes knocking. Avoid creating a gifting free-for-all where no one knows who's giving what to whom.

Tools like Barney can help you track gifts alongside your customer interactions. It's not just for pipeline management anymore, folks!

10. Measuring ROI

Do: Track the ROI of your gifting campaigns using both quantitative metrics and qualitative feedback. It's not just about feeling good; it's about doing good (for your business). Plan for measurement from the start, deciding how you'll evaluate success for each gifting use case.

Use A/B testing in your gifting strategy. Send different types of gifts to similar prospects and see which ones lead to more meetings or closed deals.

Don't: Assume that all gifting is automatically beneficial without analysing its effectiveness. That's like throwing spaghetti at the wall and hoping it sticks – messy and ultimately ineffective. Avoid continuing with gifting strategies that aren't showing clear business impact.

11. Data Protection 

Do: Ensure you have a lawful basis for processing personal data when managing gifting campaigns. GDPR isn't just a four-letter word. Include data protection considerations in your gifting strategy from the outset.

Don't: Neglect data protection regulations when collecting or using recipient information. Unless you enjoy hefty fines and public shaming. Avoid collecting more data than you need for your gifting program – keep it lean and compliant.

12. The Relationship Foundation

Do: Use gifts as a way to initiate conversations and strengthen business relationships. It's like a conversational lubricant. Integrate gifting into your broader relationship-building strategy across all departments.

Don't: Rely solely on gifts to maintain or improve business partnerships without genuine engagement. A Rolex might buy you time, but it can't buy you a real connection. (See what I did there?) Avoid treating gifting as a substitute for real relationship-building efforts.

Barney:

Punch!’s Preferred Solution for Corporate Gifting

When it comes to navigating the complex world of B2B gifting, having the right tools at your disposal can make all the difference. Enter Barney, a platform that's simplifying corporate gifting. At Punch! we've been using Barney in different areas of our business - from sending coffee vouchers to prospects before discovery calls, to thanking our clients for reviews with some gourmet cookies. 

Barney is the brainchild of husband-and-wife duo Manny and Ras Deol, who have been pioneering the corporate gifting space since 2017. Their journey in personalised business gifting laid the foundation for what would become a revolutionary B2B gifting platform. At Barney, they're not just about sending gifts – they're about fostering meaningful relationships and creating lasting impressions in the corporate world.

What sets Barney apart is its unique blend of industry experience, technological innovation, and a deep understanding of how thoughtful gifting can transform business relationships. The platform is designed to streamline your gifting process while ensuring each gesture remains personal and impactful.

Here's how Barney can elevate your B2B gifting strategy:

1. Personalisation at scale:
   Barney allows you to create customised gifting experiences for each recipient, even when managing large-scale campaigns.
2. Compliance tracking:
   Keep your gifting practices in line with industry regulations and company policies by easily tracking and reporting all gift exchanges.
3. ROI measurement:
   Integrate your gifting efforts with your CRM to track the impact of your gifts on key business metrics.
4. Cultural sensitivity:
   Access a wide range of culturally appropriate gifts for your international business partners.
5. Budget management:
   Set and manage gifting budgets across different departments and teams, ensuring fiscal responsibility while maintaining gifting impact.

By leveraging Barney's platform, you can transform your corporate gifting from a potential minefield into a powerful tool for building and nurturing business relationships. Book a demo here.

The Bottom Line:

B2B gifting is an art form, a science, and sometimes a legal minefield. But when done right, it's a powerful tool in your business arsenal. It's about creating those moments of delight that turn a transactional relationship into a genuine partnership.

Remember, at the end of the day, we're all human. A thoughtful gift can be the bridge that connects us, the spark that ignites a great conversation, or the nudge that moves a deal forward.

A Cost-Benefit Analysis

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Let's cut to it. You're here because you're thinking about outsourcing your SDR function. Maybe you're drowning in a sea of resumes, or your current team is burning through cash faster than a Tesla in ludicrous mode. Whatever the reason, I'm here to tell you why outsourcing your SDR team isn't just smart—it's like finding a cheat code for your business.

Table of contents

• The Real Cost of In-House SDRs
• The SDR Herding Challenge
• The Expertise Edge
• The Bottom Line

The Real Cost of In-House SDRs (Spoiler: It's More Than You Think)

Let's talk money, honey. You might think hiring an in-house SDR is just about slapping a salary on the table and calling it a day. But let me break it down for you:

1. The Salary Iceberg
   Sure, there's the base salary. But that's just the tip of the iceberg. You've got bonuses, National Insurance, pension contributions... It adds up fast.
   
   
2. The Recruitment Rollercoaster
   Remember that recruitment fee? Most agencies charge a percentage that'll make your eyes water. And don't get me started on the time suck of interviews.
   
   
3. The "Oops, I Forgot About That" Costs

• Holiday pay (because even SDRs need to escape sometimes)
• Sick days (trust me, they happen)
• Software licences (because Excel ain't gonna cut it, chief)
• Training costs (unless you want them selling like it's 1999)
• IT support (for when they inevitably spill coffee on their laptop)

4. The "Wait, We Need That Too?" Expenses

• CRM licences (because Post-it notes aren't a viable system)
• Sales platform subscriptions (hello, Salesforce my old friend)
• Email marketing tools (because smoke signals are so last century)

5. The "Why Is Our Office Bill So High?" Costs

• Office space (or a chunk of your electric bill if they're remote, because cardboard boxes don't have Wi-Fi)
• Business admin expenses (because Google Workspace, HR platforms, and yes, even paperclips, don't magically appear)
• Events and awards (because nothing says "team building" like awkward small talk over lukewarm hors d'oeuvres)

6. The "I Didn't Sign Up For This" Expenses

• HR support (for when Jim and Sarah have their weekly showdown)
• Payroll admin (because money doesn't magically appear in bank accounts)
• Management time (say goodbye to your evenings and weekends)

7. The "Oh Crap, We Forgot About Data" Cost
   Data. The lifeblood of any SDR team. And guess what? It ain't free. You're looking at subscriptions, list purchases, and data cleaning tools. (Side note: I once tried to clean our company database manually. I'm pretty sure I aged 10 years in a week.)

The SDR Herding Challenge: Why Managing In-House Teams Is a Full-Time Job

Here's the thing about in-house SDR teams: they're like a box of chocolates. You never know what you're gonna get. (Sorry, Forrest.)

1. SDR Training

You pour time and resources into training your SDRs. They get good. Really good. And then? They leave for a closing role or a competitor. It's like watching your ex succeed on Instagram. Painful.

2. Keeping SDR’s Motivated

Keeping an SDR team motivated is harder than getting my kids to eat vegetables. You need competitions, incentives, and more ra-ra speeches than a high school football coach.

3. Keeping Ahead of Tech Advancements

The sales tech landscape changes faster than fashion trends. By the time you've trained your team on one platform, three new "game-changing" tools have hit the market. It's exhausting. And if no ones keeping up, you could fall behind pretty fast.

The Expertise Edge: Why Outsourced SDR Teams Will Bring You Better Results

Now, let's talk about why outsourcing your SDR function to an agency is the secret to how the fastest growing businesses grow exponentially. 

1. Been There, Done That, Got the T-Shirt
   Outsourced SDR agencies have seen it all. They know what works, what doesn't, and what's just a fad. (Remember when everyone thought social selling would replace cold calling? Yeah, about that...)
   
   
2. Tech Stack on Steroids
   Sales agencies have tried and tested more sales tools than you've had hot dinners (at least the good ones have). They know what works, and they've got the licences to prove it. No more wasting money on shiny new toys that gather digital dust. Not only that, but the really smart agency’s will have an R&D function dedicated to ensuring that they utilise the latest tech to improve SDR productivity, speed up sales cycles and improve overall ROI.
   
   
3. Scaling at Sonic Speed
   Need to ramp up for a big push? An outsourced agency can do it faster than you can say "pipeline." Try doing that with an in-house team. (Spoiler: You can't.) You can try, but try hiring 10 SDR’s for your busiest period in a hurry. When you outsource, you can scale up or down your activity in line with demand, and your business goals.
   
   
4. Insights That Make You Look Like a Genius
   Outsourced agencies work across industries. They've got benchmarks, best practices, and insider knowledge that'll make your CEO think you're the second coming of Steve Jobs. Without these insights, your lone SDR team could be wasting time and effort necessarily.
   
   
5. Risk? What Risk?
   With an in-house team, one bad hire can set you back months. With an outsourced agency? It's their problem, not yours. Sleep easy, my friend.

The Bottom Line

Look, I get it. The idea of outsourcing your SDR function might feel like letting go of the wheel. But here's the truth: it's not letting go, it's upgrading to autopilot.

An outsourced SDR agency can have you up and running in 30 days. Compare that to the 9-12 months it takes to see success with an in-house team. (In that time, you could binge-watch all of "Game of Thrones" twice. Not that I'm speaking from experience or anything.)

So, what's it gonna be? Are you ready to step into the future of sales development? Or are you going to keep throwing money at an in-house team like it's Monopoly cash?

The choice is yours. But remember, in the world of sales, time is money. And right now, that clock is ticking.

Uncover the power of problem prospecting in modern sales.

In our latest episode of B2B Outbound we’re joined by Stuart Taylor, co-author of "Problem Prospecting" and Sales Director at Allego. He reveals how focusing on customer challenges can transform your sales approach.

Essential for SDRs, AEs, and sales leaders looking to boost conversion rates and scale their sales teams.

The Problem Prospecting Revolution

Stuart and his co-authors created "Problem Prospecting" as the sales bible they wish they'd had early in their careers. It's not some dusty theory from a coach who hasn't been in the trenches for decades. Nope, this is real-world, battle-tested stuff.

The core principle? It's not about you.

Stuart drops this truth bomb: "When people try and connect with prospects, they talk about themselves, they talk about their company, they talk about the awards, they talk about how great they are, and prospects do not care. All they care about is themselves."

(Ouch, but also... yeah, fair.)

Instead of boring prospects with your company's life story, lead with their problems. Stuart explains: "If I ring you and say, 'Hey James, it's Stuart calling from Allego, we're an award-winning software company based out of the US,' you're probably going to fall asleep within the first 30 seconds. Or if I ring you and say, 'I speak with company owners and founders like you, James, who are running into these couple of challenges,' and they resonate with you in your world, it's a completely different conversation."

The Two-Problem Tango

Here's where it gets spicy. We've found massive success at Punch! by presenting prospects with two potential challenges right off the bat. It's like a "Choose Your Own Adventure" book, but for B2B sales.

Stuart backs this up: "We started with one problem initially, but we moved to two or three because when you give people options, they typically take one."

This approach is pure gold for a few reasons:

1. It shows you've done your homework on their industry.
2. It gets them talking about their pain points early.
3. It sets you up to ask smart follow-up questions and really dig into their challenges.

Beyond the Cold Call: Problem Prospecting Throughout the Sales Cycle

Now, you might be thinking, "Cool story, bro. But what about after that initial call?"

Stuart explains how this mindset carries through the entire process: "The SDR might do the call, find out a problem that a prospect has, and then the AE's job is to unpack that problem and find out more about it."

He continues, "We're not talking about products and features. We're talking about problems and future states."

The Gym Analogy 

Stuart drops this gem: "I use the gym analogy. Nobody goes to the gym because it's state-of-the-art, it's got the best machines and this and that. They go for a reason which might be to lose weight, to get healthier. They might be recently single and want to get a new partner. There's something there that's driving that."

The takeaway? Dig for the real reasons behind why someone might want your product or service. It's rarely about the shiny features - it's about the outcome they're desperately craving.

The Cold, Hard Truth About Cold Calling

Now, brace yourselves for some tough love. In a world of LinkedIn voice notes, personalised videos, and probably soon, holographic SDR avatars (patent pending), guess what still works best?

Stuart lays it out: "By far and away the most successful prospecting motion in Alego is call... Calling. Like, still, all of these fancy things are great. But the traditional methods still work."

Why? "Because it's hard and it's easy to send voice notes. It's easy to send emails. It's harder to pick up the phone and ring 100, 200 people in a day."

The Punch! Perspective

As the founders of a sales development agency, we couldn't agree more. Chris chimes in: "We run a sales development agency, and yes, we do data insights. We multi-thread LinkedIn, video, tele, but actually 90% of our meetings, if not more, come over the telephone."

Stuart gives us a virtual high-five: "That's why you guys are so successful as well, because you do what a lot of organisations struggle to do - the hard stuff."

The Last Word 

Look, sales is evolving faster than TikTok dance trends. We've got AI, automation, and probably soon, telepathic lead scoring. But at its core, sales is still about solving human problems for other humans.

So, the next time you're tempted to lead with your company's trophy case or that shiny new feature, remember: It's not about you. It's about their problems, their challenges, and how you can be the hero in their story.

Listen to the full episode here.

7 Signs You're Either Ready… or Not.

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Thinking about supercharging your sales with an outsourced agency? Let's dive into whether it's the right move for you by comparing signs of readiness with potential red flags.

Table of contents

• Product Value and Contract Size
• Growth Mindset
• Sales Team Readiness
• Industry Fit
• Marketing and Sales Alignment
• Proactive Attitude
• Investment Readiness

1. Product Value and Contract Size

You're Ready If: You've Got the Good Stuff

Your product or service is high-value. We're talking annual contracts worth thousands, not £5 fidget spinners. Why? Because agencies need meat on the bone to make their efforts worthwhile. If you're selling enterprise software or specialised consulting services, you're in the sweet spot.

Red Flag: Your Contracts are Tiny

Low annual contract value is a tough sell for most agencies. They need to see a return on their effort, and if your average deal size is too small, the maths simply won't work out. As a rule of thumb, if your ACV is under £50 000, you might struggle to make the economics work.

2. Growth Mindset

You're Ready If: Growth is Your Obsession

You're not just interested in growth; you're obsessed with it. Your whiteboard is covered in ambitious targets, and you're always asking, "How can we scale faster?" This mindset aligns perfectly with what outsourced agencies bring to the table - a relentless focus on expansion and results.

Red Flag: You Want Overnight Success

Outsourced agencies aren't genies. They can't magically fix a broken sales process or a mediocre product. If you're looking for a quick fix or expect miracles in the first month, you're setting yourself up for disappointment. Real, sustainable growth takes time.

3. Sales Team Readiness

You're Ready If: Your Sales Team is Hungry

Your closers are itching for more leads. They're not just sitting around; they're actively asking for more opportunities. This enthusiasm is crucial because an agency will be flooding your pipeline. You need a team ready to pounce on these leads and close deals efficiently.

Red Flag: Your Team Hoards Leads

If your sales team treats leads like Gollum treats the One Ring, we've got issues. Outsourced agencies will be bringing in a flood of new opportunities. If your team isn't prepared to follow up quickly and effectively, those leads will go cold faster than you can say "my precious."

4. Industry Fit

You're Ready If: You're Playing in the Big Leagues

Industries like tech, healthcare, finance, and professional services are prime for outsourced sales. Why? These sectors often have complex sales cycles, high-value deals, and benefit from specialised knowledge - exactly what good agencies bring to the table.

Red Flag: Your Service is... Meh

If you're only competing on price, that's a problem. Outsourced agencies thrive on selling value, not rock-bottom prices. If your offering isn't differentiated or doesn't solve a real pain point, fix that first before bringing in the big guns.

5. Marketing and Sales Alignment

You're Ready If: Marketing and Sales are Best Buds

Your marketing team isn't off creating pretty brochures no one reads. They're in sync with sales, producing content that actually moves the needle. This alignment is crucial because an outsourced agency will need solid marketing collateral to support their outreach efforts.

Red Flag: Marketing? What Marketing?

If your idea of marketing alignment is "stay out of our way," you're not ready. Effective outbound sales require strong marketing support. Without compelling content, case studies, and a clear value proposition, even the best agency will struggle to generate interest.

6. Proactive Attitude

You're Ready If: You're Always on the Hunt

You don't wait for opportunities; you create them. This proactive attitude meshes well with outsourced agencies. They're not there to replace your hustle but to amplify it. If you're always looking for the next big win, an agency can help you find it faster.

Red Flag: You're Stuck in Your Ways

If you see opportunities and say "nah, I'm good," stick to the status quo. Outsourced agencies bring new ideas and strategies to the table. If you're not open to change or trying new approaches, you'll be wasting your money and their time.

7. Investment Readiness

You're Ready If: You're Ready to Invest

Growth takes time and resources. You understand this isn't a "set it and forget it" solution. You're prepared to collaborate closely with the agency, provide necessary resources, and give the partnership time to yield results. As Jeb Blount says, "The key to success in sales is the willingness to do what others won't."

(No direct red flag for this point, as it's more of a culmination of the previous points.)

The Bottom Line

Outsourced sales agencies can change the game. They can boost your sales acceleration, amp up demand generation, and create a predictable pipeline. As Aaron Ross, author of "Predictable Revenue," puts it, "The #1 predictor of success for a company using outbound prospecting is how well they're able to focus their efforts." An outsourced agency could be that focus multiplier for you.

But remember, this isn't a magic fix. It's a strategic move for companies ready to pour rocket fuel on their sales engine. Evaluate your readiness honestly by comparing these signs and red flags to make an informed decision about whether an outsourced sales agency is right for you.