• Home
  • /
  • Blog
  • /
  • Tom Slocum | TSE 1704: The State of Sales Outreach

Don't miss our weekly sales tips!

Sign up below to get weekly tips from Donald on how to build a healthy sales pipeline and convert 2x as many deals!

The Sales Evangelist

Tom Slocum on The Sales Evangelist Podcast

Are you sending hundreds of emails, and no one is responding? You must listen to this week’s episode of The Sales Evangelist Podcast to help you discover new outreach methods. 

Your host, Donald Kelly, speaks with Tom Slocum on the state of sales outreach. Listen to their advice on emailing, so potential customers will be more willing to work with you.

Trends in Email Outreach

  • During a conference, Tom discovered that many sales reps don’t follow up on emails. If you notice potential customers haven’t replied, try doing a follow-up email.
  • When writing emails, it’s best to be creative to help make the message more personalized. You can do this by adding visualizations to bring a human effort into play.
  • Consider including a video or voice memos to help make emails more engaging and personal.
  • When sales reps take the extra step within their emails, it creates personalization. By taking the extra step, you make potential clients feel as though you care about their problems. 
  • You don’t have to be super personal in every email you send. Tom discusses the importance of bucketing and prioritizing when sending emails.

Personalization Is Not Personalization

  • Personalization is not bringing up random topics and hoping a prospective client will start conversing with you. 
  • You need to really pay attention to how they’re a good fit for the product you’re selling. Once you discover this, you can send an email discussing your services and how you can potentially help them.
  • Remember clients want to feel as though you actually care about them and their problems.

Advice For Management 

  • It can be hard to test new methods when you’re leading a team that’s sending 5,000 emails every day. Tom discusses why sales managers should create microenvironments, where certain teams test new methods.
  • When the whole team tests a new method it can become scary. Either you or a specific group of people should test new methods to prevent everyone from worrying if it will work or not.
  • Microenvironments also allow managers to evaluate theories effectively. After testing your methods on 100 accounts, ask for feedback to see if there was an improvement in the email outreach strategy.

Using AI Tools for Email Outreach

  • Tom shares how to use AI tools for creativity when sending emails to potential clients. 
  • He provides an example of how to research clients with AI tools and make personalized emails.
  • The key is to use AI to help you work smarter, not harder.

After listening to this episode, take some time to reflect on these methods and apply them to your outreach strategy. Don’t forget to find Donald on LinkedIn and let him know if these methods worked for you. 


Donald Kelly LinkedIn

Tom Slocum LinkedIn

Sponsorship Offers

  • This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

  • This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse

  • This episode is brought to you in part by Calendly.

Calendly is the leading meeting scheduling software that automates your scheduling, speeds up your sales cycle, and closes more deals. Get started for free or learn more at calendly.com

  • This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the sales evangelist.com/linkedin


As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

Leave a Reply

Your email address will not be published. Required fields are marked

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}

LinkedIn Prospecting Made Easy!

5 Simple Ways to Landing Appointments on LinkedIn, Even If You Don’t Know Where To Start!

LinkedIn Prospecting on Laptop

TheSalesEvangelist.com needs the contact information you provide to us to contact you about our products and services. You may unsubscribe from these communications at anytime. See our privacy policy for terms and conditions and to learn how we protect your data.