Every month we book 500+ meetings with HR/Talent leaders for our clients. We do this mostly through cold outreach (cold calling, email, and some LinkedIn work). In the hundreds of campaigns over the years, we’ve found two variables to be the most predictive of getting ROI from outbound.
Those variables are company growth and HR maturity. Let me explain………
Company Growth
When companies aren’t growing, they don’t invest in HR. They buy the basics, don’t invest in advanced HR technology, aren’t hiring, run surveys less often, and don’t invest in leadership development. They’re mostly focused on compliance. It’s pretty simple: If a company isn’t growing, chances are it is operating off a limited HR budget.
HR Maturity
Take a look at your best clients; what is the maturity of their HR department? Do most of your clients have HR teams of less than five people? How big is their recruiting department? Do they have breakout teams for learning and development, organizational development, or DE&I? When choosing which companies to target, pick companies that have a similar HR organization to your best clients.
If all you do is segment in this way, you’ll see significantly better results than choosing companies by employee size, revenue, or industry.
For more context on this approach (a quick 3-minute video), check out the video below.
To get free access to HR Maturity and Employee Growth sign up for a free trial of our Talentview platform. You’ll get 50 free downloads per month plus intent data, key account tracking, and buyer movement.
