JumpCrew Continues Rapid Growth, Expands Senior Leadership With Appointment of VP, SEO & Content

gordy casasco

Gordy Casasco Joins Growing Leadership Team from Digital Agency Huge

gordy casasco

New York, NY (January 16, 2019) – JumpCrew, a leading sales and marketing acquisition platform, is continuing on its rapid growth trajectory in 2019 with the appointment of Gordy Casasco as VP, SEO & Content to its leadership team. Casasco joins JumpCrew from digital agency Huge. Based in New York, Casasco will be overseeing Search Engine Optimization (SEO) and Content Marketing initiatives and will report to Chief Marketing Officer Lavall Chichester.

In 2018, JumpCrew’s organic growth was in excess of 250%. The company expanded its workforce by 200%, secured Series A funding round of $5.4 million, and has current annualized sales over $30 million. To fuel growth in 2019, JumpCrew is hiring 100 people in 100 days, recently launched a new website to simplify its sales and marketing acquisition offering and is planning its inaugural annual integrated sales and marketing conference JumpCon on October 24, 2019 in Nashville, where the company is headquartered.

“Our financial success and company growth is a direct result of our high quality talent. Gordy’s appointment is a testament to JumpCrew’s commitment to recruiting top talent in our pursuit of constantly evolving our sales and marketing platform.” said Robert Henderson, CEO at JumpCrew. “Gordy’s experience, skills and expertise in the content space have already had a noticeable impact on the JumpCrew team.”

Prior to JumpCrew, Casasco served as Associate Director, SEO at digital agency Huge. While at Huge, he spearheaded SEO for clients such as Verizon, Google, Dolby, and Four Seasons. In addition to Huge, he previously managed SEO at digital agency Web Profits and was also a member of Oracle’s retail eCommerce team.

“I’m excited to join JumpCrew during a key moment in the company’s growth. I look forward to leveraging my multi-channel marketing expertise and agency experience to push the boundaries of marketing innovation and digital solutions,” said Casasco. “JumpCrew is uniquely positioned to transform the status quo agency model by aligning sales and marketing to help companies achieve their customer acquisition targets.”

Casasco joins JumpCrew during a time of pivotal expansion. He will partner closely with Dmitriy Gamarnik who joined JumpCrew in December 2018 as Director of Paid Search and Social from digital media company Ziff Davis. The company is continuing to grow its senior leadership team by hiring top talent from prominent digital agencies, such as the recent addition of Chief Marketing Officer Lavall Chichester, who previously managed search and content marketing at MullenLowe Mediahub and Profero.

“We are ecstatic for Gordy to join JumpCrew and lead our SEO and content initiatives. The ability to attract seasoned talent from prominent agencies is a testament to JumpCrew’s culture and vision. Gordy embodies the ideal combination of both large advertising agency and startup experience. He will be paramount in helping us enhance our sales and marketing acquisition offering,” shared Chichester.

About JumpCrew

JumpCrew is a leading sales and marketing acquisition platform focused on building their own brands and providing integrated marketing and sales solutions to others. They specialize in building awareness, growing business leads, and closing sales for their clients. JumpCrew solutions combine technology with a human touch. Leveraging online technology and dedicated team members, the company is able to accelerate sales across a growing roster of clients in publishing, healthcare, media, and technology. The company is headquartered in Nashville, TN, with offices in Kentucky, San Diego and New York City. JumpCrew was recognized as the #1 best small company to work for in Nashville (2017) and as one of the best places to work in Nashville (2018).

How To Create A Solid Sales Cadence

improving sales cadence over phone

It is often said that the three most important factors of real estate are location, location, and location. What then, you may ask, are the three most important factors of sales, particularly when it comes to creating a solid sales cadence for contacting prospects.

I would venture to say they are follow up, follow up, and follow up.

The manner in which you follow up and the means and methods you use to do it are where good intention becomes a solid and successful strategy.

Make The Sales Call

According to the Harvard Business Review, “cold calling remains the most effective way to set up appointments with the right decision-makers at your target accounts.”

Everything starts with a call. When and how often you make your calls, and what other means of communication you add in addition to calls can help make or break the sale.

HBV’s article also mentions an idea introduced to me recently, the first call should be made between 7:30 and 8:30 in the morning pertinent to time zone, or between 3:30 and 5:30 in the afternoon. This is especially important in B2B sales as it allows you to reach the decision-maker during times when they are likely to be less busy and the gatekeepers are less likely to block you from getting through.

A caveat here would be if the call is being made to an inbound lead, in which case you would want to make the call as close to the receipt of the lead as possible. The idea of whatever product or service you are providing should be as fresh on the minds of the potential customer as possible.

The Sales Follow Up

In an ideal world, every prospect would answer on the first outreach, be the right person to buy, listen to your pitch with open ears, and take advantage of your product or service on the spot. Unfortunately, that isn’t always the case. And that is why I refer to the most important factor of sales as the follow-up.

Lead Simple Academy, which offers sales courses to property managers (here we are back to real estate) lists the number 43 as the percentage of salespeople who give up after the first call and 80 as the percentage of people who give up after the 4th call. But 50% of deals are closed after the 5th call.

So, if 80% of people are giving up before half of all deals are closed, there are strong odds in favor of the person who follows their suggested 7-touch sales cadence.

I have practiced the 7-touch sales cadence in my own career with many teams selling different products and can personally say, many of my sales have come after the 4th outreach.

To continue to form a solid sales cadence, we have to extend our options beyond calling and meet the customer where they live. Not literally of course, unless you’re in an outside sales situation, in which case, by all means, take advantage.

For those of us in inside sales, we do have still other options. Harvard Business Review suggests utilizing online sources such as LinkedIn. In the marketing industry that I come from, Facebook can also be a helpful tool. On the business to consumer side I currently work in, text messaging and email can have great response rates. According to an article posted on OneReach.com, text messages have an open rate of 98%. Of course, email and text message can still be great for business to business sales, as well.

Nurturing A Sales Lead

The last piece of advice for building a strong sales cadence is knowing how often to follow up. There is a fine line between being persistent and being overly communicative with people who are either too busy or simply not interested.

On my current team, we use the 48-hour rule. Nettemps.com describes it like this, “The 48-hour rule, simply stated, stipulates that to more effectively seize a new opportunity you should follow up or perform an action within 48 hours after interest has been established.”

I also apply that to the continued follow up sales cadence and leave one business day between call attempts to contact a potential customer.

My current team’s sales cadence involves 4 calls and 3 emails spread over 14 days. Text messages can be added in at the individual sales person’s discretion. The key is to find the communication method your customer is most responsive to and use it to your advantage. A sale by email or text message is still a sale.

To reiterate the main points: don’t give up after the first call, don’t resort to one contact method and think that’s enough, and do try different combinations of sales cadence plans until you find the combination that works best for you. Be punctual and timely, be persistent without being overly aggressive, and be organized in your attempts.

Contact us today for more information on how to jumpstart your revenue goals and to learn more about the next steps of growing your business with an integrated marketing and sales strategy.

Read more: 4 Reasons Why Businesses Outsource Their Sales Team

Outbound Sales: Sell Less, Connect More

4 Reasons Why Businesses Outsource Their Sales Team

reasons to outsource sales

Outsourcing is becoming more and more common as companies progress. When done correctly, outsourcing your sales team will increase your top and bottom-line revenue.

Return on Investment (ROI), pipeline management, and closed deals can easily be monitored when leveraging a customer relationship management (CRM). In fact, outsourcing is typically more efficient, cost-effective, and provides more data than hiring an internal team.

Additionally, finding the right outsourcing company is vital to your success. The company you choose should adopt your processes while providing suggestions and solutions on how to improve the current infrastructure and workflows.

Why Outsource Your $ales Team?

1. Control

Most importantly, you gain control when you outsource. It may sound a little backward at first but read on.

Your sales process and close-ratio require experienced sales management to define the entire process.  This includes recruiting reps, incentive packages and SPIFs (sales performance incentive fund), defining effective sales training, monitoring sales metrics, and providing the sales team support, all while creating and refining the sales process for maximum results. Controlling the sales function requires a team of experts collaborating to constantly progress the process.

If these sales-related functions are not core competencies for your company, you’ll likely find that outsourcing your sales function equals gaining control.

2. Process Improvement

With control comes process insight. The right team will gain a deep understanding of your sales funnel and timeline.

If your product isn’t meeting the needs of your target market, your outsourced sales team should pick up on it and relay the findings.  Typically, both companies need to revisit the buyer persona, or pivot the sales pitch and modify the marketing collateral.

Sales experts have ideas on improving processes to increase efficiency after they’ve worked through processes, prospects, and sales funnels. This fresh perspective is necessary to quickly accelerate growth.

3. Time

Training new hires can take weeks and sometimes even months. Outsourcing solves this problem by providing a scalable sales team that works seamlessly. Sales and marketing teams that are already in place operate efficiently and reduce the time it takes to see results.

In sales, nothing compares to the importance of time. When you’re wasting time, you’re losing deals.

4. Overhead Costs of In-House Sales

Outsourcing saves money, dramatically. Expanding offices and growing your business can be costly. For sales alone, why not fill those positions with proven sales experts that already have a workstation and equipment setup?

An outsourced sales team has the technology stack in place that benefits from economies of scale and are familiar with the systems and evolving processes.

Outsourcing can eliminate or reduce a wide range of expenses- recruiting, training, maintaining and supporting systems, while employing other strategies that can reduce costs.

At the end of the day, the trend is your friend, and businesses are moving towards outsourcing their sales team for a variety of reasons all which result in improving their bottom line.

Contact us today or more information on how to take your sales and marketing strategies to the next level, and to learn which techniques are right for your specific business.

Read more: How To Create A Solid Sales Cadance

What Happens When Sales And Marketing Goals Actually Align?