The control email removed the “just checking in” copy and read: We then added the phrase “just checking in” in the beginning, right after “Hi ,” like this: We specifically selected scenarios to determine if “just checking in” helped in some situations but detracted in others. We decided to create a scientifically valid A/B test to determine whether “just checking in” actually increased, decreased, or resulted in no impact to email reply rates.įirst, we determined the scenario we wanted to test: bumper emails, which are follow-ups to an initial cold email that uses the same subject line and email thread as the original. In fact, once upon a time, many Outreach sales managers said the same thing–don’t do it! It turned out, however, that there was one–just one–email template at Outreach that opened with “Just checking in.” Everyone was shocked when the template had a 13% reply rate-–an unexpectedly high number! At this point, its been almost 30 days so its time to change up the approach a. Some sellers say it’s harmless while others believe it’s detrimental to your deals. The final follow-up email should be sent 14 days after the Friendly Check-In. One of the more interesting tests we ran centered around the phrase, “Just checking in.” We've all said it when talking to prospects, “Hey Will, just checking in,” or even using “Just Checking In” as the email subject line. After all, guts can be wrong, but data never lies.Īt Outreach, we not only provide guided A/B testing capabilities to our customers, we also use A/B testing ourselves.
Now, sellers are able to use data to make decisions through A/B testing to experiment and understand what works. In other words, our Guided A/B testing makes advanced statistical analyses understandable to those of us who don’t have a PhD in Computer Science (not that there’s anything wrong with that). Using machine learning, Guided A/B testing helps sales managers set up accurate A/B tests that avoid the most common pitfalls: running the test too long, ending the test too early, or making changes during the test, so that the results are trusted and actionable to improve your sales team’s performance and drive more pipeline. Successful sellers use workflows, playbooks, and tests to close deals, which why we unrolled Amplify Guided A/B Testing. Intuition is helpful, but we should treat our ideas as hypotheses, not as absolute truth, and then use data to test whether these hypotheses are true. Yet sales is one of the few remaining disciplines that often relied on intuition, word-of-mouth strategies, guesstimates, and even superstition, to close deals. You've probably heard the saying, “trust your gut,” and whether they are willing to acknowledge it, this is how many sales leaders make decisions.īut this is antiquated, outdated, and dangerous.
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